Question 1

Social media may be sources of information salespeople utilize while planning for sales dialogue.

Accepted Answer

A) True 
 B)False

Question 2

Why is it important for most salespeople to spend at least some time prospecting?

Accepted Answer

A)  Because finding new customers is easier than keeping existing customers. 
B)  Because it is likely that they will lose some of their existing customers over time. 
C)  Because the existing customer base may not be sufficient to generate desired future revenues. 
D)  All the above are correct. 
E)  Both b and c are correct. 
A)  Because finding new customers is easier than keeping existing customers. 
B)  Because it is likely that they will lose some of their existing customers over time. 
C)  Because the existing customer base may not be sufficient to generate desired future revenues. 
D)  All the above are correct. 
E)  Both b and c are correct.

Question 3

Which of the following statements about strategic prospecting is untrue?

Accepted Answer

A)  An objective of strategic prospecting is to improve the salesperson's efficiency. 
B)  Prospecting can be very discouraging. 
C)  Most salespeople will have to do at least some prospecting. 
D)  Prospecting involves generating and qualifying leads. 
E)  All of the above statements are accurate. 
A)  An objective of strategic prospecting is to improve the salesperson's efficiency. 
B)  Prospecting can be very discouraging. 
C)  Most salespeople will have to do at least some prospecting. 
D)  Prospecting involves generating and qualifying leads. 
E)  All of the above statements are accurate.

Question 4

Which of the following statements is untrue regarding cold canvassing?

Accepted Answer

A)  Calls on prospects are unannounced 
B)  It is a relatively efficient form prospecting 
C)  Buyers may not be available 
D)  Buyers may not have the time to talk to the salesperson 
E)  It is probably the least successful form of prospecting 
A)  Calls on prospects are unannounced 
B)  It is a relatively efficient form prospecting 
C)  Buyers may not be available 
D)  Buyers may not have the time to talk to the salesperson 
E)  It is probably the least successful form of prospecting

Question 5

The sales funnel is useful for understanding strategic prospecting.

Accepted Answer

A) True 
 B)False

Question 6

A strategic prospecting plan should include all of the following except?

Accepted Answer

A)  Proper time allocation 
B)  Goals 
C)  Evaluation method 
D)  Tracking system 
E)  All of the above are correct 
A)  Proper time allocation 
B)  Goals 
C)  Evaluation method 
D)  Tracking system 
E)  All of the above are correct

Question 7

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

Accepted Answer

A)  Qualifying helps to reduce the amount of time salespeople spend calling on prospects who could never become customers. 
B)  Qualifying prospects increases the probability that the sales prospect will become a customer. 
C)  Qualifying prospects helps the salesperson separate those prospects who are more likely to buy from those who are less likely to buy. 
D)  Qualifying prospects provides salespeople with feedback regarding the effectiveness of their prospecting methods. 
E)  All of the above reflect why prospecting is important. 
A)  Qualifying helps to reduce the amount of time salespeople spend calling on prospects who could never become customers. 
B)  Qualifying prospects increases the probability that the sales prospect will become a customer. 
C)  Qualifying prospects helps the salesperson separate those prospects who are more likely to buy from those who are less likely to buy. 
D)  Qualifying prospects provides salespeople with feedback regarding the effectiveness of their prospecting methods. 
E)  All of the above reflect why prospecting is important.

Question 8

Networking is a relatively ineffective method for generating leads

Accepted Answer

A) True 
 B)False

Question 9

When gathering precall information, the history of the lead's business is not important.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is not typically a source of sales leads?

Accepted Answer

A)  Referrals 
B)  Non-competing salespeople 
C)  Telephone inquiries 
D)  Competitor's salespeople 
E)  Professional organizations 
A)  Referrals 
B)  Non-competing salespeople 
C)  Telephone inquiries 
D)  Competitor's salespeople 
E)  Professional organizations

Question 11

____________ is a variation of the referral where, in addition to requesting the names of prospects, the salesperson asks the prospect or customer to prepare a note or letter of introduction that can be sent to the potential customer.

Accepted Answer

The answer of ____________ is a variation of the referral...

Question 12

Strategic prospecting improves prospecting effectiveness while slightly reducing efficiency.

Accepted Answer

A) True 
 B)False

Question 13

One of the key advantages of trade shows is the generation of good leads.

Accepted Answer

A) True 
 B)False

Question 14

Most buyers will readily welcome salespeople involved in cold canvassing.

Accepted Answer

A) True 
 B)False

Question 15

The strategic prospecting process is often viewed as a:

Accepted Answer

A)  Sales funnel 
B)  Easiest part of the selling process 
C)  Most difficult part of the selling process 
D)  Sales pipeline 
E)  Both a and d are correct. 
A)  Sales funnel 
B)  Easiest part of the selling process 
C)  Most difficult part of the selling process 
D)  Sales pipeline 
E)  Both a and d are correct.

Question 16

In order for a lead to be considered a suspect, it must have a need for the salesperson's product.

Accepted Answer

A) True 
 B)False

Question 17

The primary objective of strategic prospecting is to identify qualified prospects.

Accepted Answer

A) True 
 B)False

Question 18

In order for a lead to be considered a sales prospect, the lead needs to be ready to make a purchase within a short time frame.

Accepted Answer

A) True 
 B)False

Question 19

Organizations can generate leads through advertising.

Accepted Answer

A) True 
 B)False

Question 20

With respect to strategic prospecting, salespeople should ___________________ so that they can track the results from using different prospecting methods.

Accepted Answer

The answer of With respect to strategic prospecting, salespeople should...

Social media may be sources of information salespeople utilize while planning for sales dialogue.

Why is it important for most salespeople to spend at least some time prospecting?

Which of the following statements about strategic prospecting is untrue?

Which of the following statements is untrue regarding cold canvassing?

The sales funnel is useful for understanding strategic prospecting.

A strategic prospecting plan should include all of the following except?

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

Networking is a relatively ineffective method for generating leads

When gathering precall information, the history of the lead's business is not important.

Which of the following is not typically a source of sales leads?

____________ is a variation of the referral where, in addition to requesting the names of prospects, the salesperson asks the prospect or customer to prepare a note or letter of introduction that can be sent to the potential customer.

Strategic prospecting improves prospecting effectiveness while slightly reducing efficiency.

One of the key advantages of trade shows is the generation of good leads.

Most buyers will readily welcome salespeople involved in cold canvassing.

The strategic prospecting process is often viewed as a:

In order for a lead to be considered a suspect, it must have a need for the salesperson's product.

The primary objective of strategic prospecting is to identify qualified prospects.

In order for a lead to be considered a sales prospect, the lead needs to be ready to make a purchase within a short time frame.

Organizations can generate leads through advertising.

With respect to strategic prospecting, salespeople should ___________________ so that they can track the results from using different prospecting methods.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

Social media may be sources of information salespeople utilize while planning for sales dialogue.

Why is it important for most salespeople to spend at least some time prospecting?

Which of the following statements about strategic prospecting is untrue?

Which of the following statements is untrue regarding cold canvassing?

The sales funnel is useful for understanding strategic prospecting.

A strategic prospecting plan should include all of the following except?

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

Networking is a relatively ineffective method for generating leads

When gathering precall information, the history of the lead's business is not important.

Which of the following is not typically a source of sales leads?

____________ is a variation of the referral where, in addition to requesting the names of prospects, the salesperson asks the prospect or customer to prepare a note or letter of introduction that can be sent to the potential customer.

Strategic prospecting improves prospecting effectiveness while slightly reducing efficiency.

One of the key advantages of trade shows is the generation of good leads.

Most buyers will readily welcome salespeople involved in cold canvassing.

The strategic prospecting process is often viewed as a:

In order for a lead to be considered a suspect, it must have a need for the salesperson's product.

The primary objective of strategic prospecting is to identify qualified prospects.

In order for a lead to be considered a sales prospect, the lead needs to be ready to make a purchase within a short time frame.

Organizations can generate leads through advertising.

With respect to strategic prospecting, salespeople should ___________________ so that they can track the results from using different prospecting methods.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters