Question 1

Which of the following statements about evaluating prospecting activities is most accurate?

Accepted Answer

A)  Salespeople should evaluate their prospecting activities once a year. 
B)  Salespeople should evaluate their prospecting activities twice a year. 
C)  Salespeople should have their sales managers evaluate their prospecting activities twice a year. 
D)  Salespeople should evaluate their prospecting activities continuously. 
E)  None of the above are accurate. 
A)  Salespeople should evaluate their prospecting activities once a year. 
B)  Salespeople should evaluate their prospecting activities twice a year. 
C)  Salespeople should have their sales managers evaluate their prospecting activities twice a year. 
D)  Salespeople should evaluate their prospecting activities continuously. 
E)  None of the above are accurate.

Question 2

Which of the following is a major advantage that the advertising inquiry method of obtaining leads has over outbound telephone inquiries?

Accepted Answer

A)  It's less expensive 
B)  The advertising method helps qualify the lead for the salesperson 
C)  It's easy to target specific organizations 
D)  All of the above are advantages 
E)  None of the above are advantages 
A)  It's less expensive 
B)  The advertising method helps qualify the lead for the salesperson 
C)  It's easy to target specific organizations 
D)  All of the above are advantages 
E)  None of the above are advantages

Question 3

The characteristics of a firm's best customers or the perfect customer are referred to as the __________customer profile.

Accepted Answer

The answer of The characteristics of a firm's best customers...

Question 4

Advertising inquiries are like inbound telemarketing in that the lead does some degree of self-qualifying.

Accepted Answer

A) True 
 B)False

Question 5

One of the reasons salespeople dislike prospecting is fear of rejection.

Accepted Answer

A) True 
 B)False

Question 6

Once salespeople have qualified their prospects, they should:

Accepted Answer

A)  Develop a prospecting strategy 
B)  Call on the qualified prospect 
C)  Send the qualified prospect a sales letter 
D)  Begin gathering precall information 
E)  Ask the qualified prospect for referrals 
A)  Develop a prospecting strategy 
B)  Call on the qualified prospect 
C)  Send the qualified prospect a sales letter 
D)  Begin gathering precall information 
E)  Ask the qualified prospect for referrals

Question 7

Which of the following prospecting methods is characterized by having MANY potential prospects brought together under one roof?

Accepted Answer

A)  Sales seminars 
B)  Trade shows 
C)  Referrals 
D)  Company records 
E)  Both a and b are correct 
A)  Sales seminars 
B)  Trade shows 
C)  Referrals 
D)  Company records 
E)  Both a and b are correct

Question 8

One approach to prioritizing sales prospects is to compare them to an ideal customer profile.

Accepted Answer

A) True 
 B)False

Question 9

Gina, a salesperson for ABC Corp., spends a lot of time "interviewing" her prospects so she can learn their names, interests, and job responsibilities.Gina should probably spend more time:

Accepted Answer

A)  Talking about her product. 
B)  Talking about her company. 
C)  Talking about herself. 
D)  Obtaining precall information on the prospect. 
E)  Obtaining leads from better sources. 
A)  Talking about her product. 
B)  Talking about her company. 
C)  Talking about herself. 
D)  Obtaining precall information on the prospect. 
E)  Obtaining leads from better sources.

Question 10

In general, most prospects are eager to meet with salespeople.

Accepted Answer

A) True 
 B)False

Question 11

A _________ is a name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.

Accepted Answer

The answer of A _________ is a name of a...

Question 12

Drew is a salesperson for a company that manufactures bed-liners for pick-up trucks.Drew relies on his friend Susan, a salesperson for a local truck dealership, for leads.Susan calls Drew and lets him know when someone has purchased a new pick-up truck.Drew's source of leads is called:

Accepted Answer

A)  Company records. 
B)  A sales seminar. 
C)  Noncompeting salesperson. 
D)  Tradeshow 
E)  Center of influence 
A)  Company records. 
B)  A sales seminar. 
C)  Noncompeting salesperson. 
D)  Tradeshow 
E)  Center of influence

Question 13

_____________is a graphical representation of the trust-based sales process and the strategic sales prospecting process in the form of a funnel.

Accepted Answer

Sales Funnel (Pipeli

Question 14

The more a salesperson knows about a prospect, the better chance a salesperson has to make a sale.

Accepted Answer

A) True 
 B)False

Question 15

Salespeople should continuously evaluate their prospecting plans and methods.

Accepted Answer

A) True 
 B)False

Question 16

Jim is a salesperson for XYZ company and is trying to expand his business into a new city.In a case like Jim's, networking is good method for generating leads.

Accepted Answer

A) True 
 B)False

Question 17

Prospects may be reluctant to see a salesperson if they've never heard of the salesperson's firm.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is not one of the common secondary lead sources?

Accepted Answer

A)  Harris Directory 
B)  Moody's Industrial Directory 
C)  Thomas Register of American Manufacturers 
D)  Standard & Poor's Register of Corporations, Directors, and Executives 
E)  Company records 
A)  Harris Directory 
B)  Moody's Industrial Directory 
C)  Thomas Register of American Manufacturers 
D)  Standard & Poor's Register of Corporations, Directors, and Executives 
E)  Company records

Question 19

Sales leads are also referred to as suspects.

Accepted Answer

A) True 
 B)False

Question 20

A _____________________is an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision.

Accepted Answer

The answer of A _____________________is an individual or organization that...

Which of the following statements about evaluating prospecting activities is most accurate?

Which of the following is a major advantage that the advertising inquiry method of obtaining leads has over outbound telephone inquiries?

The characteristics of a firm's best customers or the perfect customer are referred to as the __________customer profile.

Advertising inquiries are like inbound telemarketing in that the lead does some degree of self-qualifying.

One of the reasons salespeople dislike prospecting is fear of rejection.

Once salespeople have qualified their prospects, they should:

Which of the following prospecting methods is characterized by having MANY potential prospects brought together under one roof?

One approach to prioritizing sales prospects is to compare them to an ideal customer profile.

Gina, a salesperson for ABC Corp., spends a lot of time "interviewing" her prospects so she can learn their names, interests, and job responsibilities.Gina should probably spend more time:

In general, most prospects are eager to meet with salespeople.

A _________ is a name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.

Drew is a salesperson for a company that manufactures bed-liners for pick-up trucks.Drew relies on his friend Susan, a salesperson for a local truck dealership, for leads.Susan calls Drew and lets him know when someone has purchased a new pick-up truck.Drew's source of leads is called:

_____________is a graphical representation of the trust-based sales process and the strategic sales prospecting process in the form of a funnel.

The more a salesperson knows about a prospect, the better chance a salesperson has to make a sale.

Salespeople should continuously evaluate their prospecting plans and methods.

Jim is a salesperson for XYZ company and is trying to expand his business into a new city.In a case like Jim's, networking is good method for generating leads.

Prospects may be reluctant to see a salesperson if they've never heard of the salesperson's firm.

Which of the following is not one of the common secondary lead sources?

Sales leads are also referred to as suspects.

A _____________________is an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision.

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

Which of the following statements about evaluating prospecting activities is most accurate?

Which of the following is a major advantage that the advertising inquiry method of obtaining leads has over outbound telephone inquiries?

The characteristics of a firm's best customers or the perfect customer are referred to as the __________customer profile.

Advertising inquiries are like inbound telemarketing in that the lead does some degree of self-qualifying.

One of the reasons salespeople dislike prospecting is fear of rejection.

Once salespeople have qualified their prospects, they should:

Which of the following prospecting methods is characterized by having MANY potential prospects brought together under one roof?

One approach to prioritizing sales prospects is to compare them to an ideal customer profile.

Gina, a salesperson for ABC Corp., spends a lot of time "interviewing" her prospects so she can learn their names, interests, and job responsibilities.Gina should probably spend more time:

In general, most prospects are eager to meet with salespeople.

A _________ is a name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.

Drew is a salesperson for a company that manufactures bed-liners for pick-up trucks.Drew relies on his friend Susan, a salesperson for a local truck dealership, for leads.Susan calls Drew and lets him know when someone has purchased a new pick-up truck.Drew's source of leads is called:

_____________is a graphical representation of the trust-based sales process and the strategic sales prospecting process in the form of a funnel.

The more a salesperson knows about a prospect, the better chance a salesperson has to make a sale.

Salespeople should continuously evaluate their prospecting plans and methods.

Jim is a salesperson for XYZ company and is trying to expand his business into a new city.In a case like Jim's, networking is good method for generating leads.

Prospects may be reluctant to see a salesperson if they've never heard of the salesperson's firm.

Which of the following is not one of the common secondary lead sources?

Sales leads are also referred to as suspects.

A _____________________is an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision.

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