Question 1

The salesperson who uses the cold canvass prospecting method usually knows something about the prospect.

Accepted Answer

A) True 
 B)False  False

Question 2

Daniel sells medical equipment, and he has been advised to contact the comptroller at the Cedar Bluff Public Hospital because the hospital plans on building and equipping 150 medical and dental offices in its new health care complex. Daniel has not yet made the sales call because he hates to be pushy. Daniel is experiencing:

Accepted Answer

A)  referral breakdown. 
B)  sales hesitation. 
C)  prospect aversion. 
D)  call reluctance. 
E)  lead negation. 
A)  referral breakdown. 
B)  sales hesitation. 
C)  prospect aversion. 
D)  call reluctance. 
E)  lead negation. D

Question 3

You have the greatest opportunity to influence your prospect:

Accepted Answer

A)  when prospecting. 
B)  in the trial close. 
C)  in the approach phase. 
D)  when determining objections. 
E)  during the presentation. 
A)  when prospecting. 
B)  in the trial close. 
C)  in the approach phase. 
D)  when determining objections. 
E)  during the presentation. E

Question 4

Innovative Installers provides a variety of services related to office space and relocations such as installing modular office furniture and providing space planning and layout consultations Innovative Installers is owned and operated by Mierzett Evans and his sister Glenda Heldris. The company was founded in 1992. It had more than $2 million sales in 2003. The company uses a variety of marketing methods including a Web site, cold calls, and direct mail. Evans and Heldris believe the company could better communicate with potential customers who may not know of the company's existence. Evans and Heldris will participate in a trade show targeted at small businesses next April. What can they do to increase the probability that they will get business from their appearance at the trade show?

Accepted Answer

A)  Respect the privacy of booth visitors 
B)  Set up their display to maximize its visibility 
C)  Avoid being assertive when contacting potential customers 
D)  Recognize that any type of premiums may be interpreted as bribes 
E)  Practice communicating thirty to forty points to get your message across 
A)  Respect the privacy of booth visitors 
B)  Set up their display to maximize its visibility 
C)  Avoid being assertive when contacting potential customers 
D)  Recognize that any type of premiums may be interpreted as bribes 
E)  Practice communicating thirty to forty points to get your message across

Question 5

A company that manufactures truck bed liners will be sending representatives to a Dallas automotive trade show. What advice should you give them to make sure their trip is a profitable one?

Accepted Answer

A)  Be prepared for rejection 
B)  Never be assertive in approaching trade show visitors 
C)  Avoid using lead cards because they are too time-consuming 
D)  Do not distract from your exhibit with attention-getting devices 
E)  Memorize your sales pitch word-for-word 
A)  Be prepared for rejection 
B)  Never be assertive in approaching trade show visitors 
C)  Avoid using lead cards because they are too time-consuming 
D)  Do not distract from your exhibit with attention-getting devices 
E)  Memorize your sales pitch word-for-word

Question 6

Orphaned customers are best described as the:

Accepted Answer

A)  customers of a salesperson who has left the company. 
B)  prospects who have declined to make a purchase. 
C)  leads generated through a direct mail program. 
D)  solid referrals of long-term customers. 
E)  customers that have failed to pay. 
A)  customers of a salesperson who has left the company. 
B)  prospects who have declined to make a purchase. 
C)  leads generated through a direct mail program. 
D)  solid referrals of long-term customers. 
E)  customers that have failed to pay.

Question 7

Last night while he was eating dinner, Tom got a phone call from a salesperson who wanted to know if he would be interested in subscribing to the local newspaper. The salesperson would best be described as a:

Accepted Answer

A)  endless chain prospect. 
B)  center of influence. 
C)  telemarketer. 
D)  prospect. 
E)  referral. 
A)  endless chain prospect. 
B)  center of influence. 
C)  telemarketer. 
D)  prospect. 
E)  referral.

Question 8

A salesperson must always search for new prospects to increase sales and replace previous customers.

Accepted Answer

A) True 
 B)False

Question 9

Telemarketing involves the use of trained personnel to conduct planned, measurable marketing activities directed at targeted groups of consumers.

Accepted Answer

A) True 
 B)False

Question 10

Successful use of the telephone in appointment scheduling requires a chatty message that hints of a desire to establish a long-term relationship with the prospect.

Accepted Answer

A) True 
 B)False

Question 11

To be effective, the participants in a sales club should sell competing products.

Accepted Answer

A) True 
 B)False

Question 12

In many instances, customer attrition; the loss of customers over time, is not controllable because of all the following reasons, EXCEPT?

Accepted Answer

A)  The customers may believe a competitor's services create more value 
B)  Some customers may literally go out of business 
C)  The customers may merge or be acquired 
D)  The customers feels that the salesperson is not responding to their calls 
E)  Certain customers may no longer need the salesperson's services due to change of business 
A)  The customers may believe a competitor's services create more value 
B)  Some customers may literally go out of business 
C)  The customers may merge or be acquired 
D)  The customers feels that the salesperson is not responding to their calls 
E)  Certain customers may no longer need the salesperson's services due to change of business

Question 13

What are orphaned customers?

Accepted Answer

Customers become orphans when

Question 14

Which of the following statements holds true of e-mail marketing?

Accepted Answer

A)  In order to generate leads, firms may purchase lists of potential contacts, including their email addresses. 
B)  The firm e-mails opportunities, offers and invitations to potential customers. 
C)  If the e-mail garners interest, the customer may respond to the firm. 
D)  The salesperson contacts the lead, if customer shows interest in firm's offers and invitations. 
E)  The salesperson contacts the prospects irrespective of their interest in offers and invitations. 
A)  In order to generate leads, firms may purchase lists of potential contacts, including their email addresses. 
B)  The firm e-mails opportunities, offers and invitations to potential customers. 
C)  If the e-mail garners interest, the customer may respond to the firm. 
D)  The salesperson contacts the lead, if customer shows interest in firm's offers and invitations. 
E)  The salesperson contacts the prospects irrespective of their interest in offers and invitations.

Question 15

What is the first step to combat call reluctance?

Accepted Answer

Admit that

Question 16

One of the criteria for developing your own best prospecting method is to always call back on prospects who did not buy.

Accepted Answer

A) True 
 B)False

Question 17

The main sources for a prospect pool are:

Accepted Answer

A)  telephone directories and professional organizations. 
B)  trade shows, demonstrations, and public exhibitions. 
C)  sales lead clubs and your competitor's customers. 
D)  leads, referrals, orphans, and your customers. 
E)  industry directories and club rosters. 
A)  telephone directories and professional organizations. 
B)  trade shows, demonstrations, and public exhibitions. 
C)  sales lead clubs and your competitor's customers. 
D)  leads, referrals, orphans, and your customers. 
E)  industry directories and club rosters.

Question 18

Cultivating a network involves meeting reputable people who have many valuable contacts.

Accepted Answer

A) True 
 B)False

Question 19

A salesperson would most likely participate in a trade show to:

Accepted Answer

A)  generate new leads. 
B)  learn how to accept rejection. 
C)  overcome call reluctance. 
D)  quickly qualify prospects. 
E)  practice giving sales presentations. 
A)  generate new leads. 
B)  learn how to accept rejection. 
C)  overcome call reluctance. 
D)  quickly qualify prospects. 
E)  practice giving sales presentations.

Question 20

Fifty percent of your first conversation with networking prospects should be about your business.

Accepted Answer

A) True 
 B)False

The salesperson who uses the cold canvass prospecting method usually knows something about the prospect.

You have the greatest opportunity to influence your prospect:

A company that manufactures truck bed liners will be sending representatives to a Dallas automotive trade show. What advice should you give them to make sure their trip is a profitable one?

Orphaned customers are best described as the:

Last night while he was eating dinner, Tom got a phone call from a salesperson who wanted to know if he would be interested in subscribing to the local newspaper. The salesperson would best be described as a:

A salesperson must always search for new prospects to increase sales and replace previous customers.

Telemarketing involves the use of trained personnel to conduct planned, measurable marketing activities directed at targeted groups of consumers.

Successful use of the telephone in appointment scheduling requires a chatty message that hints of a desire to establish a long-term relationship with the prospect.

To be effective, the participants in a sales club should sell competing products.

In many instances, customer attrition; the loss of customers over time, is not controllable because of all the following reasons, EXCEPT?

What are orphaned customers?

Which of the following statements holds true of e-mail marketing?

What is the first step to combat call reluctance?

One of the criteria for developing your own best prospecting method is to always call back on prospects who did not buy.

The main sources for a prospect pool are:

Cultivating a network involves meeting reputable people who have many valuable contacts.

A salesperson would most likely participate in a trade show to:

Fifty percent of your first conversation with networking prospects should be about your business.

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters

Exam 6: Prospectingthe Lifeblood of Selling

The salesperson who uses the cold canvass prospecting method usually knows something about the prospect.

You have the greatest opportunity to influence your prospect:

A company that manufactures truck bed liners will be sending representatives to a Dallas automotive trade show. What advice should you give them to make sure their trip is a profitable one?

Orphaned customers are best described as the:

Last night while he was eating dinner, Tom got a phone call from a salesperson who wanted to know if he would be interested in subscribing to the local newspaper. The salesperson would best be described as a:

A salesperson must always search for new prospects to increase sales and replace previous customers.

Telemarketing involves the use of trained personnel to conduct planned, measurable marketing activities directed at targeted groups of consumers.

Successful use of the telephone in appointment scheduling requires a chatty message that hints of a desire to establish a long-term relationship with the prospect.

To be effective, the participants in a sales club should sell competing products.

In many instances, customer attrition; the loss of customers over time, is not controllable because of all the following reasons, EXCEPT?

What are orphaned customers?

Which of the following statements holds true of e-mail marketing?

What is the first step to combat call reluctance?

One of the criteria for developing your own best prospecting method is to always call back on prospects who did not buy.

The main sources for a prospect pool are:

Cultivating a network involves meeting reputable people who have many valuable contacts.

A salesperson would most likely participate in a trade show to:

Fifty percent of your first conversation with networking prospects should be about your business.

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters