Question 1

Within a salesperson's prospect pool, which group is the most important prospect for future sales?

Accepted Answer

A)  Leads 
B)  Referrals 
C)  Centers of influence 
D)  Customers 
E)  Orphans 
A)  Leads 
B)  Referrals 
C)  Centers of influence 
D)  Customers 
E)  Orphans

Question 2

Kenton is a busy insurance salesperson, yet twice a month he writes a column for the local newspaper in which he addresses issues concerning financial security. The most logical reason for such activity is to:

Accepted Answer

A)  motivate other salespeople to sell more insurance. 
B)  protect his own personal financial investments. 
C)  show any stakeholders who read the column how intelligent he is. 
D)  create prospects. 
E)  qualify prospects. 
A)  motivate other salespeople to sell more insurance. 
B)  protect his own personal financial investments. 
C)  show any stakeholders who read the column how intelligent he is. 
D)  create prospects. 
E)  qualify prospects.

Question 3

When Janice Garcia left her pharmaceutical sales job to take a management position, her customers became:

Accepted Answer

A)  suspects. 
B)  repositioned. 
C)  new segments. 
D)  orphaned. 
E)  quarantined. 
A)  suspects. 
B)  repositioned. 
C)  new segments. 
D)  orphaned. 
E)  quarantined.

Question 4

Danny runs a small business- offering handyman services to households. During a social gathering within his neighborhood, he came to know that one of the residents, Dr. Robert's gutters need cleaning. For Danny, Dr. Robert is a:

Accepted Answer

A)  target. 
B)  closer. 
C)  referral. 
D)  prospect. 
E)  gatekeeper. 
A)  target. 
B)  closer. 
C)  referral. 
D)  prospect. 
E)  gatekeeper.

Question 5

The term given to making and using contacts for the purpose of prospecting is:

Accepted Answer

A)  observing. 
B)  approaching. 
C)  telemarketing. 
D)  influencing. 
E)  networking. 
A)  observing. 
B)  approaching. 
C)  telemarketing. 
D)  influencing. 
E)  networking.

Question 6

What two terms are used to describe prospects before they become qualified?

Accepted Answer

A lead or

Question 7

Company records provide your only information about these past customers in a prospect pool.

Accepted Answer

A)  Suspects 
B)  Referrals 
C)  Orphans 
D)  Leads 
E)  Your customers 
A)  Suspects 
B)  Referrals 
C)  Orphans 
D)  Leads 
E)  Your customers

Question 8

One of the reasons why a salesperson must constantly look for new prospects is to:

Accepted Answer

A)  fill-in otherwise unproductive parts of the day. 
B)  gain additional sales presentation experience. 
C)  fulfill corporate social responsibilities. 
D)  prevent the loss of current customers. 
E)  increase product sales. 
A)  fill-in otherwise unproductive parts of the day. 
B)  gain additional sales presentation experience. 
C)  fulfill corporate social responsibilities. 
D)  prevent the loss of current customers. 
E)  increase product sales.

Question 9

Harry does home repairs. On Sunday afternoons, he often drives through the community in which he lives looking for homes that need minor repairs. Monday morning he calls those homeowners and offers them his services. Harry is using the ________ method of prospecting.

Accepted Answer

A)  observation 
B)  preapproach 
C)  networking 
D)  endless chain 
E)  center of influence 
A)  observation 
B)  preapproach 
C)  networking 
D)  endless chain 
E)  center of influence

Question 10

According to the text, all of the following are potential reasons why asking for an appointment by email is a good idea, EXCEPT:

Accepted Answer

A)  Emails offer flexibility to both the salesperson and a prospect. 
B)  Emails require immediate responses 
C)  Through emails you show respect to your prospects' time 
D)  A professionally written email message that clearly and succinctly outlines the background and presents the reasons for the meeting surely captures a prospect's attention 
E)  Emails are suitable for a prospect who does not like to take decisions in haste. 
A)  Emails offer flexibility to both the salesperson and a prospect. 
B)  Emails require immediate responses 
C)  Through emails you show respect to your prospects' time 
D)  A professionally written email message that clearly and succinctly outlines the background and presents the reasons for the meeting surely captures a prospect's attention 
E)  Emails are suitable for a prospect who does not like to take decisions in haste.

Question 11

Because they are so busy, many executives have filtration systems to protect their time. In order to get through this system, you, as a professional salesperson, should do all of the following EXCEPT:

Accepted Answer

A)  not waste time waiting. 
B)  develop friends in the prospect's firm. 
C)  call at the right time on the right person. 
D)  believe in yourself. 
E)  follow the prospect. 
A)  not waste time waiting. 
B)  develop friends in the prospect's firm. 
C)  call at the right time on the right person. 
D)  believe in yourself. 
E)  follow the prospect.

Question 12

Describe the sales process.

Accepted Answer

The sales process is a sequent

Question 13

The most successful salespeople never experience call reluctance.

Accepted Answer

A) True 
 B)False

Question 14

What is the first step in learning how to overcome call reluctance?

Accepted Answer

A)  Determine your personality type 
B)  Avoid customers that will refuse to buy 
C)  Admit having a call reluctance problem 
D)  Seek help for treating call reluctance 
E)  Practice verbal and nonverbal communication 
A)  Determine your personality type 
B)  Avoid customers that will refuse to buy 
C)  Admit having a call reluctance problem 
D)  Seek help for treating call reluctance 
E)  Practice verbal and nonverbal communication

Question 15

When using the telephone to arrange an appointment for a face-to-face meeting, which of the following is usually the best way to ask?

Accepted Answer

A)  "Could I see you this afternoon?" 
B)  "Could I bring you a lunch bag tomorrow?" 
C)  "When would it be best to see you?" 
D)  "Would you be interested in meeting me?" 
E)  "Would nine or one o'clock be better for you?" 
A)  "Could I see you this afternoon?" 
B)  "Could I bring you a lunch bag tomorrow?" 
C)  "When would it be best to see you?" 
D)  "Would you be interested in meeting me?" 
E)  "Would nine or one o'clock be better for you?"

Question 16

Abel, a teenager, is trying to earn money by operating a dog walking service. Abel is knocking on the door of every dog owner within a six-block radius of his house and asking if the homeowner would like to use his service. Abel is using the ________ method of prospecting.

Accepted Answer

A)  Prospecting on the web 
B)  group 
C)  referral 
D)  cold canvass 
E)  endless chain 
A)  Prospecting on the web 
B)  group 
C)  referral 
D)  cold canvass 
E)  endless chain

Question 17

The sales presentation provides salespeople with very little opportunity to influence a prospect.

Accepted Answer

A) True 
 B)False

Question 18

CRM technology can assist the firm and its salesforce in the prospecting process through all of the following ways, EXCEPT:

Accepted Answer

A)  Serving as a repository for varying information about potential leads 
B)  Providing tools to segment the pool of potential customers 
C)  Eliminating any central storage area for each prospect's information 
D)  Enabling scoring of prospects to help the salesperson prioritize her efforts 
E)  Generating reports to better understand the movement of prospects through the sales process 
A)  Serving as a repository for varying information about potential leads 
B)  Providing tools to segment the pool of potential customers 
C)  Eliminating any central storage area for each prospect's information 
D)  Enabling scoring of prospects to help the salesperson prioritize her efforts 
E)  Generating reports to better understand the movement of prospects through the sales process

Question 19

All of the following statements about teleprospecting are true, EXCEPT?

Accepted Answer

A)  Teleprospecting often involves a number of calls and discussions with the lead. 
B)  Similar to telemarketing, teleprospecting also requires the use of a script. 
C)  Teleprospecting applies critical sales behaviors, such as listening and attempting to diagnose customer needs. 
D)  Teleprospecting requires more sales training than what is traditionally provided to a telemarketer. 
E)  The assessment of business needs and the communication of potential options is required for success in teleprospecting. 
A)  Teleprospecting often involves a number of calls and discussions with the lead. 
B)  Similar to telemarketing, teleprospecting also requires the use of a script. 
C)  Teleprospecting applies critical sales behaviors, such as listening and attempting to diagnose customer needs. 
D)  Teleprospecting requires more sales training than what is traditionally provided to a telemarketer. 
E)  The assessment of business needs and the communication of potential options is required for success in teleprospecting.

Question 20

For you as a salesperson to find an optimal prospecting method, the text suggests you do all the following EXCEPT:

Accepted Answer

A)  always call back on prospects who did not buy. 
B)  copy the prospecting methods of successful salespeople. 
C)  concentrate on high-potential customers before low-potential customers. 
D)  contact all prospects and current customers when you have a new product. 
E)  customize a prospecting method that suits the needs of your individual firm. 
A)  always call back on prospects who did not buy. 
B)  copy the prospecting methods of successful salespeople. 
C)  concentrate on high-potential customers before low-potential customers. 
D)  contact all prospects and current customers when you have a new product. 
E)  customize a prospecting method that suits the needs of your individual firm.

Within a salesperson's prospect pool, which group is the most important prospect for future sales?

Kenton is a busy insurance salesperson, yet twice a month he writes a column for the local newspaper in which he addresses issues concerning financial security. The most logical reason for such activity is to:

When Janice Garcia left her pharmaceutical sales job to take a management position, her customers became:

Danny runs a small business- offering handyman services to households. During a social gathering within his neighborhood, he came to know that one of the residents, Dr. Robert's gutters need cleaning. For Danny, Dr. Robert is a:

The term given to making and using contacts for the purpose of prospecting is:

What two terms are used to describe prospects before they become qualified?

Company records provide your only information about these past customers in a prospect pool.

One of the reasons why a salesperson must constantly look for new prospects is to:

Harry does home repairs. On Sunday afternoons, he often drives through the community in which he lives looking for homes that need minor repairs. Monday morning he calls those homeowners and offers them his services. Harry is using the ________ method of prospecting.

According to the text, all of the following are potential reasons why asking for an appointment by email is a good idea, EXCEPT:

Because they are so busy, many executives have filtration systems to protect their time. In order to get through this system, you, as a professional salesperson, should do all of the following EXCEPT:

Describe the sales process.

The most successful salespeople never experience call reluctance.

What is the first step in learning how to overcome call reluctance?

When using the telephone to arrange an appointment for a face-to-face meeting, which of the following is usually the best way to ask?

Abel, a teenager, is trying to earn money by operating a dog walking service. Abel is knocking on the door of every dog owner within a six-block radius of his house and asking if the homeowner would like to use his service. Abel is using the ________ method of prospecting.

The sales presentation provides salespeople with very little opportunity to influence a prospect.

CRM technology can assist the firm and its salesforce in the prospecting process through all of the following ways, EXCEPT:

All of the following statements about teleprospecting are true, EXCEPT?

For you as a salesperson to find an optimal prospecting method, the text suggests you do all the following EXCEPT:

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

Within a salesperson's prospect pool, which group is the most important prospect for future sales?

Kenton is a busy insurance salesperson, yet twice a month he writes a column for the local newspaper in which he addresses issues concerning financial security. The most logical reason for such activity is to:

When Janice Garcia left her pharmaceutical sales job to take a management position, her customers became:

Danny runs a small business- offering handyman services to households. During a social gathering within his neighborhood, he came to know that one of the residents, Dr. Robert's gutters need cleaning. For Danny, Dr. Robert is a:

The term given to making and using contacts for the purpose of prospecting is:

What two terms are used to describe prospects before they become qualified?

Company records provide your only information about these past customers in a prospect pool.

One of the reasons why a salesperson must constantly look for new prospects is to:

Harry does home repairs. On Sunday afternoons, he often drives through the community in which he lives looking for homes that need minor repairs. Monday morning he calls those homeowners and offers them his services. Harry is using the ________ method of prospecting.

According to the text, all of the following are potential reasons why asking for an appointment by email is a good idea, EXCEPT:

Because they are so busy, many executives have filtration systems to protect their time. In order to get through this system, you, as a professional salesperson, should do all of the following EXCEPT:

Describe the sales process.

The most successful salespeople never experience call reluctance.

What is the first step in learning how to overcome call reluctance?

When using the telephone to arrange an appointment for a face-to-face meeting, which of the following is usually the best way to ask?

Abel, a teenager, is trying to earn money by operating a dog walking service. Abel is knocking on the door of every dog owner within a six-block radius of his house and asking if the homeowner would like to use his service. Abel is using the ________ method of prospecting.

The sales presentation provides salespeople with very little opportunity to influence a prospect.

CRM technology can assist the firm and its salesforce in the prospecting process through all of the following ways, EXCEPT:

All of the following statements about teleprospecting are true, EXCEPT?

For you as a salesperson to find an optimal prospecting method, the text suggests you do all the following EXCEPT:

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