Question 1

Obtaining referrals is a continuous process for salespeople.

Accepted Answer

A) True 
 B)False

Question 2

The sales manager at OBC Office Supplies has determined that the office manager of Hoffman Realty has the money, desire, and authority to purchase a new copy machine. Hoffman Realty would best be described as a:

Accepted Answer

A)  potential referral. 
B)  qualified prospect. 
C)  network prospect. 
D)  qualified referral. 
E)  network agent. 
A)  potential referral. 
B)  qualified prospect. 
C)  network prospect. 
D)  qualified referral. 
E)  network agent.

Question 3

In the two years Ronald has been selling, he has built up a list of inactive accounts. He should now orphan these accounts and try to develop new prospects.

Accepted Answer

A) True 
 B)False

Question 4

Judith sells home security systems and has just been told by her sales manager to use the observation method of prospecting. Being a recent college graduate, Judith is only familiar with observation as a tool of marketing research. Give Judith a specific example of how she can use the observation method to prospect.

Accepted Answer

The observation method for marketing res

Question 5

Melissa sells insurance to homeowners and renters. Every weekend she goes out looking for moving vans and people unloading U-Haul trucks. She writes down the addresses of those who seem to be moving in. Every Monday she calls the list she has gathered during the weekend and asks them if they are interested in insurance. Melissa is using the ________ method of prospecting.

Accepted Answer

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

Question 6

Respect, trust, and friendship are three key elements of a successful sales career.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following would be best when making an appointment with a prospect over the telephone?

Accepted Answer

A)  Be creative and avoid planning what to say. 
B)  Begin the call by describing your experience. 
C)  Present only enough information to create interest. 
D)  Emphasize the product's features and characteristics. 
E)  Avoid being persistent when the prospect reacts negatively. 
A)  Be creative and avoid planning what to say. 
B)  Begin the call by describing your experience. 
C)  Present only enough information to create interest. 
D)  Emphasize the product's features and characteristics. 
E)  Avoid being persistent when the prospect reacts negatively.

Question 8

Which way to find new prospects is considered the most reliable and effective?

Accepted Answer

A)  Observation 
B)  Telemarketing 
C)  Endless chain 
D)  Center of influence 
E)  Networking 
A)  Observation 
B)  Telemarketing 
C)  Endless chain 
D)  Center of influence 
E)  Networking

Question 9

Briefly describe the parallel referral sale.

Accepted Answer

In the parallel referral sale,

Question 10

Selling a product to a prospect is usually easier than selling to a satisfied customer.

Accepted Answer

A) True 
 B)False

Question 11

Identify the prospecting method that is based on the law of averages.

Accepted Answer

A)  Cold canvassing 
B)  Orphaned customers 
C)  Center of influence 
D)  Networking 
E)  Sales lead clubs 
A)  Cold canvassing 
B)  Orphaned customers 
C)  Center of influence 
D)  Networking 
E)  Sales lead clubs

Question 12

Linda's attempt to open a salad bar in a small town failed. Her husband is trying to sell the tables and chairs she purchased. He suspects that Al's Deli may be a potential buyer for the furniture. Linda's husband should now engage in the ________ process to determine if it is worth his time to try to convince Al to buy.

Accepted Answer

A)  qualifying 
B)  closing 
C)  database marketing 
D)  bird dogging 
E)  leading 
A)  qualifying 
B)  closing 
C)  database marketing 
D)  bird dogging 
E)  leading

Question 13

In Hendersonville, a group of salespeople get together for breakfast on the first and third Tuesday of each month. The purpose of their meeting is to share leads and prospecting tips. The group charges each member dues of $65 per quarter and participants must sell noncompetitive products. This group is an example of a(n):

Accepted Answer

A)  business network. 
B)  sales lead club. 
C)  illegal pyramid scheme. 
D)  orphan prospect club. 
E)  list of prospects. 
A)  business network. 
B)  sales lead club. 
C)  illegal pyramid scheme. 
D)  orphan prospect club. 
E)  list of prospects.

Question 14

In Moore's sales training class, he was told never to ask a current customer about anyone else who could use the products he sold. He was also told that referrals were important to his success as a salesperson. Explain to Moore how the two statements do not contradict each other.

Accepted Answer

A referral is a person or organization r

Question 15

Why does the text describe prospecting as the "lifeblood of sales"?

Accepted Answer

Prospecting is described as th

Question 16

In order to enlarge its prospect list, the West End Boarding Kennel seeks the assistance of area veterinarians in identifying people who are likely to need its services. This is an example of the ________ method of prospecting.

Accepted Answer

A)  cold canvass 
B)  group 
C)  public exhibition 
D)  center of influence 
E)  endless chain 
A)  cold canvass 
B)  group 
C)  public exhibition 
D)  center of influence 
E)  endless chain

Question 17

The members of a sales lead club most likely:

Accepted Answer

A)  use the club for socialization. 
B)  sell in the same product categories. 
C)  sell highly competitive products. 
D)  are salespeople in related but noncompetitive fields. 
E)  are salespeople who are employed by the same company. 
A)  use the club for socialization. 
B)  sell in the same product categories. 
C)  sell highly competitive products. 
D)  are salespeople in related but noncompetitive fields. 
E)  are salespeople who are employed by the same company.

Question 18

An insurance salesperson would most likely join a sales lead club to:

Accepted Answer

A)  meet other insurance salespeople. 
B)  avoid having to make parallel referral sales. 
C)  share leads and prospecting tips. 
D)  practice new sales presentations. 
E)  evaluate her own sales call objectives. 
A)  meet other insurance salespeople. 
B)  avoid having to make parallel referral sales. 
C)  share leads and prospecting tips. 
D)  practice new sales presentations. 
E)  evaluate her own sales call objectives.

Question 19

According to a study by Behavioral Sciences Research Press, the problem of call reluctance in sales is widespread and costly. Which of the following findings is true?

Accepted Answer

A)  Some 96 percent of all new salespeople who fail within their first year do so because of insufficient prospecting activity. 
B)  Eighty percent of all sales veterans experience one or more episodes of call reluctance severe enough to threaten their continuation in sales. 
C)  The call-reluctant salesperson loses more than 50 new accounts per month to competitors. 
D)  In some cases, the call-reluctant salesperson loses $50,800 per month in gross sales. 
E)  Call-reluctant stockbrokers acquire 48 fewer new accounts per year than brokers who have learned to manage their fear. 
A)  Some 96 percent of all new salespeople who fail within their first year do so because of insufficient prospecting activity. 
B)  Eighty percent of all sales veterans experience one or more episodes of call reluctance severe enough to threaten their continuation in sales. 
C)  The call-reluctant salesperson loses more than 50 new accounts per month to competitors. 
D)  In some cases, the call-reluctant salesperson loses $50,800 per month in gross sales. 
E)  Call-reluctant stockbrokers acquire 48 fewer new accounts per year than brokers who have learned to manage their fear.

Question 20

Preapproach is the first step in the selling process.

Accepted Answer

A) True 
 B)False

Obtaining referrals is a continuous process for salespeople.

The sales manager at OBC Office Supplies has determined that the office manager of Hoffman Realty has the money, desire, and authority to purchase a new copy machine. Hoffman Realty would best be described as a:

In the two years Ronald has been selling, he has built up a list of inactive accounts. He should now orphan these accounts and try to develop new prospects.

Respect, trust, and friendship are three key elements of a successful sales career.

Which of the following would be best when making an appointment with a prospect over the telephone?

Which way to find new prospects is considered the most reliable and effective?

Briefly describe the parallel referral sale.

Selling a product to a prospect is usually easier than selling to a satisfied customer.

Identify the prospecting method that is based on the law of averages.

In Moore's sales training class, he was told never to ask a current customer about anyone else who could use the products he sold. He was also told that referrals were important to his success as a salesperson. Explain to Moore how the two statements do not contradict each other.

Why does the text describe prospecting as the "lifeblood of sales"?

In order to enlarge its prospect list, the West End Boarding Kennel seeks the assistance of area veterinarians in identifying people who are likely to need its services. This is an example of the ________ method of prospecting.

The members of a sales lead club most likely:

An insurance salesperson would most likely join a sales lead club to:

According to a study by Behavioral Sciences Research Press, the problem of call reluctance in sales is widespread and costly. Which of the following findings is true?

Preapproach is the first step in the selling process.

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

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Exam 6: Prospectingthe Lifeblood of Selling

Obtaining referrals is a continuous process for salespeople.

The sales manager at OBC Office Supplies has determined that the office manager of Hoffman Realty has the money, desire, and authority to purchase a new copy machine. Hoffman Realty would best be described as a:

In the two years Ronald has been selling, he has built up a list of inactive accounts. He should now orphan these accounts and try to develop new prospects.

Respect, trust, and friendship are three key elements of a successful sales career.

Which of the following would be best when making an appointment with a prospect over the telephone?

Which way to find new prospects is considered the most reliable and effective?

Briefly describe the parallel referral sale.

Selling a product to a prospect is usually easier than selling to a satisfied customer.

Identify the prospecting method that is based on the law of averages.

In Moore's sales training class, he was told never to ask a current customer about anyone else who could use the products he sold. He was also told that referrals were important to his success as a salesperson. Explain to Moore how the two statements do not contradict each other.

Why does the text describe prospecting as the "lifeblood of sales"?

In order to enlarge its prospect list, the West End Boarding Kennel seeks the assistance of area veterinarians in identifying people who are likely to need its services. This is an example of the ________ method of prospecting.

The members of a sales lead club most likely:

An insurance salesperson would most likely join a sales lead club to:

According to a study by Behavioral Sciences Research Press, the problem of call reluctance in sales is widespread and costly. Which of the following findings is true?

Preapproach is the first step in the selling process.

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