Question 1

A prospect pool generally includes orphaned customers.

Accepted Answer

A) True 
 B)False

Question 2

Many prospects will hang up the phone as soon as they suspect an attempt is being made to sell them something.

Accepted Answer

A) True 
 B)False

Question 3

What are the four main components of a prospect pool? What information is available to salespeople about each component?

Accepted Answer

The four main sources for a prospect poo

Question 4

Briefly describe the center of influence method of prospecting.

Accepted Answer

Prospecting via the center of influence

Question 5

Which method of prospecting is based on the law of averages?

Accepted Answer

The cold canvass pro

Question 6

Jessica has just earned her real estate license. She has decided to do a webinar for first time home buyers. Which of the following would NOT be advisable to do as she prepares for her webinar?

Accepted Answer

A)  She should prioritize the information in a method that can be readily acted upon 
B)  She should make herself available via social media platforms and email after the webinar to answer additional questions 
C)  She should be well versed in the technology and its application in a customer setting 
D)  She should be able to answer questions that may get asked during the webinar 
E)  Sell the product during the webinar 
A)  She should prioritize the information in a method that can be readily acted upon 
B)  She should make herself available via social media platforms and email after the webinar to answer additional questions 
C)  She should be well versed in the technology and its application in a customer setting 
D)  She should be able to answer questions that may get asked during the webinar 
E)  Sell the product during the webinar

Question 7

Define a qualified prospect.

Accepted Answer

A qualified prospect

Question 8

Why do salespeople constantly search for new prospects?

Accepted Answer

A)  Conduct e-sales 
B)  Maintain sales licenses 
C)  Train new salespeople 
D)  Replace customers lost over time 
E)  Monitor the accounts of current customers 
A)  Conduct e-sales 
B)  Maintain sales licenses 
C)  Train new salespeople 
D)  Replace customers lost over time 
E)  Monitor the accounts of current customers

Question 9

Which of the following is NOT an appropriate time to request a referral?

Accepted Answer

A)  Preapproach 
B)  Sales presentation 
C)  Product delivery stage 
D)  Service and follow-up 
E)  Trial close stage 
A)  Preapproach 
B)  Sales presentation 
C)  Product delivery stage 
D)  Service and follow-up 
E)  Trial close stage

Question 10

________ occurs when a salesperson does not want to contact a prospect or customer.

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

Question 11

Prospecting via the ________ method involves finding and cultivating people in a community who are willing to help a salesperson find prospects.

Accepted Answer

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

Question 12

Amy is an inexperienced salesperson. She wants to be able to use the optimal prospecting method for each particular sales situation. What three criteria should she use to determine what the best prospecting method is for a situation?

Accepted Answer

(1) Choose a prospecting metho

Question 13

There are many ways to find new prospects. Which method is generally considered the most reliable and effective?

Accepted Answer

The answer of There are many ways to find new...

Question 14

Salespeople must sell the product, plus sell the prospect on providing referrals. This activity is referred to as the:

Accepted Answer

A)  endless chain method. 
B)  canvassing method. 
C)  parallel referral sale. 
D)  cyclical method of referral. 
E)  referral qualification. 
A)  endless chain method. 
B)  canvassing method. 
C)  parallel referral sale. 
D)  cyclical method of referral. 
E)  referral qualification.

Question 15

Which of the following occurs before the sales presentation?

Accepted Answer

A)  Trial close 
B)  Determining objections 
C)  Preapproach 
D)  Follow-up 
E)  Meeting objections 
A)  Trial close 
B)  Determining objections 
C)  Preapproach 
D)  Follow-up 
E)  Meeting objections

Question 16

Norman, the owner of CompuTex, recently installed computers at Harding Industries. Norman recommended that the Harding Industries office manager contact Computer Services, Inc. to schedule a computer training class for Harding's employees. This is an example of the ________ method of prospecting.

Accepted Answer

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

Question 17

Which of the following prospecting methods is most similar to teleprospecting in terms of its objective?

Accepted Answer

A)  Cold canvassing 
B)  Endless chain of referrals 
C)  Networking 
D)  Direct-mail prospecting 
E)  Observation 
A)  Cold canvassing 
B)  Endless chain of referrals 
C)  Networking 
D)  Direct-mail prospecting 
E)  Observation

Question 18

The two best sources of future sales are:

Accepted Answer

A)  customers and customers' referrals. 
B)  colleagues and centers of influence. 
C)  customers and centers of influence. 
D)  sales lead clubs and referrals. 
E)  orphaned and current customers. 
A)  customers and customers' referrals. 
B)  colleagues and centers of influence. 
C)  customers and centers of influence. 
D)  sales lead clubs and referrals. 
E)  orphaned and current customers.

Question 19

Kylie Lumberton was hired by a cosmetics company to replace a former employee. She did not know where to start looking for customers to start her sales. The ideal place for her to start would be:

Accepted Answer

A)  sales lead clubs. 
B)  cold canvassing. 
C)  orphaned customers. 
D)  customer referrals. 
E)  prospecting on the web. 
A)  sales lead clubs. 
B)  cold canvassing. 
C)  orphaned customers. 
D)  customer referrals. 
E)  prospecting on the web.

Question 20

Duncan Stewart was hired to replace Orlando Burton as a sales representative for a local television station. On his first day at work, Stewart was given a list of Burton's previous customers. Because Burton is no longer selling to these customers, they had become:

Accepted Answer

A)  cold prospects. 
B)  orphaned. 
C)  uncommitted. 
D)  repositioned. 
E)  referred. 
A)  cold prospects. 
B)  orphaned. 
C)  uncommitted. 
D)  repositioned. 
E)  referred.

A prospect pool generally includes orphaned customers.

Many prospects will hang up the phone as soon as they suspect an attempt is being made to sell them something.

What are the four main components of a prospect pool? What information is available to salespeople about each component?

Briefly describe the center of influence method of prospecting.

Which method of prospecting is based on the law of averages?

Jessica has just earned her real estate license. She has decided to do a webinar for first time home buyers. Which of the following would NOT be advisable to do as she prepares for her webinar?

Define a qualified prospect.

Why do salespeople constantly search for new prospects?

Which of the following is NOT an appropriate time to request a referral?

________ occurs when a salesperson does not want to contact a prospect or customer.

Prospecting via the ________ method involves finding and cultivating people in a community who are willing to help a salesperson find prospects.

Amy is an inexperienced salesperson. She wants to be able to use the optimal prospecting method for each particular sales situation. What three criteria should she use to determine what the best prospecting method is for a situation?

There are many ways to find new prospects. Which method is generally considered the most reliable and effective?

Salespeople must sell the product, plus sell the prospect on providing referrals. This activity is referred to as the:

Which of the following occurs before the sales presentation?

Norman, the owner of CompuTex, recently installed computers at Harding Industries. Norman recommended that the Harding Industries office manager contact Computer Services, Inc. to schedule a computer training class for Harding's employees. This is an example of the ________ method of prospecting.

Which of the following prospecting methods is most similar to teleprospecting in terms of its objective?

The two best sources of future sales are:

Kylie Lumberton was hired by a cosmetics company to replace a former employee. She did not know where to start looking for customers to start her sales. The ideal place for her to start would be:

Duncan Stewart was hired to replace Orlando Burton as a sales representative for a local television station. On his first day at work, Stewart was given a list of Burton's previous customers. Because Burton is no longer selling to these customers, they had become:

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

A prospect pool generally includes orphaned customers.

Many prospects will hang up the phone as soon as they suspect an attempt is being made to sell them something.

What are the four main components of a prospect pool? What information is available to salespeople about each component?

Briefly describe the center of influence method of prospecting.

Which method of prospecting is based on the law of averages?

Jessica has just earned her real estate license. She has decided to do a webinar for first time home buyers. Which of the following would NOT be advisable to do as she prepares for her webinar?

Define a qualified prospect.

Why do salespeople constantly search for new prospects?

Which of the following is NOT an appropriate time to request a referral?

________ occurs when a salesperson does not want to contact a prospect or customer.

Prospecting via the ________ method involves finding and cultivating people in a community who are willing to help a salesperson find prospects.

Amy is an inexperienced salesperson. She wants to be able to use the optimal prospecting method for each particular sales situation. What three criteria should she use to determine what the best prospecting method is for a situation?

There are many ways to find new prospects. Which method is generally considered the most reliable and effective?

Salespeople must sell the product, plus sell the prospect on providing referrals. This activity is referred to as the:

Which of the following occurs before the sales presentation?

Norman, the owner of CompuTex, recently installed computers at Harding Industries. Norman recommended that the Harding Industries office manager contact Computer Services, Inc. to schedule a computer training class for Harding's employees. This is an example of the ________ method of prospecting.

Which of the following prospecting methods is most similar to teleprospecting in terms of its objective?

The two best sources of future sales are:

Kylie Lumberton was hired by a cosmetics company to replace a former employee. She did not know where to start looking for customers to start her sales. The ideal place for her to start would be:

Duncan Stewart was hired to replace Orlando Burton as a sales representative for a local television station. On his first day at work, Stewart was given a list of Burton's previous customers. Because Burton is no longer selling to these customers, they had become:

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