Exam 6: Prospectingthe Lifeblood of Selling

Briefly describe how social media platforms can be used to find prospects.

Jimmy Gonzalez sells medical supplies. He has just been told by the purchasing agent's secretary that he cannot see the prospect immediately but that he will have to wait. What should Gonzalez do?

Sharon Trevor has a collection of hand-tied fishing flies left to her by her great-grandfather. She has been told they are valuable and would like to sell them. She has used LinkedIn and Facebook to locate dealers of antique fishing gear who might be interested in purchasing the fishing flies. In other words, Trevor has engaged in:

Which of the following is the last step in the selling process?

A simple way to remember the qualifying process is to think of the word "MAD." The letter "M" reminds the salesperson to ask themselves if the prospect has the ________ to buy.

What does the letter "A" represent in the acronym MAD?

According to the text, what are the first three steps to take when using the telephone to arrange an appointment for a face-to-face meeting?

In a parallel referral sale, salespeople must sell the product as well as the after-sales service.

For success at trade shows, memorize your sales pitch so that you get your message across succinctly.

All of the following are examples of prospecting methods EXCEPT:

________ is the lifeblood of sales because it identifies potential customers.

If past experience reveals that 1 person out of 10 will buy a product, then 50 sales calls could result in five sales. This is an example of:

One excellent way for a salesperson to obtain an appointment with a prospect is to have a customer make the appointment for the salesperson.

The product delivery phase most likely represents the end of a relationship with a client if continued service is unnecessary.

Fred Muller runs a garden maintenance business. Over the weekends he drives around town looking for unkempt gardens. He notes the addresses and later calls the homeowners offering his services. Fred is engaging in which type of prospecting?

Donald Williams sells home gutter systems guaranteed to last for 20 years. After every sale, Williams asks his customers for the names of several friends who might be interested in learning about his gutter products. Williams is using the ________ method of prospecting.

A simple way to remember the steps of the sales process is to use the acronym MAD.

Which of the following statements about referrals is true?

Most executives are so busy, that they have filtration systems to protect their time. How do professional salespeople successfully navigate their way through such filtration systems?

________ is the process of determining if a suspect is to become a prospect.