Question 1

According to the text, all of the following are key elements to developing close contacts in the prospect's firm EXCEPT:

Accepted Answer

A)  trust. 
B)  pride. 
C)  timing. 
D)  respect. 
E)  friendship. 
A)  trust. 
B)  pride. 
C)  timing. 
D)  respect. 
E)  friendship.

Question 2

The presentation phase of the referral cycle begins when you sit down with your prospects for a sales presentation.

Accepted Answer

A) True 
 B)False

Question 3

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. When the company uses cold calling to find potential customers, it is basing its methodology on:

Accepted Answer

A)  Sherman's Law of Referrals. 
B)  the law of comparative advantage. 
C)  the iceberg principle. 
D)  the 80-20 rule. 
E)  the law of averages. 
A)  Sherman's Law of Referrals. 
B)  the law of comparative advantage. 
C)  the iceberg principle. 
D)  the 80-20 rule. 
E)  the law of averages.

Question 4

When the salesperson makes an appointment with a prospect, it is often viewed as a sign of respect toward the prospect.

Accepted Answer

A) True 
 B)False

Question 5

Perry Rodriguez wants to create a network of prospects for his landscaping business. Which of the following would be the LEAST effective method?

Accepted Answer

A)  Sending thank-you notes to people who give him leads 
B)  Focusing on meeting center-of-influence people 
C)  Asking open-ended, feel-good types of questions 
D)  Sending contacts monthly sales promotional items 
E)  Sending contacts unflattering information about the competition 
A)  Sending thank-you notes to people who give him leads 
B)  Focusing on meeting center-of-influence people 
C)  Asking open-ended, feel-good types of questions 
D)  Sending contacts monthly sales promotional items 
E)  Sending contacts unflattering information about the competition

Question 6

Keri Marten has opened a day care center for children aged one to six. She seeks the assistance of local pediatricians in identifying those in need of her services. Identify the method of prospecting utilized by Keri.

Accepted Answer

A)  Cold canvas 
B)  Center of influence 
C)  Group 
D)  Public exhibition 
E)  Endless chain 
A)  Cold canvas 
B)  Center of influence 
C)  Group 
D)  Public exhibition 
E)  Endless chain

Question 7

What prospecting methods are best for contacting numerous prospects in a large area?

Accepted Answer

Telemarket

Question 8

After the presentation, the next step in the selling process is:

Accepted Answer

A)  the approach. 
B)  handling objections. 
C)  the follow-up. 
D)  the trial close. 
E)  meeting objections. 
A)  the approach. 
B)  handling objections. 
C)  the follow-up. 
D)  the trial close. 
E)  meeting objections.

Question 9

A prospect is a qualified business that has the potential to buy a salesperson's product.

Accepted Answer

A) True 
 B)False

Question 10

All of the following are individuals who may function as a center of influence EXCEPT:

Accepted Answer

A)  salespeople who are selling competing products. 
B)  officers of community organizations like the chamber of commerce. 
C)  members of organizations such as the Lions Club. 
D)  country club members. 
E)  clergy. 
A)  salespeople who are selling competing products. 
B)  officers of community organizations like the chamber of commerce. 
C)  members of organizations such as the Lions Club. 
D)  country club members. 
E)  clergy.

Question 11

A guideline provided in the text states that good selling involves 40 percent presentation, 20 percent preparation, and 40 percent follow-up.

Accepted Answer

A) True 
 B)False

Question 12

Who are appropriate members for a sales lead club?

Accepted Answer

Salespeopl

Question 13

LinkedIn, a popular social networking website for businesses and their employees, has emerged as a method to assist in the prospecting process.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following statements is NOT true about the endless chain referral method of prospecting?

Accepted Answer

A)  Satisfied customers are likely to buy again from the salesperson. 
B)  The customer often refers the salesperson to friends and acquaintances. 
C)  It is a very effective method for finding customers. 
D)  It involves asking the customer if they know others who might be interested in the product. 
E)  It involves a group of salespeople in related fields meeting regularly to share sales leads. 
A)  Satisfied customers are likely to buy again from the salesperson. 
B)  The customer often refers the salesperson to friends and acquaintances. 
C)  It is a very effective method for finding customers. 
D)  It involves asking the customer if they know others who might be interested in the product. 
E)  It involves a group of salespeople in related fields meeting regularly to share sales leads.

Question 15

A qualified person or organization that has the potential to buy your goods or services is a:

Accepted Answer

A)  suspect. 
B)  volunteer. 
C)  lead. 
D)  partner. 
E)  prospect. 
A)  suspect. 
B)  volunteer. 
C)  lead. 
D)  partner. 
E)  prospect.

Question 16

What is the primary reason why salespeople engage in networking?

Accepted Answer

The goal of networking is to position yo

Question 17

Success in selling requires a significant amount of preparation.

Accepted Answer

A) True 
 B)False

Question 18

Networking can be the least reliable and most ineffective of all prospecting methods.

Accepted Answer

A) True 
 B)False

Question 19

Luke Belington is an automotive parts salesperson. Each week he writes a column in a local auto magazine about the car industry, its past, present, and future. One of the main reasons for him indulging in writing on the side would be to:

Accepted Answer

A)  encourage people to buy classic cars. 
B)  qualify leads in the market for a new car. 
C)  educate people on the mechanics of car design. 
D)  convince prospects of his automotive expertise. 
E)  gain additional remuneration during low sales periods. 
A)  encourage people to buy classic cars. 
B)  qualify leads in the market for a new car. 
C)  educate people on the mechanics of car design. 
D)  convince prospects of his automotive expertise. 
E)  gain additional remuneration during low sales periods.

Question 20

Networking is the second step in the selling process after preapproach planning.

Accepted Answer

A) True 
 B)False

According to the text, all of the following are key elements to developing close contacts in the prospect's firm EXCEPT:

The presentation phase of the referral cycle begins when you sit down with your prospects for a sales presentation.

When the salesperson makes an appointment with a prospect, it is often viewed as a sign of respect toward the prospect.

Perry Rodriguez wants to create a network of prospects for his landscaping business. Which of the following would be the LEAST effective method?

Keri Marten has opened a day care center for children aged one to six. She seeks the assistance of local pediatricians in identifying those in need of her services. Identify the method of prospecting utilized by Keri.

What prospecting methods are best for contacting numerous prospects in a large area?

After the presentation, the next step in the selling process is:

A prospect is a qualified business that has the potential to buy a salesperson's product.

All of the following are individuals who may function as a center of influence EXCEPT:

A guideline provided in the text states that good selling involves 40 percent presentation, 20 percent preparation, and 40 percent follow-up.

Who are appropriate members for a sales lead club?

LinkedIn, a popular social networking website for businesses and their employees, has emerged as a method to assist in the prospecting process.

Which of the following statements is NOT true about the endless chain referral method of prospecting?

A qualified person or organization that has the potential to buy your goods or services is a:

What is the primary reason why salespeople engage in networking?

Success in selling requires a significant amount of preparation.

Networking can be the least reliable and most ineffective of all prospecting methods.

Luke Belington is an automotive parts salesperson. Each week he writes a column in a local auto magazine about the car industry, its past, present, and future. One of the main reasons for him indulging in writing on the side would be to:

Networking is the second step in the selling process after preapproach planning.

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

According to the text, all of the following are key elements to developing close contacts in the prospect's firm EXCEPT:

The presentation phase of the referral cycle begins when you sit down with your prospects for a sales presentation.

When the salesperson makes an appointment with a prospect, it is often viewed as a sign of respect toward the prospect.

Perry Rodriguez wants to create a network of prospects for his landscaping business. Which of the following would be the LEAST effective method?

Keri Marten has opened a day care center for children aged one to six. She seeks the assistance of local pediatricians in identifying those in need of her services. Identify the method of prospecting utilized by Keri.

What prospecting methods are best for contacting numerous prospects in a large area?

After the presentation, the next step in the selling process is:

A prospect is a qualified business that has the potential to buy a salesperson's product.

All of the following are individuals who may function as a center of influence EXCEPT:

A guideline provided in the text states that good selling involves 40 percent presentation, 20 percent preparation, and 40 percent follow-up.

Who are appropriate members for a sales lead club?

LinkedIn, a popular social networking website for businesses and their employees, has emerged as a method to assist in the prospecting process.

Which of the following statements is NOT true about the endless chain referral method of prospecting?

A qualified person or organization that has the potential to buy your goods or services is a:

What is the primary reason why salespeople engage in networking?

Success in selling requires a significant amount of preparation.

Networking can be the least reliable and most ineffective of all prospecting methods.

Luke Belington is an automotive parts salesperson. Each week he writes a column in a local auto magazine about the car industry, its past, present, and future. One of the main reasons for him indulging in writing on the side would be to:

Networking is the second step in the selling process after preapproach planning.

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