Exam 6: Prospectingthe Lifeblood of Selling

________ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

Sandra Gonzalez has been an independent sales contractor for the past eight years. To remain in touch with today's tech savvy consumers and generate leads, she has decided to create brief and easily accessible on-demand videos showing the different products and their use. Identify this type of sales prospecting.

A simple way to remember the qualifying process is to think of the word "MAD." The letter "D" reminds the salesperson to ask if the prospect has:

The ________ is a group of names of potential customers gathered from a variety of sources.

CRM technology can assist the firm and its salesforce in the prospecting process.

Corrine is trying to make some extra money for college. She has made several handbags, eyeglass cases, and bookmarks out of duct tape. She sells her crafts by going door-to-door in the apartment complex where she lives. Corrine is using the ________ method of prospecting.

In situations when there are a large number of prospects for a product, a salesperson should most likely use:

The salesperson that uses the LinkedIn to find prospects is engaged in prospecting on the Web

Time spent waiting to see a prospect is a good time for a salesperson to relax and get his mind off business.

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. The siblings use the corporate Web site to inform potential customers about the services their company offers. The Web address is included in all of the company's advertising. In other words, Evans and Heldris are using:

The endless chain referral method of prospecting is a very effective method for finding customers.

Lydia sells an exclusive range of cosmetic products. She makes door-to-door sales calls. At each house after a sale she asks the homeowner if they know anyone who would be interested in her products. What prospecting method does Lydia use?

What is a simple way to build a network?

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. Evans and Heldris are expressing concern about:

To enlarge its prospect list, Dunn Portrait Photographers seeks the assistance of area bridal stores to identify engaged couples. This is an example of the ________ method of prospecting.

As per the text, all of the following can be categorized as key features of CRM technology when applied to the prospecting, EXCEPT:

Which of the following statements about the selling process is true?

Trade shows are rarely worth the salesperson's time since there are only a few minutes to qualify leads and get the information necessary to conduct a sales call later.

In order to cultivate a network, a salesperson should:

In which step of the prospecting process, leads and prospects are evaluated based on the "MAD" questions?