Question 1

Telephone prospecting is an excellent way to locate prospects and quickly determine if they are qualified.

Accepted Answer

A) True 
 B)False

Question 2

________ is a marketing communication system using telecommunication technology and trained personnel to conduct planned, measurable marketing activities directed at targeted groups of consumers.

Accepted Answer

A)  Targeting 
B)  Prospect pooling 
C)  Cold canvass prospecting method 
D)  CRM 
E)  Teleprospecting 
A)  Targeting 
B)  Prospect pooling 
C)  Cold canvass prospecting method 
D)  CRM 
E)  Teleprospecting

Question 3

Which term refers to a person recommended as someone who would benefit from a salesperson's product or service?

Accepted Answer

A)  Prequalified customer 
B)  Referral 
C)  Rival customer 
D)  Orphan 
E)  Telemarketing agent 
A)  Prequalified customer 
B)  Referral 
C)  Rival customer 
D)  Orphan 
E)  Telemarketing agent

Question 4

According to the Core Principles of Professional Selling, referrals are gained by:

Accepted Answer

A)  encouraging customers to hear to what you are saying. 
B)  demonstrating how much you want to succeed. 
C)  demonstrating integrity with customers. 
D)  following the 80/20 principle of selling. 
E)  making sure every sale results in a purchase. 
A)  encouraging customers to hear to what you are saying. 
B)  demonstrating how much you want to succeed. 
C)  demonstrating integrity with customers. 
D)  following the 80/20 principle of selling. 
E)  making sure every sale results in a purchase.

Question 5

Successful prospecting requires a strategy.

Accepted Answer

A) True 
 B)False

Question 6

Nicole works for a reputed company that operates within the construction industry. Nicole recently learned that a civil engineering company has secured a large account via the search updates featured in LinkedIn. Nicole decides to send a congratulatory note to the engineering firm and also initiate a communication regarding a new product line for the construction industry that the company may find useful. Nicole is using the ________ method of prospecting.

Accepted Answer

A)  public demonstration 
B)  group 
C)  referral 
D)  social media platforms 
E)  endless chain 
A)  public demonstration 
B)  group 
C)  referral 
D)  social media platforms 
E)  endless chain

Question 7

A prospect can also be referred to as a lead.

Accepted Answer

A) True 
 B)False

Question 8

If you learn about the sales process in the same order that a salesperson goes through the process, the first thing you will study is:

Accepted Answer

A)  the approach. 
B)  prospecting. 
C)  the close. 
D)  the pre-approach. 
E)  the trial close. 
A)  the approach. 
B)  prospecting. 
C)  the close. 
D)  the pre-approach. 
E)  the trial close.

Question 9

Briefly describe social sales technology.

Accepted Answer

Social sales technology is defined as an

Question 10

________ is the performance of any helpful or professional work or activity for a person, family, or organization.

Accepted Answer

A)  Customer satisfaction 
B)  Value creation 
C)  Customer service 
D)  Market follow-up 
E)  Service customization 
A)  Customer satisfaction 
B)  Value creation 
C)  Customer service 
D)  Market follow-up 
E)  Service customization

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is NOT a prospecting method?

Accepted Answer

A)  Prospecting on the web 
B)  Center of influence 
C)  Endless chain 
D)  Social media platforms 
E)  Tracking 
A)  Prospecting on the web 
B)  Center of influence 
C)  Endless chain 
D)  Social media platforms 
E)  Tracking

Question 13

Terrell, the marketing manager of Tekna Tools, is planning to attend the Anaheim Woodworking Trade Fair. Terrell will have a higher probability of success if he:

Accepted Answer

A)  memorizes his sales pitch. 
B)  avoids the use of lead cards. 
C)  sets up in an area with little foot traffic. 
D)  acts assertively toward approaching passersby. 
E)  refuses to accept any rejections from leads and prospects. 
A)  memorizes his sales pitch. 
B)  avoids the use of lead cards. 
C)  sets up in an area with little foot traffic. 
D)  acts assertively toward approaching passersby. 
E)  refuses to accept any rejections from leads and prospects.

Question 14

When a customer refers the salesperson to someone she knows, it is called a(n):

Accepted Answer

A)  limited chain referral method. 
B)  unlimited chain referral method. 
C)  chain referral method. 
D)  one-to-one referral method. 
E)  endless chain referral method. 
A)  limited chain referral method. 
B)  unlimited chain referral method. 
C)  chain referral method. 
D)  one-to-one referral method. 
E)  endless chain referral method.

Question 15

Briefly describe how salespeople and firms are applying CRM technology to prospecting.

Accepted Answer

The CRM system serves as a repository fo

Question 16

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. To successfully use direct mail as a means of locating potential customers, the company must:

Accepted Answer

A)  have low postage costs. 
B)  mail only to people who have MAD. 
C)  have a large database of possible customers. 
D)  have an in-house operation for printing and mailing. 
E)  prequalify recipients before sending out advertisements. 
A)  have low postage costs. 
B)  mail only to people who have MAD. 
C)  have a large database of possible customers. 
D)  have an in-house operation for printing and mailing. 
E)  prequalify recipients before sending out advertisements.

Telephone prospecting is an excellent way to locate prospects and quickly determine if they are qualified.

________ is a marketing communication system using telecommunication technology and trained personnel to conduct planned, measurable marketing activities directed at targeted groups of consumers.

Which term refers to a person recommended as someone who would benefit from a salesperson's product or service?

According to the Core Principles of Professional Selling, referrals are gained by:

Successful prospecting requires a strategy.

A prospect can also be referred to as a lead.

If you learn about the sales process in the same order that a salesperson goes through the process, the first thing you will study is:

Briefly describe social sales technology.

________ is the performance of any helpful or professional work or activity for a person, family, or organization.

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

Which of the following is NOT a prospecting method?

Terrell, the marketing manager of Tekna Tools, is planning to attend the Anaheim Woodworking Trade Fair. Terrell will have a higher probability of success if he:

When a customer refers the salesperson to someone she knows, it is called a(n):

Briefly describe how salespeople and firms are applying CRM technology to prospecting.

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

Telephone prospecting is an excellent way to locate prospects and quickly determine if they are qualified.

________ is a marketing communication system using telecommunication technology and trained personnel to conduct planned, measurable marketing activities directed at targeted groups of consumers.

Which term refers to a person recommended as someone who would benefit from a salesperson's product or service?

According to the Core Principles of Professional Selling, referrals are gained by:

Successful prospecting requires a strategy.

A prospect can also be referred to as a lead.

If you learn about the sales process in the same order that a salesperson goes through the process, the first thing you will study is:

Briefly describe social sales technology.

________ is the performance of any helpful or professional work or activity for a person, family, or organization.

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

Which of the following is NOT a prospecting method?

Terrell, the marketing manager of Tekna Tools, is planning to attend the Anaheim Woodworking Trade Fair. Terrell will have a higher probability of success if he:

When a customer refers the salesperson to someone she knows, it is called a(n):

Briefly describe how salespeople and firms are applying CRM technology to prospecting.

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