Exam 5: Strategic Prospecting and Preparing for Sales Dialog

Pete is a salesperson who is a member of The Green Stones Country Club. The club is frequented by lawyers, doctors, and other well-known members of the community. Pete often identifies new prospects while engaging in conversations with the club members. In this case, Pete uses the club members as _____.

The basic objective of sales prospecting is to:

Georgy, a salesperson in a communications company, is required to approach corporate companies that would be interested in availing his company's services. To ensure effective lead generation, Georgy decides to collect some basic information about the company of one of the potential clients. In this scenario, Georgy is most likely to collect information about the:

In a strategic prospecting plan, which of the following is a reason why salespeople set aside a specific amount of time for prospecting?

Salespeople from noncompeting companies cannot be considered a source for generating leads.

Jane, a salesperson, has recently joined a company and is looking for information about prospective buyers. Which of the following is basic information that Jane would need to obtain about the prospective buyers before meeting them?

Salespeople need to spend time prospecting on a regular basis because there is typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

Rachel is a salesperson who engages in strategic prospecting on a regular basis. Which of the following is most likely a reason why Rachel prospects regularly?

Using referrals or introductions can improve the success of cold calling.

Basic information about a prospect company makes it easier for a salesperson to ask questions during sales dialogue.

Karen is a salesperson for an automobile company. She believes that the best way for her potential and existing customers to know about her company's products is by seeing the products in person and seeing exactly what the products can and cannot do. Which of the following is most likely the best prospecting method for Karen?

_____ provide lists of targeted businesses or individuals with detailed contact and other information, as well as e-mail, direct mail, telephone, and Web-based marketing assistance to connect with targeted potential customers.

If a salesperson is looking for basic information about a buyer, he or she must gather information on the:

Tim is a salesperson in a firm that offers logistics services. Although he knows that prospecting is an integral part of the sales profession, he tends to avoid it. Which of the following is most likely the reason Tim avoids prospecting?

Zoey is a salesperson who is meeting a prospect after a successful cold call. Zoey has already collected most of the basic information about her prospect. The best way for her to gather additional information about the prospect is:

Smaller organizations and firms typically represent better sales opportunities than the larger ones.

Megan is a salesperson for a company that manufactures chemicals. While reviewing her new leads, Megan learns that two of them just signed contracts with one of her company's major competitors. Which of the following is most likely the reason why Megan will not consider these two leads as sales prospects?

Sandy is a salesperson who has trouble prospecting effectively. Most of the leads she contacts do not make a purchase. Sandy would not have wasted so much of her time if she had collected more information about the leads. Given this information, it can be said that Sandy most likely needs to spend time:

Which of the following technologies is a valuable tool for accumulating and updating prospect information on a regular basis?

A salesperson from a different company who sells an entirely different category of products can be considered a: