Question 1

Which of the following methods of prospecting is considered very inefficient?

Accepted Answer

A)  Electronic networking 
B)  Conducting trade shows 
C)  Cold calling 
D)  Using company records 
E)  Conducting seminars 
A)  Electronic networking 
B)  Conducting trade shows 
C)  Cold calling 
D)  Using company records 
E)  Conducting seminars

Question 2

Social selling is the most ineffective method of sales prospecting.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is a reason why many salespeople join civic and professional organizations, country clubs, or fraternal organizations?

Accepted Answer

A)  To learn about sales ethics 
B)  To engage in social selling 
C)  To learn the technique of cold canvassing 
D)  To receive sales training 
E)  To gain leads through networking 
A)  To learn about sales ethics 
B)  To engage in social selling 
C)  To learn the technique of cold canvassing 
D)  To receive sales training 
E)  To gain leads through networking

Question 4

The final step in the strategic prospecting process is to conduct an online research to acquire information on the current selling situation.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is true of evaluation in a prospecting plan?

Accepted Answer

A)  Evaluation allows salespeople to record comprehensive information about a prospect. 
B)  Evaluation makes it easier to track results of different prospecting methods. 
C)  Continuous evaluation can be employed to establish a regular daily schedule for conducting prospecting activities. 
D)  Continuous evaluation should be employed to ensure that a salesperson is meeting prospecting goals and using the most effective prospecting methods. 
E)  Evaluation helps develop a base of comprehensive knowledge and understanding about the profits made by a company using prospecting methods. 
A)  Evaluation allows salespeople to record comprehensive information about a prospect. 
B)  Evaluation makes it easier to track results of different prospecting methods. 
C)  Continuous evaluation can be employed to establish a regular daily schedule for conducting prospecting activities. 
D)  Continuous evaluation should be employed to ensure that a salesperson is meeting prospecting goals and using the most effective prospecting methods. 
E)  Evaluation helps develop a base of comprehensive knowledge and understanding about the profits made by a company using prospecting methods.

Question 6

Creggo, a candy manufacturing company, sets up a kiosk inside a supermarket. The company's sales representatives try to attract the children in the supermarket to their kiosk and show them the different kinds of candies they have. Although they succeed at getting the attention of the children, they are unable to achieve the expected sales target. In this scenario, the sales representatives should have:

Accepted Answer

A)  identified the people with the authority to make the purchase decision. 
B)  developed their confidence and believed that they offer the best products. 
C)  spent time preparing for sales dialogue with their target customers. 
D)  practiced the hard sell. 
E)  established monthly quotas for acquiring new prospects. 
A)  identified the people with the authority to make the purchase decision. 
B)  developed their confidence and believed that they offer the best products. 
C)  spent time preparing for sales dialogue with their target customers. 
D)  practiced the hard sell. 
E)  established monthly quotas for acquiring new prospects.

Question 7

Which of the following is true of cold canvassing?

Accepted Answer

A)  It occurs when salespeople contact sales leads unannounced. 
B)  It is usually seen as a very efficient form of prospecting. 
C)  Buyers are always willing to see salespeople who use this method. 
D)  It allows salespeople to build relationships with other members of a community. 
E)  Salespeople who use this method only give face-to-face presentations to prospective customers. 
A)  It occurs when salespeople contact sales leads unannounced. 
B)  It is usually seen as a very efficient form of prospecting. 
C)  Buyers are always willing to see salespeople who use this method. 
D)  It allows salespeople to build relationships with other members of a community. 
E)  Salespeople who use this method only give face-to-face presentations to prospective customers.

Question 8

In sales prospecting, directories are used for:

Accepted Answer

A)  entering the details of returns yielded from the sale of products. 
B)  establishing a daily schedule for conducting prospecting activities. 
C)  identifying and contacting leads. 
D)  registering specific information about the selling situation of customers. 
E)  recording the outcomes of prospecting activities. 
A)  entering the details of returns yielded from the sale of products. 
B)  establishing a daily schedule for conducting prospecting activities. 
C)  identifying and contacting leads. 
D)  registering specific information about the selling situation of customers. 
E)  recording the outcomes of prospecting activities.

Question 9

Company records can be used for:

Accepted Answer

A)  acquiring prospecting knowledge before sales presentations. 
B)  getting referrals from centers of influence. 
C)  referring to contact details about the company's potential leads. 
D)  analyzing and evaluating the results of prospecting activities. 
E)  contacting the company's previous customers in an attempt to win back business. 
A)  acquiring prospecting knowledge before sales presentations. 
B)  getting referrals from centers of influence. 
C)  referring to contact details about the company's potential leads. 
D)  analyzing and evaluating the results of prospecting activities. 
E)  contacting the company's previous customers in an attempt to win back business.

Question 10

Salespeople can overcome the challenges of prospecting by:

Accepted Answer

A)  preparing for sales dialogue with potential buyers. 
B)  hiring interns to handle small tasks. 
C)  negotiating with buyers. 
D)  choosing a single method of prospecting. 
E)  dissociating with noncompeting salespeople. 
A)  preparing for sales dialogue with potential buyers. 
B)  hiring interns to handle small tasks. 
C)  negotiating with buyers. 
D)  choosing a single method of prospecting. 
E)  dissociating with noncompeting salespeople.

Question 11

Salespeople who spend time qualifying their leads limit the time wasted on making calls with a low probability of success.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is used by salespeople to identify previous customers who have not placed an order recently?

Accepted Answer

A)  Executive summaries 
B)  Retention sheets 
C)  Memorandums 
D)  Referrals 
E)  Company records 
A)  Executive summaries 
B)  Retention sheets 
C)  Memorandums 
D)  Referrals 
E)  Company records

Question 13

Every year, Clardiz, an automobile company, purchases booth space at an annual corporate event to exhibit its offerings. The salespeople of the company demonstrate the company's products to prospects who show an interest in them. The potential customers are also asked to fill out forms with their contact details. In the given scenario, Clardiz uses _____ as a prospecting method.

Accepted Answer

A)  cold calling 
B)  seminars 
C)  trade shows 
D)  shareholder meetings 
E)  outbound marketing 
A)  cold calling 
B)  seminars 
C)  trade shows 
D)  shareholder meetings 
E)  outbound marketing

Question 14

A(n) _____ is a variation of a referral where, in addition to requesting the names of prospects, a salesperson asks the prospect or customer to prepare a note or letter that can be sent to the potential customer.

Accepted Answer

A)  point of sale 
B)  cold call 
C)  trade notice 
D)  introduction 
E)  conveyance deed 
A)  point of sale 
B)  cold call 
C)  trade notice 
D)  introduction 
E)  conveyance deed

Question 15

In the context of gathering prospect information to prepare for sales dialogue, which of the following is considered specific information about the selling situation?

Accepted Answer

A)  The buyer's preferred method of prospecting 
B)  The communication style of the prospect 
C)  The likelihood of obtaining a referral from the prospect 
D)  The buyer's inventory knowledge 
E)  The prospect's available budget 
A)  The buyer's preferred method of prospecting 
B)  The communication style of the prospect 
C)  The likelihood of obtaining a referral from the prospect 
D)  The buyer's inventory knowledge 
E)  The prospect's available budget

Question 16

Tim is a salesperson who often engages in cold calling because he finds the strategic prospecting process very tedious. He sets up a meeting with one of his prospects through cold calling. After the initial sales dialogue with the prospect, she decides not to purchase the product that Tim is offering. Which of the following is most likely the reason why Tim was unable to make a sale?

Accepted Answer

A)  He did not give the prospect enough time to think about the purchase. 
B)  He failed to practice the hard sell. 
C)  He did not have any information about the prospect. 
D)  The prospect perceived him as a noncompeting salesperson. 
E)  The sales dialogue contained misleading information. 
A)  He did not give the prospect enough time to think about the purchase. 
B)  He failed to practice the hard sell. 
C)  He did not have any information about the prospect. 
D)  The prospect perceived him as a noncompeting salesperson. 
E)  The sales dialogue contained misleading information.

Question 17

Gladus Inc., a cosmetics company, has a call center where it employs sales executives to call prospects using a database of information about the company's potential customers. In this scenario, Gladus Inc. is engaged in _____.

Accepted Answer

A)  hard selling 
B)  inbound telemarketing 
C)  social selling 
D)  cross-selling 
E)  outbound telemarketing 
A)  hard selling 
B)  inbound telemarketing 
C)  social selling 
D)  cross-selling 
E)  outbound telemarketing

Question 18

Margaret, a salesperson, always wins the best salesperson award in her company. Margaret's manager believes that her success is a result of a strategic prospecting plan. Which of the following statements supports this belief?

Accepted Answer

A)  She practices the hard-sell approach. 
B)  She is friends with the other salespeople in her company. 
C)  She has the best work ethics in her company. 
D)  She sets aside five hours every week to identify potential customers. 
E)  She is constantly engaged in cold calling. 
A)  She practices the hard-sell approach. 
B)  She is friends with the other salespeople in her company. 
C)  She has the best work ethics in her company. 
D)  She sets aside five hours every week to identify potential customers. 
E)  She is constantly engaged in cold calling.

Question 19

A sales suspect is an individual who is unlikely to buy a salesperson's products.

Accepted Answer

A) True 
 B)False

Question 20

The most productive salespeople _____ to ensure that they spend most of their time on the best opportunities.

Accepted Answer

A)  prioritize their sales prospects 
B)  avoid prospecting 
C)  practice the hard sell 
D)  focus solely on existing customers 
E)  use fast talking in the selling process 
A)  prioritize their sales prospects 
B)  avoid prospecting 
C)  practice the hard sell 
D)  focus solely on existing customers 
E)  use fast talking in the selling process

Which of the following methods of prospecting is considered very inefficient?

Social selling is the most ineffective method of sales prospecting.

Which of the following is a reason why many salespeople join civic and professional organizations, country clubs, or fraternal organizations?

The final step in the strategic prospecting process is to conduct an online research to acquire information on the current selling situation.

Which of the following is true of evaluation in a prospecting plan?

Which of the following is true of cold canvassing?

In sales prospecting, directories are used for:

Company records can be used for:

Salespeople can overcome the challenges of prospecting by:

Salespeople who spend time qualifying their leads limit the time wasted on making calls with a low probability of success.

Which of the following is used by salespeople to identify previous customers who have not placed an order recently?

A(n) _____ is a variation of a referral where, in addition to requesting the names of prospects, a salesperson asks the prospect or customer to prepare a note or letter that can be sent to the potential customer.

In the context of gathering prospect information to prepare for sales dialogue, which of the following is considered specific information about the selling situation?

Gladus Inc., a cosmetics company, has a call center where it employs sales executives to call prospects using a database of information about the company's potential customers. In this scenario, Gladus Inc. is engaged in _____.

Margaret, a salesperson, always wins the best salesperson award in her company. Margaret's manager believes that her success is a result of a strategic prospecting plan. Which of the following statements supports this belief?

A sales suspect is an individual who is unlikely to buy a salesperson's products.

The most productive salespeople _____ to ensure that they spend most of their time on the best opportunities.

Overview of Personal Selling

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Planning Sales Dialog and Presentations

Sales Dialog: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 5: Strategic Prospecting and Preparing for Sales Dialog

Which of the following methods of prospecting is considered very inefficient?

Social selling is the most ineffective method of sales prospecting.

Which of the following is a reason why many salespeople join civic and professional organizations, country clubs, or fraternal organizations?

The final step in the strategic prospecting process is to conduct an online research to acquire information on the current selling situation.

Which of the following is true of evaluation in a prospecting plan?

Which of the following is true of cold canvassing?

In sales prospecting, directories are used for:

Company records can be used for:

Salespeople can overcome the challenges of prospecting by:

Salespeople who spend time qualifying their leads limit the time wasted on making calls with a low probability of success.

Which of the following is used by salespeople to identify previous customers who have not placed an order recently?

A(n) _____ is a variation of a referral where, in addition to requesting the names of prospects, a salesperson asks the prospect or customer to prepare a note or letter that can be sent to the potential customer.

In the context of gathering prospect information to prepare for sales dialogue, which of the following is considered specific information about the selling situation?

Gladus Inc., a cosmetics company, has a call center where it employs sales executives to call prospects using a database of information about the company's potential customers. In this scenario, Gladus Inc. is engaged in _____.

Margaret, a salesperson, always wins the best salesperson award in her company. Margaret's manager believes that her success is a result of a strategic prospecting plan. Which of the following statements supports this belief?

A sales suspect is an individual who is unlikely to buy a salesperson's products.

The most productive salespeople _____ to ensure that they spend most of their time on the best opportunities.

Overview of Personal Selling

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Planning Sales Dialog and Presentations

Sales Dialog: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters