Question 1

Salespeople who do not regularly prospect are operating under the assumption that:

Accepted Answer

A)  buying behavior does not remain constant. 
B)  buyers prefer talking to the selling firm directly and not its salespeople. 
C)  the prospecting process would require them to prepare and plan sales dialogues. 
D)  the current business with existing customers will be sufficient to generate revenue even in the future. 
E)  buyers are always well informed and do not rely on salespeople for information. 
A)  buying behavior does not remain constant. 
B)  buyers prefer talking to the selling firm directly and not its salespeople. 
C)  the prospecting process would require them to prepare and plan sales dialogues. 
D)  the current business with existing customers will be sufficient to generate revenue even in the future. 
E)  buyers are always well informed and do not rely on salespeople for information.

Question 2

_____ is a source of locating prospects whereby the salesperson contacts the prospect by phone.

Accepted Answer

A)  Hard selling 
B)  Inbound telemarketing 
C)  Social selling 
D)  Partnership selling 
E)  Outbound telemarketing 
A)  Hard selling 
B)  Inbound telemarketing 
C)  Social selling 
D)  Partnership selling 
E)  Outbound telemarketing

Question 3

_____ can be an effective way for salespeople to get referrals.

Accepted Answer

A)  Tracking systems 
B)  Social selling 
C)  Hard selling 
D)  Company records 
E)  Cold calling 
A)  Tracking systems 
B)  Social selling 
C)  Hard selling 
D)  Company records 
E)  Cold calling

Question 4

Drew is a salesperson for a company that manufactures seat covers for pickup trucks. Drew relies on his friend Susan for leads as she is the owner of a large truck dealership. Susan calls Drew and lets him know when someone has purchased a new pickup truck. In this scenario, Drew uses _____ to generate leads.

Accepted Answer

A)  a strategic reserve 
B)  agile marketing 
C)  cold calling 
D)  a dormant partner 
E)  a center of influence 
A)  a strategic reserve 
B)  agile marketing 
C)  cold calling 
D)  a dormant partner 
E)  a center of influence

Question 5

For a lead to be considered a sales prospect, the lead is not required to have a need for the salesperson's product.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is true of a sales funnel?

Accepted Answer

A)  It is very wide at the top as salespeople typically have a large number of potential sales opportunities. 
B)  It represents the hierarchy of a company's products that have the highest and the lowest sales. 
C)  It is a diagram that represents the ratio of a company's sales to its cash flow. 
D)  As salespeople move through the stages in the trust-based sales process, the funnel widens because all sales opportunities result in a sale or new customer relationship. 
E)  For the most productive salespeople, the sales funnel is normally narrower at the bottom than the bottom of the funnel for less productive salespeople. 
A)  It is very wide at the top as salespeople typically have a large number of potential sales opportunities. 
B)  It represents the hierarchy of a company's products that have the highest and the lowest sales. 
C)  It is a diagram that represents the ratio of a company's sales to its cash flow. 
D)  As salespeople move through the stages in the trust-based sales process, the funnel widens because all sales opportunities result in a sale or new customer relationship. 
E)  For the most productive salespeople, the sales funnel is normally narrower at the bottom than the bottom of the funnel for less productive salespeople.

Question 7

Jonathan, a salesperson in a home décor store, requests Sheila, one of his customers, to facilitate a meeting with a prospective customer who is Sheila's acquaintance. Sheila writes a letter recommending the prospect to try products from Jonathan's store. Which of the following prospecting methods is being used in this scenario?

Accepted Answer

A)  Anecdote 
B)  Cold call 
C)  Trade notice 
D)  Introduction 
E)  Customer feedback 
A)  Anecdote 
B)  Cold call 
C)  Trade notice 
D)  Introduction 
E)  Customer feedback

Question 8

Typically, a very small percentage of cold calls produce, or lead to future sales dialogue with qualified prospects.

Accepted Answer

A) True 
 B)False

Question 9

Bill is a salesperson who relies on his current customers to help him identify potential customers. In this scenario, Bill relies on _____ to generate sales leads.

Accepted Answer

A)  hard selling 
B)  referrals 
C)  company sources 
D)  outbound marketing 
E)  cold calling 
A)  hard selling 
B)  referrals 
C)  company sources 
D)  outbound marketing 
E)  cold calling

Question 10

The term _____ refers to the characteristics of a firm's best customers or the perfect customer.

Accepted Answer

A)  ideal customer profile 
B)  market overview 
C)  sales manifesto 
D)  center of influence 
E)  customer review 
A)  ideal customer profile 
B)  market overview 
C)  sales manifesto 
D)  center of influence 
E)  customer review

Question 11

Julia is a salesperson who works for a tea manufacturing company, and her friend Jessica is a salesperson who works for a clothing company. Given this information, it can be said that Julia and Jessica are _____.

Accepted Answer

A)  dormant partners 
B)  consultative salespeople 
C)  relational salespeople 
D)  venture capitalists 
E)  noncompeting salespeople 
A)  dormant partners 
B)  consultative salespeople 
C)  relational salespeople 
D)  venture capitalists 
E)  noncompeting salespeople

Question 12

FitterYou Inc., a company that manufactures health products, hosts an event at a local hotel to generate potential customers. The company invites approximately 120 prospects to the event through direct mails. At the event, the sales representatives of the company give presentations on the various products offered by the company. In this scenario, FitterYou Inc. is using _____ to generate sales leads.

Accepted Answer

A)  cold calling 
B)  outbound telemarketing 
C)  a seminar 
D)  a trade show 
E)  an incentive program 
A)  cold calling 
B)  outbound telemarketing 
C)  a seminar 
D)  a trade show 
E)  an incentive program

Question 13

_____ is a salesperson's act of searching out, collecting, and analyzing information to determine the likelihood of a potential customer being a good candidate for making a sale.

Accepted Answer

A)  Preparing sales dialogues 
B)  Cold calling 
C)  Qualifying sales leads 
D)  Hard selling 
E)  Creating sales pipelines 
A)  Preparing sales dialogues 
B)  Cold calling 
C)  Qualifying sales leads 
D)  Hard selling 
E)  Creating sales pipelines

Question 14

In the recent times, which of the following factors is making purchasing harder for some firms?

Accepted Answer

A)  The expanding number of purchasing options 
B)  The fewer number of people involved in the buying process 
C)  The lack of effective prospecting methods 
D)  The lack of available information on products and services 
E)  The lack of change in buying behavior 
A)  The expanding number of purchasing options 
B)  The fewer number of people involved in the buying process 
C)  The lack of effective prospecting methods 
D)  The lack of available information on products and services 
E)  The lack of change in buying behavior

Question 15

Gertrude, a salesperson in a pharmaceutical company, is required to approach organizations that would be interested in her company's products. To ensure efficient lead generation, Gertrude decides to collect some specific information about the selling situation. In this scenario, Gertrude is most likely to collect information about the:

Accepted Answer

A)  likelihood of obtaining a referral from the buyer. 
B)  buyer's preferred method of prospecting. 
C)  buying process. 
D)  communication style of the buyer. 
E)  extent of commoditization. 
A)  likelihood of obtaining a referral from the buyer. 
B)  buyer's preferred method of prospecting. 
C)  buying process. 
D)  communication style of the buyer. 
E)  extent of commoditization.

Question 16

A salesperson's plan for gathering qualified potential customers is called a _____.

Accepted Answer

A)  strategic prospecting plan 
B)  tactical plan 
C)  promotional plan 
D)  operational compliance plan 
E)  contingency plan 
A)  strategic prospecting plan 
B)  tactical plan 
C)  promotional plan 
D)  operational compliance plan 
E)  contingency plan

Question 17

In the recent times, which of the following is making prospecting more difficult?

Accepted Answer

A)  A change in buying behavior 
B)  The emergence of numerous social media sites 
C)  The lack of effective prospecting methods 
D)  A lower sales quota 
E)  An increase in the number of unethical buyers 
A)  A change in buying behavior 
B)  The emergence of numerous social media sites 
C)  The lack of effective prospecting methods 
D)  A lower sales quota 
E)  An increase in the number of unethical buyers

Question 18

Which of the following is true of current prospecting methods?

Accepted Answer

A)  Social media is being extensively used to identify, understand, and network with prospects. 
B)  Cold calling is seen as the best prospecting method in the selling process. 
C)  Salespeople must practice the hard sell and ensure that they meet their sales quotas. 
D)  Salespeople who use a single prospecting method are the most productive. 
E)  Phone calls and e-mails remain the best ways to connect with prospects. 
A)  Social media is being extensively used to identify, understand, and network with prospects. 
B)  Cold calling is seen as the best prospecting method in the selling process. 
C)  Salespeople must practice the hard sell and ensure that they meet their sales quotas. 
D)  Salespeople who use a single prospecting method are the most productive. 
E)  Phone calls and e-mails remain the best ways to connect with prospects.

Question 19

Today's buyers allot an ample amount of time for purchases, and most of them are keen to interact with salespeople.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following is true of a customer relationship management (CRM) system?

Accepted Answer

A)  It assists companies in accumulating and updating the information about their prospects. 
B)  Its primary use is to identify and blacklist customers who act unethically. 
C)  Its drawback is that it cannot be integrated with lead management software. 
D)  It requires salespeople to manually enter information into the system. 
E)  It is used by salespeople to track the sales activities of competing companies. 
A)  It assists companies in accumulating and updating the information about their prospects. 
B)  Its primary use is to identify and blacklist customers who act unethically. 
C)  Its drawback is that it cannot be integrated with lead management software. 
D)  It requires salespeople to manually enter information into the system. 
E)  It is used by salespeople to track the sales activities of competing companies.

Salespeople who do not regularly prospect are operating under the assumption that:

_____ is a source of locating prospects whereby the salesperson contacts the prospect by phone.

_____ can be an effective way for salespeople to get referrals.

For a lead to be considered a sales prospect, the lead is not required to have a need for the salesperson's product.

Which of the following is true of a sales funnel?

Typically, a very small percentage of cold calls produce, or lead to future sales dialogue with qualified prospects.

Bill is a salesperson who relies on his current customers to help him identify potential customers. In this scenario, Bill relies on _____ to generate sales leads.

The term _____ refers to the characteristics of a firm's best customers or the perfect customer.

Julia is a salesperson who works for a tea manufacturing company, and her friend Jessica is a salesperson who works for a clothing company. Given this information, it can be said that Julia and Jessica are _____.

_____ is a salesperson's act of searching out, collecting, and analyzing information to determine the likelihood of a potential customer being a good candidate for making a sale.

In the recent times, which of the following factors is making purchasing harder for some firms?

A salesperson's plan for gathering qualified potential customers is called a _____.

In the recent times, which of the following is making prospecting more difficult?

Which of the following is true of current prospecting methods?

Today's buyers allot an ample amount of time for purchases, and most of them are keen to interact with salespeople.

Which of the following is true of a customer relationship management (CRM) system?

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

Salespeople who do not regularly prospect are operating under the assumption that:

_____ is a source of locating prospects whereby the salesperson contacts the prospect by phone.

_____ can be an effective way for salespeople to get referrals.

For a lead to be considered a sales prospect, the lead is not required to have a need for the salesperson's product.

Which of the following is true of a sales funnel?

Typically, a very small percentage of cold calls produce, or lead to future sales dialogue with qualified prospects.

Bill is a salesperson who relies on his current customers to help him identify potential customers. In this scenario, Bill relies on _____ to generate sales leads.

The term _____ refers to the characteristics of a firm's best customers or the perfect customer.

Julia is a salesperson who works for a tea manufacturing company, and her friend Jessica is a salesperson who works for a clothing company. Given this information, it can be said that Julia and Jessica are _____.

_____ is a salesperson's act of searching out, collecting, and analyzing information to determine the likelihood of a potential customer being a good candidate for making a sale.

In the recent times, which of the following factors is making purchasing harder for some firms?

A salesperson's plan for gathering qualified potential customers is called a _____.

In the recent times, which of the following is making prospecting more difficult?

Which of the following is true of current prospecting methods?

Today's buyers allot an ample amount of time for purchases, and most of them are keen to interact with salespeople.

Which of the following is true of a customer relationship management (CRM) system?

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