Exam 5: Strategic Prospecting and Preparing for Sales Dialog

Sarah is a salesperson who prefers contacting her sales leads before getting any information about them or their companies. Sarah uses _____ as a method of sales prospecting.

_____ are electronic or print sources that provide contact and other information about many different companies or individuals.

If a salesperson is looking for specific selling situation information, he or she must gather information on the:

Salespeople prepare for the initial contact with sales prospects by:

In which of the following prospecting methods do salespeople ask potential customers to fill out information cards indicating an interest in their company or one of its products?

Which of the following should be done by a salesperson before meeting a prospect?

Steve is a salesperson in Walterbie Inc. Although Steve is supposed to allocate some time for prospecting, he prefers to focus on finishing sales with existing customers. In this scenario, which of the following is most likely the reason why Steve avoids prospecting?

The term _____ refers to information about customers in an organization's database.

Accountants, bankers, attorneys, teachers, business owners, politicians, and government workers are often good centers of influence.

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

Leocra, a clothing brand, extensively uses online communication platforms to market its products. The company engages with its target market using these platforms and regularly posts online surveys to better understand buying behavior. In this scenario, which of the following prospecting methods does Leocra use?

In sales prospecting, which of the following is most likely to lead to ethical problems?

There are normally large differences in sales opportunities among all of the sales leads generated by salespeople.

A(n) _____ is a part of the strategic prospecting plan that can be as low-tech as a set of 3 X 5-inch note cards or employ one of the many computerized and online contact management or customer relationship management software applications.

Craig is a salesperson for a company that sells industrial equipment. Craig spends most of his time talking to equipment operators who work on the factory floor. While Craig is able to get the equipment operators interested in his products, he is often unable to make a sale. In this scenario, Craig needs to:

Ramona, a salesperson, works for a small firm that manufactures fruit preserves. Her job is to target a particular locality every day and visit its residents' houses to promote and sell her products. She often has no information about them and visits them unannounced. In this scenario, Ramona is using _____ as a prospecting method.

_____ is a formal organization with each local group consisting of noncompeting salespeople.

A buyer's name, title, and contact information constitute specific information about the current selling situation.

As salespeople move through the strategic prospecting process and the other stages in the trust-based sales process, the sales pipeline widens.

Company records are usually a poor source of prospects.