Exam 7: Prospecting the Lifeblood of Selling

Innovative Installers Innovative Installers provides a variety of services related to office space and relocations including installation services. Innovative Installers is owned and operated by Mierzett Evans and his sister Glenda Heldris. 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. -When the company uses cold calling to find potential customers,it is basing its methodology on the:

For you as a salesperson to find an optimal prospecting method,the text suggests you do all the following EXCEPT:

A qualified person or organization that has the potential to buy your goods or services is a:

According to the Golden Rule of Selling,referrals are gained by:

A salesperson successfully using the endless referral chain method of prospecting most likely:

Preapproach is the first step in the selling process.

The practice of making an appointment before calling on a prospect shows respect toward the prospect.

Jon Querillian wants to create a network of prospects for his landscaping business.Which of the following would be the LEAST effective method?

In a sales training class,Evan was told never to ask a current customer about anyone else who could use the products he sold.He was also told that referrals were important to his success as a salesperson.Explain to Evan how the two statements do not contradict each other.

_____ is the process of determining if a suspect is to become a prospect.

The most successful salespeople never experience call reluctance.

Innovative Installers Innovative Installers provides a variety of services related to office space and relocations including installation services. Innovative Installers is owned and operated by Mierzett Evans and his sister Glenda Heldris. 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 use direct mail successfully as a means of locating potential customers,the company must:

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:

An effective way to attract prospects without having to go out prospecting is to submit regular articles about your business to trade magazines,journals,and newspapers.

Successful use of the telephone in appointment scheduling requires a chatty message that hints of a desire to establish a long-term relationship with the prospect.

Obtaining referrals is a continuous process for salespeople.

Which of the following statements about the selling process is true?

One of the reasons why a salesperson must constantly look for new prospects is to:

If Cary left her pharmaceutical sales job to take a management position in another company,her customers would become:

Kendra is an inexperienced salesperson.What three criteria would help her determine the best prospecting method for each type of sales situation?