Question 1

Which term refers to the performance of any helpful or professional work or activity for a person,family,or organization?

Accepted Answer

A)  Customer satisfaction 
B)  Value creation 
C)  Customer service 
D)  Market follow-up 
E)  Service customization 
A)  Customer satisfaction 
B)  Value creation 
C)  Customer service 
D)  Market follow-up 
E)  Service customization

Question 2

Respect,trust,time,and friendship are key elements in any salesperson's success.

Accepted Answer

A) True 
 B)False

Question 3

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.
-Evans and Heldris are expressing concern about:

Accepted Answer

A)  their preapproach. 
B)  their choice of sales presentations. 
C)  prospecting. 
D)  handling objections. 
E)  the entire sales process. 
A)  their preapproach. 
B)  their choice of sales presentations. 
C)  prospecting. 
D)  handling objections. 
E)  the entire sales process.

Question 4

The members of a sales lead club:

Accepted Answer

A)  use the club primarily for socialization. 
B)  sell products of the same category. 
C)  sell competitive products. 
D)  belong to noncompetitive fields. 
E)  sell for the same corporation. 
A)  use the club primarily for socialization. 
B)  sell products of the same category. 
C)  sell competitive products. 
D)  belong to noncompetitive fields. 
E)  sell for the same corporation.

Question 5

For success at trade shows,memorize your sales pitch so that you get your message across succinctly.

Accepted Answer

A) True 
 B)False

Question 6

What is the sales process? What are the steps in the selling process?

Accepted Answer

The sales process refers to a sequential

Question 7

Salespeople must sell the product,plus sell the prospect on providing referrals.This is known as the:

Accepted Answer

A)  endless chain method. 
B)  canvassing method. 
C)  parallel referral sale. 
D)  cyclical method of referral. 
E)  referral qualification. 
A)  endless chain method. 
B)  canvassing method. 
C)  parallel referral sale. 
D)  cyclical method of referral. 
E)  referral qualification.

Question 8

Ann's attempt to open a restaurant failed,and she is now trying to sell furniture and equipment she purchased.She suspects that Handlemann's Deli may be a potential buyer for the furniture.Ann should now engage in the _____ process to determine if it is worth her time to convince Handelmann to buy.

Accepted Answer

A)  qualifying 
B)  funneling 
C)  networking 
D)  routing 
E)  leading 
A)  qualifying 
B)  funneling 
C)  networking 
D)  routing 
E)  leading

Question 9

The sales manager at OBC Office Supplies has determined that the office manager of Hoffman Realty has the money,desire,and authority to purchase a new copy machine.Hoffman Realty is best described as a:

Accepted Answer

A)  potential referral. 
B)  qualified prospect. 
C)  network prospect. 
D)  qualified referral. 
E)  network agent. 
A)  potential referral. 
B)  qualified prospect. 
C)  network prospect. 
D)  qualified referral. 
E)  network agent.

Question 10

Which of the following statements about telephone prospecting is true?

Accepted Answer

A)  It is less expensive than direct-mail prospecting. 
B)  It allows for quick qualification or rejection of a lead. 
C)  It is good for targeting niche prospects. 
D)  It is also called electronic canvassing. 
E)  It is more costly than a canvassing sales force. 
A)  It is less expensive than direct-mail prospecting. 
B)  It allows for quick qualification or rejection of a lead. 
C)  It is good for targeting niche prospects. 
D)  It is also called electronic canvassing. 
E)  It is more costly than a canvassing sales force.

Question 11

What is a parallel referral sale? How can a salesperson facilitate a parallel referral sale?

Accepted Answer

In the parallel referral sale,salespeopl

Question 12

Sonia Taylor has a collection of hand-tied fishing flies left to her by her great-grandfather.She has learned the fishing flies are valuable and would like to sell them.Sonia has used the Web to locate dealers of antique fishing gear who might be interested in purchasing the collection.Sonia has engaged in:

Accepted Answer

A)  data mining. 
B)  e-prospecting. 
C)  direct marketing. 
D)  direct selling. 
E)  networking. 
A)  data mining. 
B)  e-prospecting. 
C)  direct marketing. 
D)  direct selling. 
E)  networking.

Question 13

The sales process refers to a sequential series of actions by the salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

Accepted Answer

A) True 
 B)False

Question 14

After presentation,the next step in the selling process is:

Accepted Answer

A)  to determine objections. 
B)  the referral cycle. 
C)  to follow-up. 
D)  the trial close. 
E)  to meet objections. 
A)  to determine objections. 
B)  the referral cycle. 
C)  to follow-up. 
D)  the trial close. 
E)  to meet objections.

Question 15

One excellent way for a salesperson to obtain an appointment with a prospect is to have a customer make the appointment for the salesperson.

Accepted Answer

A) True 
 B)False

Question 16

_____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

Accepted Answer

A)  Sales presentation 
B)  Referral cycle 
C)  Sales process 
D)  Networking cycle 
E)  Prospecting process 
A)  Sales presentation 
B)  Referral cycle 
C)  Sales process 
D)  Networking cycle 
E)  Prospecting process

Question 17

Langley sells truck bed liners guaranteed to last for 20 years.After every sale,Langley asks his customers for the names of several friends who might also be interested in protecting the beds of their trucks.He then calls on those people and also asks them for names.Langley is using the _____ method of prospecting.

Accepted Answer

A)  customer-oriented 
B)  cold canvass 
C)  orphaned customer 
D)  endless chain referral 
E)  sales lead club 
A)  customer-oriented 
B)  cold canvass 
C)  orphaned customer 
D)  endless chain referral 
E)  sales lead club

Question 18

The success of cold canvass prospecting method relies solely on volume of calls made.

Accepted Answer

A) True 
 B)False

Question 19

What is the basis for cold canvassing?

Accepted Answer

A)  Law of averages 
B)  Endless chain referral 
C)  Center of influence 
D)  Prospect pooling 
E)  Parallel referrals 
A)  Law of averages 
B)  Endless chain referral 
C)  Center of influence 
D)  Prospect pooling 
E)  Parallel referrals

Question 20

To be effective,the participants in a sales club should sell competing products.

Accepted Answer

A) True 
 B)False

Which term refers to the performance of any helpful or professional work or activity for a person,family,or organization?

Respect,trust,time,and friendship are key elements in any salesperson's success.

The members of a sales lead club:

For success at trade shows,memorize your sales pitch so that you get your message across succinctly.

What is the sales process? What are the steps in the selling process?

Salespeople must sell the product,plus sell the prospect on providing referrals.This is known as the:

Ann's attempt to open a restaurant failed,and she is now trying to sell furniture and equipment she purchased.She suspects that Handlemann's Deli may be a potential buyer for the furniture.Ann should now engage in the _____ process to determine if it is worth her time to convince Handelmann to buy.

The sales manager at OBC Office Supplies has determined that the office manager of Hoffman Realty has the money,desire,and authority to purchase a new copy machine.Hoffman Realty is best described as a:

Which of the following statements about telephone prospecting is true?

What is a parallel referral sale? How can a salesperson facilitate a parallel referral sale?

The sales process refers to a sequential series of actions by the salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

After presentation,the next step in the selling process is:

One excellent way for a salesperson to obtain an appointment with a prospect is to have a customer make the appointment for the salesperson.

_____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

The success of cold canvass prospecting method relies solely on volume of calls made.

What is the basis for cold canvassing?

To be effective,the participants in a sales club should sell competing products.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 7: Prospecting the Lifeblood of Selling

Which term refers to the performance of any helpful or professional work or activity for a person,family,or organization?

Respect,trust,time,and friendship are key elements in any salesperson's success.

The members of a sales lead club:

For success at trade shows,memorize your sales pitch so that you get your message across succinctly.

What is the sales process? What are the steps in the selling process?

Salespeople must sell the product,plus sell the prospect on providing referrals.This is known as the:

Ann's attempt to open a restaurant failed,and she is now trying to sell furniture and equipment she purchased.She suspects that Handlemann's Deli may be a potential buyer for the furniture.Ann should now engage in the _____ process to determine if it is worth her time to convince Handelmann to buy.

The sales manager at OBC Office Supplies has determined that the office manager of Hoffman Realty has the money,desire,and authority to purchase a new copy machine.Hoffman Realty is best described as a:

Which of the following statements about telephone prospecting is true?

What is a parallel referral sale? How can a salesperson facilitate a parallel referral sale?

The sales process refers to a sequential series of actions by the salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

After presentation,the next step in the selling process is:

One excellent way for a salesperson to obtain an appointment with a prospect is to have a customer make the appointment for the salesperson.

_____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

The success of cold canvass prospecting method relies solely on volume of calls made.

What is the basis for cold canvassing?

To be effective,the participants in a sales club should sell competing products.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters