Question 1

The salesperson who uses the cold canvass method of prospecting usually knows something about the prospect.

Accepted Answer

A) True 
 B)False

Question 2

Daniel sells medical equipment,and he has been advised to contact the comptroller at the Cedar Bluff Public Hospital because the hospital plans on building and equipping 150 medical and dental offices in its new health care complex.Daniel has not yet made the sales call because he hates to be pushy.Daniel is experiencing:

Accepted Answer

A)  referral breakdown. 
B)  sales hesitation. 
C)  prospect aversion. 
D)  call reluctance. 
E)  lead negation. 
A)  referral breakdown. 
B)  sales hesitation. 
C)  prospect aversion. 
D)  call reluctance. 
E)  lead negation.

Question 3

The Leaking Bucket Customer concept illustrates how all leads and prospects are considered and filtered out before they become qualified prospects.

Accepted Answer

A) True 
 B)False

Question 4

Briefly describe the center of influence method of prospecting.

Accepted Answer

Prospecting via the center of influence

Question 5

A prospect is a qualified business that has the potential to buy a salesperson's product.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following occurs before the sales presentation?

Accepted Answer

A)  Trial close 
B)  Determining objections 
C)  Preapproach 
D)  Follow-up 
E)  Meeting objections 
A)  Trial close 
B)  Determining objections 
C)  Preapproach 
D)  Follow-up 
E)  Meeting objections

Question 7

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.
-The siblings use the corporate Web site to inform potential customers about the services their company offers.The Web address is included in all of the company's advertising.In other words,Evans and Heldris are using:

Accepted Answer

A)  e-prospecting. 
B)  direct communication. 
C)  direct sales. 
D)  Internet dialoguing. 
E)  cold sales. 
A)  e-prospecting. 
B)  direct communication. 
C)  direct sales. 
D)  Internet dialoguing. 
E)  cold sales.

Question 8

What are some good practices to follow when setting an appointment over the telephone?

Accepted Answer

A few practices can aid in successfully

Question 9

Prospecting via the _____ method involves finding and cultivating people in a community who are willing to help a salesperson find prospects.

Accepted Answer

A)  cold canvass 
B)  group 
C)  public exhibition 
D)  center of influence 
E)  endless chain 
A)  cold canvass 
B)  group 
C)  public exhibition 
D)  center of influence 
E)  endless chain

Question 10

Which of the following prospecting methods is most similar to telephone prospecting in terms of its objective?

Accepted Answer

A)  Cold canvassing 
B)  Endless chain of referrals 
C)  Networking 
D)  Direct-mail prospecting 
E)  Observation 
A)  Cold canvassing 
B)  Endless chain of referrals 
C)  Networking 
D)  Direct-mail prospecting 
E)  Observation

Question 11

The two best sources of future sales are:

Accepted Answer

A)  customers and customer referrals. 
B)  colleagues and centers of influence. 
C)  customers and e-prospects. 
D)  sales lead clubs and referrals. 
E)  orphaned customers and current customers. 
A)  customers and customer referrals. 
B)  colleagues and centers of influence. 
C)  customers and e-prospects. 
D)  sales lead clubs and referrals. 
E)  orphaned customers and current customers.

Question 12

The product delivery phase most likely represents the end of a relationship with a client if continued service is unnecessary.

Accepted Answer

A) True 
 B)False

Question 13

"MAD" in prospecting is money,authority,and determination.

Accepted Answer

A) True 
 B)False

Question 14

One of the guidelines for developing your own "best" prospecting method is to always call back on prospects who did not buy.

Accepted Answer

A) True 
 B)False

Question 15

In order to serve more pet owners,East Rome Boarding Kennel seeks the assistance of area veterinarians in identifying people who are likely to need its services.This is an example of the _____ method of prospecting.

Accepted Answer

A)  cold canvass 
B)  group 
C)  public exhibition 
D)  center of influence 
E)  endless chain 
A)  cold canvass 
B)  group 
C)  public exhibition 
D)  center of influence 
E)  endless chain

Question 16

In a parallel referral sale,salespeople must sell the product as well as the after-sales service.

Accepted Answer

A) True 
 B)False

Question 17

Because they are so busy,many executives have filtration systems to protect their time.In order to get through this system,you,as a professional salesperson,should do all of the following EXCEPT:

Accepted Answer

A)  not waste time waiting. 
B)  develop friends in the prospect's firm. 
C)  call at the right time on the right person. 
D)  believe in yourself. 
E)  follow the prospect. 
A)  not waste time waiting. 
B)  develop friends in the prospect's firm. 
C)  call at the right time on the right person. 
D)  believe in yourself. 
E)  follow the prospect.

Question 18

In cases where there are a large number of prospects for a product,a salesperson should most likely use:

Accepted Answer

A)  direct-mail prospecting. 
B)  center of influence prospecting. 
C)  sales lead club funneling. 
D)  endless chain prospecting. 
E)  cold canvass prospecting. 
A)  direct-mail prospecting. 
B)  center of influence prospecting. 
C)  sales lead club funneling. 
D)  endless chain prospecting. 
E)  cold canvass prospecting.

Question 19

Danny is out of work,but he is very good at fixing things around the house.He has spent much of his time during the last week going door-to-door asking people who live in the area if they have any odd jobs for him.In terms of the selling process,Danny is engaged in:

Accepted Answer

A)  prospecting. 
B)  identifying. 
C)  referring. 
D)  networking. 
E)  direct marketing. 
A)  prospecting. 
B)  identifying. 
C)  referring. 
D)  networking. 
E)  direct marketing.

Question 20

The center of influence prospecting method involves finding influential people who are willing to help a salesperson identify prospects.

Accepted Answer

A) True 
 B)False

The salesperson who uses the cold canvass method of prospecting usually knows something about the prospect.

The Leaking Bucket Customer concept illustrates how all leads and prospects are considered and filtered out before they become qualified prospects.

Briefly describe the center of influence method of prospecting.

A prospect is a qualified business that has the potential to buy a salesperson's product.

Which of the following occurs before the sales presentation?

What are some good practices to follow when setting an appointment over the telephone?

Prospecting via the _____ method involves finding and cultivating people in a community who are willing to help a salesperson find prospects.

Which of the following prospecting methods is most similar to telephone prospecting in terms of its objective?

The two best sources of future sales are:

The product delivery phase most likely represents the end of a relationship with a client if continued service is unnecessary.

"MAD" in prospecting is money,authority,and determination.

One of the guidelines for developing your own "best" prospecting method is to always call back on prospects who did not buy.

In order to serve more pet owners,East Rome Boarding Kennel seeks the assistance of area veterinarians in identifying people who are likely to need its services.This is an example of the _____ method of prospecting.

In a parallel referral sale,salespeople must sell the product as well as the after-sales service.

Because they are so busy,many executives have filtration systems to protect their time.In order to get through this system,you,as a professional salesperson,should do all of the following EXCEPT:

In cases where there are a large number of prospects for a product,a salesperson should most likely use:

Danny is out of work,but he is very good at fixing things around the house.He has spent much of his time during the last week going door-to-door asking people who live in the area if they have any odd jobs for him.In terms of the selling process,Danny is engaged in:

The center of influence prospecting method involves finding influential people who are willing to help a salesperson identify prospects.

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

The salesperson who uses the cold canvass method of prospecting usually knows something about the prospect.

The Leaking Bucket Customer concept illustrates how all leads and prospects are considered and filtered out before they become qualified prospects.

Briefly describe the center of influence method of prospecting.

A prospect is a qualified business that has the potential to buy a salesperson's product.

Which of the following occurs before the sales presentation?

What are some good practices to follow when setting an appointment over the telephone?

Prospecting via the _____ method involves finding and cultivating people in a community who are willing to help a salesperson find prospects.

Which of the following prospecting methods is most similar to telephone prospecting in terms of its objective?

The two best sources of future sales are:

The product delivery phase most likely represents the end of a relationship with a client if continued service is unnecessary.

"MAD" in prospecting is money,authority,and determination.

One of the guidelines for developing your own "best" prospecting method is to always call back on prospects who did not buy.

In order to serve more pet owners,East Rome Boarding Kennel seeks the assistance of area veterinarians in identifying people who are likely to need its services.This is an example of the _____ method of prospecting.

In a parallel referral sale,salespeople must sell the product as well as the after-sales service.

Because they are so busy,many executives have filtration systems to protect their time.In order to get through this system,you,as a professional salesperson,should do all of the following EXCEPT:

In cases where there are a large number of prospects for a product,a salesperson should most likely use:

Danny is out of work,but he is very good at fixing things around the house.He has spent much of his time during the last week going door-to-door asking people who live in the area if they have any odd jobs for him.In terms of the selling process,Danny is engaged in:

The center of influence prospecting method involves finding influential people who are willing to help a salesperson identify prospects.

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