Question 1

Which of the following statements about referrals is true?

Accepted Answer

A)  Salespeople should work on obtaining referrals when they are not engaged in selling activities 
B)  It would be inappropriate to try to enact the referral cycle during the sales presentation 
C)  Salespeople must sell the product, plus sell the prospect on providing referrals 
D)  All salespeople ask for customer referrals 
E)  The referral cycle consists of three steps 
A)  Salespeople should work on obtaining referrals when they are not engaged in selling activities 
B)  It would be inappropriate to try to enact the referral cycle during the sales presentation 
C)  Salespeople must sell the product, plus sell the prospect on providing referrals 
D)  All salespeople ask for customer referrals 
E)  The referral cycle consists of three steps

Question 2

Elias does home repairs.On Sunday afternoons,he often drives in the community in which he lives looking for homes that need minor repairs and/or painting.Monday morning he calls those homeowners and offers his services.Elias is using the _____ method of prospecting.

Accepted Answer

A)  observation 
B)  preapproach 
C)  networking 
D)  endless chain 
E)  center of influence 
A)  observation 
B)  preapproach 
C)  networking 
D)  endless chain 
E)  center of influence

Question 3

What is the leaking bucket customer concept? What are its implications for salespeople?

Accepted Answer

The "leaking bucket concept" suggests th

Question 4

Kenton is a busy insurance salesperson,yet twice a month he writes a column for the local newspaper in which he addresses issues concerning financial security.The most logical reason for such activity is to:

Accepted Answer

A)  motivate other insurance salespeople. 
B)  protect his financial investments. 
C)  support new stakeholders. 
D)  create prospects. 
E)  qualify prospects. 
A)  motivate other insurance salespeople. 
B)  protect his financial investments. 
C)  support new stakeholders. 
D)  create prospects. 
E)  qualify prospects.

Question 5

Ninety-nine percent of your first conversation with a networking prospect should be about your products and services.

Accepted Answer

A) True 
 B)False

Question 6

What is the most reliable and effective method for finding new prospects?

Accepted Answer

A)  Cold canvassing 
B)  Direct mail 
C)  Networking 
D)  Telemarketing 
E)  Observation 
A)  Cold canvassing 
B)  Direct mail 
C)  Networking 
D)  Telemarketing 
E)  Observation

Question 7

Norman,the owner of CompuTex,recently installed computers at Harding Industries.Norman recommended that the Harding Industries office manager contact Computer Services,Inc.to schedule a computer training class for Harding's employees.This is an example of the _____ method of prospecting.

Accepted Answer

A)  observation 
B)  preapproach 
C)  endless chain 
D)  center of influence 
E)  networking 
A)  observation 
B)  preapproach 
C)  endless chain 
D)  center of influence 
E)  networking

Question 8

By focusing on meeting center-of-influence people,a salesperson can cultivate a network and increase referral business.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following statements holds true of e-prospecting?

Accepted Answer

A)  E-prospecting is less efficient than trade shows for finding prospects. 
B)  E-prospecting is heavily dependent on qualified referrals. 
C)  E-prospecting should only be used to sell nontechnical products. 
D)  E-prospecting requires no monetary investment by salespeople. 
E)  E-prospecting is a fast and easy way to find information. 
A)  E-prospecting is less efficient than trade shows for finding prospects. 
B)  E-prospecting is heavily dependent on qualified referrals. 
C)  E-prospecting should only be used to sell nontechnical products. 
D)  E-prospecting requires no monetary investment by salespeople. 
E)  E-prospecting is a fast and easy way to find information.

Question 10

The two reasons a salesperson must consistently look for new prospects are to increase sales and to replace customers that will be lost over time.

Accepted Answer

A) True 
 B)False

Question 11

Prospect pools generally include referrals and orphaned customers.

Accepted Answer

A) True 
 B)False

Question 12

Trade shows are rarely worth the salesperson's time since there are only a few minutes to qualify leads and get the information necessary to conduct a sales call later.

Accepted Answer

A) True 
 B)False

Question 13

Last night while he was eating dinner,Leo got a phone call from a salesperson who wanted to know if he would be interested in subscribing to the local newspaper.The salesperson would best be described as a:

Accepted Answer

A)  endless chain prospect. 
B)  center of influence. 
C)  telemarketer. 
D)  prospect. 
E)  referral. 
A)  endless chain prospect. 
B)  center of influence. 
C)  telemarketer. 
D)  prospect. 
E)  referral.

Question 14

The _____ phase of the referral cycle provides a salesperson with ongoing opportunities to maintain contact with clients.

Accepted Answer

A)  service and follow up 
B)  closing 
C)  product delivery 
D)  presentation 
E)  preapproach 
A)  service and follow up 
B)  closing 
C)  product delivery 
D)  presentation 
E)  preapproach

Question 15

Abel,a teenager,is trying to earn money by operating a dog walking service.Abel is knocking on the door of every dog owner within a six-block radius of his house and asking if the homeowner would like to use his service.Abel is using the _____ method of prospecting.

Accepted Answer

A)  public demonstration 
B)  group 
C)  referral 
D)  cold canvass 
E)  endless chain 
A)  public demonstration 
B)  group 
C)  referral 
D)  cold canvass 
E)  endless chain

Question 16

Which term refers to a group of names of potential customers gathered from a variety of sources?

Accepted Answer

A)  Orphans 
B)  Qualified prospect 
C)  Prospect pool 
D)  Customer canvass 
E)  Leaking customer bucket 
A)  Orphans 
B)  Qualified prospect 
C)  Prospect pool 
D)  Customer canvass 
E)  Leaking customer bucket

Question 17

What are the benefits of making an appointment?

Accepted Answer

Appointments save time wasted traveling

Question 18

A salesperson has the greatest opportunity to influence a prospect:

Accepted Answer

A)  when prospecting. 
B)  in the trial close. 
C)  in the approach phase. 
D)  when determining objections. 
E)  during the presentation. 
A)  when prospecting. 
B)  in the trial close. 
C)  in the approach phase. 
D)  when determining objections. 
E)  during the presentation.

Question 19

The networking prospecting method is effective and reliable because people want to do business with people they know,like,and trust.

Accepted Answer

A) True 
 B)False

Question 20

The primary goal of networking is to create as much exposure and free publicity for your product as possible.

Accepted Answer

A) True 
 B)False

Which of the following statements about referrals is true?

Elias does home repairs.On Sunday afternoons,he often drives in the community in which he lives looking for homes that need minor repairs and/or painting.Monday morning he calls those homeowners and offers his services.Elias is using the _____ method of prospecting.

What is the leaking bucket customer concept? What are its implications for salespeople?

Kenton is a busy insurance salesperson,yet twice a month he writes a column for the local newspaper in which he addresses issues concerning financial security.The most logical reason for such activity is to:

Ninety-nine percent of your first conversation with a networking prospect should be about your products and services.

What is the most reliable and effective method for finding new prospects?

Norman,the owner of CompuTex,recently installed computers at Harding Industries.Norman recommended that the Harding Industries office manager contact Computer Services,Inc.to schedule a computer training class for Harding's employees.This is an example of the _____ method of prospecting.

By focusing on meeting center-of-influence people,a salesperson can cultivate a network and increase referral business.

Which of the following statements holds true of e-prospecting?

The two reasons a salesperson must consistently look for new prospects are to increase sales and to replace customers that will be lost over time.

Prospect pools generally include referrals and orphaned customers.

Trade shows are rarely worth the salesperson's time since there are only a few minutes to qualify leads and get the information necessary to conduct a sales call later.

Last night while he was eating dinner,Leo got a phone call from a salesperson who wanted to know if he would be interested in subscribing to the local newspaper.The salesperson would best be described as a:

The _____ phase of the referral cycle provides a salesperson with ongoing opportunities to maintain contact with clients.

Abel,a teenager,is trying to earn money by operating a dog walking service.Abel is knocking on the door of every dog owner within a six-block radius of his house and asking if the homeowner would like to use his service.Abel is using the _____ method of prospecting.

Which term refers to a group of names of potential customers gathered from a variety of sources?

What are the benefits of making an appointment?

A salesperson has the greatest opportunity to influence a prospect:

The networking prospecting method is effective and reliable because people want to do business with people they know,like,and trust.

The primary goal of networking is to create as much exposure and free publicity for your product as possible.

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 of the following statements about referrals is true?

Elias does home repairs.On Sunday afternoons,he often drives in the community in which he lives looking for homes that need minor repairs and/or painting.Monday morning he calls those homeowners and offers his services.Elias is using the _____ method of prospecting.

What is the leaking bucket customer concept? What are its implications for salespeople?

Kenton is a busy insurance salesperson,yet twice a month he writes a column for the local newspaper in which he addresses issues concerning financial security.The most logical reason for such activity is to:

Ninety-nine percent of your first conversation with a networking prospect should be about your products and services.

What is the most reliable and effective method for finding new prospects?

Norman,the owner of CompuTex,recently installed computers at Harding Industries.Norman recommended that the Harding Industries office manager contact Computer Services,Inc.to schedule a computer training class for Harding's employees.This is an example of the _____ method of prospecting.

By focusing on meeting center-of-influence people,a salesperson can cultivate a network and increase referral business.

Which of the following statements holds true of e-prospecting?

The two reasons a salesperson must consistently look for new prospects are to increase sales and to replace customers that will be lost over time.

Prospect pools generally include referrals and orphaned customers.

Trade shows are rarely worth the salesperson's time since there are only a few minutes to qualify leads and get the information necessary to conduct a sales call later.

Last night while he was eating dinner,Leo got a phone call from a salesperson who wanted to know if he would be interested in subscribing to the local newspaper.The salesperson would best be described as a:

The _____ phase of the referral cycle provides a salesperson with ongoing opportunities to maintain contact with clients.

Abel,a teenager,is trying to earn money by operating a dog walking service.Abel is knocking on the door of every dog owner within a six-block radius of his house and asking if the homeowner would like to use his service.Abel is using the _____ method of prospecting.

Which term refers to a group of names of potential customers gathered from a variety of sources?

What are the benefits of making an appointment?

A salesperson has the greatest opportunity to influence a prospect:

The networking prospecting method is effective and reliable because people want to do business with people they know,like,and trust.

The primary goal of networking is to create as much exposure and free publicity for your product as possible.

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