Question 1

What is a prospect? Why is prospecting important? What qualities determine whether or not a prospect is qualified?

Accepted Answer

A prospect is a qualified person or orga

Question 2

The sales presentation provides salespeople with very little opportunity to influence a prospect.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is NOT an appropriate time to request a referral?

Accepted Answer

A)  Preapproach 
B)  Sales presentation 
C)  Product delivery stage 
D)  Service and follow-up 
E)  Trial close stage 
A)  Preapproach 
B)  Sales presentation 
C)  Product delivery stage 
D)  Service and follow-up 
E)  Trial close stage

Question 4

Success in selling requires minimal preparation before sales calls but a significant degree of work during calls.

Accepted Answer

A) True 
 B)False

Question 5

What is the first step in learning how to overcome call reluctance?

Accepted Answer

A)  Determine your personality type 
B)  Avoid customers that refuse to buy 
C)  Admit having a call reluctance problem 
D)  Seek help for treating call reluctance issues 
E)  Practice verbal and nonverbal communication 
A)  Determine your personality type 
B)  Avoid customers that refuse to buy 
C)  Admit having a call reluctance problem 
D)  Seek help for treating call reluctance issues 
E)  Practice verbal and nonverbal communication

Question 6

Rico's sales manager has told him that if he wants to quit wasting time making presentations to people who are not qualified,he should think "MAD." What was the sales manager trying to tell Rico?

Accepted Answer

A)  Rico should set up a "money accumulation determination" system for himself as a form of motivation. 
B)  Rico can improve his presentations and make them more memorable if he "makes a demonstration" on each sales call. 
C)  Rico can improve his success rate if he persuades customers that his products can "make a difference." 
D)  Rico should qualify his prospects by determining if they have the "money, authority, and desire" to buy. 
E)  Rico must "motivate" his customers to pay "attention," and use his sales presentations to create "demand." 
A)  Rico should set up a "money accumulation determination" system for himself as a form of motivation. 
B)  Rico can improve his presentations and make them more memorable if he "makes a demonstration" on each sales call. 
C)  Rico can improve his success rate if he persuades customers that his products can "make a difference." 
D)  Rico should qualify his prospects by determining if they have the "money, authority, and desire" to buy. 
E)  Rico must "motivate" his customers to pay "attention," and use his sales presentations to create "demand."

Question 7

In the two years Keith has been selling,he has built up a list of inactive accounts.He should now orphan these accounts and try to develop new prospects.

Accepted Answer

A) True 
 B)False

Question 8

In order to cultivate a network,a salesperson should:

Accepted Answer

A)  focus on meeting center-of-influence people. 
B)  use contact management software. 
C)  create a customer MAD file. 
D)  request on-the-job training. 
E)  use the KISS principle. 
A)  focus on meeting center-of-influence people. 
B)  use contact management software. 
C)  create a customer MAD file. 
D)  request on-the-job training. 
E)  use the KISS principle.

Question 9

Within a salesperson's prospect pool,which group is the most important prospect for future sales?

Accepted Answer

A)  Leads 
B)  Referrals 
C)  Centers of influence 
D)  Salesperson's customers 
E)  Orphans 
A)  Leads 
B)  Referrals 
C)  Centers of influence 
D)  Salesperson's customers 
E)  Orphans

Question 10

Kylie Lumberton was hired by a cosmetics company to replace a former employee.She did not know where to start looking for customers to start her sales.The ideal place for her to start would be:

Accepted Answer

A)  sales lead clubs. 
B)  cold canvassing. 
C)  orphaned customers. 
D)  customer referrals. 
E)  e-prospecting. 
A)  sales lead clubs. 
B)  cold canvassing. 
C)  orphaned customers. 
D)  customer referrals. 
E)  e-prospecting.

Question 11

It is unwise and unethical to develop friends in the client's firm for the purpose of making a sale.

Accepted Answer

A) True 
 B)False

Question 12

Telephone prospecting is more expensive than the use of canvassing sales force for contacting a large number of prospects.

Accepted Answer

A) True 
 B)False

Question 13

The presentation phase of the referral cycle begins when you sit down with your prospects for a sales presentation.

Accepted Answer

A) True 
 B)False

Question 14

The term given to making and using contacts for the purpose of prospecting is:

Accepted Answer

A)  observing. 
B)  approaching. 
C)  telemarketing. 
D)  influencing. 
E)  networking. 
A)  observing. 
B)  approaching. 
C)  telemarketing. 
D)  influencing. 
E)  networking.

Question 15

How has technology changed the prospecting component of the sales process? How do modern salespeople use technology when prospecting?

Accepted Answer

The most recent advancement in prospecti

Question 16

Lydia sells an exclusive range of cosmetic products.She makes door-to-door sales calls.At each house after a sale she asks the homeowner if they know anyone who would be interested in her products.What prospecting method does Lydia use?

Accepted Answer

A)  Center of influence 
B)  Cold canvas 
C)  Group 
D)  Endless chain 
E)  Observation 
A)  Center of influence 
B)  Cold canvas 
C)  Group 
D)  Endless chain 
E)  Observation

Question 17

An insurance salesperson would most likely join a sales lead club to:

Accepted Answer

A)  meet other insurance salespeople. 
B)  avoid making parallel referral sales. 
C)  share leads and prospecting tips. 
D)  practice new sales presentations. 
E)  evaluate sales procedures. 
A)  meet other insurance salespeople. 
B)  avoid making parallel referral sales. 
C)  share leads and prospecting tips. 
D)  practice new sales presentations. 
E)  evaluate sales procedures.

Question 18

A guideline provided in the text states that a good sales process involves 40 percent follow-up,20 percent preparation,and 40 percent presentation.

Accepted Answer

A) True 
 B)False

Question 19

Telemarketing involves the use of trained personnel to conduct planned,measurable marketing activities directed at targeted groups of consumers.

Accepted Answer

A) True 
 B)False

What is a prospect? Why is prospecting important? What qualities determine whether or not a prospect is qualified?

The sales presentation provides salespeople with very little opportunity to influence a prospect.

Which of the following is NOT an appropriate time to request a referral?

Success in selling requires minimal preparation before sales calls but a significant degree of work during calls.

What is the first step in learning how to overcome call reluctance?

Rico's sales manager has told him that if he wants to quit wasting time making presentations to people who are not qualified,he should think "MAD." What was the sales manager trying to tell Rico?

In the two years Keith has been selling,he has built up a list of inactive accounts.He should now orphan these accounts and try to develop new prospects.

In order to cultivate a network,a salesperson should:

Within a salesperson's prospect pool,which group is the most important prospect for future sales?

Kylie Lumberton was hired by a cosmetics company to replace a former employee.She did not know where to start looking for customers to start her sales.The ideal place for her to start would be:

It is unwise and unethical to develop friends in the client's firm for the purpose of making a sale.

Telephone prospecting is more expensive than the use of canvassing sales force for contacting a large number of prospects.

The presentation phase of the referral cycle begins when you sit down with your prospects for a sales presentation.

The term given to making and using contacts for the purpose of prospecting is:

How has technology changed the prospecting component of the sales process? How do modern salespeople use technology when prospecting?

Lydia sells an exclusive range of cosmetic products.She makes door-to-door sales calls.At each house after a sale she asks the homeowner if they know anyone who would be interested in her products.What prospecting method does Lydia use?

An insurance salesperson would most likely join a sales lead club to:

A guideline provided in the text states that a good sales process involves 40 percent follow-up,20 percent preparation,and 40 percent presentation.

Telemarketing involves the use of trained personnel to conduct planned,measurable marketing activities directed at targeted groups of consumers.

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

What is a prospect? Why is prospecting important? What qualities determine whether or not a prospect is qualified?

The sales presentation provides salespeople with very little opportunity to influence a prospect.

Which of the following is NOT an appropriate time to request a referral?

Success in selling requires minimal preparation before sales calls but a significant degree of work during calls.

What is the first step in learning how to overcome call reluctance?

Rico's sales manager has told him that if he wants to quit wasting time making presentations to people who are not qualified,he should think "MAD." What was the sales manager trying to tell Rico?

In the two years Keith has been selling,he has built up a list of inactive accounts.He should now orphan these accounts and try to develop new prospects.

In order to cultivate a network,a salesperson should:

Within a salesperson's prospect pool,which group is the most important prospect for future sales?

Kylie Lumberton was hired by a cosmetics company to replace a former employee.She did not know where to start looking for customers to start her sales.The ideal place for her to start would be:

It is unwise and unethical to develop friends in the client's firm for the purpose of making a sale.

Telephone prospecting is more expensive than the use of canvassing sales force for contacting a large number of prospects.

The presentation phase of the referral cycle begins when you sit down with your prospects for a sales presentation.

The term given to making and using contacts for the purpose of prospecting is:

How has technology changed the prospecting component of the sales process? How do modern salespeople use technology when prospecting?

Lydia sells an exclusive range of cosmetic products.She makes door-to-door sales calls.At each house after a sale she asks the homeowner if they know anyone who would be interested in her products.What prospecting method does Lydia use?

An insurance salesperson would most likely join a sales lead club to:

A guideline provided in the text states that a good sales process involves 40 percent follow-up,20 percent preparation,and 40 percent presentation.

Telemarketing involves the use of trained personnel to conduct planned,measurable marketing activities directed at targeted groups of consumers.

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