Question 1

When Janice Garcia left her pharmaceutical sales job to take a management position,her customers became:

Accepted Answer

A) suspects. 
B) repositioned. 
C) new segments. 
D) orphaned. 
E) quarantined. 
A) suspects. 
B) repositioned. 
C) new segments. 
D) orphaned. 
E) quarantined. D

Question 2

Which method of prospecting is based on the law of averages?

Accepted Answer

The cold canvass prospecting method is based on the law of averages.

Question 3

Judith sells home security systems and has just been told by her sales manager to use the observation method of prospecting.Being a recent college graduate,Judith is only familiar with observation as a tool of marketing research.Give Judith a specific example of how she can use the observation method to prospect.

Accepted Answer

The observation method for marketing research and for prospecting is basically the same process.Judith needs to watch what is happening in her sales territory-in other words,keep her eyes and ears open.Students' examples will vary according to their level of creativity.The most likely example will involve watching for new homeowners.

Question 4

The two best sources of future sales are:

Accepted Answer

A) customers and customers' referrals. 
B) colleagues and centers of influence. 
C) customers and centers of influence. 
D) sales lead clubs and referrals. 
E) orphaned and current customers. 
A) customers and customers' referrals. 
B) colleagues and centers of influence. 
C) customers and centers of influence. 
D) sales lead clubs and referrals. 
E) orphaned and current customers.

Question 5

_____ is 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 6

When the salesperson makes an appointment with a prospect,it is often viewed as a sign of respect toward the prospect.

Accepted Answer

A) True 
 B)False

Question 7

Sandra Gonzalez has been a sales executive for the past eight years.She knows that two out of every 10 prospects she approaches will buy her product.This means that 50 sales calls will result in 10 sales.Identify this type of sales prospecting.

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 8

When a customer refers the salesperson to someone she knows,it is called a(n):

Accepted Answer

A) limited chain referral method. 
B) unlimited chain referral method. 
C) chain referral method. 
D) one-to-one referral method. 
E) endless chain referral method. 
A) limited chain referral method. 
B) unlimited chain referral method. 
C) chain referral method. 
D) one-to-one referral method. 
E) endless chain referral method.

Question 9

The _____ is a group of names of potential customers gathered from a variety of sources.

Accepted Answer

A) database 
B) MAD file 
C) prospect pool 
D) buying center 
E) contact management file 
A) database 
B) MAD file 
C) prospect pool 
D) buying center 
E) contact management file

Question 10

Corrine is trying to make some extra money for college.She has made several handbags,eyeglass cases,and bookmarks out of duct tape.She sells her crafts by going door-to-door in the apartment complex where she lives.Corrine is using the _____ method of prospecting.

Accepted Answer

A) cold canvass 
B) center of influence 
C) concentration 
D) endless chain 
E) networking 
A) cold canvass 
B) center of influence 
C) concentration 
D) endless chain 
E) networking

Question 11

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

Question 12

A salesperson must always search for new prospects to increase sales and replace previous customers.

Accepted Answer

A) True 
 B)False

Question 13

Define a qualified prospect.

Accepted Answer

A qualified prospect

Question 14

All of the following are examples of prospecting methods EXCEPT:

Accepted Answer

A) telemarketing. 
B) cold canvass. 
C) experimentation. 
D) endless chain. 
E) observation. 
A) telemarketing. 
B) cold canvass. 
C) experimentation. 
D) endless chain. 
E) observation.

Question 15

According to the text,what are the first three steps to take when using the telephone to arrange an appointment for a face-to-face meeting?

Accepted Answer

A) Plan your call,state your purpose,and present a brief sales message. 
B) State your call purpose,present a brief sales message,and ask for the interview. 
C) State your call purpose,ask for the interview,and do not take the first "no." 
D) State your call purpose,present a brief sales message,and do not take the first "no." 
E) Plan your call,identify yourself and your company,and state the purpose of your call. 
A) Plan your call,state your purpose,and present a brief sales message. 
B) State your call purpose,present a brief sales message,and ask for the interview. 
C) State your call purpose,ask for the interview,and do not take the first "no." 
D) State your call purpose,present a brief sales message,and do not take the first "no." 
E) Plan your call,identify yourself and your company,and state the purpose of your call.

Question 16

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

Accepted Answer

A) Sending thank-you notes to people who give him leads 
B) Focusing on meeting center-of-influence people 
C) Asking open-ended,feel-good types of questions 
D) Sending contacts monthly sales promotional items 
E) Sending contacts unflattering information about the competition 
A) Sending thank-you notes to people who give him leads 
B) Focusing on meeting center-of-influence people 
C) Asking open-ended,feel-good types of questions 
D) Sending contacts monthly sales promotional items 
E) Sending contacts unflattering information about the competition

Question 17

Which of the following illustrates how leads and prospects are evaluated based on the "MAD" questions before becoming qualified prospects?

Accepted Answer

A) Routing 
B) Sales prospecting funnel 
C) Preapproach planning 
D) Leaking Bucket Customer Concept 
E) Bird dogging 
A) Routing 
B) Sales prospecting funnel 
C) Preapproach planning 
D) Leaking Bucket Customer Concept 
E) Bird dogging

Question 18

What is a benefit of direct-mail prospecting?

Accepted Answer

A) Low commission expenses 
B) High interest in public demonstrations 
C) Quick,paperless prospecting method 
D) High response due to positive referrals 
E) Inexpensive method for reaching many prospects 
A) Low commission expenses 
B) High interest in public demonstrations 
C) Quick,paperless prospecting method 
D) High response due to positive referrals 
E) Inexpensive method for reaching many prospects

Question 19

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 20

The main sources for a prospect pool are:

Accepted Answer

A) telephone directories and professional organizations. 
B) trade shows,demonstrations,and public exhibitions. 
C) sales lead clubs and your competitor's customers. 
D) leads,referrals,orphans,and your customers. 
E) industry directories and club rosters. 
A) telephone directories and professional organizations. 
B) trade shows,demonstrations,and public exhibitions. 
C) sales lead clubs and your competitor's customers. 
D) leads,referrals,orphans,and your customers. 
E) industry directories and club rosters.

When Janice Garcia left her pharmaceutical sales job to take a management position,her customers became:

Which method of prospecting is based on the law of averages?

The two best sources of future sales are:

_____ is the performance of any helpful or professional work or activity for a person,family,or organization.

When the salesperson makes an appointment with a prospect,it is often viewed as a sign of respect toward the prospect.

Sandra Gonzalez has been a sales executive for the past eight years.She knows that two out of every 10 prospects she approaches will buy her product.This means that 50 sales calls will result in 10 sales.Identify this type of sales prospecting.

When a customer refers the salesperson to someone she knows,it is called a(n):

The _____ is a group of names of potential customers gathered from a variety of sources.

Corrine is trying to make some extra money for college.She has made several handbags,eyeglass cases,and bookmarks out of duct tape.She sells her crafts by going door-to-door in the apartment complex where she lives.Corrine is using the _____ method of prospecting.

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

A salesperson must always search for new prospects to increase sales and replace previous customers.

Define a qualified prospect.

All of the following are examples of prospecting methods EXCEPT:

According to the text,what are the first three steps to take when using the telephone to arrange an appointment for a face-to-face meeting?

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

Which of the following illustrates how leads and prospects are evaluated based on the "MAD" questions before becoming qualified prospects?

What is a benefit of direct-mail prospecting?

In order to cultivate a network,a salesperson should:

The main sources for a prospect pool are:

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

Filters

Exam 6: Prospecting : the Lifeblood of Selling

When Janice Garcia left her pharmaceutical sales job to take a management position,her customers became:

Which method of prospecting is based on the law of averages?

The two best sources of future sales are:

_____ is the performance of any helpful or professional work or activity for a person,family,or organization.

When the salesperson makes an appointment with a prospect,it is often viewed as a sign of respect toward the prospect.

Sandra Gonzalez has been a sales executive for the past eight years.She knows that two out of every 10 prospects she approaches will buy her product.This means that 50 sales calls will result in 10 sales.Identify this type of sales prospecting.

When a customer refers the salesperson to someone she knows,it is called a(n):

The _____ is a group of names of potential customers gathered from a variety of sources.

Corrine is trying to make some extra money for college.She has made several handbags,eyeglass cases,and bookmarks out of duct tape.She sells her crafts by going door-to-door in the apartment complex where she lives.Corrine is using the _____ method of prospecting.

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

A salesperson must always search for new prospects to increase sales and replace previous customers.

Define a qualified prospect.

All of the following are examples of prospecting methods EXCEPT:

According to the text,what are the first three steps to take when using the telephone to arrange an appointment for a face-to-face meeting?

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

Which of the following illustrates how leads and prospects are evaluated based on the "MAD" questions before becoming qualified prospects?

What is a benefit of direct-mail prospecting?

In order to cultivate a network,a salesperson should:

The main sources for a prospect pool are:

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

Filters