Question 1

Why do salespeople constantly search for new prospects?

Accepted Answer

A) Conduct e-sales 
B) Maintain sales licenses 
C) Train new salespeople 
D) Replace customers lost over time 
E) Monitor the accounts of current customers 
A) Conduct e-sales 
B) Maintain sales licenses 
C) Train new salespeople 
D) Replace customers lost over time 
E) Monitor the accounts of current customers

Question 2

Successful prospecting requires a strategy.

Accepted Answer

A) True 
 B)False

Question 3

Obtaining referrals is a continuous process for salespeople.

Accepted Answer

A) True 
 B)False

Question 4

According to the text,all of the following are key elements to developing close contacts in the prospect's firm EXCEPT:

Accepted Answer

A) trust. 
B) pride. 
C) timing. 
D) respect. 
E) friendship. 
A) trust. 
B) pride. 
C) timing. 
D) respect. 
E) friendship.

Question 5

Amy is an inexperienced salesperson.She wants to be able to use the optimal prospecting method for each particular sales situation.What three criteria should she use to determine what the best prospecting method is for a situation?

Accepted Answer

(1)Choose a prospecting method

Question 6

Successful use of the telephone in appointment scheduling requires a chatty message that hints of a desire to establish a long-term relationship with the prospect.

Accepted Answer

A) True 
 B)False

Question 7

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 8

Sharon Trevor has a collection of hand-tied fishing flies left to her by her great-grandfather.She has been told they are valuable and would like to sell them.She has used the Web to locate dealers of antique fishing gear who might be interested in purchasing the fishing flies.In other words,Trevor has engaged in:

Accepted Answer

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

Question 9

Which of the following is the last step in the selling process?

Accepted Answer

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

Question 10

Cultivating a network involves meeting reputable people who have many valuable contacts.

Accepted Answer

A) True 
 B)False

Question 11

According to a study by Behavioral Sciences Research Press,the problem of call reluctance in sales is widespread and costly.Which of the following findings is true?

Accepted Answer

A) Some 96 percent of all new salespeople who fail within their first year do so because of insufficient prospecting activity. 
B) Eighty percent of all sales veterans experience one or more episodes of call reluctance severe enough to threaten their continuation in sales. 
C) The call-reluctant salesperson loses more than 50 new accounts per month to competitors. 
D) In some cases,the call-reluctant salesperson loses $50,800 per month in gross sales. 
E) Call-reluctant stockbrokers acquire 48 fewer new accounts per year than brokers who have learned to manage their fear. 
A) Some 96 percent of all new salespeople who fail within their first year do so because of insufficient prospecting activity. 
B) Eighty percent of all sales veterans experience one or more episodes of call reluctance severe enough to threaten their continuation in sales. 
C) The call-reluctant salesperson loses more than 50 new accounts per month to competitors. 
D) In some cases,the call-reluctant salesperson loses $50,800 per month in gross sales. 
E) Call-reluctant stockbrokers acquire 48 fewer new accounts per year than brokers who have learned to manage their fear.

Question 12

If you learn about the sales process in the same order that a salesperson goes through the process,the first thing you will study is:

Accepted Answer

A) the approach. 
B) prospecting. 
C) the close. 
D) the pre-approach. 
E) the trial close. 
A) the approach. 
B) prospecting. 
C) the close. 
D) the pre-approach. 
E) the trial close.

Question 13

Harry does home repairs.On Sunday afternoons,he often drives through the community in which he lives looking for homes that need minor repairs.Monday morning he calls those homeowners and offers them his services.Harry 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 14

Networking can be the least reliable and most ineffective of all prospecting methods.

Accepted Answer

A) True 
 B)False

Question 15

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 16

The most successful salespeople never experience call reluctance.

Accepted Answer

A) True 
 B)False

Question 17

One of the criteria 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 18

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

Accepted Answer

A) the approach. 
B) handling objections. 
C) the follow-up. 
D) the trial close. 
E) meeting objections. 
A) the approach. 
B) handling objections. 
C) the follow-up. 
D) the trial close. 
E) meeting objections.

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

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 salespeople to sell more insurance. 
B) protect his own personal financial investments. 
C) show any stakeholders who read the column how intelligent he is. 
D) create prospects. 
E) qualify prospects. 
A) motivate other salespeople to sell more insurance. 
B) protect his own personal financial investments. 
C) show any stakeholders who read the column how intelligent he is. 
D) create prospects. 
E) qualify prospects.

Why do salespeople constantly search for new prospects?

Successful prospecting requires a strategy.

Obtaining referrals is a continuous process for salespeople.

According to the text,all of the following are key elements to developing close contacts in the prospect's firm EXCEPT:

Amy is an inexperienced salesperson.She wants to be able to use the optimal prospecting method for each particular sales situation.What three criteria should she use to determine what the best prospecting method is for a situation?

Successful use of the telephone in appointment scheduling requires a chatty message that hints of a desire to establish a long-term relationship with the prospect.

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.

Which of the following is the last step in the selling process?

Cultivating a network involves meeting reputable people who have many valuable contacts.

According to a study by Behavioral Sciences Research Press,the problem of call reluctance in sales is widespread and costly.Which of the following findings is true?

If you learn about the sales process in the same order that a salesperson goes through the process,the first thing you will study is:

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

Networking can be the least reliable and most ineffective of all prospecting methods.

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

The most successful salespeople never experience call reluctance.

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

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

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

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:

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

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Exam 6: Prospecting : the Lifeblood of Selling

Why do salespeople constantly search for new prospects?

Successful prospecting requires a strategy.

Obtaining referrals is a continuous process for salespeople.

According to the text,all of the following are key elements to developing close contacts in the prospect's firm EXCEPT:

Amy is an inexperienced salesperson.She wants to be able to use the optimal prospecting method for each particular sales situation.What three criteria should she use to determine what the best prospecting method is for a situation?

Successful use of the telephone in appointment scheduling requires a chatty message that hints of a desire to establish a long-term relationship with the prospect.

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.

Which of the following is the last step in the selling process?

Cultivating a network involves meeting reputable people who have many valuable contacts.

According to a study by Behavioral Sciences Research Press,the problem of call reluctance in sales is widespread and costly.Which of the following findings is true?

If you learn about the sales process in the same order that a salesperson goes through the process,the first thing you will study is:

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

Networking can be the least reliable and most ineffective of all prospecting methods.

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

The most successful salespeople never experience call reluctance.

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

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

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

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:

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