Question 1

Telephone prospecting is an excellent way to locate prospects and quickly determine if they are qualified.

Accepted Answer

A) True 
 B)False

Question 2

Success in selling requires a significant amount of preparation.

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

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

Question 4

Briefly describe the center of influence method of prospecting.

Accepted Answer

Prospecting via the center of influence

Question 5

Orphaned customers are best described as the:

Accepted Answer

A) customers of a salesperson who has left the company. 
B) prospects who have declined to make a purchase. 
C) leads generated through a direct mail program. 
D) solid referrals of long-term customers. 
E) customers that have failed to pay. 
A) customers of a salesperson who has left the company. 
B) prospects who have declined to make a purchase. 
C) leads generated through a direct mail program. 
D) solid referrals of long-term customers. 
E) customers that have failed to pay.

Question 6

The salesperson that uses the Internet to find prospects is engaged in e-prospecting.

Accepted Answer

A) True 
 B)False

Question 7

You have the greatest opportunity to influence your 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 8

When using the telephone to arrange an appointment for a face-to-face meeting,which of the following is usually the best way to ask?

Accepted Answer

A) "Could I see you this afternoon?" 
B) "Could I bring you a lunch bag tomorrow?" 
C) "When would it be best to see you?" 
D) "Would you be interested in meeting me?" 
E) "Would nine or one o'clock be better for you?" 
A) "Could I see you this afternoon?" 
B) "Could I bring you a lunch bag tomorrow?" 
C) "When would it be best to see you?" 
D) "Would you be interested in meeting me?" 
E) "Would nine or one o'clock be better for you?"

Question 9

Which of the following statements is NOT true about the endless chain referral method of prospecting?

Accepted Answer

A) Satisfied customers are likely to buy again from the salesperson. 
B) The customer often refers the salesperson to friends and acquaintances. 
C) It is a very effective method for finding customers. 
D) It involves asking customer if they know others who might be interested in the product. 
E) It involves a group of salespeople in related fields meeting regularly to share sales leads. 
A) Satisfied customers are likely to buy again from the salesperson. 
B) The customer often refers the salesperson to friends and acquaintances. 
C) It is a very effective method for finding customers. 
D) It involves asking customer if they know others who might be interested in the product. 
E) It involves a group of salespeople in related fields meeting regularly to share sales leads.

Question 10

Fred Muller runs a garden maintenance business.Over the weekends he drives around town looking for unkempt gardens.He notes the addresses and later calls the homeowners offering his services.Fred is engaging in which type of prospecting?

Accepted Answer

A) Center of influence 
B) Observation 
C) Networking 
D) Preapproach 
E) Endless chain 
A) Center of influence 
B) Observation 
C) Networking 
D) Preapproach 
E) Endless chain

Question 11

Donald Williams sells home gutter systems guaranteed to last for 20 years.After every sale,Williams asks his customers for the names of several friends who might be interested in learning about his gutter products.Williams is using the _____ method of prospecting.

Accepted Answer

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

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

Networking is the second step in the selling process after preapproach planning.

Accepted Answer

A) True 
 B)False

Question 14

A qualified person or organization that has the potential to buy your goods or services is a:

Accepted Answer

A) suspect. 
B) volunteer. 
C) lead. 
D) partner. 
E) prospect. 
A) suspect. 
B) volunteer. 
C) lead. 
D) partner. 
E) prospect.

Question 15

Evans and Heldris will participate in a trade show targeted at small businesses next April.What can they do to increase the probability that they will get business from their appearance at the trade show?

Accepted Answer

A) Respect the privacy of booth visitors 
B) Set up their display to maximize its visibility 
C) Avoid being assertive when contacting potential customers 
D) Recognize that any type of premiums may be interpreted as bribes 
E) Practice communicating thirty to forty points to get your message across 
A) Respect the privacy of booth visitors 
B) Set up their display to maximize its visibility 
C) Avoid being assertive when contacting potential customers 
D) Recognize that any type of premiums may be interpreted as bribes 
E) Practice communicating thirty to forty points to get your message across

Question 16

Who are appropriate members for a sales lead club?

Accepted Answer

Salespeopl

Question 17

The members of a sales lead club most likely:

Accepted Answer

A) use the club for socialization. 
B) sell in the same product categories. 
C) sell highly competitive products. 
D) are salespeople in related but noncompetitive fields. 
E) are salespeople who are employed by the same company. 
A) use the club for socialization. 
B) sell in the same product categories. 
C) sell highly competitive products. 
D) are salespeople in related but noncompetitive fields. 
E) are salespeople who are employed by the same company.

Question 18

Respect,trust,and friendship are three key elements of a successful sales career.

Accepted Answer

A) True 
 B)False

Question 19

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 20

_____ is a marketing communication system using telecommunication technology and trained personnel to conduct planned,measurable marketing activities directed at targeted groups of consumers.

Accepted Answer

A) Sales prospecting funnel 
B) Prospect pooling 
C) Cold canvass prospecting method 
D) Leaking Bucket Customer Concept 
E) Telemarketing 
A) Sales prospecting funnel 
B) Prospect pooling 
C) Cold canvass prospecting method 
D) Leaking Bucket Customer Concept 
E) Telemarketing

Telephone prospecting is an excellent way to locate prospects and quickly determine if they are qualified.

Success in selling requires a significant amount of preparation.

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

Briefly describe the center of influence method of prospecting.

Orphaned customers are best described as the:

The salesperson that uses the Internet to find prospects is engaged in e-prospecting.

You have the greatest opportunity to influence your prospect:

When using the telephone to arrange an appointment for a face-to-face meeting,which of the following is usually the best way to ask?

Which of the following statements is NOT true about the endless chain referral method of prospecting?

Fred Muller runs a garden maintenance business.Over the weekends he drives around town looking for unkempt gardens.He notes the addresses and later calls the homeowners offering his services.Fred is engaging in which type of prospecting?

Donald Williams sells home gutter systems guaranteed to last for 20 years.After every sale,Williams asks his customers for the names of several friends who might be interested in learning about his gutter products.Williams is using the _____ method of prospecting.

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

Networking is the second step in the selling process after preapproach planning.

A qualified person or organization that has the potential to buy your goods or services is a:

Evans and Heldris will participate in a trade show targeted at small businesses next April.What can they do to increase the probability that they will get business from their appearance at the trade show?

Who are appropriate members for a sales lead club?

The members of a sales lead club most likely:

Respect,trust,and friendship are three key elements of a successful sales career.

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

_____ is a marketing communication system using telecommunication technology and trained personnel to conduct planned,measurable marketing activities directed at targeted groups of consumers.

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

Telephone prospecting is an excellent way to locate prospects and quickly determine if they are qualified.

Success in selling requires a significant amount of preparation.

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

Briefly describe the center of influence method of prospecting.

Orphaned customers are best described as the:

The salesperson that uses the Internet to find prospects is engaged in e-prospecting.

You have the greatest opportunity to influence your prospect:

When using the telephone to arrange an appointment for a face-to-face meeting,which of the following is usually the best way to ask?

Which of the following statements is NOT true about the endless chain referral method of prospecting?

Fred Muller runs a garden maintenance business.Over the weekends he drives around town looking for unkempt gardens.He notes the addresses and later calls the homeowners offering his services.Fred is engaging in which type of prospecting?

Donald Williams sells home gutter systems guaranteed to last for 20 years.After every sale,Williams asks his customers for the names of several friends who might be interested in learning about his gutter products.Williams is using the _____ method of prospecting.

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

Networking is the second step in the selling process after preapproach planning.

A qualified person or organization that has the potential to buy your goods or services is a:

Evans and Heldris will participate in a trade show targeted at small businesses next April.What can they do to increase the probability that they will get business from their appearance at the trade show?

Who are appropriate members for a sales lead club?

The members of a sales lead club most likely:

Respect,trust,and friendship are three key elements of a successful sales career.

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

_____ is a marketing communication system using telecommunication technology and trained personnel to conduct planned,measurable marketing activities directed at targeted groups of consumers.

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