Question 1

What are the four main components of a prospect pool? What information is available to salespeople about each component?

Accepted Answer

The four main sources for a prospect poo

Question 2

Linda's attempt to open a salad bar in a small town failed.Her husband is trying to sell the tables and chairs she purchased.He suspects that Al's Deli may be a potential buyer for the furniture.Linda's husband should now engage in the _____ process to determine if it is worth his time to try to convince Al to buy.

Accepted Answer

A) qualifying 
B) closing 
C) database marketing 
D) bird dogging 
E) leading 
A) qualifying 
B) closing 
C) database marketing 
D) bird dogging 
E) leading

Question 3

_____ occurs when a salesperson does not want to contact a prospect or customer.

Accepted Answer

A) Referral breakdown 
B) Sales hesitation 
C) Prospect aversion 
D) Call reluctance 
E) Lead negation 
A) Referral breakdown 
B) Sales hesitation 
C) Prospect aversion 
D) Call reluctance 
E) Lead negation

Question 4

If past experience reveals that 1 person out of 10 will buy a product,then 50 sales calls could result in five sales.This is an example of:

Accepted Answer

A) cold canvassing. 
B) endless chain referral method. 
C) center of influence. 
D) networking. 
E) one-to-one referral method. 
A) cold canvassing. 
B) endless chain referral method. 
C) center of influence. 
D) networking. 
E) one-to-one referral method.

Question 5

Time spent waiting to see a prospect is a good time for a salesperson to relax and get his mind off business.

Accepted Answer

A) True 
 B)False

Question 6

Selling a product to a prospect is usually easier than selling to a satisfied customer.

Accepted Answer

A) True 
 B)False

Question 7

What two terms are used to describe prospects before they become qualified?

Accepted Answer

The answer of What two terms are used to describe...

Question 8

Danny is out of work,but he is very good at fixing things around the house.He has spent much of his time during the last week looking for handyman jobs in the area.Danny has noticed that Dr.Robert's gutters need cleaning.For Danny,Dr.Robert is a:

Accepted Answer

A) target. 
B) closer. 
C) referral 
D) prospect. 
E) gatekeeper. 
A) target. 
B) closer. 
C) referral 
D) prospect. 
E) gatekeeper.

Question 9

The salesperson who uses the cold canvass prospecting method usually knows something about the prospect.

Accepted Answer

A) True 
 B)False

Question 10

All salespeople lose a certain percent of sales or customers per year.Which of the following illustrates this?

Accepted Answer

A) Routing 
B) Sales prospecting funnel 
C) Pre-approach planning 
D) Leaking bucket customer concept 
E) Bird dogging 
A) Routing 
B) Sales prospecting funnel 
C) Pre-approach planning 
D) Leaking bucket customer concept 
E) Bird dogging

Question 11

Which of the following statements about the selling process is true?

Accepted Answer

A) The selling process has 10 steps 
B) Some steps in the selling process occur simultaneously 
C) Prospecting is the second step in the selling process 
D) Preapproach planning is the third step in the selling process 
E) Trial close is the last step in the selling process 
A) The selling process has 10 steps 
B) Some steps in the selling process occur simultaneously 
C) Prospecting is the second step in the selling process 
D) Preapproach planning is the third step in the selling process 
E) Trial close is the last step in the selling process

Question 12

The sales manager at OBC Office Supplies has determined that the office manager of Hoffman Realty has the money,desire,and authority to purchase a new copy machine.Hoffman Realty would best be described as a:

Accepted Answer

A) potential referral. 
B) qualified prospect. 
C) network prospect. 
D) qualified referral. 
E) network agent. 
A) potential referral. 
B) qualified prospect. 
C) network prospect. 
D) qualified referral. 
E) network agent.

Question 13

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 14

Jessica has just earned her real estate license.She has asked you to recommend a source of prospects and suspects.Which of the following would be the LEAST appropriate place for Jessica to locate prospects and suspects?

Accepted Answer

A) Personal acquaintances 
B) Telephone directory 
C) Newspapers 
D) City directory 
E) Local churches 
A) Personal acquaintances 
B) Telephone directory 
C) Newspapers 
D) City directory 
E) Local churches

Question 15

According to the Golden Rule of Selling,referrals are gained by:

Accepted Answer

A) encouraging customers to hear to what you are saying. 
B) demonstrating how much you want to succeed. 
C) demonstrating integrity with customers. 
D) following the 80/20 principle of selling. 
E) making sure every sale results in a purchase. 
A) encouraging customers to hear to what you are saying. 
B) demonstrating how much you want to succeed. 
C) demonstrating integrity with customers. 
D) following the 80/20 principle of selling. 
E) making sure every sale results in a purchase.

Question 16

Because they are so busy,many executives have filtration systems to protect their time.In order to get through this system,you,as a professional salesperson,should do all of the following EXCEPT:

Accepted Answer

A) not waste time waiting. 
B) develop friends in the prospect's firm. 
C) call at the right time on the right person. 
D) believe in yourself. 
E) follow the prospect. 
A) not waste time waiting. 
B) develop friends in the prospect's firm. 
C) call at the right time on the right person. 
D) believe in yourself. 
E) follow the prospect.

Question 17

What is the primary reason why salespeople engage in networking?

Accepted Answer

The goal of networking is to position yo

Question 18

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 19

What does the letter "A" represent in the acronym MAD?

Accepted Answer

A) Authority 
B) Awareness 
C) Audacity 
D) Alacrity 
E) Attitude 
A) Authority 
B) Awareness 
C) Audacity 
D) Alacrity 
E) Attitude

Question 20

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.

What are the four main components of a prospect pool? What information is available to salespeople about each component?

_____ occurs when a salesperson does not want to contact a prospect or customer.

If past experience reveals that 1 person out of 10 will buy a product,then 50 sales calls could result in five sales.This is an example of:

Time spent waiting to see a prospect is a good time for a salesperson to relax and get his mind off business.

Selling a product to a prospect is usually easier than selling to a satisfied customer.

What two terms are used to describe prospects before they become qualified?

Danny is out of work,but he is very good at fixing things around the house.He has spent much of his time during the last week looking for handyman jobs in the area.Danny has noticed that Dr.Robert's gutters need cleaning.For Danny,Dr.Robert is a:

The salesperson who uses the cold canvass prospecting method usually knows something about the prospect.

All salespeople lose a certain percent of sales or customers per year.Which of the following illustrates this?

Which of the following statements about the selling process is true?

The sales manager at OBC Office Supplies has determined that the office manager of Hoffman Realty has the money,desire,and authority to purchase a new copy machine.Hoffman Realty would best be described as a:

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.

Jessica has just earned her real estate license.She has asked you to recommend a source of prospects and suspects.Which of the following would be the LEAST appropriate place for Jessica to locate prospects and suspects?

According to the Golden Rule of Selling,referrals are gained by:

Because they are so busy,many executives have filtration systems to protect their time.In order to get through this system,you,as a professional salesperson,should do all of the following EXCEPT:

What is the primary reason why salespeople engage in networking?

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

What does the letter "A" represent in the acronym MAD?

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:

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

What are the four main components of a prospect pool? What information is available to salespeople about each component?

_____ occurs when a salesperson does not want to contact a prospect or customer.

If past experience reveals that 1 person out of 10 will buy a product,then 50 sales calls could result in five sales.This is an example of:

Time spent waiting to see a prospect is a good time for a salesperson to relax and get his mind off business.

Selling a product to a prospect is usually easier than selling to a satisfied customer.

What two terms are used to describe prospects before they become qualified?

Danny is out of work,but he is very good at fixing things around the house.He has spent much of his time during the last week looking for handyman jobs in the area.Danny has noticed that Dr.Robert's gutters need cleaning.For Danny,Dr.Robert is a:

The salesperson who uses the cold canvass prospecting method usually knows something about the prospect.

All salespeople lose a certain percent of sales or customers per year.Which of the following illustrates this?

Which of the following statements about the selling process is true?

The sales manager at OBC Office Supplies has determined that the office manager of Hoffman Realty has the money,desire,and authority to purchase a new copy machine.Hoffman Realty would best be described as a:

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.

Jessica has just earned her real estate license.She has asked you to recommend a source of prospects and suspects.Which of the following would be the LEAST appropriate place for Jessica to locate prospects and suspects?

According to the Golden Rule of Selling,referrals are gained by:

Because they are so busy,many executives have filtration systems to protect their time.In order to get through this system,you,as a professional salesperson,should do all of the following EXCEPT:

What is the primary reason why salespeople engage in networking?

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

What does the letter "A" represent in the acronym MAD?

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:

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