Question 1

A prospect pool generally includes orphaned customers.

Accepted Answer

A) True 
 B)False

Question 2

In the two years Ronald 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 3

Evans and Heldris are expressing concern about:

Accepted Answer

A) hiring methods. 
B) sales techniques. 
C) prospecting strategies. 
D) communication issues. 
E) the entire sales process. 
A) hiring methods. 
B) sales techniques. 
C) prospecting strategies. 
D) communication issues. 
E) the entire sales process.

Question 4

Why does the text describe prospecting as the "lifeblood of sales"?

Accepted Answer

Prospecting is described as th

Question 5

Which of the following would be best when making an appointment with a prospect over the telephone?

Accepted Answer

A) Be creative and avoid planning what to say. 
B) Begin the call by describing your experience. 
C) Present only enough information to create interest. 
D) Emphasize the product's features and characteristics. 
E) Avoid being persistent when the prospect reacts negatively. 
A) Be creative and avoid planning what to say. 
B) Begin the call by describing your experience. 
C) Present only enough information to create interest. 
D) Emphasize the product's features and characteristics. 
E) Avoid being persistent when the prospect reacts negatively.

Question 6

Salespeople must sell the product,plus sell the prospect on providing referrals.This activity is referred to as the:

Accepted Answer

A) endless chain method. 
B) canvassing method. 
C) parallel referral sale. 
D) cyclical method of referral. 
E) referral qualification. 
A) endless chain method. 
B) canvassing method. 
C) parallel referral sale. 
D) cyclical method of referral. 
E) referral qualification.

Question 7

To be effective,the participants in a sales club should sell competing products.

Accepted Answer

A) True 
 B)False

Question 8

Which term refers to a person recommended as someone who would benefit from a salesperson's product or service?

Accepted Answer

A) Prequalified customer 
B) Referral 
C) Rival customer 
D) Orphan 
E) Telemarketing agent 
A) Prequalified customer 
B) Referral 
C) Rival customer 
D) Orphan 
E) Telemarketing agent

Question 9

Remaining in constant contact with others is highly important for sales representatives,which is why wireless e-mail is invaluable.

Accepted Answer

A) True 
 B)False

Question 10

Company records provide your only information about these past customers in a prospect pool.

Accepted Answer

A) Suspects 
B) Referrals 
C) Orphans 
D) Leads 
E) Your customers 
A) Suspects 
B) Referrals 
C) Orphans 
D) Leads 
E) Your customers

Question 11

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 going door-to-door asking people who live in the area if they have any odd jobs for him.In terms of the selling process,Danny is engaged in:

Accepted Answer

A) prospecting. 
B) identifying. 
C) referring. 
D) networking. 
E) direct marketing. 
A) prospecting. 
B) identifying. 
C) referring. 
D) networking. 
E) direct marketing.

Question 12

_____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

Accepted Answer

A) The sales presentation 
B) The prospecting process 
C) The sales process 
D) Networking 
E) The preapproach 
A) The sales presentation 
B) The prospecting process 
C) The sales process 
D) Networking 
E) The preapproach

Question 13

Terrell,the marketing manager of Tekna Tools,is planning to attend the Anaheim Woodworking Trade Fair.Terrell will have a higher probability of success if he:

Accepted Answer

A) memorizes his sales pitch. 
B) avoids the use of lead cards. 
C) sets up in an area with little foot traffic. 
D) acts assertively toward approaching passersby. 
E) refuses to accept any rejections from leads and prospects. 
A) memorizes his sales pitch. 
B) avoids the use of lead cards. 
C) sets up in an area with little foot traffic. 
D) acts assertively toward approaching passersby. 
E) refuses to accept any rejections from leads and prospects.

Question 14

Which way to find new prospects is considered the most reliable and effective?

Accepted Answer

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

Question 15

What are orphaned customers?

Accepted Answer

Customers become orphans when

Question 16

Duncan Stewart was hired to replace Orlando Burton as a sales representative for a local television station.On his first day at work,Stewart was given a list of Burton's previous customers.Because Burrton is no longer selling to these customers,they had become:

Accepted Answer

A) cold prospects. 
B) orphaned. 
C) uncommitted. 
D) repositioned. 
E) referred. 
A) cold prospects. 
B) orphaned. 
C) uncommitted. 
D) repositioned. 
E) referred.

Question 17

Daniel sells medical equipment,and he has been advised to contact the comptroller at the Cedar Bluff Public Hospital because the hospital plans on building and equipping 150 medical and dental offices in its new health care complex.Daniel has not yet made the sales call because he hates to be pushy.Daniel is experiencing:

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 18

There are many ways to find new prospects.Which method is generally considered the most reliable and effective?

Accepted Answer

The answer of There are many ways to find new...

Question 19

A simple way to remember the steps of the sales process is to use the acronym MAD.

Accepted Answer

A) True 
 B)False

Question 20

Identify the prospecting method that is based on the law of averages.

Accepted Answer

A) Cold canvassing 
B) Orphaned customers 
C) Center of influence 
D) Networking 
E) Sales lead clubs 
A) Cold canvassing 
B) Orphaned customers 
C) Center of influence 
D) Networking 
E) Sales lead clubs

A prospect pool generally includes orphaned customers.

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

Evans and Heldris are expressing concern about:

Why does the text describe prospecting as the "lifeblood of sales"?

Which of the following would be best when making an appointment with a prospect over the telephone?

Salespeople must sell the product,plus sell the prospect on providing referrals.This activity is referred to as the:

To be effective,the participants in a sales club should sell competing products.

Which term refers to a person recommended as someone who would benefit from a salesperson's product or service?

Remaining in constant contact with others is highly important for sales representatives,which is why wireless e-mail is invaluable.

Company records provide your only information about these past customers in a prospect pool.

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 going door-to-door asking people who live in the area if they have any odd jobs for him.In terms of the selling process,Danny is engaged in:

_____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

Terrell,the marketing manager of Tekna Tools,is planning to attend the Anaheim Woodworking Trade Fair.Terrell will have a higher probability of success if he:

Which way to find new prospects is considered the most reliable and effective?

What are orphaned customers?

Duncan Stewart was hired to replace Orlando Burton as a sales representative for a local television station.On his first day at work,Stewart was given a list of Burton's previous customers.Because Burrton is no longer selling to these customers,they had become:

There are many ways to find new prospects.Which method is generally considered the most reliable and effective?

A simple way to remember the steps of the sales process is to use the acronym MAD.

Identify the prospecting method that is based on the law of averages.

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

A prospect pool generally includes orphaned customers.

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

Evans and Heldris are expressing concern about:

Why does the text describe prospecting as the "lifeblood of sales"?

Which of the following would be best when making an appointment with a prospect over the telephone?

Salespeople must sell the product,plus sell the prospect on providing referrals.This activity is referred to as the:

To be effective,the participants in a sales club should sell competing products.

Which term refers to a person recommended as someone who would benefit from a salesperson's product or service?

Remaining in constant contact with others is highly important for sales representatives,which is why wireless e-mail is invaluable.

Company records provide your only information about these past customers in a prospect pool.

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 going door-to-door asking people who live in the area if they have any odd jobs for him.In terms of the selling process,Danny is engaged in:

_____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

Terrell,the marketing manager of Tekna Tools,is planning to attend the Anaheim Woodworking Trade Fair.Terrell will have a higher probability of success if he:

Which way to find new prospects is considered the most reliable and effective?

What are orphaned customers?

Duncan Stewart was hired to replace Orlando Burton as a sales representative for a local television station.On his first day at work,Stewart was given a list of Burton's previous customers.Because Burrton is no longer selling to these customers,they had become:

There are many ways to find new prospects.Which method is generally considered the most reliable and effective?

A simple way to remember the steps of the sales process is to use the acronym MAD.

Identify the prospecting method that is based on the law of averages.

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