Question 1

What is a simple way to build a network?

Accepted Answer

A) Create a detailed prospect list 
B) Re-assign orphaned clients 
C) Exchange business cards 
D) Form a sales lead club 
E) Develop a referral 
A) Create a detailed prospect list 
B) Re-assign orphaned clients 
C) Exchange business cards 
D) Form a sales lead club 
E) Develop a referral

Question 2

Which of the following statements about telephone prospecting is true?

Accepted Answer

A) Telephone prospecting is less expensive than direct-mail prospecting. 
B) Telephone prospecting allows for interaction between the lead and the caller. 
C) Telephone prospecting is actually more expensive than the use of a canvassing sales force. 
D) Telephone prospecting is also called electronic canvassing. 
E) Telephone prospecting is one of the most inefficient methods of prospecting. 
A) Telephone prospecting is less expensive than direct-mail prospecting. 
B) Telephone prospecting allows for interaction between the lead and the caller. 
C) Telephone prospecting is actually more expensive than the use of a canvassing sales force. 
D) Telephone prospecting is also called electronic canvassing. 
E) Telephone prospecting is one of the most inefficient methods of prospecting.

Question 3

The endless chain referral method of prospecting is a very effective method for finding customers.

Accepted Answer

A) True 
 B)False

Question 4

A simple way to remember the qualifying process is to think of the word "MAD." The letter "D" reminds the salesperson to ask if the prospect has:

Accepted Answer

A) discernment. 
B) determination. 
C) discretion. 
D) desire. 
E) dedication. 
A) discernment. 
B) determination. 
C) discretion. 
D) desire. 
E) dedication.

Question 5

Which of the following prospecting methods is most similar to telephone prospecting in terms of its objective?

Accepted Answer

A) Cold canvassing 
B) Endless chain of referrals 
C) Networking 
D) Direct-mail prospecting 
E) Observation 
A) Cold canvassing 
B) Endless chain of referrals 
C) Networking 
D) Direct-mail prospecting 
E) Observation

Question 6

One of the reasons why a salesperson must constantly look for new prospects is to:

Accepted Answer

A) fill-in otherwise unproductive parts of the day. 
B) gain additional sales presentation experience. 
C) fulfill corporate social responsibilities. 
D) prevent the loss of current customers. 
E) increase product sales. 
A) fill-in otherwise unproductive parts of the day. 
B) gain additional sales presentation experience. 
C) fulfill corporate social responsibilities. 
D) prevent the loss of current customers. 
E) increase product sales.

Question 7

Telemarketing involves the use of trained personnel to conduct planned,measurable marketing activities directed at targeted groups of consumers.

Accepted Answer

A) True 
 B)False

Question 8

The sales presentation provides salespeople with very little opportunity to influence a prospect.

Accepted Answer

A) True 
 B)False

Question 9

To successfully use direct mail as a means of locating potential customers,the company must:

Accepted Answer

A) have low postage costs. 
B) mail only to people who have MAD. 
C) have a large database of possible customers. 
D) have an in-house operation for printing and mailing. 
E) prequalify recipients before sending out advertisements. 
A) have low postage costs. 
B) mail only to people who have MAD. 
C) have a large database of possible customers. 
D) have an in-house operation for printing and mailing. 
E) prequalify recipients before sending out advertisements.

Question 10

A company that manufactures truck bed liners will be sending representatives to a Dallas automotive trade show.What advice should you give them to make sure their trip is a profitable one?

Accepted Answer

A) Be prepared for rejection 
B) Never be assertive in approaching trade show visitors 
C) Avoid using lead cards because they are too time-consuming 
D) Do not distract from your exhibit with attention-getting devices 
E) Memorize your sales pitch word-for-word 
A) Be prepared for rejection 
B) Never be assertive in approaching trade show visitors 
C) Avoid using lead cards because they are too time-consuming 
D) Do not distract from your exhibit with attention-getting devices 
E) Memorize your sales pitch word-for-word

Question 11

When the company uses cold calling to find potential customers,it is basing its methodology on:

Accepted Answer

A) Sherman's Law of Referrals. 
B) the law of comparative advantage. 
C) the iceberg principle. 
D) the 80-20 rule. 
E) the law of averages. 
A) Sherman's Law of Referrals. 
B) the law of comparative advantage. 
C) the iceberg principle. 
D) the 80-20 rule. 
E) the law of averages.

Question 12

An insurance salesperson would most likely join a sales lead club to:

Accepted Answer

A) meet other insurance salespeople. 
B) avoid having to make parallel referral sales. 
C) share leads and prospecting tips. 
D) practice new sales presentations. 
E) evaluate her own sales call objectives. 
A) meet other insurance salespeople. 
B) avoid having to make parallel referral sales. 
C) share leads and prospecting tips. 
D) practice new sales presentations. 
E) evaluate her own sales call objectives.

Question 13

A prospect can also be referred to as a lead.

Accepted Answer

A) True 
 B)False

Question 14

What prospecting methods are best for contacting numerous prospects in a large area?

Accepted Answer

Telemarket

Question 15

What is the first step to combat call reluctance?

Accepted Answer

Admit that

Question 16

A salesperson would most likely participate in a trade show to:

Accepted Answer

A) generate new leads. 
B) learn how to accept rejection. 
C) overcome call reluctance. 
D) quickly qualify prospects. 
E) practice giving sales presentations. 
A) generate new leads. 
B) learn how to accept rejection. 
C) overcome call reluctance. 
D) quickly qualify prospects. 
E) practice giving sales presentations.

Question 17

Keri Marten has opened a day care center for children aged one to six.She seeks the assistance of local pediatricians in identifying those in need of her services.Identify the method of prospecting utilized by Keri.

Accepted Answer

A) Cold canvas 
B) Center of influence 
C) Group 
D) Public exhibition 
E) Endless chain 
A) Cold canvas 
B) Center of influence 
C) Group 
D) Public exhibition 
E) Endless chain

Question 18

The siblings use the corporate Web site to inform potential customers about the services their company offers.The Web address is included in all of the company's advertising.In other words,Evans and Heldris are using:

Accepted Answer

A) e-prospecting. 
B) direct communication. 
C) direct sales. 
D) Internet dialoguing. 
E) cold sales. 
A) e-prospecting. 
B) direct communication. 
C) direct sales. 
D) Internet dialoguing. 
E) cold sales.

Question 19

In a parallel referral sale,salespeople must sell the product as well as the after-sales service.

Accepted Answer

A) True 
 B)False

Question 20

In situations when there are a large number of prospects for a product,a salesperson should most likely use:

Accepted Answer

A) direct-mail prospecting. 
B) center of influence prospecting. 
C) his/her membership in sales lead club. 
D) endless chain prospecting. 
E) cold canvas prospecting. 
A) direct-mail prospecting. 
B) center of influence prospecting. 
C) his/her membership in sales lead club. 
D) endless chain prospecting. 
E) cold canvas prospecting.

What is a simple way to build a network?

Which of the following statements about telephone prospecting is true?

The endless chain referral method of prospecting is a very effective method for finding customers.

A simple way to remember the qualifying process is to think of the word "MAD." The letter "D" reminds the salesperson to ask if the prospect has:

Which of the following prospecting methods is most similar to telephone prospecting in terms of its objective?

One of the reasons why a salesperson must constantly look for new prospects is to:

Telemarketing involves the use of trained personnel to conduct planned,measurable marketing activities directed at targeted groups of consumers.

The sales presentation provides salespeople with very little opportunity to influence a prospect.

To successfully use direct mail as a means of locating potential customers,the company must:

A company that manufactures truck bed liners will be sending representatives to a Dallas automotive trade show.What advice should you give them to make sure their trip is a profitable one?

When the company uses cold calling to find potential customers,it is basing its methodology on:

An insurance salesperson would most likely join a sales lead club to:

A prospect can also be referred to as a lead.

What prospecting methods are best for contacting numerous prospects in a large area?

What is the first step to combat call reluctance?

A salesperson would most likely participate in a trade show to:

Keri Marten has opened a day care center for children aged one to six.She seeks the assistance of local pediatricians in identifying those in need of her services.Identify the method of prospecting utilized by Keri.

The siblings use the corporate Web site to inform potential customers about the services their company offers.The Web address is included in all of the company's advertising.In other words,Evans and Heldris are using:

In a parallel referral sale,salespeople must sell the product as well as the after-sales service.

In situations when there are a large number of prospects for a product,a salesperson should most likely use:

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

What is a simple way to build a network?

Which of the following statements about telephone prospecting is true?

The endless chain referral method of prospecting is a very effective method for finding customers.

A simple way to remember the qualifying process is to think of the word "MAD." The letter "D" reminds the salesperson to ask if the prospect has:

Which of the following prospecting methods is most similar to telephone prospecting in terms of its objective?

One of the reasons why a salesperson must constantly look for new prospects is to:

Telemarketing involves the use of trained personnel to conduct planned,measurable marketing activities directed at targeted groups of consumers.

The sales presentation provides salespeople with very little opportunity to influence a prospect.

To successfully use direct mail as a means of locating potential customers,the company must:

A company that manufactures truck bed liners will be sending representatives to a Dallas automotive trade show.What advice should you give them to make sure their trip is a profitable one?

When the company uses cold calling to find potential customers,it is basing its methodology on:

An insurance salesperson would most likely join a sales lead club to:

A prospect can also be referred to as a lead.

What prospecting methods are best for contacting numerous prospects in a large area?

What is the first step to combat call reluctance?

A salesperson would most likely participate in a trade show to:

Keri Marten has opened a day care center for children aged one to six.She seeks the assistance of local pediatricians in identifying those in need of her services.Identify the method of prospecting utilized by Keri.

The siblings use the corporate Web site to inform potential customers about the services their company offers.The Web address is included in all of the company's advertising.In other words,Evans and Heldris are using:

In a parallel referral sale,salespeople must sell the product as well as the after-sales service.

In situations when there are a large number of prospects for a product,a salesperson should most likely use:

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