Exam 6: Prospecting : the Lifeblood of Selling

In Moore's sales training class,he was told never to ask a current customer about anyone else who could use the products he sold.He was also told that referrals were important to his success as a salesperson.Explain to Moore how the two statements do not contradict each other.

Describe the sales process.

Briefly describe the parallel referral sale.

Which of the following is NOT a prospecting method?

In order to enlarge its prospect list,the West End Boarding Kennel seeks the assistance of area veterinarians in identifying people who are likely to need its services.This is an example of the _____ method of prospecting.

Last night while he was eating dinner,Tom got a phone call from a salesperson who wanted to know if he would be interested in subscribing to the local newspaper.The salesperson would best be described as a:

Fifty percent of your first conversation with networking prospects should be about their business.

Jimmy Gonzalez sells medical supplies.He has just been told by the purchasing agent's secretary that he cannot see the prospect immediately but that he will have to wait.What should Gonzalez do?

Which of the following is NOT an appropriate time to request a referral?

_____ is the lifeblood of sales because it identifies potential customers.