Question 1

Which of the following represents precall information about the prospective buyer that the salesperson may wish to obtain?

Accepted Answer

A)  Information about the prospect 
B)  Information about the prospect's organization 
C)  Information about the prospects target markets 
D)  All of the above 
E)  Only a and b are correct

Question 2

Many organizations use both inbound and outbound telemarketing to generate leads.

Accepted Answer

A) True 
 B)False

Question 3

Bill is a salesperson who spends about half of his time prospecting. Bill is successful at prospecting because he is able to readily identify which prospecting activities are successful and which aren't. Bill's success at prospecting is based on his ability to:

Accepted Answer

A)  stay positive. 
B)  keep good records. 
C)  evaluate results. 
D)  meet people. 
E)  do both b and c.

Question 4

When preparing to meet a new prospect, the salesperson should make sure to, at the very least, know the prospect's name and the prospect's correct ______________.

Accepted Answer

The answer of When preparing to meet a new prospect,...

Question 5

Leads that meet or exceed screening criteria established by the salesperson or the sales organization are called what?

Accepted Answer

A)  Sales leads 
B)  Qualified prospects or sales prospects 
C)  Decision makers 
D)  Hot prospects 
E)  Certified Sales Leads (CSL)

Question 6

The sales person's act of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate for making a sale is called _________________ the sales lead.

Accepted Answer

The answer of The sales person's act of searching out,...

Question 7

Karen is a salesperson for a large industrial equipment company. Most of her existing and potential customers are geographically dispersed across North America. Which of the following would probably be her best method of prospecting?

Accepted Answer

A)  Cold Canvassing 
B)  Trade Shows 
C)  Observation 
D)  Centers of influence 
E)  Industrial Customer Ranking Protocol

Question 8

Although salespeople often dislike prospecting, it is the only way to increase revenue.

Accepted Answer

A) True 
 B)False

Question 9

Which the following best describes the process of strategic prospecting?

Accepted Answer

A)  The process of locating new customers 
B)  The process of generating leads 
C)  The process of identifying, qualifying, and prioritizing sales opportunities 
D)  The process of turning prospects into customers 
E)  None of the above described prospecting

Question 10

Before sending out resumes or attending job interviews, what sort of precall information should you obtain?

Accepted Answer

A)  Name of the contact 
B)  Title of the contact 
C)  The contact's address 
D)  The name of the contact's company 
E)  You should obtain all of the above

Question 11

_______________refers to contacting the sales lead unannounced and with little or no information about the lead.

Accepted Answer

The answer of _______________refers to contacting the sales lead unannounced...

Question 12

With the exception of cold calling, a salesperson should always know the contacts name before making the sales call.

Accepted Answer

A) True 
 B)False

Question 13

The two broad categories of published sources for leads described in the text include directories and ________________________.

Accepted Answer

The answer of The two broad categories of published sources...

Question 14

Which of the following statements about strategic prospecting is untrue?

Accepted Answer

A)  An objective of strategic prospecting is to improve the salesperson's efficiency. 
B)  Prospecting can be very discouraging. 
C)  With respect to business-to-business selling, most salespeople will never have to prospect. 
D)  Prospecting involves generating and qualifying leads. 
E)  All of the above statements are accurate.

Question 15

A strategic prospecting plan should include all of the following except?

Accepted Answer

A)  Proper time allocation 
B)  Goals 
C)  Evaluation method 
D)  Tracking system 
E)  All of the above are correct

Question 16

_______________ are events where companies purchase space and set up booths that clearly identify each company and its offerings and that our staffed with salespeople who demonstrate the products and answer questions.

Accepted Answer

The answer of _______________ are events where companies purchase space...

Question 17

The internet is a good tool for marketers but isn't capable of being used as a tool to generate leads.

Accepted Answer

A) True 
 B)False

Question 18

Suppose a salesperson asks you why a tracking system is important to prospecting, which of the following is probably the best answer?

Accepted Answer

A)  The tracking system will allow you to track the progress of your customers. 
B)  The tracking system will allow you to limit the time you spend prospecting. 
C)  The tracking system will improve your image with management. 
D)  The tracking system will allow you to monitor the effectiveness of your various prospecting methods so that you can make adjustments accordingly. 
E)  Both b and c are correct.

Question 19

Networking is a relatively ineffective method for generating leads

Accepted Answer

A) True 
 B)False

Question 20

Which of the following is a major advantage that the advertising inquiry method of obtaining leads has over outbound telephone inquiries?

Accepted Answer

A)  It's less expensive 
B)  The advertising method helps qualify the lead for the salesperson 
C)  It's easy to target specific organizations 
D)  All of the above are advantages 
E)  None of the above are advantages

Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

Which of the following represents precall information about the prospective buyer that the salesperson may wish to obtain?

Many organizations use both inbound and outbound telemarketing to generate leads.

Bill is a salesperson who spends about half of his time prospecting. Bill is successful at prospecting because he is able to readily identify which prospecting activities are successful and which aren't. Bill's success at prospecting is based on his ability to:

When preparing to meet a new prospect, the salesperson should make sure to, at the very least, know the prospect's name and the prospect's correct ______________.

Leads that meet or exceed screening criteria established by the salesperson or the sales organization are called what?

The sales person's act of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate for making a sale is called _________________ the sales lead.

Karen is a salesperson for a large industrial equipment company. Most of her existing and potential customers are geographically dispersed across North America. Which of the following would probably be her best method of prospecting?

Although salespeople often dislike prospecting, it is the only way to increase revenue.

Which the following best describes the process of strategic prospecting?

Before sending out resumes or attending job interviews, what sort of precall information should you obtain?

_______________refers to contacting the sales lead unannounced and with little or no information about the lead.

With the exception of cold calling, a salesperson should always know the contacts name before making the sales call.

The two broad categories of published sources for leads described in the text include directories and ________________________.

Which of the following statements about strategic prospecting is untrue?

A strategic prospecting plan should include all of the following except?

_______________ are events where companies purchase space and set up booths that clearly identify each company and its offerings and that our staffed with salespeople who demonstrate the products and answer questions.

The internet is a good tool for marketers but isn't capable of being used as a tool to generate leads.

Suppose a salesperson asks you why a tracking system is important to prospecting, which of the following is probably the best answer?

Networking is a relatively ineffective method for generating leads

Which of the following is a major advantage that the advertising inquiry method of obtaining leads has over outbound telephone inquiries?