Question 1

____________ is a variation of the referral where, in addition to requesting the names of prospects, the salesperson asks the prospect or customer to prepare a note or letter of introduction that can be sent to the potential customer.

Accepted Answer

The answer of ____________ is a variation of the referral...

Question 2

Even if they are a member of a buying team, the contact (who the salesperson is calling on) always has the most influence over the buying decision.

Accepted Answer

A) True 
 B)False

Question 3

Salespeople should incorporate a tracking system into their prospecting plans.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is not one of the primary criteria for qualified prospects?

Accepted Answer

A)  A need for the product or service (sales offering) 
B)  Financial wherewithal to make a purchase 
C)  An important role in the purchase decision process 
D)  Has the prospect been a customer before 
E)  All of the above are primary criteria

Question 5

It is possible to buy a customized list of leads.

Accepted Answer

A) True 
 B)False

Question 6

_______________telemarketing is a source of locating prospects whereby the salesperson contacts the prospect by telephone.

Accepted Answer

The answer of _______________telemarketing is a source of locating prospects...

Question 7

Suppose you are a salesperson working for a manufacturer of business machinery. While gathering precall information you learn that a prospect you're preparing to call on is actually a member of a buying team. Which of the following best represents what you should do next?

Accepted Answer

A)  Identify the decision maker and focus your selling efforts on that individual. 
B)  Identify the purchasing agent and focus your selling efforts on that individual. 
C)  Identify the role of each member of the buying team and the amount of influence each exerts. 
D)  Create a written sales proposal and give them to your contact so that he/she can pass them out to the other buying team members. 
E)  Both a and b are correct because the decision maker is usually the purchasing agent.

Question 8

_____________is a graphical representation of the trust-based sales process and strategic sales prospecting process in the form of a funnel.

Accepted Answer

The answer of _____________is a graphical representation of the trust-based...

Question 9

______________is a process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers.

Accepted Answer

The answer of ______________is a process designed to identify, qualify,...

Question 10

Steve is a salesperson for XYZ Corporation. His territory includes 50 established accounts which he calls on regularly. Although Steve is supposed to allocate some time to prospecting, he'd rather call on his existing accounts. Like many salespeople in his position, Steve resists prospecting because:

Accepted Answer

A)  he is afraid of rejection. 
B)  he doesn't believe it's necessary. 
C)  he'd rather use his spare time for paperwork. 
D)  his established accounts are too important. 
E)  he doesn't need any new accounts.

Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

____________ is a variation of the referral where, in addition to requesting the names of prospects, the salesperson asks the prospect or customer to prepare a note or letter of introduction that can be sent to the potential customer.

Even if they are a member of a buying team, the contact (who the salesperson is calling on) always has the most influence over the buying decision.

Salespeople should incorporate a tracking system into their prospecting plans.

Which of the following is not one of the primary criteria for qualified prospects?

It is possible to buy a customized list of leads.

_______________telemarketing is a source of locating prospects whereby the salesperson contacts the prospect by telephone.

Suppose you are a salesperson working for a manufacturer of business machinery. While gathering precall information you learn that a prospect you're preparing to call on is actually a member of a buying team. Which of the following best represents what you should do next?

_____________is a graphical representation of the trust-based sales process and strategic sales prospecting process in the form of a funnel.

______________is a process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers.