Question 1

While it is important to gain information on the prospect, it is relatively unimportant to gain any information on the prospect's organization prior to initiating sales dialogue.

Accepted Answer

A) True 
 B)False

Question 2

According to the textbook, with respect to prospecting methods, which of the following best summarizes the effectiveness of published sources such as directories and commercial lead lists?

Accepted Answer

A)  Published sources such as directories and commercial lead lists are more expensive and therefore less efficient to use as a prospecting method than cold canvassing. 
B)  Since they are freely available to anyone, published sources are not very useful to salespeople as a method of locating prospects. 
C)  The increased popularity of the Internet has reduced the usefulness of published sources such as directories and commercial lead lists for prospecting. 
D)  Although accuracy can sometimes be a problem, published sources such as directories and commercial lead lists can provide salespeople with a wealth of information.

Question 3

What is the process designed to identify, qualify, and prioritize sales opportunities from new customers or additional business from existing customers?

Accepted Answer

A)  sales blocking 
B)  strategic prospecting 
C)  lead determination 
D)  new revenue maximization

Question 4

According to the textbook, once potential customers have been identified, what should a salesperson do next?

Accepted Answer

A)  develop a prospecting strategy 
B)  call on the qualified prospect 
C)  send the qualified prospect a sales letter 
D)  begin gathering precall information

Question 5

What is the term for the process of searching out, collecting, and analyzing information to determine the likelihood of a sales lead being a good candidate for making a sale?

Accepted Answer

A)  preselection by potential 
B)  sales prospecting 
C)  qualifying sales leads 
D)  narrowing the field

Question 6

Salespeople should be nice to gatekeepers because they can be good sources for obtaining critical precall confirmation.

Accepted Answer

A) True 
 B)False

Question 7

What could a salesperson using the cold calling method of sales prospecting do to improve his or her efficiency in finding sales leads with a high probability of becoming customers?

Accepted Answer

A)  prequalify the suspect through telephone contact 
B)  use referrals or introductions 
C)  use company sources 
D)  use published sources

Question 8

Using referrals and introductions does not improve the efficiency of cold canvassing.

Accepted Answer

A) True 
 B)False

Question 9

Which sales prospecting method involves calling on sales leads unannounced and using referrals and introductions?

Accepted Answer

A)  cold canvassing 
B)  networking 
C)  company sources 
D)  published sources

Question 10

Good salespeople do not need to prospect, as customers come to them.

Accepted Answer

A) True 
 B)False

Question 11

Which form of locating prospects brings the prospect to the salesperson?

Accepted Answer

A)  centres of influence 
B)  cold canvassing 
C)  trade shows 
D)  noncompeting salespeople

Question 12

The advent of electronic networking has made prospecting for new business even more difficult.

Accepted Answer

A) True 
 B)False

Question 13

Craig is a salesperson for an industrial equipment company. He calls on factories and spends most of his time talking with equipment operators who work on the factory floor. While Craig is able to get the equipment operators interested in his products, he is often unable to make a sale. What does Craig need to work on?

Accepted Answer

A)  determining other purchase decision influencers 
B)  his record keeping 
C)  improving his questioning skills 
D)  his cold canvassing ability

Question 14

In general, most prospects are eager to meet with salespeople.

Accepted Answer

A) True 
 B)False

Question 15

The first stage of obtaining precall information focuses on the contact.

Accepted Answer

A) True 
 B)False

Question 16

Information collected about prospects prior to the meeting and throughout the trust-based sales process should be accumulated and updated on a regular basis.

Accepted Answer

A) True 
 B)False

Question 17

From a sales manager's perspective, what is the essential difference between a sales lead (suspect) and a sales prospect?

Accepted Answer

A)  The sales prospect is currently buying from a competitor and therefore has a need. 
B)  The sales lead has more potential to become an actual customer. 
C)  The sales prospect has a higher probability of becoming an actual customer. 
D)  The sales lead fits the ideal customer profile of the target market.

Question 18

Gina, a salesperson for ABC Corp., spends a lot of time interviewing her prospects so she can learn their names, interests, and job responsibilities. What should Gina probably spend more time doing?

Accepted Answer

A)  talking about her product and company 
B)  obtaining leads from better sources 
C)  talking about herself 
D)  obtaining precall information on the prospect

Question 19

As the complexity of the purchase decision increases, the probability of there being more than one person influencing the decision increases.

Accepted Answer

A) True 
 B)False

Question 20

According to the textbook, which statement best summarizes the effectiveness of social media as a sales prospecting method?

Accepted Answer

A)  Social media has proven to be more effective than cold canvassing but less effective than traditional networking options. 
B)  Due to its popularity, social media has the potential to replace most traditional sources of networking for salespeople. 
C)  Most companies limit salesperson access to social media to keep them focused and productive. 
D)  Social media is a communication tool and therefore is better suited for relationship management than as a sales prospecting tool.

Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

While it is important to gain information on the prospect, it is relatively unimportant to gain any information on the prospect's organization prior to initiating sales dialogue.

According to the textbook, with respect to prospecting methods, which of the following best summarizes the effectiveness of published sources such as directories and commercial lead lists?

What is the process designed to identify, qualify, and prioritize sales opportunities from new customers or additional business from existing customers?

According to the textbook, once potential customers have been identified, what should a salesperson do next?

What is the term for the process of searching out, collecting, and analyzing information to determine the likelihood of a sales lead being a good candidate for making a sale?

Salespeople should be nice to gatekeepers because they can be good sources for obtaining critical precall confirmation.

What could a salesperson using the cold calling method of sales prospecting do to improve his or her efficiency in finding sales leads with a high probability of becoming customers?

Using referrals and introductions does not improve the efficiency of cold canvassing.

Which sales prospecting method involves calling on sales leads unannounced and using referrals and introductions?

Good salespeople do not need to prospect, as customers come to them.

Which form of locating prospects brings the prospect to the salesperson?

The advent of electronic networking has made prospecting for new business even more difficult.

In general, most prospects are eager to meet with salespeople.

The first stage of obtaining precall information focuses on the contact.

Information collected about prospects prior to the meeting and throughout the trust-based sales process should be accumulated and updated on a regular basis.

From a sales manager's perspective, what is the essential difference between a sales lead (suspect) and a sales prospect?

Gina, a salesperson for ABC Corp., spends a lot of time interviewing her prospects so she can learn their names, interests, and job responsibilities. What should Gina probably spend more time doing?

As the complexity of the purchase decision increases, the probability of there being more than one person influencing the decision increases.

According to the textbook, which statement best summarizes the effectiveness of social media as a sales prospecting method?