Question 1

Preapproach is the first step in the selling process.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following statements about referrals is true?

Accepted Answer

A) Salespeople should work on obtaining referrals when they are not engaged in selling activities 
B) It would be inappropriate to try to enact the referral cycle during the sales presentation 
C) Salespeople must sell the product,plus sell the prospect on providing referrals 
D) All salespeople ask for customer referrals 
E) The referral cycle consists of three steps

Question 3

Many prospects will hang up the phone as soon as they suspect an attempt is being made to sell them something.

Accepted Answer

A) True 
 B)False

Question 4

Melissa sells insurance to homeowners and renters.Every weekend she goes out looking for moving vans and people unloading U-Haul trucks.She writes down the addresses of those who seem to be moving in.Every Monday she calls the list she has gathered during the weekend and asks them if they are interested in insurance.Melissa is using the _____ method of prospecting.

Accepted Answer

A) center of influence 
B) observation 
C) networking 
D) preapproach 
E) endless chain

Question 5

Within a salesperson's prospect pool,which group is the most important prospect for future sales?

Accepted Answer

A) Leads 
B) Referrals 
C) Centers of influence 
D) Customers 
E) Orphans

Question 6

One excellent way for a salesperson to obtain an appointment with a prospect is to have a customer make the appointment for the salesperson.

Accepted Answer

A) True 
 B)False

Question 7

A prospect is a qualified business that has the potential to buy a salesperson's product.

Accepted Answer

A) True 
 B)False

Question 8

To enlarge its prospect list,Dunn Portrait Photographers seeks the assistance of area bridal stores to identify engaged couples.This is an example of the _____ method of prospecting.

Accepted Answer

A) center of influence 
B) cold canvas 
C) group 
D) public exhibition 
E) endless chain

Question 9

Norman,the owner of CompuTex,recently installed computers at Harding Industries.Norman recommended that the Harding Industries office manager contact Computer Services,Inc.to schedule a computer training class for Harding's employees.This is an example of the _____ method of prospecting.

Accepted Answer

A) observation 
B) preapproach 
C) endless chain 
D) center of influence 
E) networking

Question 10

All of the following are individuals who may function as a center of influence EXCEPT:

Accepted Answer

A) salespeople who are selling competing products. 
B) officers of community organizations like the chamber of commerce. 
C) members of organizations such as the Lions Club. 
D) country club members. 
E) clergy.

Question 11

Which of the following occurs before the sales presentation?

Accepted Answer

A) Trial close 
B) Determining objections 
C) Preapproach 
D) Follow-up 
E) Meeting objections

Question 12

A simple way to remember the qualifying process is to think of the word "MAD." The letter "M" reminds the salesperson to ask themselves if the prospect has the _____ to buy.

Accepted Answer

A) money 
B) motivation 
C) mission 
D) mentality 
E) mindset

Question 13

Luke Belington is a car salesman.Each week he writes a column in a local auto magazine about the car industry,its past,present,and future.One of the main reasons for him indulging in writing on the side would be to:

Accepted Answer

A) encourage people to buy classic cars. 
B) qualify leads in the market for a new car. 
C) educate people on the mechanics of car design. 
D) convince prospects of his automotive expertise. 
E) gain additional remuneration during low sales periods.

Question 14

For you as a salesperson to find an optimal prospecting method,the text suggests you do all the following EXCEPT:

Accepted Answer

A) always call back on prospects who did not buy. 
B) copy the prospecting methods of successful salespeople. 
C) concentrate on high-potential customers before low-potential customers. 
D) contact all prospects and current customers when you have a new product. 
E) customize a prospecting method that suits the needs of your individual firm.

Question 15

Most executives are so busy,that they have filtration systems to protect their time.How do professional salespeople successfully navigate their way through such filtration systems?

Accepted Answer

The answer of Most executives are so busy,that they have...

Question 16

_____ is the process of determining if a suspect is to become a prospect.

Accepted Answer

A) Scheduling 
B) Networking 
C) Qualifying 
D) Routing 
E) Characterizing

Question 17

A guideline provided in the text states that good salesmanship involves 40 percent presentation,20 percent preparation,and 40 percent follow-up.

Accepted Answer

A) True 
 B)False

Question 18

Lydia sells an exclusive range of cosmetic products.She makes door-to-door sales calls.At each house after a sale she asks the homeowner if they know anyone who would be interested in her products.What prospecting method does Lydia use?

Accepted Answer

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

Question 19

In Hendersonville,a group of salespeople get together for breakfast on the first and third Tuesday of each month.The purpose of their meeting is to share leads and prospecting tips.The group charges each member dues of $65 per quarter and participants must sell noncompetitive products.This group is an example of a(n):

Accepted Answer

A) business network. 
B) sales lead club. 
C) illegal pyramid scheme. 
D) orphan prospect club. 
E) list of prospects.

Question 20

The sales process is a sequential series of actions by the salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

Accepted Answer

A) True 
 B)False

Exam 6: Prospecting : the Lifeblood of Selling

Preapproach is the first step in the selling process.

Which of the following statements about referrals is true?

Many prospects will hang up the phone as soon as they suspect an attempt is being made to sell them something.

Within a salesperson's prospect pool,which group is the most important prospect for future sales?

One excellent way for a salesperson to obtain an appointment with a prospect is to have a customer make the appointment for the salesperson.

A prospect is a qualified business that has the potential to buy a salesperson's product.

To enlarge its prospect list,Dunn Portrait Photographers seeks the assistance of area bridal stores to identify engaged couples.This is an example of the _____ method of prospecting.

Norman,the owner of CompuTex,recently installed computers at Harding Industries.Norman recommended that the Harding Industries office manager contact Computer Services,Inc.to schedule a computer training class for Harding's employees.This is an example of the _____ method of prospecting.

All of the following are individuals who may function as a center of influence EXCEPT:

Which of the following occurs before the sales presentation?

A simple way to remember the qualifying process is to think of the word "MAD." The letter "M" reminds the salesperson to ask themselves if the prospect has the _____ to buy.

Luke Belington is a car salesman.Each week he writes a column in a local auto magazine about the car industry,its past,present,and future.One of the main reasons for him indulging in writing on the side would be to:

For you as a salesperson to find an optimal prospecting method,the text suggests you do all the following EXCEPT:

Most executives are so busy,that they have filtration systems to protect their time.How do professional salespeople successfully navigate their way through such filtration systems?

_____ is the process of determining if a suspect is to become a prospect.

A guideline provided in the text states that good salesmanship involves 40 percent presentation,20 percent preparation,and 40 percent follow-up.

Lydia sells an exclusive range of cosmetic products.She makes door-to-door sales calls.At each house after a sale she asks the homeowner if they know anyone who would be interested in her products.What prospecting method does Lydia use?

The sales process is a sequential series of actions by the salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.