Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

Bill is a salesperson who relies on his current customers to help him identify potential new customers. Bill relies on the __________ method for lead generation.

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

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

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

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

Outbound telemarketing is a form of cold calling.

____________ 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.

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

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

A _________ is a name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.

Prospects may be reluctant to see a salesperson if they've never heard of the salesperson's firm.

The characteristics of a firm's best customers or the perfect customer is referred to as the __________customer profile.

The more the salesperson knows about his or her qualified prospects, the better the chance he or she has of developing a successful relationship with that prospect

Which of the following forms of locating prospects brings the prospect to the salesperson?

Drew is a salesperson for a company that manufactures bed-liners for pick-up trucks. Drew relies on his friend Susan, a salesperson for a local truck dealership, for leads. Susan calls Drew and let's him know when someone has purchased a new pick-up truck. Drew's source of leads is called:

Which of the following is not one of the reasons buyers may not want to see salespeople?

Although prospecting is important, most salespeople will need to limit the amount of time they spend doing it.

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?

Which of the following statements is untrue regarding cold canvassing?

_______________telemarketing is a source of locating prospects whereby the prospect calls the company to get information.