Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

Although the salesperson will be dealing with the contact, it is extremely important for the salesperson to gain some information on the contact's company prior to making the sales call.

(True/False)

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Question 21

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

(Multiple Choice)

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Question 22

Once salespeople have qualified their prospects, they should:

(Multiple Choice)

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Question 23

It is possible to buy a customized list of leads.

(True/False)

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Question 24

A prospecting plan should include specific objectives for numbers of new prospects in specified time periods.

(True/False)

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Question 25

The prospecting method in which salespeople's customers or prospects give them leads is called what?

(Multiple Choice)

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Question 26

Organizations or individuals who might potentially purchase the product or service a salesperson offers are called ______________.

(Short Answer)

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Question 27

With respect to prospecting, which of the following statements is untrue?

(Multiple Choice)

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Question 28

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?

(Multiple Choice)

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Question 29

Salespeople need to spend some time prospecting on a regular basis because there's typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

(True/False)

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Question 30

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

(Short Answer)

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Question 31

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

(Multiple Choice)

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Question 32

Which of the following is not one of the common secondary lead sources?

(Multiple Choice)

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Question 33

The person who controls the flow of information between the salesperson and the contact is called the gatekeeper.

(True/False)

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Question 34

Susan is a well known influential person who is able to help salespeople prospect and gain leads. In this context, Susan is referred to as a __________________.

(Short Answer)

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Question 35

Salespeople need to set sales goals, but they don't need to set prospecting goals.

(True/False)

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Question 36

Good salespeople don't need to prospect.

(True/False)

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Question 37

Suppose you are a salesperson and are about to begin prospecting. Which of the following things should you keep in mind?

(Multiple Choice)

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Question 38

Most buyers will readily welcome salespeople involved in cold canvassing.

(True/False)

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Question 39

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

(True/False)

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Question 40

Showing 21 - 40 of 109

Although the salesperson will be dealing with the contact, it is extremely important for the salesperson to gain some information on the contact's company prior to making the sales call.

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

Once salespeople have qualified their prospects, they should:

It is possible to buy a customized list of leads.

A prospecting plan should include specific objectives for numbers of new prospects in specified time periods.

The prospecting method in which salespeople's customers or prospects give them leads is called what?

Organizations or individuals who might potentially purchase the product or service a salesperson offers are called ______________.

With respect to prospecting, which of the following statements is untrue?

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?

Salespeople need to spend some time prospecting on a regular basis because there's typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

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

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

Which of the following is not one of the common secondary lead sources?

The person who controls the flow of information between the salesperson and the contact is called the gatekeeper.

Susan is a well known influential person who is able to help salespeople prospect and gain leads. In this context, Susan is referred to as a __________________.

Salespeople need to set sales goals, but they don't need to set prospecting goals.

Good salespeople don't need to prospect.

Suppose you are a salesperson and are about to begin prospecting. Which of the following things should you keep in mind?

Most buyers will readily welcome salespeople involved in cold canvassing.

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

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

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