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 and information on the prospects organization prior to initiating sales dialogue.

Gatekeepers in any organizations screen their bosses' calls and are sometime curt and even rude.

Which of the following statements about strategic prospecting is untrue?

Why is it important for most salespeople to spend at least some time prospecting?

Craig is a salesperson for an industrial equipment company. Craig 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. Craig needs to work on:

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

Salespeople from non-competing companies can be a good source for getting leads.

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

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:

In order for a prospect to be considered qualified, that prospect must have a need for salesperson's product.

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

Salespeople should gather a variety of types of information about their prospects, but that information should be limited to their role as a business person and not about their personal lives.

Which of the following is not a potential source of sales leads?

It's important for salespeople to understand their buyers' communication styles.

________________salespeople refers to a salesperson selling noncompeting products.

The prospecting method in which salespeople's customers or prospects give them leads and provides a letter of introduction is called what?

One of the key advantages of trade shows is the generation of good leads.

______________in any organization screen their bosses' calls and sometimes are curt and even rude.

Networking is a relatively ineffective method for generating leads

Sales leads are also referred to as suspects.