Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

An organization's records of former customers are usually a poor source for prospecting.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is not one of the primary criteria for qualified prospects?

Accepted Answer

A)  A need for the product or service (sales offering) 
B)  Financial wherewithal to make a purchase 
C)  An important role in the purchase decision process 
D)  Has the prospect been a customer before 
E)  All of the above are primary criteria 
A)  A need for the product or service (sales offering) 
B)  Financial wherewithal to make a purchase 
C)  An important role in the purchase decision process 
D)  Has the prospect been a customer before 
E)  All of the above are primary criteria

Question 4

A strategic prospecting plan should include all of the following except?

Accepted Answer

A)  Proper time allocation 
B)  Goals 
C)  Evaluation method 
D)  Tracking system 
E)  All of the above are correct 
A)  Proper time allocation 
B)  Goals 
C)  Evaluation method 
D)  Tracking system 
E)  All of the above are correct

Question 5

Salespeople should incorporate a tracking system into their prospecting plans.

Accepted Answer

A) True 
 B)False

Question 6

Even if they are a member of a buying team, the contact (who the salesperson is calling on) always has the most influence over the buying decision.

Accepted Answer

A) True 
 B)False

Question 7

The prospecting method in which salespeople seek to obtain leads from influential people is called what?

Accepted Answer

A)  Introductions method 
B)  Known entity method 
C)  Centers of influence (networking method) 
D)  Referrals method 
E)  None of the above 
A)  Introductions method 
B)  Known entity method 
C)  Centers of influence (networking method) 
D)  Referrals method 
E)  None of the above

Question 8

Which of the following prospecting methods is characterized by having MANY potential prospects brought together under one roof?

Accepted Answer

A)  Sales seminars 
B)  Trade shows 
C)  Referrals 
D)  Company records 
E)  Both a and b are correct 
A)  Sales seminars 
B)  Trade shows 
C)  Referrals 
D)  Company records 
E)  Both a and b are correct

Question 9

Suppose a salesperson asks you why a tracking system is important to prospecting, which of the following is probably the best answer?

Accepted Answer

A)  The tracking system will allow you to track the progress of your customers. 
B)  The tracking system will allow you to limit the time you spend prospecting. 
C)  The tracking system will improve your image with management. 
D)  The tracking system will allow you to monitor the effectiveness of your various prospecting methods so that you can make adjustments accordingly. 
E)  Both b and c are correct. 
A)  The tracking system will allow you to track the progress of your customers. 
B)  The tracking system will allow you to limit the time you spend prospecting. 
C)  The tracking system will improve your image with management. 
D)  The tracking system will allow you to monitor the effectiveness of your various prospecting methods so that you can make adjustments accordingly. 
E)  Both b and c are correct.

Question 10

_______________ are events where companies purchase space and set up booths that clearly identify each company and its offerings and that our staffed with salespeople who demonstrate the products and answer questions.

Accepted Answer

The answer of _______________ are events where companies purchase space...

Question 11

Steve is a salesperson for a large consumer products manufacturer. Steve has just taken over at new territory and is looking to begin the prospecting process. The first thing Steve should do is develop a:

Accepted Answer

A)  A list of leads 
B)  A list of qualified prospects 
C)  A strategic prospecting plan 
D)  A strategic business plan 
E)  A territory plan 
A)  A list of leads 
B)  A list of qualified prospects 
C)  A strategic prospecting plan 
D)  A strategic business plan 
E)  A territory plan

Question 12

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

Accepted Answer

A)  Harris Directory 
B)  Moody's Industrial Directory 
C)  Thomas Register of American Manufacturers 
D)  Standard & Poor's Register of Corporations, Directors, and Executives 
E)  All of the above are common secondary lead sources 
A)  Harris Directory 
B)  Moody's Industrial Directory 
C)  Thomas Register of American Manufacturers 
D)  Standard & Poor's Register of Corporations, Directors, and Executives 
E)  All of the above are common secondary lead sources

Question 13

The primary objective of strategic prospecting is to identify qualified prospects.

Accepted Answer

A) True 
 B)False

Question 14

In order for a prospect to be considered qualified, they need to be ready to make a purchase within a short time frame.

Accepted Answer

A) True 
 B)False

Question 15

Although salespeople often dislike prospecting, it is the only way to increase revenue.

Accepted Answer

A) True 
 B)False

Question 16

The strategic prospecting process is often viewed as a:

Accepted Answer

A)  Sales funnel 
B)  Easiest part of the selling process 
C)  Most difficult part of the selling process 
D)  Sales pipeline 
E)  Both a and d are correct. 
A)  Sales funnel 
B)  Easiest part of the selling process 
C)  Most difficult part of the selling process 
D)  Sales pipeline 
E)  Both a and d are correct.

Question 17

The focal point of an effective strategic prospecting plan should be to ________________.

Accepted Answer

The answer of The focal point of an effective strategic...

Question 18

When preparing to meet a new prospect, the salesperson should make sure to, at the very least, know the prospect's name and the prospect's correct ______________.

Accepted Answer

The answer of When preparing to meet a new prospect,...

Question 19

A _____________________is an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision.

Accepted Answer

The answer of A _____________________is an individual or organization that...

Question 20

Tracking systems often make it difficult for salespeople to evaluate the effectiveness of their prospecting methods.

Accepted Answer

A) True 
 B)False

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

An organization's records of former customers are usually a poor source for prospecting.

Which of the following is not one of the primary criteria for qualified prospects?

A strategic prospecting plan should include all of the following except?

Salespeople should incorporate a tracking system into their prospecting plans.

Even if they are a member of a buying team, the contact (who the salesperson is calling on) always has the most influence over the buying decision.

The prospecting method in which salespeople seek to obtain leads from influential people is called what?

Which of the following prospecting methods is characterized by having MANY potential prospects brought together under one roof?

Suppose a salesperson asks you why a tracking system is important to prospecting, which of the following is probably the best answer?

_______________ are events where companies purchase space and set up booths that clearly identify each company and its offerings and that our staffed with salespeople who demonstrate the products and answer questions.

Steve is a salesperson for a large consumer products manufacturer. Steve has just taken over at new territory and is looking to begin the prospecting process. The first thing Steve should do is develop a:

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

The primary objective of strategic prospecting is to identify qualified prospects.

In order for a prospect to be considered qualified, they need to be ready to make a purchase within a short time frame.

Although salespeople often dislike prospecting, it is the only way to increase revenue.

The strategic prospecting process is often viewed as a:

The focal point of an effective strategic prospecting plan should be to ________________.

When preparing to meet a new prospect, the salesperson should make sure to, at the very least, know the prospect's name and the prospect's correct ______________.

A _____________________is an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision.

Tracking systems often make it difficult for salespeople to evaluate the effectiveness of their prospecting methods.

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

Filters

Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

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

An organization's records of former customers are usually a poor source for prospecting.

Which of the following is not one of the primary criteria for qualified prospects?

A strategic prospecting plan should include all of the following except?

Salespeople should incorporate a tracking system into their prospecting plans.

Even if they are a member of a buying team, the contact (who the salesperson is calling on) always has the most influence over the buying decision.

The prospecting method in which salespeople seek to obtain leads from influential people is called what?

Which of the following prospecting methods is characterized by having MANY potential prospects brought together under one roof?

Suppose a salesperson asks you why a tracking system is important to prospecting, which of the following is probably the best answer?

_______________ are events where companies purchase space and set up booths that clearly identify each company and its offerings and that our staffed with salespeople who demonstrate the products and answer questions.

Steve is a salesperson for a large consumer products manufacturer. Steve has just taken over at new territory and is looking to begin the prospecting process. The first thing Steve should do is develop a:

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

The primary objective of strategic prospecting is to identify qualified prospects.

In order for a prospect to be considered qualified, they need to be ready to make a purchase within a short time frame.

Although salespeople often dislike prospecting, it is the only way to increase revenue.

The strategic prospecting process is often viewed as a:

The focal point of an effective strategic prospecting plan should be to ________________.

When preparing to meet a new prospect, the salesperson should make sure to, at the very least, know the prospect's name and the prospect's correct ______________.

A _____________________is an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision.

Tracking systems often make it difficult for salespeople to evaluate the effectiveness of their prospecting methods.

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

Filters