Question 1

Which of the following is a major advantage that the advertising inquiry method of obtaining leads has over outbound telephone inquiries?

Accepted Answer

A)  It's less expensive 
B)  The advertising method helps qualify the lead for the salesperson 
C)  It's easy to target specific organizations 
D)  All of the above are advantages 
E)  None of the above are advantages 
A)  It's less expensive 
B)  The advertising method helps qualify the lead for the salesperson 
C)  It's easy to target specific organizations 
D)  All of the above are advantages 
E)  None of the above are advantages

Question 2

______________is a process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers.

Accepted Answer

Strategic

Question 3

Cold calling is one of the most successful forms of prospecting.

Accepted Answer

A) True 
 B)False

Question 4

What is the goal of strategic prospecting?

Accepted Answer

A)  To generate the largest number of leads. 
B)  To help salespeople identify the best sales opportunities in the most efficient way. 
C)  To get past the gatekeeper. 
D)  The haphazard screening-out of undesirable sales leads. 
E)  To help salespeople identify the decision maker. 
A)  To generate the largest number of leads. 
B)  To help salespeople identify the best sales opportunities in the most efficient way. 
C)  To get past the gatekeeper. 
D)  The haphazard screening-out of undesirable sales leads. 
E)  To help salespeople identify the decision maker.

Question 5

Which the following best describes the process of strategic prospecting?

Accepted Answer

A)  The process of locating new customers 
B)  The process of generating leads 
C)  The process of identifying, qualifying, and prioritizing sales opportunities 
D)  The process of turning prospects into customers 
E)  None of the above described prospecting 
A)  The process of locating new customers 
B)  The process of generating leads 
C)  The process of identifying, qualifying, and prioritizing sales opportunities 
D)  The process of turning prospects into customers 
E)  None of the above described prospecting

Question 6

Which of the following describes a common reason why salespeople dislike prospecting?

Accepted Answer

A)  They have a fear of rejection. 
B)  They dislike dealing with people. 
C)  Actually, most salespeople like prospecting. 
D)  All of the above are correct. 
E)  None of the above are correct. 
A)  They have a fear of rejection. 
B)  They dislike dealing with people. 
C)  Actually, most salespeople like prospecting. 
D)  All of the above are correct. 
E)  None of the above are correct.

Question 7

The salespersons plan for gathering qualified prospects is referred to as a _______________________.

Accepted Answer

Strategic

Question 8

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

Accepted Answer

A)  Proper time allocation 
B)  Precall information system 
C)  Evaluation method 
D)  Tracking system 
E)  Goals 
A)  Proper time allocation 
B)  Precall information system 
C)  Evaluation method 
D)  Tracking system 
E)  Goals

Question 9

Natalie has been a salesperson for the past two years. A big part of her job as prospecting, yet she doesn't seem to have a good idea of how her prospecting methods are working. Natalie should develop a:

Accepted Answer

A)  Referral list 
B)  Tracking system 
C)  List of lead generation methods 
D)  List of prospecting methods 
E)  A list of customers who provide her referrals 
A)  Referral list 
B)  Tracking system 
C)  List of lead generation methods 
D)  List of prospecting methods 
E)  A list of customers who provide her referrals

Question 10

Even when dealing with a buying team, the salesperson should focus his/her attention on one person to improve communication.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following forms/sources of prospecting is probably least productive?

Accepted Answer

A)  Observation 
B)  Organizations (e.g., Chamber of Commerce) 
C)  Cold canvassing 
D)  Company records 
E)  Community contacts 
A)  Observation 
B)  Organizations (e.g., Chamber of Commerce) 
C)  Cold canvassing 
D)  Company records 
E)  Community contacts

Question 12

Jim is a salesperson for XYZ company and is trying to expand his business into a new city. In a case like Jim's, networking is good method for generating leads.

Accepted Answer

A) True 
 B)False

Question 13

The sales person's act of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate for making a sale is called _________________ the sales lead.

Accepted Answer

The answer of The sales person's act of searching out,...

Question 14

A tracking system is important to prospecting, but not part of the strategic prospecting plan.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following sequences related to prospecting is accurate?

Accepted Answer

A)  Generate leads, determine sales prospects, prioritize prospects, prepare for sales dialogue 
B)  Generate leads, prioritize leads, determine qualified prospects, prepare for sales dialogue 
C)  Identify leads, call on leads, qualify leads 
D)  Identify leads, call on leads, qualify leads, prioritize leads based on info gathered from sales call 
E)  None of the above is accurate. 
A)  Generate leads, determine sales prospects, prioritize prospects, prepare for sales dialogue 
B)  Generate leads, prioritize leads, determine qualified prospects, prepare for sales dialogue 
C)  Identify leads, call on leads, qualify leads 
D)  Identify leads, call on leads, qualify leads, prioritize leads based on info gathered from sales call 
E)  None of the above is accurate.

Question 16

The part of the strategic processing plan necessary for effectively evaluating the relative success of the plan is referred to as the ________ system.

Accepted Answer

The answer of The part of the strategic processing plan...

Question 17

One of the reasons salespeople dislike prospecting is fear of rejection.

Accepted Answer

A) True 
 B)False

Question 18

With the exception of cold calling, a salesperson should always know the contacts name before making the sales call.

Accepted Answer

A) True 
 B)False

Question 19

_____________is a graphical representation of the trust-based sales process and strategic sales prospecting process in the form of a funnel.

Accepted Answer

Sales Funn

Question 20

Susan is a salesperson for ABC company and has trouble prospecting effectively. Approximately 70% of the leads she contacts don't have any influence in the purchase decision process. Sandy is most likely having trouble

Accepted Answer

A)  Communicating with her leads. 
B)  Selling her product to her leads. 
C)  Qualifying her leads. 
D)  Responding to her leads. 
E)  With her boss. 
A)  Communicating with her leads. 
B)  Selling her product to her leads. 
C)  Qualifying her leads. 
D)  Responding to her leads. 
E)  With her boss.

Which of the following is a major advantage that the advertising inquiry method of obtaining leads has over outbound telephone inquiries?

______________is a process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers.

Cold calling is one of the most successful forms of prospecting.

What is the goal of strategic prospecting?

Which the following best describes the process of strategic prospecting?

Which of the following describes a common reason why salespeople dislike prospecting?

The salespersons plan for gathering qualified prospects is referred to as a _______________________.

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

Natalie has been a salesperson for the past two years. A big part of her job as prospecting, yet she doesn't seem to have a good idea of how her prospecting methods are working. Natalie should develop a:

Even when dealing with a buying team, the salesperson should focus his/her attention on one person to improve communication.

Which of the following forms/sources of prospecting is probably least productive?

Jim is a salesperson for XYZ company and is trying to expand his business into a new city. In a case like Jim's, networking is good method for generating leads.

The sales person's act of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate for making a sale is called _________________ the sales lead.

A tracking system is important to prospecting, but not part of the strategic prospecting plan.

Which of the following sequences related to prospecting is accurate?

The part of the strategic processing plan necessary for effectively evaluating the relative success of the plan is referred to as the ________ system.

One of the reasons salespeople dislike prospecting is fear of rejection.

With the exception of cold calling, a salesperson should always know the contacts name before making the sales call.

_____________is a graphical representation of the trust-based sales process and strategic sales prospecting process in the form of a funnel.

Susan is a salesperson for ABC company and has trouble prospecting effectively. Approximately 70% of the leads she contacts don't have any influence in the purchase decision process. Sandy is most likely having trouble

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

Which of the following is a major advantage that the advertising inquiry method of obtaining leads has over outbound telephone inquiries?

______________is a process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers.

Cold calling is one of the most successful forms of prospecting.

What is the goal of strategic prospecting?

Which the following best describes the process of strategic prospecting?

Which of the following describes a common reason why salespeople dislike prospecting?

The salespersons plan for gathering qualified prospects is referred to as a _______________________.

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

Natalie has been a salesperson for the past two years. A big part of her job as prospecting, yet she doesn't seem to have a good idea of how her prospecting methods are working. Natalie should develop a:

Even when dealing with a buying team, the salesperson should focus his/her attention on one person to improve communication.

Which of the following forms/sources of prospecting is probably least productive?

Jim is a salesperson for XYZ company and is trying to expand his business into a new city. In a case like Jim's, networking is good method for generating leads.

The sales person's act of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate for making a sale is called _________________ the sales lead.

A tracking system is important to prospecting, but not part of the strategic prospecting plan.

Which of the following sequences related to prospecting is accurate?

The part of the strategic processing plan necessary for effectively evaluating the relative success of the plan is referred to as the ________ system.

One of the reasons salespeople dislike prospecting is fear of rejection.

With the exception of cold calling, a salesperson should always know the contacts name before making the sales call.

_____________is a graphical representation of the trust-based sales process and strategic sales prospecting process in the form of a funnel.

Susan is a salesperson for ABC company and has trouble prospecting effectively. Approximately 70% of the leads she contacts don't have any influence in the purchase decision process. Sandy is most likely having trouble

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