Question 1

Salespeople should periodically evaluate their prospecting plans and methods.

Accepted Answer

A) True 
 B)False

Question 2

Sales leads are, by definition, qualified sales leads.

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

A)  Referrals 
B)  Non-competing salespeople 
C)  Telephone inquiries 
D)  Competitor's salespeople 
E)  Professional organizations 
A)  Referrals 
B)  Non-competing salespeople 
C)  Telephone inquiries 
D)  Competitor's salespeople 
E)  Professional organizations

Question 4

The primary objective of strategic prospecting is to identify leads.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following statements about the evaluating prospecting activities is most accurate?

Accepted Answer

A)  Salespeople should evaluate their prospecting activities once a year. 
B)  Salespeople should evaluate their prospecting activities twice a year. 
C)  Salespeople should have their sales managers evaluate their prospecting activities twice a year. 
D)  Salespeople should evaluate their prospecting activities continuously. 
E)  None of the above are accurate. 
A)  Salespeople should evaluate their prospecting activities once a year. 
B)  Salespeople should evaluate their prospecting activities twice a year. 
C)  Salespeople should have their sales managers evaluate their prospecting activities twice a year. 
D)  Salespeople should evaluate their prospecting activities continuously. 
E)  None of the above are accurate.

Question 6

Which of the following statements about strategic prospecting is untrue?

Accepted Answer

A)  An objective of strategic prospecting is to improve the salesperson's efficiency. 
B)  Prospecting can be very discouraging. 
C)  Most salespeople will have to do at least some prospecting. 
D)  Prospecting involves generating and qualifying leads. 
E)  All of the above statements are accurate. 
A)  An objective of strategic prospecting is to improve the salesperson's efficiency. 
B)  Prospecting can be very discouraging. 
C)  Most salespeople will have to do at least some prospecting. 
D)  Prospecting involves generating and qualifying leads. 
E)  All of the above statements are accurate.

Question 7

Gina, a salesperson for ABC Corp., spends a lot of time "interviewing" her prospects so she can learn their names, interests, and job responsibilities. Gina should probably spend more time:

Accepted Answer

A)  talking about her product. 
B)  talking about her company. 
C)  talking about herself. 
D)  obtaining precall information on the prospect. 
E)  obtaining leads from better sources. 
A)  talking about her product. 
B)  talking about her company. 
C)  talking about herself. 
D)  obtaining precall information on the prospect. 
E)  obtaining leads from better sources.

Question 8

Advertising inquiries are like inbound telemarketing in that the lead does some degree of self-qualifying.

Accepted Answer

A) True 
 B)False

Question 9

When dealing with buying teams, the salesperson should attempt to identify the amount of influence each member exerts.

Accepted Answer

A) True 
 B)False

Salespeople should periodically evaluate their prospecting plans and methods.

Sales leads are, by definition, qualified sales leads.

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

The primary objective of strategic prospecting is to identify leads.

Which of the following statements about the evaluating prospecting activities is most accurate?

Which of the following statements about strategic prospecting is untrue?

Gina, a salesperson for ABC Corp., spends a lot of time "interviewing" her prospects so she can learn their names, interests, and job responsibilities. Gina should probably spend more time:

Advertising inquiries are like inbound telemarketing in that the lead does some degree of self-qualifying.

When dealing with buying teams, the salesperson should attempt to identify the amount of influence each member exerts.

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

Salespeople should periodically evaluate their prospecting plans and methods.

Sales leads are, by definition, qualified sales leads.

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

The primary objective of strategic prospecting is to identify leads.

Which of the following statements about the evaluating prospecting activities is most accurate?

Which of the following statements about strategic prospecting is untrue?

Gina, a salesperson for ABC Corp., spends a lot of time "interviewing" her prospects so she can learn their names, interests, and job responsibilities. Gina should probably spend more time:

Advertising inquiries are like inbound telemarketing in that the lead does some degree of self-qualifying.

When dealing with buying teams, the salesperson should attempt to identify the amount of influence each member exerts.

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