Question 1

After determining a list of sales prospects, a salesperson should prioritize those prospects.

Accepted Answer

A) True 
 B)False  True

Question 2

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. D

Question 3

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 C

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

Sales leads are, by definition, qualified sales leads.

Accepted Answer

A) True 
 B)False

Question 6

Outbound telemarketing is a form of cold calling.

Accepted Answer

A) True 
 B)False

Question 7

Good salespeople don't need to prospect.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following social networking tools may be used by salespeople to generate leads?

Accepted Answer

A)  LinkedIn 
B)  Plaxo 
C)  Outlook 
D)  Salesforce.com 
E)  A and B are social networking tools routinely used by salespeople 
A)  LinkedIn 
B)  Plaxo 
C)  Outlook 
D)  Salesforce.com 
E)  A and B are social networking tools routinely used by salespeople

Question 9

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

Accepted Answer

A)  Experiment with different prospecting methods 
B)  Develop a tracking system 
C)  Set specific objectives for numbers of new prospects in a specified time 
D)  Limit the amount of time you spend prospecting 
E)  All of the above 
A)  Experiment with different prospecting methods 
B)  Develop a tracking system 
C)  Set specific objectives for numbers of new prospects in a specified time 
D)  Limit the amount of time you spend prospecting 
E)  All of the above

Question 10

Prospects are typically impressed with salespeople who are prepared and know a lot about them and their company before the first meeting.

Accepted Answer

A) True 
 B)False

Question 11

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:

Accepted Answer

A)  He is afraid of rejection. 
B)  He doesn't believe it's necessary. 
C)  He'd rather use his spare time for paperwork. 
D)  His established accounts are too important. 
E)  He doesn't need any new accounts. 
A)  He is afraid of rejection. 
B)  He doesn't believe it's necessary. 
C)  He'd rather use his spare time for paperwork. 
D)  His established accounts are too important. 
E)  He doesn't need any new accounts.

Question 12

_______________telemarketing is a source of locating prospects whereby the prospect calls the company to get information.

Accepted Answer

The answer of _______________telemarketing is a source of locating prospects...

Question 13

_______________telemarketing is a source of locating prospects whereby the salesperson contacts the prospect by telephone.

Accepted Answer

The answer of _______________telemarketing is a source of locating prospects...

Question 14

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)  With respect to business-to-business selling, most salespeople will never have to prospect. 
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)  With respect to business-to-business selling, most salespeople will never have to prospect. 
D)  Prospecting involves generating and qualifying leads. 
E)  All of the above statements are accurate.

Question 15

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 16

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

Accepted Answer

A) True 
 B)False

Question 17

_____________ refers to sales leads generated from company advertising efforts.

Accepted Answer

A)  Company records. 
B)  Advertising inquiries 
C)  Advertising Prospects 
D)  Corporate Advertising Prospects (CAPs) 
E)  Company Advertising Prospects (CAPs) 
A)  Company records. 
B)  Advertising inquiries 
C)  Advertising Prospects 
D)  Corporate Advertising Prospects (CAPs) 
E)  Company Advertising Prospects (CAPs)

Question 18

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

Accepted Answer

Strategic

Question 19

Salespeople should incorporate a tracking system into their prospecting plans.

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

A)  Cold calling 
B)  Non-competing salespeople 
C)  Centers of Influence 
D)  Referrals 
E)  All of the above are potential sources of sales leads. 
A)  Cold calling 
B)  Non-competing salespeople 
C)  Centers of Influence 
D)  Referrals 
E)  All of the above are potential sources of sales leads.

After determining a list of sales prospects, a salesperson should prioritize those prospects.

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

Which the following best describes the process of strategic prospecting?

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

Sales leads are, by definition, qualified sales leads.

Outbound telemarketing is a form of cold calling.

Good salespeople don't need to prospect.

Which of the following social networking tools may be used by salespeople to generate leads?

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

Prospects are typically impressed with salespeople who are prepared and know a lot about them and their company before the first meeting.

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:

_______________telemarketing is a source of locating prospects whereby the prospect calls the company to get information.

_______________telemarketing is a source of locating prospects whereby the salesperson contacts the prospect by telephone.

Which of the following statements about strategic prospecting is untrue?

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

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

_____________ refers to sales leads generated from company advertising efforts.

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

Salespeople should incorporate a tracking system into their prospecting plans.

Which of the following is not a potential source of sales 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

Filters

Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

After determining a list of sales prospects, a salesperson should prioritize those prospects.

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

Which the following best describes the process of strategic prospecting?

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

Sales leads are, by definition, qualified sales leads.

Outbound telemarketing is a form of cold calling.

Good salespeople don't need to prospect.

Which of the following social networking tools may be used by salespeople to generate leads?

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

Prospects are typically impressed with salespeople who are prepared and know a lot about them and their company before the first meeting.

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:

_______________telemarketing is a source of locating prospects whereby the prospect calls the company to get information.

_______________telemarketing is a source of locating prospects whereby the salesperson contacts the prospect by telephone.

Which of the following statements about strategic prospecting is untrue?

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

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

_____________ refers to sales leads generated from company advertising efforts.

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

Salespeople should incorporate a tracking system into their prospecting plans.

Which of the following is not a potential source of sales 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

Filters