Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

Bill is a salesperson who relies on his current customers to help him identify potential new customers. Bill relies on the __________ method for lead generation.

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:

It is possible to buy a customized list of leads.

Susan is a well-known influential person who is able to help salespeople prospect and gain leads. In this context, Susan is referred to as a __________________.

The focal point or objective of an effective strategic prospecting plan should be the ___________ stating the number of qualified prospect to be generated.

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

The Ideal Customer Profile refers to the characteristics of a firm's best customer or the perfect customer.

Organizations or individuals who might potentially purchase the product or service a salesperson offers are called ______________.

A prospecting plan should include specific objectives for numbers of new prospects in specified time periods.

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

The internet is a good tool for marketers but isn't capable of being used as a tool to generate leads.

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

________________salespeople refers to a salesperson selling noncompeting products.

Megan is a salesperson for an industrial chemical manufacturer.While reviewing her new leads, Megan learned that two of the leads just signed contracts with one of her major competitors. Which of the following best describes why Megan will not consider these two leads qualified prospects?

The two broad categories of published sources for leads described in the text include directories and ________________________.

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

Salespeople need to set sales goals, but they don't need to set prospecting goals.

The more a salesperson knows about a prospect, the better chance a salesperson has to __________.

The most effective salespeople set prospecting priorities

Bill is a salesperson who spends about half of his time prospecting.Bill is successful at prospecting because he is able to readily identify which prospecting activities are successful and which aren't.Bill's success at prospecting is based on his ability to: