Question 1

The first stage of obtaining precall information focuses on the contact.

Accepted Answer

A) True 
 B)False

Question 2

It's important for salespeople to understand their buyers' communication styles.

Accepted Answer

A) True 
 B)False

Question 3

In order for a lead to be considered a sales prospect, that lead must have a need for the salesperson's product.

Accepted Answer

A) True 
 B)False

Question 4

The prospecting method in which salespeople's customers or prospects give them leads and provides a letter of introduction is called what?

Accepted Answer

A)  Introduction method 
B)  Cold canvassing method 
C)  Bird dog method 
D)  Referral method 
E)  None of the above 
A)  Introduction method 
B)  Cold canvassing method 
C)  Bird dog method 
D)  Referral method 
E)  None of the above

Question 5

Salespeople should gather a variety of types of information about their prospects, but that information should be limited to their role as a business person and not about their personal lives.

Accepted Answer

A) True 
 B)False

Question 6

Although the salesperson will be dealing with the contact, it is extremely important for the salesperson to gain some information on the contact's company prior to making the sales call.

Accepted Answer

A) True 
 B)False

Question 7

______________in any organization screen their bosses' calls and sometimes are curt and even rude.

Accepted Answer

The answer of ______________in any organization screen their bosses' calls...

Question 8

While it is important to gain information on the prospect, it is relatively unimportant to gain any information on the prospect's organization prior to initiating sales dialogue.

Accepted Answer

A) True 
 B)False

Question 9

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 10

The primary objective of strategic prospecting is to identify leads.

Accepted Answer

A) True 
 B)False

Question 11

The prospecting method in which salespeople's customers or prospects give them leads is called what?

Accepted Answer

A)  Introduction method 
B)  Cold canvassing method 
C)  Bird dog method 
D)  Referral method 
E)  None of the above 
A)  Introduction method 
B)  Cold canvassing method 
C)  Bird dog method 
D)  Referral method 
E)  None of the above

Question 12

Prospects that meet or exceed screening criteria established by the salesperson or the sales organization are called what?

Accepted Answer

A)  Sales leads 
B)  Certified Sales Leads (CSL) 
C)  Customers 
D)  Hot prospects 
E)  None of the above. 
A)  Sales leads 
B)  Certified Sales Leads (CSL) 
C)  Customers 
D)  Hot prospects 
E)  None of the above.

Question 13

Leads that meet or exceed screening criteria established by the salesperson or the sales organization are called what?

Accepted Answer

A)  Sales leads 
B)  Qualified prospects or sales prospects 
C)  Decision makers 
D)  Hot prospects 
E)  Certified Sales Leads (CSL) 
A)  Sales leads 
B)  Qualified prospects or sales prospects 
C)  Decision makers 
D)  Hot prospects 
E)  Certified Sales Leads (CSL)

Question 14

In order for a lead to be considered a sales prospect, that lead must have a need for the salesperson's product.

Accepted Answer

A) True 
 B)False

Question 15

______________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 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

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

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

Sales leads are also known as _______________

Accepted Answer

A)  Qualified prospects 
B)  Prospects 
C)  Buyers 
D)  Suspects 
E)  Customers 
A)  Qualified prospects 
B)  Prospects 
C)  Buyers 
D)  Suspects 
E)  Customers

Question 20

With respect to prospecting, which of the following statements is untrue?

Accepted Answer

A)  Most salespeople need to engage in some activity designed to cultivate future business 
B)  Salespeople often indicate they do not have enough time to prospect. 
C)  Typically, salespeople enjoy prospecting because they like the positive feedback. 
D)  Many of today's buyers are busy and reluctant to see salespeople. 
E)  All of the above are true. 
A)  Most salespeople need to engage in some activity designed to cultivate future business 
B)  Salespeople often indicate they do not have enough time to prospect. 
C)  Typically, salespeople enjoy prospecting because they like the positive feedback. 
D)  Many of today's buyers are busy and reluctant to see salespeople. 
E)  All of the above are true.

The first stage of obtaining precall information focuses on the contact.

It's important for salespeople to understand their buyers' communication styles.

In order for a lead to be considered a sales prospect, that lead must have a need for the salesperson's product.

The prospecting method in which salespeople's customers or prospects give them leads and provides a letter of introduction is called what?

Salespeople should gather a variety of types of information about their prospects, but that information should be limited to their role as a business person and not about their personal lives.

Although the salesperson will be dealing with the contact, it is extremely important for the salesperson to gain some information on the contact's company prior to making the sales call.

______________in any organization screen their bosses' calls and sometimes are curt and even rude.

While it is important to gain information on the prospect, it is relatively unimportant to gain any information on the prospect's organization prior to initiating sales dialogue.

What is the goal of strategic prospecting?

The primary objective of strategic prospecting is to identify leads.

The prospecting method in which salespeople's customers or prospects give them leads is called what?

Prospects that meet or exceed screening criteria established by the salesperson or the sales organization are called what?

Leads that meet or exceed screening criteria established by the salesperson or the sales organization are called what?

In order for a lead to be considered a sales prospect, that lead must have a need for the salesperson's product.

______________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.

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

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

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

Sales leads are also known as _______________

With respect to prospecting, which of the following statements is untrue?

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

The first stage of obtaining precall information focuses on the contact.

It's important for salespeople to understand their buyers' communication styles.

In order for a lead to be considered a sales prospect, that lead must have a need for the salesperson's product.

The prospecting method in which salespeople's customers or prospects give them leads and provides a letter of introduction is called what?

Salespeople should gather a variety of types of information about their prospects, but that information should be limited to their role as a business person and not about their personal lives.

Although the salesperson will be dealing with the contact, it is extremely important for the salesperson to gain some information on the contact's company prior to making the sales call.

______________in any organization screen their bosses' calls and sometimes are curt and even rude.

While it is important to gain information on the prospect, it is relatively unimportant to gain any information on the prospect's organization prior to initiating sales dialogue.

What is the goal of strategic prospecting?

The primary objective of strategic prospecting is to identify leads.

The prospecting method in which salespeople's customers or prospects give them leads is called what?

Prospects that meet or exceed screening criteria established by the salesperson or the sales organization are called what?

Leads that meet or exceed screening criteria established by the salesperson or the sales organization are called what?

In order for a lead to be considered a sales prospect, that lead must have a need for the salesperson's product.

______________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.

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

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

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

Sales leads are also known as _______________

With respect to prospecting, which of the following statements is untrue?

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