Question 1

Which of the following is the basic objective of sales prospecting?​

Accepted Answer

A) ​To ensure that salespeople are not demotivated by rejections 
B) To establish a regular daily schedule for conducting prospecting activities 
C) ​To make it easier to call prospects and set up appointments 
D) ​To make the sales process more enjoyable 
E) ​To provide salespeople with a list of prioritized sales prospects 
A) ​To ensure that salespeople are not demotivated by rejections 
B) To establish a regular daily schedule for conducting prospecting activities 
C) ​To make it easier to call prospects and set up appointments 
D) ​To make the sales process more enjoyable 
E) ​To provide salespeople with a list of prioritized sales prospects

Question 2

Which of the following is considered specific information about the selling situation?​

Accepted Answer

A) ​The hobbies and interests of a prospect 
B) The communication style of the prospect 
C) ​The educational and work background of the prospect 
D) ​The contact information of the prospect 
E) ​The available budget of the prospect 
A) ​The hobbies and interests of a prospect 
B) The communication style of the prospect 
C) ​The educational and work background of the prospect 
D) ​The contact information of the prospect 
E) ​The available budget of the prospect

Question 3

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

Accepted Answer

Inbound te

Question 4

A buyer's name,title,and contact information constitute basic information about the buyer's selling situation.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is true of trade shows?​

Accepted Answer

A) ​During trade shows, salespeople use members of different organizations to generate prospects for each other. 
B) During trade shows, salespeople use company records to identify previous customers who have not placed an order recently. 
C) ​Salespeople use trade shows to demonstrate their products and answer questions from potential customers. 
D) ​Salespeople generate leads from noncompeting salespeople during trade shows. 
E) ​Salespeople use trade shows to contact sales leads unannounced with little, if any, information about the lead. 
A) ​During trade shows, salespeople use members of different organizations to generate prospects for each other. 
B) During trade shows, salespeople use company records to identify previous customers who have not placed an order recently. 
C) ​Salespeople use trade shows to demonstrate their products and answer questions from potential customers. 
D) ​Salespeople generate leads from noncompeting salespeople during trade shows. 
E) ​Salespeople use trade shows to contact sales leads unannounced with little, if any, information about the lead.

Question 6

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

Accepted Answer

Outbound t

Question 7

Margaret,a salesperson,always wins the best salesperson award in her company.Margaret's success is due to a strategic prospecting plan,which helps ensure that:​

Accepted Answer

A) ​she stays up-to-date with the activities of all the competitors of her company. 
B) she is friends with the other salespeople in her company. 
C) ​she has the best verbal communication skills in her company. 
D) ​she sets aside five hours every week for prospecting. 
E) ​she always contacts her prospects unannounced with a telephone call. 
A) ​she stays up-to-date with the activities of all the competitors of her company. 
B) she is friends with the other salespeople in her company. 
C) ​she has the best verbal communication skills in her company. 
D) ​she sets aside five hours every week for prospecting. 
E) ​she always contacts her prospects unannounced with a telephone call.

Question 8

Megan is a salesperson for a company that manufactures chemicals.While reviewing her new leads,Megan learned that two of them just signed contracts with one of her company's major competitors.Which of the following best describes why Megan will not consider these two leads as sales prospects?​

Accepted Answer

A) ​They do not have the budget or financial resources to purchase the product. 
B) They do not have a need for the products or services her company is offering. 
C) ​They are too busy to meet with salespeople. 
D) ​They do not have the authority to make a purchase decision. 
E) ​They are not in her company's target market. 
A) ​They do not have the budget or financial resources to purchase the product. 
B) They do not have a need for the products or services her company is offering. 
C) ​They are too busy to meet with salespeople. 
D) ​They do not have the authority to make a purchase decision. 
E) ​They are not in her company's target market.

Question 9

Which of the following is true of strategic prospecting?​

Accepted Answer

A) ​Strategic prospecting helps salespeople identify the best sales opportunities. 
B) Strategic prospecting is an easy process and does not consume much of a salesperson's time. 
C) ​Salespeople cannot use strategic prospecting to generate additional business from existing customers. 
D) ​Strategic prospecting does not help in the generation of future revenue. 
E) ​Salespeople like prospecting, as buyers are always ready to see them. 
A) ​Strategic prospecting helps salespeople identify the best sales opportunities. 
B) Strategic prospecting is an easy process and does not consume much of a salesperson's time. 
C) ​Salespeople cannot use strategic prospecting to generate additional business from existing customers. 
D) ​Strategic prospecting does not help in the generation of future revenue. 
E) ​Salespeople like prospecting, as buyers are always ready to see them.

Question 10

A(n)_________ is an individual or organization that has a need for the product or service,has the budget or financial resources to purchase the product or service,and has the authority to make the purchase decision.

Accepted Answer

The answer of A(n)_________ is an individual or organization that...

Question 11

Which of the following states the significance of evaluation in a prospecting plan?​

Accepted Answer

A) ​Evaluation allows salespeople to record comprehensive information about a prospect, trace the prospecting methods used, and chronologically archive outcomes from any contacts with the prospect. 
B) Evaluation makes it easier to track results from using different prospecting methods. 
C) ​Continuous evaluation can be done to establish a regular daily schedule for conducting prospecting activities. 
D) ​Continuous evaluation should be employed to ensure that a salesperson is meeting prospecting goals and using the most effective prospecting methods. 
E) ​Evaluation helps develop a base of comprehensive knowledge and understanding, and is the key to believing in one's self. 
A) ​Evaluation allows salespeople to record comprehensive information about a prospect, trace the prospecting methods used, and chronologically archive outcomes from any contacts with the prospect. 
B) Evaluation makes it easier to track results from using different prospecting methods. 
C) ​Continuous evaluation can be done to establish a regular daily schedule for conducting prospecting activities. 
D) ​Continuous evaluation should be employed to ensure that a salesperson is meeting prospecting goals and using the most effective prospecting methods. 
E) ​Evaluation helps develop a base of comprehensive knowledge and understanding, and is the key to believing in one's self.

Question 12

Today's buyers have an abundance of time,and many are keen to see salespeople.

Accepted Answer

A) True 
 B)False

Question 13

_________ are electronic or print sources that provide contact and other information about many different companies or individuals.

Accepted Answer

The answer of _________ are electronic or print sources that...

Question 14

Karen is a salesperson for an automobile company.She believes that the best way for her potential and existing customers to know about the products she is selling is by seeing those products in person and seeing exactly what the products can and cannot do.Which of the following would probably be her best method of prospecting?​

Accepted Answer

A) ​Advertising inquiries 
B) Inbound telemarketing 
C) ​Trade shows 
D) ​Cold calling 
E) ​Directories 
A) ​Advertising inquiries 
B) Inbound telemarketing 
C) ​Trade shows 
D) ​Cold calling 
E) ​Directories

Question 15

The focal point of a prospecting plan should be:​

Accepted Answer

A) ​the goal stating the number of qualified prospects to be generated. 
B) a regular daily schedule for conducting prospecting activities. 
C) ​generating results that can be tracked from using different prospecting methods. 
D) ​developing a base of comprehensive knowledge and understanding. 
E) ​to chronologically archive outcomes from any contacts with the prospect. 
A) ​the goal stating the number of qualified prospects to be generated. 
B) a regular daily schedule for conducting prospecting activities. 
C) ​generating results that can be tracked from using different prospecting methods. 
D) ​developing a base of comprehensive knowledge and understanding. 
E) ​to chronologically archive outcomes from any contacts with the prospect.

Question 16

Sales prospects who most closely fit an ideal customer profile are deemed to be the best sales prospects.

Accepted Answer

A) True 
 B)False

Question 17

Jane,a salesperson,has recently joined a company and is looking for information about prospective buyers of her company's products.Which of the following is considered basic information that Jane would need to obtain about the prospective buyers before meeting them?​

Accepted Answer

A) ​Their motivation for buying 
B) The competitors involved 
C) ​Their hobbies and interests 
D) ​The financial resources available 
E) ​Their annual income 
A) ​Their motivation for buying 
B) The competitors involved 
C) ​Their hobbies and interests 
D) ​The financial resources available 
E) ​Their annual income

Question 18

Information about customers in a company database is referred to as _________.

Accepted Answer

The answer of Information about customers in a company database...

Question 19

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 20

Pete is a salesman who is a member of The Green Stones Country Club.The club is frequented by lawyers,doctors,and other members of the community.Pete will often identify new prospects while striking up conversations with the club members.Pete uses the club members as _____.​

Accepted Answer

A) ​commercial sources 
B) referrals 
C) ​noncompeting salespeople 
D) ​advertising inquiries 
E) ​centers of influence 
A) ​commercial sources 
B) referrals 
C) ​noncompeting salespeople 
D) ​advertising inquiries 
E) ​centers of influence

Which of the following is the basic objective of sales prospecting?

Which of the following is considered specific information about the selling situation?

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

A buyer's name,title,and contact information constitute basic information about the buyer's selling situation.

Which of the following is true of trade shows?

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

Margaret,a salesperson,always wins the best salesperson award in her company.Margaret's success is due to a strategic prospecting plan,which helps ensure that:

Megan is a salesperson for a company that manufactures chemicals.While reviewing her new leads,Megan learned that two of them just signed contracts with one of her company's major competitors.Which of the following best describes why Megan will not consider these two leads as sales prospects?

Which of the following is true of strategic prospecting?

A(n)_________ is an individual or organization that has a need for the product or service,has the budget or financial resources to purchase the product or service,and has the authority to make the purchase decision.

Which of the following states the significance of evaluation in a prospecting plan?

Today's buyers have an abundance of time,and many are keen to see salespeople.

_________ are electronic or print sources that provide contact and other information about many different companies or individuals.

The focal point of a prospecting plan should be:

Sales prospects who most closely fit an ideal customer profile are deemed to be the best sales prospects.

Jane,a salesperson,has recently joined a company and is looking for information about prospective buyers of her company's products.Which of the following is considered basic information that Jane would need to obtain about the prospective buyers before meeting them?

Information about customers in a company database is referred to as _________.

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

Pete is a salesman who is a member of The Green Stones Country Club.The club is frequented by lawyers,doctors,and other members of the community.Pete will often identify new prospects while striking up conversations with the club members.Pete uses the club members as _____.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

Which of the following is the basic objective of sales prospecting?​

Which of the following is considered specific information about the selling situation?​

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

A buyer's name,title,and contact information constitute basic information about the buyer's selling situation.

Which of the following is true of trade shows?​

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

Margaret,a salesperson,always wins the best salesperson award in her company.Margaret's success is due to a strategic prospecting plan,which helps ensure that:​

Megan is a salesperson for a company that manufactures chemicals.While reviewing her new leads,Megan learned that two of them just signed contracts with one of her company's major competitors.Which of the following best describes why Megan will not consider these two leads as sales prospects?​

Which of the following is true of strategic prospecting?​

A(n)_________ is an individual or organization that has a need for the product or service,has the budget or financial resources to purchase the product or service,and has the authority to make the purchase decision.

Which of the following states the significance of evaluation in a prospecting plan?​

Today's buyers have an abundance of time,and many are keen to see salespeople.

_________ are electronic or print sources that provide contact and other information about many different companies or individuals.

The focal point of a prospecting plan should be:​

Sales prospects who most closely fit an ideal customer profile are deemed to be the best sales prospects.

Jane,a salesperson,has recently joined a company and is looking for information about prospective buyers of her company's products.Which of the following is considered basic information that Jane would need to obtain about the prospective buyers before meeting them?​

Information about customers in a company database is referred to as _________.

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

Pete is a salesman who is a member of The Green Stones Country Club.The club is frequented by lawyers,doctors,and other members of the community.Pete will often identify new prospects while striking up conversations with the club members.Pete uses the club members as _____.​

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Which of the following is the basic objective of sales prospecting?

Which of the following is considered specific information about the selling situation?

Which of the following is true of trade shows?

Margaret,a salesperson,always wins the best salesperson award in her company.Margaret's success is due to a strategic prospecting plan,which helps ensure that:

Megan is a salesperson for a company that manufactures chemicals.While reviewing her new leads,Megan learned that two of them just signed contracts with one of her company's major competitors.Which of the following best describes why Megan will not consider these two leads as sales prospects?

Which of the following is true of strategic prospecting?

Which of the following states the significance of evaluation in a prospecting plan?

The focal point of a prospecting plan should be:

Jane,a salesperson,has recently joined a company and is looking for information about prospective buyers of her company's products.Which of the following is considered basic information that Jane would need to obtain about the prospective buyers before meeting them?

Pete is a salesman who is a member of The Green Stones Country Club.The club is frequented by lawyers,doctors,and other members of the community.Pete will often identify new prospects while striking up conversations with the club members.Pete uses the club members as _____.