Question 1

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

Accepted Answer

Sales Leads (Suspects)

Question 2

Which of the following forms of locating prospects brings the prospect to the salesperson?

Accepted Answer

A)  Centers of influence 
B)  Outbound telemarketing 
C)  Tradeshows 
D)  Noncompeting salespeople 
E)  Cold canvassing 
A)  Centers of influence 
B)  Outbound telemarketing 
C)  Tradeshows 
D)  Noncompeting salespeople 
E)  Cold canvassing C

Question 3

Even when dealing with a buying team, the salesperson should focus his/her attention on one person to improve communication.

Accepted Answer

A) True 
 B)False  False

Question 4

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

Accepted Answer

A)  Proper time allocation 
B)  Precall information system 
C)  Evaluation method 
D)  Tracking system 
E)  Goals 
A)  Proper time allocation 
B)  Precall information system 
C)  Evaluation method 
D)  Tracking system 
E)  Goals

Question 5

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.

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

The strategic prospecting process is often viewed as a:

Accepted Answer

A)  Sales funnel 
B)  Easiest part of the selling process 
C)  Most difficult part of the selling process 
D)  Sales pipeline 
E)  Both a and d are correct. 
A)  Sales funnel 
B)  Easiest part of the selling process 
C)  Most difficult part of the selling process 
D)  Sales pipeline 
E)  Both a and d are correct.

Question 8

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.

Accepted Answer

A)  Introduction 
B)  Referral 
C)  Company source 
D)  Customer Source Initiative (CSI) 
E)  Cold calling 
A)  Introduction 
B)  Referral 
C)  Company source 
D)  Customer Source Initiative (CSI) 
E)  Cold calling

Question 9

Which of the following prospecting methods is characterized by having MANY potential prospects brought together under one roof?

Accepted Answer

A)  Sales seminars 
B)  Trade shows 
C)  Referrals 
D)  Company records 
E)  Both a and b are correct 
A)  Sales seminars 
B)  Trade shows 
C)  Referrals 
D)  Company records 
E)  Both a and b are correct

Question 10

The primary objective of strategic prospecting is to identify qualified prospects.

Accepted Answer

A) True 
 B)False

Question 11

Susan is a salesperson for ABC company and has trouble prospecting effectively. Approximately 70% of the leads she contacts don't have any influence in the purchase decision process. Sandy is most likely having trouble

Accepted Answer

A)  Communicating with her leads. 
B)  Selling her product to her leads. 
C)  Qualifying her leads. 
D)  Responding to her leads. 
E)  With her boss. 
A)  Communicating with her leads. 
B)  Selling her product to her leads. 
C)  Qualifying her leads. 
D)  Responding to her leads. 
E)  With her boss.

Question 12

Good salespeople don't need to prospect.

Accepted Answer

A) True 
 B)False

Question 13

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 14

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

Accepted Answer

A)  Introductions method 
B)  Known entity method 
C)  Centers of influence (networking method) 
D)  Referrals method 
E)  None of the above 
A)  Introductions method 
B)  Known entity method 
C)  Centers of influence (networking method) 
D)  Referrals method 
E)  None of the above

Question 15

Salespeople should be nice to gatekeepers because they can be good sources for obtaining critical precall confirmation.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

Accepted Answer

A)  Qualifying helps to reduce the amount of time salespeople spend calling on prospects who could never become customers. 
B)  Qualifying prospects increases the probability that the prospect will become a customer. 
C)  Qualifying prospects helps the salesperson separate those prospects who are more likely to buy from those who are less likely to buy. 
D)  Qualifying prospects provides salespeople with feedback regarding the effectiveness of their prospecting methods. 
E)  All of the above reflect why prospecting is important. 
A)  Qualifying helps to reduce the amount of time salespeople spend calling on prospects who could never become customers. 
B)  Qualifying prospects increases the probability that the prospect will become a customer. 
C)  Qualifying prospects helps the salesperson separate those prospects who are more likely to buy from those who are less likely to buy. 
D)  Qualifying prospects provides salespeople with feedback regarding the effectiveness of their prospecting methods. 
E)  All of the above reflect why prospecting is important.

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

One of the reasons salespeople dislike prospecting is fear of rejection.

Accepted Answer

A) True 
 B)False

Question 19

Jim is a salesperson for XYZ company and is trying to expand his business into a new city. In a case like Jim's, networking is good method for generating leads.

Accepted Answer

A) True 
 B)False

Question 20

One of the key advantages of trade shows is the generation of good leads.

Accepted Answer

A) True 
 B)False

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

Which of the following forms of locating prospects brings the prospect to the salesperson?

Even when dealing with a buying team, the salesperson should focus his/her attention on one person to improve communication.

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

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

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

The strategic prospecting process is often viewed as a:

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.

Which of the following prospecting methods is characterized by having MANY potential prospects brought together under one roof?

The primary objective of strategic prospecting is to identify qualified prospects.

Susan is a salesperson for ABC company and has trouble prospecting effectively. Approximately 70% of the leads she contacts don't have any influence in the purchase decision process. Sandy is most likely having trouble

Good salespeople don't need to prospect.

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.

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

Salespeople should be nice to gatekeepers because they can be good sources for obtaining critical precall confirmation.

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

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

One of the reasons salespeople dislike prospecting is fear of rejection.

Jim is a salesperson for XYZ company and is trying to expand his business into a new city. In a case like Jim's, networking is good method for generating leads.

One of the key advantages of trade shows is the generation of good 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

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

Which of the following forms of locating prospects brings the prospect to the salesperson?

Even when dealing with a buying team, the salesperson should focus his/her attention on one person to improve communication.

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

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

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

The strategic prospecting process is often viewed as a:

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.

Which of the following prospecting methods is characterized by having MANY potential prospects brought together under one roof?

The primary objective of strategic prospecting is to identify qualified prospects.

Susan is a salesperson for ABC company and has trouble prospecting effectively. Approximately 70% of the leads she contacts don't have any influence in the purchase decision process. Sandy is most likely having trouble

Good salespeople don't need to prospect.

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.

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

Salespeople should be nice to gatekeepers because they can be good sources for obtaining critical precall confirmation.

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

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

One of the reasons salespeople dislike prospecting is fear of rejection.

Jim is a salesperson for XYZ company and is trying to expand his business into a new city. In a case like Jim's, networking is good method for generating leads.

One of the key advantages of trade shows is the generation of good 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