Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

The more the salesperson knows about his or her qualified prospects, the better the chance he or she has of developing a successful relationship with that prospect

(True/False)

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Question 21

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

(True/False)

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Question 22

Outbound telemarketing is a form of cold calling.

(True/False)

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Question 23

Drew is a salesperson for a company that manufactures bed-liners for pick-up trucks. Drew relies on his friend Susan, a salesperson for a local truck dealership, for leads. Susan calls Drew and let's him know when someone has purchased a new pick-up truck. Drew's source of leads is called:

(Multiple Choice)

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Question 24

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

(Multiple Choice)

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Question 25

Advertising inquiries are like inbound telemarketing in that the lead does some degree of self-qualifying.

(True/False)

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Question 26

Salespeople from non-competing companies can be a good source for getting leads.

(True/False)

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Question 27

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

(Multiple Choice)

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Question 28

Which of the following statements about the evaluating prospecting activities is most accurate?

(Multiple Choice)

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Question 29

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.

(True/False)

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Question 30

Which of the following statements is untrue regarding cold canvassing?

(Multiple Choice)

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Question 31

The characteristics of a firm's best customers or the perfect customer is referred to as the __________customer profile.

(Short Answer)

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Question 32

In general, most prospects are eager to meet with salespeople.

(True/False)

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Question 33

Most buyers will readily welcome salespeople involved in cold canvassing.

(True/False)

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Question 34

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

(True/False)

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Question 35

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

(True/False)

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Question 36

Gina, a salesperson for ABC Corp., spends a lot of time "interviewing" her prospects so she can learn their names, interests, and job responsibilities. Gina should probably spend more time:

(Multiple Choice)

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Question 37

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

(Multiple Choice)

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Question 38

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

(Multiple Choice)

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Question 39

Which of the following statements about strategic prospecting is untrue?

(Multiple Choice)

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Question 40

Showing 21 - 40 of 110

The more the salesperson knows about his or her qualified prospects, the better the chance he or she has of developing a successful relationship with that prospect

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

Outbound telemarketing is a form of cold calling.

Drew is a salesperson for a company that manufactures bed-liners for pick-up trucks. Drew relies on his friend Susan, a salesperson for a local truck dealership, for leads. Susan calls Drew and let's him know when someone has purchased a new pick-up truck. Drew's source of leads is called:

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

Advertising inquiries are like inbound telemarketing in that the lead does some degree of self-qualifying.

Salespeople from non-competing companies can be a good source for getting leads.

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

Which of the following statements about the evaluating prospecting activities is most accurate?

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.

Which of the following statements is untrue regarding cold canvassing?

The characteristics of a firm's best customers or the perfect customer is referred to as the __________customer profile.

In general, most prospects are eager to meet with salespeople.

Most buyers will readily welcome salespeople involved in cold canvassing.

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

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

Gina, a salesperson for ABC Corp., spends a lot of time "interviewing" her prospects so she can learn their names, interests, and job responsibilities. Gina should probably spend more time:

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

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

Which of the following statements about strategic prospecting 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

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