Question 1

Why is it important for most salespeople to spend at least some time prospecting?

Accepted Answer

A)  Because finding new customers is easier than keeping existing customers. 
B)  Because it is likely that they will lose some of their existing customers over time. 
C)  Because the existing customer base may not be sufficient to generate desired future revenues. 
D)  All the above are correct. 
E)  Both b and c are correct. 
A)  Because finding new customers is easier than keeping existing customers. 
B)  Because it is likely that they will lose some of their existing customers over time. 
C)  Because the existing customer base may not be sufficient to generate desired future revenues. 
D)  All the above are correct. 
E)  Both b and c are correct.

Question 2

Once salespeople have qualified their prospects, they should:

Accepted Answer

A)  Develop a prospecting strategy 
B)  Call on the qualified prospect 
C)  Send the qualified prospect a sales letter 
D)  Begin gathering precall information 
E)  Ask the qualified prospect for referrals 
A)  Develop a prospecting strategy 
B)  Call on the qualified prospect 
C)  Send the qualified prospect a sales letter 
D)  Begin gathering precall information 
E)  Ask the qualified prospect for referrals

Question 3

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 4

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 5

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

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

The answer of _______________telemarketing is a source of locating prospects...

Question 7

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 __________________.

Accepted Answer

The answer of Susan is a well known influential person...

Question 8

Which of the following is not typically a source of sales leads?

Accepted Answer

A)  Referrals 
B)  Non-competing salespeople 
C)  Telephone inquiries 
D)  Competitor's salespeople 
E)  Professional organizations 
A)  Referrals 
B)  Non-competing salespeople 
C)  Telephone inquiries 
D)  Competitor's salespeople 
E)  Professional organizations

Question 9

Which of the following is not a potential source of sales leads?

Accepted Answer

A)  Cold calling 
B)  Non-competing salespeople 
C)  Centers of Influence 
D)  Referrals 
E)  All of the above are potential sources of sales leads. 
A)  Cold calling 
B)  Non-competing salespeople 
C)  Centers of Influence 
D)  Referrals 
E)  All of the above are potential sources of sales leads.

Question 10

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:

Accepted Answer

A)  determining other purchase decision influencers. 
B)  improving his products. 
C)  improving his attitude. 
D)  his cold canvassing ability. 
E)  his record keeping. 
A)  determining other purchase decision influencers. 
B)  improving his products. 
C)  improving his attitude. 
D)  his cold canvassing ability. 
E)  his record keeping.

Question 11

Prospects may be reluctant to see a salesperson if they've never heard of the salesperson's firm.

Accepted Answer

A) True 
 B)False

Question 12

Salespeople need to spend some time prospecting on a regular basis because there's typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

Accepted Answer

A) True 
 B)False

Question 13

The primary objective of strategic prospecting is to identify leads.

Accepted Answer

A) True 
 B)False

Question 14

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 15

Salespeople should periodically evaluate their prospecting plans and methods.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is not one of the reasons buyers may not want to see salespeople?

Accepted Answer

A)  They may have never heard of the salesperson's firm. 
B)  Buyers may have their own deadlines with other issues . . . and are not receptive. 
C)  Buyers are looking for ways to solve problems, and salespeople add to the problems. 
D)  Buyers are constantly getting calls from salespeople and do not have time to see them all. 
E)  They may have just bought the salesperson's product category, and there is presently no need. 
A)  They may have never heard of the salesperson's firm. 
B)  Buyers may have their own deadlines with other issues . . . and are not receptive. 
C)  Buyers are looking for ways to solve problems, and salespeople add to the problems. 
D)  Buyers are constantly getting calls from salespeople and do not have time to see them all. 
E)  They may have just bought the salesperson's product category, and there is presently no need.

Question 18

The focal point of an effective strategic prospecting plan should be to ________________.

Accepted Answer

The answer of The focal point of an effective strategic...

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

Steve is a salesperson for a large consumer products manufacturer. Steve has just taken over at new territory and is looking to begin the prospecting process. The first thing Steve should do is develop a:

Accepted Answer

A)  A list of leads 
B)  A list of qualified prospects 
C)  A strategic prospecting plan 
D)  A strategic business plan 
E)  A territory plan 
A)  A list of leads 
B)  A list of qualified prospects 
C)  A strategic prospecting plan 
D)  A strategic business plan 
E)  A territory plan

Why is it important for most salespeople to spend at least some time prospecting?

Once salespeople have qualified their prospects, they should:

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

What is the goal of strategic prospecting?

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

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

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 __________________.

Which of the following is not typically a source of sales leads?

Which of the following is not a potential source of sales leads?

Prospects may be reluctant to see a salesperson if they've never heard of the salesperson's firm.

Salespeople need to spend some time prospecting on a regular basis because there's typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

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?

Salespeople should periodically evaluate their prospecting plans and methods.

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

Which of the following is not one of the reasons buyers may not want to see salespeople?

The focal point of an effective strategic prospecting plan should be to ________________.

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

Steve is a salesperson for a large consumer products manufacturer. Steve has just taken over at new territory and is looking to begin the prospecting process. The first thing Steve should do is develop a:

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

Why is it important for most salespeople to spend at least some time prospecting?

Once salespeople have qualified their prospects, they should:

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

What is the goal of strategic prospecting?

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

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

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 __________________.

Which of the following is not typically a source of sales leads?

Which of the following is not a potential source of sales leads?

Prospects may be reluctant to see a salesperson if they've never heard of the salesperson's firm.

Salespeople need to spend some time prospecting on a regular basis because there's typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

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?

Salespeople should periodically evaluate their prospecting plans and methods.

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

Which of the following is not one of the reasons buyers may not want to see salespeople?

The focal point of an effective strategic prospecting plan should be to ________________.

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

Steve is a salesperson for a large consumer products manufacturer. Steve has just taken over at new territory and is looking to begin the prospecting process. The first thing Steve should do is develop a:

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