Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

A _________ is a name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.

A _____________________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.

Although prospecting is important, most salespeople will need to limit the amount of time they spend doing it.

While it is important to gain information on the prospect, it is relatively unimportant to gain and information on the prospects organization prior to initiating sales dialogue.

Which of the following sequences related to prospecting is accurate?

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

In order for a prospect to be considered qualified, they need to be ready to make a purchase within a short time frame.

When dealing with buying teams, the salesperson should attempt to identify the amount of influence each member exerts.

The person who controls the flow of information between the salesperson and the contact is called the gatekeeper.

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

Which of the following describes a common reason why salespeople dislike prospecting?

Natalie has been a salesperson for the past two years. A big part of her job as prospecting, yet she doesn't seem to have a good idea of how her prospecting methods are working. Natalie should develop a:

As the complexity of the purchase decision increases, the probability of there being more than one person influencing the decision increases.

The salespersons plan for gathering qualified prospects is referred to as a _______________________.

Suppose you are a salesperson and are about to begin prospecting. Which of the following things should you keep in mind?

Sales leads are, by definition, qualified sales leads.

Tracking systems often make it difficult for salespeople to evaluate the effectiveness of their prospecting methods.

Sales leads are also referred to as suspects.

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

________________salespeople refers to a salesperson selling noncompeting products.