Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

____________ is a variation of the referral where, in addition to requesting the names of prospects, the salesperson asks the prospect or customer to prepare a note or letter of introduction that can be sent to the potential customer.

Even if they are a member of a buying team, the contact (who the salesperson is calling on) always has the most influence over the buying decision.

Salespeople should incorporate a tracking system into their prospecting plans.

Which of the following is not one of the primary criteria for qualified prospects?

It is possible to buy a customized list of leads.

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

Suppose you are a salesperson working for a manufacturer of business machinery. While gathering precall information you learn that a prospect you're preparing to call on is actually a member of a buying team. Which of the following best represents what you should do next?

_____________is a graphical representation of the trust-based sales process and strategic sales prospecting process in the form of a funnel.

______________is a process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers.

Steve is a salesperson for XYZ Corporation. His territory includes 50 established accounts which he calls on regularly. Although Steve is supposed to allocate some time to prospecting, he'd rather call on his existing accounts. Like many salespeople in his position, Steve resists prospecting because: