Question 1

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

Accepted Answer

A) True 
 B)False  True

Question 2

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  True

Question 3

The internet is a good tool for marketers but isn't capable of being used as a tool to generate leads.

Accepted Answer

A) True 
 B)False  False

Question 4

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

Accepted Answer

A)  A need for the product or service (sales offering) 
B)  Financial wherewithal to make a purchase 
C)  An important role in the purchase decision process 
D)  Has the prospect been a customer before 
E)  All of the above are primary criteria 
A)  A need for the product or service (sales offering) 
B)  Financial wherewithal to make a purchase 
C)  An important role in the purchase decision process 
D)  Has the prospect been a customer before 
E)  All of the above are primary criteria

Question 5

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

Accepted Answer

Strategic

Question 6

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

Accepted Answer

A)  Referral list 
B)  Tracking system 
C)  List of lead generation methods 
D)  List of prospecting methods 
E)  A list of customers who provide her referrals 
A)  Referral list 
B)  Tracking system 
C)  List of lead generation methods 
D)  List of prospecting methods 
E)  A list of customers who provide her referrals

Question 7

Which the following best describes the process of strategic prospecting?

Accepted Answer

A)  The process of locating new customers 
B)  The process of generating leads 
C)  The process of identifying, qualifying, and prioritizing sales opportunities 
D)  The process of turning prospects into customers 
E)  None of the above described prospecting 
A)  The process of locating new customers 
B)  The process of generating leads 
C)  The process of identifying, qualifying, and prioritizing sales opportunities 
D)  The process of turning prospects into customers 
E)  None of the above described prospecting

Question 8

________________salespeople refers to a salesperson selling noncompeting products.

Accepted Answer

Noncompeti

Question 9

Salespeople should continuously evaluate their prospecting plans and methods.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A)  They have a fear of rejection. 
B)  They dislike dealing with people. 
C)  Actually, most salespeople like prospecting. 
D)  All of the above are correct. 
E)  None of the above is correct. 
A)  They have a fear of rejection. 
B)  They dislike dealing with people. 
C)  Actually, most salespeople like prospecting. 
D)  All of the above are correct. 
E)  None of the above is correct.

Question 11

_______________refers to contacting the sales lead unannounced and with little or no information about the lead.

Accepted Answer

Cold Calli

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is a major advantage that the advertising inquiry method of obtaining leads has over outbound telephone inquiries?

Accepted Answer

A)  It's less expensive 
B)  The advertising method helps qualify the lead for the salesperson 
C)  It's easy to target specific organizations 
D)  All of the above are advantages 
E)  None of the above are advantages 
A)  It's less expensive 
B)  The advertising method helps qualify the lead for the salesperson 
C)  It's easy to target specific organizations 
D)  All of the above are advantages 
E)  None of the above are advantages

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

In order for a lead to be considered a sales prospect, the lead needs to be ready to make a purchase within a short time frame.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A)  Salespeople should evaluate their prospecting activities once a year. 
B)  Salespeople should evaluate their prospecting activities twice a year. 
C)  Salespeople should have their sales managers evaluate their prospecting activities twice a year. 
D)  Salespeople should evaluate their prospecting activities continuously. 
E)  None of the above are accurate. 
A)  Salespeople should evaluate their prospecting activities once a year. 
B)  Salespeople should evaluate their prospecting activities twice a year. 
C)  Salespeople should have their sales managers evaluate their prospecting activities twice a year. 
D)  Salespeople should evaluate their prospecting activities continuously. 
E)  None of the above are accurate.

Question 17

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.

Accepted Answer

A) True 
 B)False

Question 18

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.

Accepted Answer

The answer of A _________ is a name of a...

Question 19

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:

Accepted Answer

A)  Talking about her product. 
B)  Talking about her company. 
C)  Talking about herself. 
D)  Obtaining precall information on the prospect. 
E)  Obtaining leads from better sources. 
A)  Talking about her product. 
B)  Talking about her company. 
C)  Talking about herself. 
D)  Obtaining precall information on the prospect. 
E)  Obtaining leads from better sources.

Question 20

The sales funnel is useful for understanding strategic prospecting.

Accepted Answer

A) True 
 B)False

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

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 internet is a good tool for marketers but isn't capable of being used as a tool to generate leads.

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

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

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

Which the following best describes the process of strategic prospecting?

________________salespeople refers to a salesperson selling noncompeting products.

Salespeople should continuously evaluate their prospecting plans and methods.

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

_______________refers to contacting the sales lead unannounced and with little or no information about the lead.

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

Which of the following is a major advantage that the advertising inquiry method of obtaining leads has over outbound telephone inquiries?

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

In order for a lead to be considered a sales prospect, the lead needs to be ready to make a purchase within a short time frame.

Which of the following statements about 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.

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.

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:

The sales funnel is useful for understanding strategic prospecting.

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

Filters

Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

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

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 internet is a good tool for marketers but isn't capable of being used as a tool to generate leads.

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

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

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

Which the following best describes the process of strategic prospecting?

________________salespeople refers to a salesperson selling noncompeting products.

Salespeople should continuously evaluate their prospecting plans and methods.

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

_______________refers to contacting the sales lead unannounced and with little or no information about the lead.

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

Which of the following is a major advantage that the advertising inquiry method of obtaining leads has over outbound telephone inquiries?

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

In order for a lead to be considered a sales prospect, the lead needs to be ready to make a purchase within a short time frame.

Which of the following statements about 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.

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.

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:

The sales funnel is useful for understanding strategic prospecting.

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

Filters