Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

With respect to strategic prospecting, salespeople should ___________________ so that they can track the results from using different prospecting methods.

(Short Answer)

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Question 21

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

(True/False)

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Question 22

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

(Multiple Choice)

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Question 23

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

(Short Answer)

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Question 24

Karen is a salesperson for a large industrial equipment company. Most of her existing and potential customers are geographically dispersed across North America. Which of the following would probably be her best method of prospecting?

(Multiple Choice)

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Question 25

Before sending out resumes or attending job interviews, what sort of precall information should you obtain?

(Multiple Choice)

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Question 26

Sales leads are also known as _______________

(Multiple Choice)

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Question 27

Which of the following sequences related to prospecting is accurate?

(Multiple Choice)

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Question 28

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

(Multiple Choice)

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Question 29

Organizations or individuals who might potentially purchase the product or service a salesperson offers are called ______________.

(Short Answer)

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Question 30

The Ideal Customer Profile refers to the characteristics of a firm's best customer or the perfect customer.

(True/False)

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Question 31

Which of the following statements about strategic prospecting is untrue?

(Multiple Choice)

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Question 32

The two broad categories of published sources for leads described in the text include directories and ________________________.

(Short Answer)

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Question 33

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

(Multiple Choice)

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Question 34

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

(Multiple Choice)

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Question 35

Although salespeople often dislike prospecting, it is the only way to increase revenue.

(True/False)

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Question 36

Susan is a salesperson for ABC company and has trouble prospecting effectively. Approximately 70% of the leads she contacts don't have any influence in the purchase decision process. Sandy is most likely having trouble

(Multiple Choice)

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Question 37

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

(Multiple Choice)

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Question 38

The strategic prospecting process is often viewed as a:

(Multiple Choice)

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Question 39

Bill is a salesperson who spends about half of his time prospecting. Bill is successful at prospecting because he is able to readily identify which prospecting activities are successful and which aren't. Bill's success at prospecting is based on his ability to:

(Multiple Choice)

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Question 40

Showing 21 - 40 of 123

With respect to strategic prospecting, salespeople should ___________________ so that they can track the results from using different prospecting methods.

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 not a potential source of sales leads?

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

Karen is a salesperson for a large industrial equipment company. Most of her existing and potential customers are geographically dispersed across North America. Which of the following would probably be her best method of prospecting?

Before sending out resumes or attending job interviews, what sort of precall information should you obtain?

Sales leads are also known as _______________

Which of the following sequences related to prospecting is accurate?

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

Organizations or individuals who might potentially purchase the product or service a salesperson offers are called ______________.

The Ideal Customer Profile refers to the characteristics of a firm's best customer or the perfect customer.

Which of the following statements about strategic prospecting is untrue?

The two broad categories of published sources for leads described in the text include directories and ________________________.

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

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

Although salespeople often dislike prospecting, it is the only way to increase revenue.

Susan is a salesperson for ABC company and has trouble prospecting effectively. Approximately 70% of the leads she contacts don't have any influence in the purchase decision process. Sandy is most likely having trouble

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

The strategic prospecting process is often viewed as a:

Bill is a salesperson who spends about half of his time prospecting. Bill is successful at prospecting because he is able to readily identify which prospecting activities are successful and which aren't. Bill's success at prospecting is based on his ability to:

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

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