Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

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

A prospecting plan should include specific objectives for numbers of new prospects in specified time periods.

Which of the following is not one of the common secondary lead sources?

Organizations can generate leads through advertising.

One of the reasons salespeople dislike prospecting is fear of rejection.

With the exception of cold calling, a salesperson should always know the contacts name before making the sales call.

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?

The primary objective of strategic prospecting is to identify leads.

____________ 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.

In order for a lead to be considered a suspect, it must have a need for the salesperson's product.

After determining a list of sales prospects, a salesperson should prioritize those prospects.

Which of the following social networking tools may be used by salespeople to generate leads?

Leads that meet or exceed screening criteria established by the salesperson or the sales organization are called what?

Most buyers will readily welcome salespeople involved in cold canvassing.

The primary objective of strategic prospecting is to identify qualified prospects.

Salespeople should gather a variety of types of information about their prospects, but that information should be limited to their role as a business person and not about their personal lives.

The focal point or objective of an effective strategic prospecting plan should be the ___________ stating the number of qualified prospect to be generated.

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:

The most effective salespeople set prospecting priorities

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: