Question 1

Advertising inquiries are like inbound telemarketing in that the lead does some degree of self-qualifying.

Accepted Answer

A) True 
 B)False

Question 2

_____________ refers to sales leads generated from company advertising efforts.

Accepted Answer

A)  Company records. 
B)  Advertising inquiries 
C)  Advertising Prospects 
D)  Corporate Advertising Prospects (CAPs) 
E)  Company Advertising Prospects (CAPs) 
A)  Company records. 
B)  Advertising inquiries 
C)  Advertising Prospects 
D)  Corporate Advertising Prospects (CAPs) 
E)  Company Advertising Prospects (CAPs)

Question 3

A tracking system is important to prospecting, but it is not part of the strategic prospecting plan.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A)  Experiment with different prospecting methods 
B)  Develop a tracking system 
C)  Set specific objectives for numbers of new prospects in a specified time 
D)  Limit the amount of time you spend prospecting 
E)  All of the above 
A)  Experiment with different prospecting methods 
B)  Develop a tracking system 
C)  Set specific objectives for numbers of new prospects in a specified time 
D)  Limit the amount of time you spend prospecting 
E)  All of the above

Question 5

Bill is a salesperson who relies on his current customers to help him identify potential new customers. Bill relies on the __________ method for lead generation.

Accepted Answer

A)  Comprehensive 
B)  Referral 
C)  Company source 
D)  Customer Source Initiative (CSI) 
E)  Cold calling 
A)  Comprehensive 
B)  Referral 
C)  Company source 
D)  Customer Source Initiative (CSI) 
E)  Cold calling

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

Many organizations use both inbound and outbound telemarketing to generate leads.

Accepted Answer

A) True 
 B)False

Question 8

When gathering precall information, the history of the lead's business is not important.

Accepted Answer

A) True 
 B)False

Question 9

The prospecting method in which salespeople's customers or prospects give them leads is called what?

Accepted Answer

A)  Introduction method 
B)  Cold canvassing method 
C)  Bird dog method 
D)  Referral method 
E)  None of the above 
A)  Introduction method 
B)  Cold canvassing method 
C)  Bird dog method 
D)  Referral method 
E)  None of the above

Question 10

One approach to prioritizing sales prospects is to compare them to an ideal customer profile.

Accepted Answer

A) True 
 B)False

Question 11

It is possible to buy a customized list of leads.

Accepted Answer

A) True 
 B)False

Question 12

Prospects are typically impressed with salespeople who are prepared and know a lot about them and their company before the first meeting.

Accepted Answer

A) True 
 B)False

Question 13

Megan is a salesperson for an industrial chemical manufacturer. While reviewing her new leads, Megan learned that two of the leads just signed contracts with one of her major competitors. Which of the following best describes why Megan will not consider these two leads qualified prospects?

Accepted Answer

A)  They don't have the financial wherewithal to make a purchase 
B)  They don't have a need 
C)  They aren't the decision makers 
D)  They don't have the authority to make a purchase decision 
E)  They aren't in her company's target market 
A)  They don't have the financial wherewithal to make a purchase 
B)  They don't have a need 
C)  They aren't the decision makers 
D)  They don't have the authority to make a purchase decision 
E)  They aren't in her company's target market

Question 14

Sales leads are also referred to as suspects.

Accepted Answer

A) True 
 B)False

Question 15

Good salespeople don't need to prospect.

Accepted Answer

A) True 
 B)False

Question 16

While it is important to gain information on the prospect, it is relatively unimportant to gain any information on the prospect's organization prior to initiating sales dialogue.

Accepted Answer

A) True 
 B)False

Question 17

Craig is a salesperson for an industrial equipment company. Craig calls on factories and spends most of his time talking with equipment operators who work on the factory floor. While Craig is able to get the equipment operators interested in his products, he is often unable to make a sale. Craig needs to work on:

Accepted Answer

A)  Determining other purchase decision influencers. 
B)  Improving his products. 
C)  Improving his attitude. 
D)  His cold canvassing ability. 
E)  His record keeping. 
A)  Determining other purchase decision influencers. 
B)  Improving his products. 
C)  Improving his attitude. 
D)  His cold canvassing ability. 
E)  His record keeping.

Question 18

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

Accepted Answer

A)  Qualifying helps to reduce the amount of time salespeople spend calling on prospects who could never become customers. 
B)  Qualifying prospects increases the probability that the sales prospect will become a customer. 
C)  Qualifying prospects helps the salesperson separate those prospects who are more likely to buy from those who are less likely to buy. 
D)  Qualifying prospects provides salespeople with feedback regarding the effectiveness of their prospecting methods. 
E)  All of the above reflect why prospecting is important. 
A)  Qualifying helps to reduce the amount of time salespeople spend calling on prospects who could never become customers. 
B)  Qualifying prospects increases the probability that the sales prospect will become a customer. 
C)  Qualifying prospects helps the salesperson separate those prospects who are more likely to buy from those who are less likely to buy. 
D)  Qualifying prospects provides salespeople with feedback regarding the effectiveness of their prospecting methods. 
E)  All of the above reflect why prospecting is important.

Question 19

A strategic prospecting plan should include all of the following except?

Accepted Answer

A)  Proper time allocation 
B)  Goals 
C)  Evaluation method 
D)  Tracking system 
E)  All of the above are correct 
A)  Proper time allocation 
B)  Goals 
C)  Evaluation method 
D)  Tracking system 
E)  All of the above are correct

Question 20

One of the key advantages of trade shows is the generation of good leads.

Accepted Answer

A) True 
 B)False

Advertising inquiries are like inbound telemarketing in that the lead does some degree of self-qualifying.

_____________ refers to sales leads generated from company advertising efforts.

A tracking system is important to prospecting, but it is not part of the strategic prospecting plan.

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

Bill is a salesperson who relies on his current customers to help him identify potential new customers. Bill relies on the __________ method for lead generation.

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

Many organizations use both inbound and outbound telemarketing to generate leads.

When gathering precall information, the history of the lead's business is not important.

The prospecting method in which salespeople's customers or prospects give them leads is called what?

One approach to prioritizing sales prospects is to compare them to an ideal customer profile.

It is possible to buy a customized list of leads.

Prospects are typically impressed with salespeople who are prepared and know a lot about them and their company before the first meeting.

Megan is a salesperson for an industrial chemical manufacturer. While reviewing her new leads, Megan learned that two of the leads just signed contracts with one of her major competitors. Which of the following best describes why Megan will not consider these two leads qualified prospects?

Sales leads are also referred to as suspects.

Good salespeople don't need to prospect.

While it is important to gain information on the prospect, it is relatively unimportant to gain any information on the prospect's organization prior to initiating sales dialogue.

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

A strategic prospecting plan should include all of the following except?

One of the key advantages of trade shows is the generation of good leads.

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

Advertising inquiries are like inbound telemarketing in that the lead does some degree of self-qualifying.

_____________ refers to sales leads generated from company advertising efforts.

A tracking system is important to prospecting, but it is not part of the strategic prospecting plan.

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

Bill is a salesperson who relies on his current customers to help him identify potential new customers. Bill relies on the __________ method for lead generation.

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

Many organizations use both inbound and outbound telemarketing to generate leads.

When gathering precall information, the history of the lead's business is not important.

The prospecting method in which salespeople's customers or prospects give them leads is called what?

One approach to prioritizing sales prospects is to compare them to an ideal customer profile.

It is possible to buy a customized list of leads.

Prospects are typically impressed with salespeople who are prepared and know a lot about them and their company before the first meeting.

Megan is a salesperson for an industrial chemical manufacturer. While reviewing her new leads, Megan learned that two of the leads just signed contracts with one of her major competitors. Which of the following best describes why Megan will not consider these two leads qualified prospects?

Sales leads are also referred to as suspects.

Good salespeople don't need to prospect.

While it is important to gain information on the prospect, it is relatively unimportant to gain any information on the prospect's organization prior to initiating sales dialogue.

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

A strategic prospecting plan should include all of the following except?

One of the key advantages of trade shows is the generation of good leads.

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