Question 1

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

Accepted Answer

A)  Harris Directory 
B)  Moody's Industrial Directory 
C)  Thomas Register of American Manufacturers 
D)  Standard & Poor's Register of Corporations, Directors, and Executives 
E)  Company records 
A)  Harris Directory 
B)  Moody's Industrial Directory 
C)  Thomas Register of American Manufacturers 
D)  Standard & Poor's Register of Corporations, Directors, and Executives 
E)  Company records

Question 2

Sales leads are, by definition, qualified sales leads.

Accepted Answer

A) True 
 B)False

Question 3

Outbound telemarketing is a form of cold calling.

Accepted Answer

A) True 
 B)False

Question 4

The first stage of obtaining precall information focuses on the contact.

Accepted Answer

A) True 
 B)False

Question 5

Once salespeople have qualified their prospects, they should:

Accepted Answer

A)  Develop a prospecting strategy 
B)  Call on the qualified prospect 
C)  Send the qualified prospect a sales letter 
D)  Begin gathering precall information 
E)  Ask the qualified prospect for referrals 
A)  Develop a prospecting strategy 
B)  Call on the qualified prospect 
C)  Send the qualified prospect a sales letter 
D)  Begin gathering precall information 
E)  Ask the qualified prospect for referrals

Question 6

The part of the strategic processing plan necessary for effectively evaluating the relative success of the plan is referred to as the ________ system.

Accepted Answer

The answer of The part of the strategic processing plan...

Question 7

The characteristics of a firm's best customers or the perfect customer are referred to as the __________customer profile.

Accepted Answer

The answer of The characteristics of a firm's best customers...

Question 8

______________in any organization screen their bosses' calls and sometimes are curt and even rude.

Accepted Answer

The answer of ______________in any organization screen their bosses' calls...

Question 9

Susan is a well-known influential person who is able to help salespeople prospect and gain leads. In this context, Susan is referred to as a __________________.

Accepted Answer

The answer of Susan is a well-known influential person who...

Question 10

Salespeople from non-competing companies can be a good source for getting leads.

Accepted Answer

A) True 
 B)False

Question 11

Suppose a salesperson asks you why a tracking system is important to prospecting, which of the following is probably the best answer?

Accepted Answer

A)  The tracking system will allow you to track the progress of your customers. 
B)  The tracking system will allow you to limit the time you spend prospecting. 
C)  The tracking system will improve your image with management. 
D)  The tracking system will allow you to monitor the effectiveness of your various prospecting methods so that you can make adjustments accordingly. 
E)  Both b and c are correct. 
A)  The tracking system will allow you to track the progress of your customers. 
B)  The tracking system will allow you to limit the time you spend prospecting. 
C)  The tracking system will improve your image with management. 
D)  The tracking system will allow you to monitor the effectiveness of your various prospecting methods so that you can make adjustments accordingly. 
E)  Both b and c are correct.

Question 12

It's important for salespeople to understand their buyers' communication styles.

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A)  Sales leads 
B)  Certified Sales Leads (CSL) 
C)  Customers 
D)  Hot prospects 
E)  None of the above. 
A)  Sales leads 
B)  Certified Sales Leads (CSL) 
C)  Customers 
D)  Hot prospects 
E)  None of the above.

Question 14

Which of the following statements about strategic prospecting is untrue?

Accepted Answer

A)  An objective of strategic prospecting is to improve the salesperson's efficiency. 
B)  Prospecting can be very discouraging. 
C)  With respect to business-to-business selling, most salespeople will never have to prospect. 
D)  Prospecting involves generating and qualifying leads. 
E)  All of the above statements are accurate. 
A)  An objective of strategic prospecting is to improve the salesperson's efficiency. 
B)  Prospecting can be very discouraging. 
C)  With respect to business-to-business selling, most salespeople will never have to prospect. 
D)  Prospecting involves generating and qualifying leads. 
E)  All of the above statements are accurate.

Question 15

Strategic prospecting improves prospecting effectiveness while slightly reducing efficiency.

Accepted Answer

A) True 
 B)False

Question 16

Salespeople need to set sales goals, but they don't need to set prospecting goals.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following represents precall information about the prospective buyer that the salesperson may wish to obtain?

Accepted Answer

A)  Information about the prospect 
B)  Information about the prospect's organization 
C)  Information about the prospect's target markets 
D)  All of the above 
E)  Only a and b are correct 
A)  Information about the prospect 
B)  Information about the prospect's organization 
C)  Information about the prospect's target markets 
D)  All of the above 
E)  Only a and b are correct

Question 18

Networking is a relatively ineffective method for generating leads

Accepted Answer

A) True 
 B)False

Question 19

Although prospecting is important, most salespeople will need to limit the amount of time they spend doing it.

Accepted Answer

A) True 
 B)False

Question 20

______________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.

Accepted Answer

Strategic

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

Sales leads are, by definition, qualified sales leads.

Outbound telemarketing is a form of cold calling.

The first stage of obtaining precall information focuses on the contact.

Once salespeople have qualified their prospects, they should:

The part of the strategic processing plan necessary for effectively evaluating the relative success of the plan is referred to as the ________ system.

The characteristics of a firm's best customers or the perfect customer are referred to as the __________customer profile.

______________in any organization screen their bosses' calls and sometimes are curt and even rude.

Susan is a well-known influential person who is able to help salespeople prospect and gain leads. In this context, Susan is referred to as a __________________.

Salespeople from non-competing companies can be a good source for getting leads.

Suppose a salesperson asks you why a tracking system is important to prospecting, which of the following is probably the best answer?

It's important for salespeople to understand their buyers' communication styles.

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

Which of the following statements about strategic prospecting is untrue?

Strategic prospecting improves prospecting effectiveness while slightly reducing efficiency.

Salespeople need to set sales goals, but they don't need to set prospecting goals.

Which of the following represents precall information about the prospective buyer that the salesperson may wish to obtain?

Networking is a relatively ineffective method for generating leads

Although prospecting is important, most salespeople will need to limit the amount of time they spend doing it.

______________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.

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

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

Sales leads are, by definition, qualified sales leads.

Outbound telemarketing is a form of cold calling.

The first stage of obtaining precall information focuses on the contact.

Once salespeople have qualified their prospects, they should:

The part of the strategic processing plan necessary for effectively evaluating the relative success of the plan is referred to as the ________ system.

The characteristics of a firm's best customers or the perfect customer are referred to as the __________customer profile.

______________in any organization screen their bosses' calls and sometimes are curt and even rude.

Susan is a well-known influential person who is able to help salespeople prospect and gain leads. In this context, Susan is referred to as a __________________.

Salespeople from non-competing companies can be a good source for getting leads.

Suppose a salesperson asks you why a tracking system is important to prospecting, which of the following is probably the best answer?

It's important for salespeople to understand their buyers' communication styles.

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

Which of the following statements about strategic prospecting is untrue?

Strategic prospecting improves prospecting effectiveness while slightly reducing efficiency.

Salespeople need to set sales goals, but they don't need to set prospecting goals.

Which of the following represents precall information about the prospective buyer that the salesperson may wish to obtain?

Networking is a relatively ineffective method for generating leads

Although prospecting is important, most salespeople will need to limit the amount of time they spend doing it.

______________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.

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