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.

Natalie has been a salesperson for the past two years. Although prospecting is a big part of her job, she is not sure how well her prospecting methods are working. What should she develop?

Even when dealing with a buying team, the salesperson should focus his or her attention on one person to improve communication.

According to the textbook, the main reason that salespeople dislike prospecting is that it is too time-consuming in comparison to the results generated.

Which sales prospecting method uses centres of influence, noncompeting salespeople, and online resources such as social media?

The basic purpose of strategic prospecting is to identify leads.

Highly productive salespeople have much narrower sales funnel bottoms than less productive salespeople.

Which sales prospecting method uses company records, advertising and telephone inquiries, trade shows, and seminars?

Most salespeople should ignore looking at company records as a sales prospecting method due to its low efficiency in generating new business.

According to the textbook, how is the strategic prospecting process often viewed?

The first step in developing a strategic prospecting plan is to allocate time for prospecting activities.

The use of social media as a valuable information source has been increasing in recent years .

Facebook, LinkedIn, and blogs offer very little useful information to sales people.

The characteristics of a firm's best customers, or the perfect customer, are known as the ideal customer profile.

What is the third step of a strategic prospecting plan?

The more the salesperson knows about his or her qualified prospects, the better the chance he or she has of developing successful relationships with those prospects.

With respect to sales prospecting, the only difference between a "suspect" and a prospect is how much money the person has available to spend on the product or service in consideration.

Simon is a salesperson for XYZ Corporation. His territory includes 50 established accounts, which he calls on regularly. Although Simon is supposed to allocate some time to prospecting on a regular basis, he would rather call on his existing accounts. According to the textbook, why is Simon most likely to resist prospecting?

Huda is a salesperson for ABC Company and has had trouble prospecting effectively. Approximately 70 percent of the leads she contacts do not have any influence in the purchase decision process. What is Huda most likely having trouble with?

The basic purpose of strategic prospecting is to help salespeople determine the best sales opportunities in the most efficient way.