Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

Even if that person is a member of a buying team, the contact (whom the salesperson is calling on) always has the most influence over the buying decision.

According to the textbook, why do salespeople often find it difficult to allocate time for prospecting?

What is the part of a strategic prospecting plan that records comprehensive information about the prospect, traces the prospecting methods used, and chronologically archives outcomes from any contacts with the prospect?

Due to the time involved, the strategic prospecting plan should not be evaluated on any more than an annual basis.

Which statement about evaluating prospecting activities is most accurate?

Salespeople should spend time prospecting on a regular basis because there is typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

What is the term for organizations or individuals who might possibly purchase the product or service a salesperson offers?

What method of locating sales prospects involves a salesperson or another company representative calling the prospect by telephone?

What is the term for an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision?

The process of searching out, collecting, and analyzing information to determine the likelihood of a sales lead being a good candidate for making a sale is known as qualifying.

Which sales prospecting method uses business and municipal directories and commercial lead lists?

Which statement best describes the basic purpose of strategic prospecting?

What has replaced cold calling as a major source of new customers?

Marc is a salesperson for a large consumer products manufacturer. He has just taken over a new territory and wants to begin the prospecting process. What is the first thing he should develop?

According to the textbook, social media such as Facebook and MySpace have proven to be excellent prospecting tools for salespeople.

What is the second step of a strategic prospecting plan?

Damien is a salesperson who relies on his current customers to help him identify potential new customers. Which method for lead generation is Damien relying on?

Although the salesperson will be dealing with the contact, it is extremely important for the salesperson to gain some information on the contact's company prior to making the sales call.

What is the fourth step of a strategic prospecting plan?

Once a prospect has been identified, a salesperson should attempt to make contact as soon as possible so that the lead does not go cold.