Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

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.

According to the textbook, with respect to prospecting methods, which of the following best summarizes the effectiveness of published sources such as directories and commercial lead lists?

What is the process designed to identify, qualify, and prioritize sales opportunities from new customers or additional business from existing customers?

According to the textbook, once potential customers have been identified, what should a salesperson do next?

What is the term for 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?

Salespeople should be nice to gatekeepers because they can be good sources for obtaining critical precall confirmation.

What could a salesperson using the cold calling method of sales prospecting do to improve his or her efficiency in finding sales leads with a high probability of becoming customers?

Using referrals and introductions does not improve the efficiency of cold canvassing.

Which sales prospecting method involves calling on sales leads unannounced and using referrals and introductions?

Good salespeople do not need to prospect, as customers come to them.

Which form of locating prospects brings the prospect to the salesperson?

The advent of electronic networking has made prospecting for new business even more difficult.

Craig is a salesperson for an industrial equipment company. He 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. What does Craig need to work on?

In general, most prospects are eager to meet with salespeople.

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

Information collected about prospects prior to the meeting and throughout the trust-based sales process should be accumulated and updated on a regular basis.

From a sales manager's perspective, what is the essential difference between a sales lead (suspect) and a sales prospect?

Gina, a salesperson for ABC Corp., spends a lot of time interviewing her prospects so she can learn their names, interests, and job responsibilities. What should Gina probably spend more time doing?

As the complexity of the purchase decision increases, the probability of there being more than one person influencing the decision increases.

According to the textbook, which statement best summarizes the effectiveness of social media as a sales prospecting method?