Question 1

When dealing with buying teams, the salesperson should attempt to identify the amount of influence each member exerts.

Accepted Answer

A) True 
 B)False

Question 2

What is the first step in a strategic prospecting plan?=

Accepted Answer

A)  set goals for prospecting activities 
B)  allocate specific times for prospecting activities 
C)  track results of prospecting activities 
D)  evaluate the effectiveness of prospecting activities 
A)  set goals for prospecting activities 
B)  allocate specific times for prospecting activities 
C)  track results of prospecting activities 
D)  evaluate the effectiveness of prospecting activities

Question 3

Published sources are rarely used for sales prospecting activities due to their inherent inaccuracies.

Accepted Answer

A) True 
 B)False

Question 4

What is the term for a summary of the characteristics of a firm's best customers or the perfect customer?

Accepted Answer

A)  an ideal customer profile 
B)  a certified sales lead 
C)  a customer purchasing criteria 
D)  a hot prospect list 
A)  an ideal customer profile 
B)  a certified sales lead 
C)  a customer purchasing criteria 
D)  a hot prospect list

Question 5

Inquiries as a result of advertising are a poor source of customer prospects due to self-selection.

Accepted Answer

A) True 
 B)False

Question 6

The strategic prospecting process is often illustrated as an inverted closed-end funnel.

Accepted Answer

A) True 
 B)False

Question 7

Why is a tracking system important to prospecting?

Accepted Answer

A)  The tracking system allows salespeople to track the progress of their existing customers. 
B)  The tracking system allows salespeople to limit the time they spend prospecting. 
C)  The tracking system allows salespeople to improve their image with management. 
D)  The tracking system allows salespeople to monitor the effectiveness of their various prospecting methods 
A)  The tracking system allows salespeople to track the progress of their existing customers. 
B)  The tracking system allows salespeople to limit the time they spend prospecting. 
C)  The tracking system allows salespeople to improve their image with management. 
D)  The tracking system allows salespeople to monitor the effectiveness of their various prospecting methods

Question 8

Networking with salespeople from noncompeting firms can be a productive method of prospecting for new business.

Accepted Answer

A) True 
 B)False

Question 9

What is the purpose of gathering precall information?

Accepted Answer

A)  to be used for the salesperson to decide whether to make the call or not 
B)  to be used to develop rapport with the prospect and eventually tailor the sales presentation to fit the buyer's needs 
C)  to be used to satisfy the legal requirements of the Freedom of Information Act of 1996 
D)  to be used to determine the best way to approach the prospect 
A)  to be used for the salesperson to decide whether to make the call or not 
B)  to be used to develop rapport with the prospect and eventually tailor the sales presentation to fit the buyer's needs 
C)  to be used to satisfy the legal requirements of the Freedom of Information Act of 1996 
D)  to be used to determine the best way to approach the prospect

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

What is the term for the prospecting method in which a salesperson's customers or prospects give him or her leads and provide a background letter?

Accepted Answer

A)  the introduction method 
B)  the cold canvassing method 
C)  the bird-dog method 
D)  the referral method 
A)  the introduction method 
B)  the cold canvassing method 
C)  the bird-dog method 
D)  the referral method

Question 12

Why can inviting prospective customers to a seminar create a good source of qualified prospects for a salesperson?

Accepted Answer

A)  A seminar can provide information that creates value for those customers who choose to attend. 
B)  Seminars are more effective than networking due to the larger numbers of people reached at one time. 
C)  Seminars can be combined with an outbound telemarketing program to create a low-pressure sales environment. 
D)  Seminars are similar to cold canvassing methods except when attempting to sell higher-value goods or services. 
A)  A seminar can provide information that creates value for those customers who choose to attend. 
B)  Seminars are more effective than networking due to the larger numbers of people reached at one time. 
C)  Seminars can be combined with an outbound telemarketing program to create a low-pressure sales environment. 
D)  Seminars are similar to cold canvassing methods except when attempting to sell higher-value goods or services.

Question 13

According to the textbook, what is the primary reason for a salesperson to create and use a strategic prospecting plan?

Accepted Answer

A)  to be as productive as possible in the given time 
B)  to shows a higher level of professionalism 
C)  to remaining competitive within your particular industry 
D)  to have a more reactive approach to managing sales 
A)  to be as productive as possible in the given time 
B)  to shows a higher level of professionalism 
C)  to remaining competitive within your particular industry 
D)  to have a more reactive approach to managing sales

Question 14

Getting past the gatekeeper in an organization to make contact with decision makers is one of a salesperson's greatest challenges with prospecting.

Accepted Answer

A) True 
 B)False

Question 15

With the exception of cold calling, a salesperson should always know the contact's name before making the sales call.

Accepted Answer

A) True 
 B)False

Question 16

In comparison to other prospecting methods, cold calling is highly inefficient.

Accepted Answer

A) True 
 B)False

Question 17

Prospects may be reluctant to see a salesperson if they have never heard of the salesperson's firm.

Accepted Answer

A) True 
 B)False

Question 18

Which statement provides the best rationale for prospecting for new business for most salespeople?

Accepted Answer

A)  to stay ahead of the competition 
B)  to keep sharp by practising selling skills 
C)  to replace lost customers and achieve sales growth targets 
D)  to keep productivity high by filling in the time between sales calls on existing customers 
A)  to stay ahead of the competition 
B)  to keep sharp by practising selling skills 
C)  to replace lost customers and achieve sales growth targets 
D)  to keep productivity high by filling in the time between sales calls on existing customers

Question 19

What is the term for the prospecting method in which a salesperson's customers or prospects give him or her leads?

Accepted Answer

A)  the introduction method 
B)  the cold calling method 
C)  the direct method 
D)  the referral method 
A)  the introduction method 
B)  the cold calling method 
C)  the direct method 
D)  the referral method

Question 20

The heart of a strategic prospecting plan is a tracking system that captures the information gathered as a result of prospecting activities.

Accepted Answer

A) True 
 B)False

When dealing with buying teams, the salesperson should attempt to identify the amount of influence each member exerts.

What is the first step in a strategic prospecting plan?=

Published sources are rarely used for sales prospecting activities due to their inherent inaccuracies.

What is the term for a summary of the characteristics of a firm's best customers or the perfect customer?

Inquiries as a result of advertising are a poor source of customer prospects due to self-selection.

The strategic prospecting process is often illustrated as an inverted closed-end funnel.

Why is a tracking system important to prospecting?

Networking with salespeople from noncompeting firms can be a productive method of prospecting for new business.

What is the purpose of gathering precall information?

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

What is the term for the prospecting method in which a salesperson's customers or prospects give him or her leads and provide a background letter?

Why can inviting prospective customers to a seminar create a good source of qualified prospects for a salesperson?

According to the textbook, what is the primary reason for a salesperson to create and use a strategic prospecting plan?

Getting past the gatekeeper in an organization to make contact with decision makers is one of a salesperson's greatest challenges with prospecting.

With the exception of cold calling, a salesperson should always know the contact's name before making the sales call.

In comparison to other prospecting methods, cold calling is highly inefficient.

Prospects may be reluctant to see a salesperson if they have never heard of the salesperson's firm.

Which statement provides the best rationale for prospecting for new business for most salespeople?

What is the term for the prospecting method in which a salesperson's customers or prospects give him or her leads?

The heart of a strategic prospecting plan is a tracking system that captures the information gathered as a result of prospecting activities.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Planning Sales Dialogues and Presentations

Sales Dialogue

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value

Sales Management and Sales 2.0

Filters

Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

When dealing with buying teams, the salesperson should attempt to identify the amount of influence each member exerts.

What is the first step in a strategic prospecting plan?=

Published sources are rarely used for sales prospecting activities due to their inherent inaccuracies.

What is the term for a summary of the characteristics of a firm's best customers or the perfect customer?

Inquiries as a result of advertising are a poor source of customer prospects due to self-selection.

The strategic prospecting process is often illustrated as an inverted closed-end funnel.

Why is a tracking system important to prospecting?

Networking with salespeople from noncompeting firms can be a productive method of prospecting for new business.

What is the purpose of gathering precall information?

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

What is the term for the prospecting method in which a salesperson's customers or prospects give him or her leads and provide a background letter?

Why can inviting prospective customers to a seminar create a good source of qualified prospects for a salesperson?

According to the textbook, what is the primary reason for a salesperson to create and use a strategic prospecting plan?

Getting past the gatekeeper in an organization to make contact with decision makers is one of a salesperson's greatest challenges with prospecting.

With the exception of cold calling, a salesperson should always know the contact's name before making the sales call.

In comparison to other prospecting methods, cold calling is highly inefficient.

Prospects may be reluctant to see a salesperson if they have never heard of the salesperson's firm.

Which statement provides the best rationale for prospecting for new business for most salespeople?

What is the term for the prospecting method in which a salesperson's customers or prospects give him or her leads?

The heart of a strategic prospecting plan is a tracking system that captures the information gathered as a result of prospecting activities.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Planning Sales Dialogues and Presentations

Sales Dialogue

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value

Sales Management and Sales 2.0

Filters