Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

Drew is a salesperson for a company that manufactures bed liners for pickup trucks. Drew relies on his friend Susan, a salesperson for a local truck dealership, for leads. Susan calls Drew and lets him know when someone has purchased a new pickup truck. What is the term for Drew's source of leads?

(Multiple Choice)

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Question 81

With respect to the strategic prospecting process, what is the difference between a sales lead (suspect) and a sales prospect?

(Multiple Choice)

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Question 82

Suppose you are a salesperson working for a manufacturer of business machinery. While gathering precall information you learn that a prospect you are preparing to call on is actually a member of a buying team. Which statement best represents what you should do next?

(Multiple Choice)

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Question 83

In which prospecting method do salespeople seek to obtain leads from thought leaders?

(Multiple Choice)

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Question 84

CRM is an acronym for Current Relationship Management.

(True/False)

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Question 85

Which statement provides the best rationale of allocating time for prospecting for new business on a consistent basis?

(Multiple Choice)

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Question 86

Conducting product or service seminars can be a good source of customer prospects because those who attend have chosen to be there.

(True/False)

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Question 87

Why is the strategic prospecting process often viewed as a sales funnel?

(Multiple Choice)

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Question 88

Organizations or individuals who might possibly purchase the product or service a salesperson offers are known as sales prospects.

(True/False)

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Question 89

Many organizations use both inbound and outbound telemarketing to generate leads.

(True/False)

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Question 90

The use of social media is considered a valuable information source for salespeople.

(True/False)

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Question 91

Outbound telemarketing is a form of cold calling.

(True/False)

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Question 92

The person who controls the flow of information between the salesperson and the contact is called the gatekeeper.

(True/False)

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Question 93

For most salespeople, achieving sales growth objectives requires finding a balance between generating additional business from existing customers and finding new customers.

(True/False)

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Question 94

Of the sales prospecting methods listed below, which is likely to be the least efficient in terms of finding sales leads with a high probability of becoming customers?

(Multiple Choice)

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Question 95

What method of locating sales prospects involves the prospect calling the company to get information?

(Multiple Choice)

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Question 96

Showing 81 - 96 of 96

Drew is a salesperson for a company that manufactures bed liners for pickup trucks. Drew relies on his friend Susan, a salesperson for a local truck dealership, for leads. Susan calls Drew and lets him know when someone has purchased a new pickup truck. What is the term for Drew's source of leads?

With respect to the strategic prospecting process, what is the difference between a sales lead (suspect) and a sales prospect?

Suppose you are a salesperson working for a manufacturer of business machinery. While gathering precall information you learn that a prospect you are preparing to call on is actually a member of a buying team. Which statement best represents what you should do next?

In which prospecting method do salespeople seek to obtain leads from thought leaders?

CRM is an acronym for Current Relationship Management.

Which statement provides the best rationale of allocating time for prospecting for new business on a consistent basis?

Conducting product or service seminars can be a good source of customer prospects because those who attend have chosen to be there.

Why is the strategic prospecting process often viewed as a sales funnel?

Organizations or individuals who might possibly purchase the product or service a salesperson offers are known as sales prospects.

Many organizations use both inbound and outbound telemarketing to generate leads.

The use of social media is considered a valuable information source for salespeople.

Outbound telemarketing is a form of cold calling.

The person who controls the flow of information between the salesperson and the contact is called the gatekeeper.

For most salespeople, achieving sales growth objectives requires finding a balance between generating additional business from existing customers and finding new customers.

Of the sales prospecting methods listed below, which is likely to be the least efficient in terms of finding sales leads with a high probability of becoming customers?

What method of locating sales prospects involves the prospect calling the company to get information?

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

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