Question 1

Matching
-"When will you be replacing your computer systems?"

Accepted Answer

A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question 
A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question I

Question 2

Studies show that the average company loses what percentage of customers each year?

Accepted Answer

A)  60-65% 
B)  75-80% 
C)  15-20% 
D)  25-30% 
E)  5-10% 
A)  60-65% 
B)  75-80% 
C)  15-20% 
D)  25-30% 
E)  5-10% C

Question 3

Matching
-Keeping detailed information on customers and using it to personalize the selling process

Accepted Answer

A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question 
A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question C

Question 4

Matching
-At the conclusion of a sale, the salesperson asks the customer for names of other people who might benefit from owning the product.

Accepted Answer

A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question 
A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question

Question 5

Matching
-A large exhibit of products common to one industry

Accepted Answer

A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question 
A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question

Question 6

Matching
-Used by new companies in order to win acceptance for new products or services

Accepted Answer

A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question 
A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question

Question 7

Matching
-A prospecting method used successfully by many banks, investment firms, accounting firms, and consulting companies

Accepted Answer

A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question 
A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question

Question 8

Matching
-Five steps; qualifying, needs analysis, presentation/proposal, negotiation and order

Accepted Answer

A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question 
A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question

Question 9

Matching
-Using telephone contact to prospect, qualify, sell and service customers

Accepted Answer

A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question 
A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question

Question 10

Matching
-Approach prospects in a orderly fashion

Accepted Answer

A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question 
A)  Trade Show 
B)  endless chain referrals 
C)  computerized databases 
D)  educational seminars 
E)  cold calling
F) telemarketing
G) sales process model
H) prospecting plan
I) qualifying question

Matching -"When will you be replacing your computer systems?"

Studies show that the average company loses what percentage of customers each year?

Matching -Keeping detailed information on customers and using it to personalize the selling process

Matching -At the conclusion of a sale, the salesperson asks the customer for names of other people who might benefit from owning the product.

Matching -A large exhibit of products common to one industry

Matching -Used by new companies in order to win acceptance for new products or services

Matching -A prospecting method used successfully by many banks, investment firms, accounting firms, and consulting companies

Matching -Five steps; qualifying, needs analysis, presentation/proposal, negotiation and order

Matching -Using telephone contact to prospect, qualify, sell and service customers

Matching -Approach prospects in a orderly fashion

Relationship Selling Opportunities in the Information Economy

Management of the Sales Force

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Ethics: The Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Filters

Exam 9: Developing and Qualifying a Prospect Base

Matching -"When will you be replacing your computer systems?"

Studies show that the average company loses what percentage of customers each year?

Matching -Keeping detailed information on customers and using it to personalize the selling process

Matching -At the conclusion of a sale, the salesperson asks the customer for names of other people who might benefit from owning the product.

Matching -A large exhibit of products common to one industry

Matching -Used by new companies in order to win acceptance for new products or services

Matching -A prospecting method used successfully by many banks, investment firms, accounting firms, and consulting companies

Matching -Five steps; qualifying, needs analysis, presentation/proposal, negotiation and order

Matching -Using telephone contact to prospect, qualify, sell and service customers

Matching -Approach prospects in a orderly fashion

Relationship Selling Opportunities in the Information Economy

Management of the Sales Force

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Ethics: The Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Filters