Exam 9: Developing and Qualifying Prospects and Accounts

When a salesperson asks a customer to prepare a note or letter of introduction that can be delivered to the potential customer,this person is using which prospecting method?

A key concept in networking is to:

What is qualifying? What are the basic questions that a salesperson should ask in the qualifying process?

The goal of prospecting is to build a prospect base made up of current and potential customers.

The procedure used to obtain names of potential prospects from current prospects and customers is called ________.

Many banks,accounting firms,and consulting companies use seminars to generate new prospects.

To increase the odds that customers will give referrals,a salesperson should most likely:

Cold calling can be an effective technique for reaching:

Networking,as it applies to the field of selling,is a method of prospecting that:

Educational seminars are most likely a good source of prospects because:

Charles Lin has just been hired by Frederick Company to replace a sales representative who is retiring after 40 years with the company. The older representative is training Charles on procedures and customers in his territory for three weeks before he retires, and Charles knows this is a huge opportunity to learn about the prospect base. When Charles asks which CRM system the company uses, the older representative says, "Everyone else here uses some computer program called Salesforce, but I won't touch it. I know my customers like the back of my hand! I never needed to write anything down." Charles is concerned. He used Salesforce in college and knows how vital it is to have customer information, sales records, preferences, and conversations recorded. He talks to the sales manager, who tells him the representative's sales were decent, and all his invoices came in, so they left him alone and never forced him to use the CRM system. -How does the retiring representative's decision to not use a CRM system most likely affect Frederick Company?

Joe Girard,popular sales trainer and consultant,used the "________" concept to illustrate the relationship between prospecting and the loss of customers due to attrition.

Charles Lin has just been hired by Frederick Company to replace a sales representative who is retiring after 40 years with the company. The older representative is training Charles on procedures and customers in his territory for three weeks before he retires, and Charles knows this is a huge opportunity to learn about the prospect base. When Charles asks which CRM system the company uses, the older representative says, "Everyone else here uses some computer program called Salesforce, but I won't touch it. I know my customers like the back of my hand! I never needed to write anything down." Charles is concerned. He used Salesforce in college and knows how vital it is to have customer information, sales records, preferences, and conversations recorded. He talks to the sales manager, who tells him the representative's sales were decent, and all his invoices came in, so they left him alone and never forced him to use the CRM system. -What will be the most likely outcome for Charles due to the retiring representative's lack of record-keeping?

A downside to focusing too much effort on prospects with little potential is:

In most cases,technicians,receptionists,bank tellers,and other non-sales personnel can do little to help with prospecting.

Grackin Corporation is expanding into a new territory in which they are not as well-known as they are in their current territories. As part of this new push, the sales director decides to use a strategy that involves making aggressive cold-calls and hosting frequent educational seminars. -How does Grackin most likely benefit from hosting educational seminars?

Grackin Corporation is expanding into a new territory in which they are not as well-known as they are in their current territories. As part of this new push, the sales director decides to use a strategy that involves making aggressive cold-calls and hosting frequent educational seminars. -Because cold calling does not immediately result in a high level of closed sales,some companies feel that it is worthless.However,when done correctly-by researching the prospect and keeping the call bright and focused-it can be a(n):

The practice of marketing goods and services through telephone contact is known as ________.

At-a-glance visualizations that define,monitor,and analyze the relationships existing in the pipeline or sales funnel are referred to as:

A balanced funnel involves: