Exam 9: Developing and Qualifying Prospects and Accounts

Networking is another word for prospecting.

Using an existing customer as an intermediary (presentation of a letter or note)can reduce the amount of time spent on prospecting.

Which of the following is true regarding prospecting at trade shows?

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 will the sales cycle in this new territory most likely compare in length to the cycle in the established territories of Grackin Corporation?

A prospect list from a CRM database is likely to include which kinds of information?

A sales representative has contacted all companies in his territory in the target industry and is concerned that the territory may be saturated. -How could the sales representative use CRM technology to pinpoint companies that might have more untapped buyers?

A salesperson with sales intelligence will most likely be able to create value for a prospect by having an understanding of the:

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 should Charles most likely do?

Which term refers to a salesperson's brief,cold call opener that summarizes the salesperson's product and company?

The "endless chain" prospecting technique is easy to use because it fits naturally into most sales presentations.

When you build value into your sales process,you increase the odds that the customer will give you a referral.

The use of friends and acquaintances is not an acceptable way to build a prospect base.

Which of the following is true regarding doing business in Germany?

Andrew McIlhern, a software sales representative, is not happy about giving up two days of making sales calls to work his company's booth in the exhibit hall of a major regional trade show. When Andrew consults with his company's exhibit manager, however, she urges him to use the time to prospect wisely. -From the base of prospects Andrew makes at the trade show,he closes twice as many sales as normal,and he cuts his sales cycle in half.What most likely explains this?

The sales funnel model of classifying prospects involves:

Describe the major benefits of using a computerized database as a source of prospects.

Andrew McIlhern, a software sales representative, is not happy about giving up two days of making sales calls to work his company's booth in the exhibit hall of a major regional trade show. When Andrew consults with his company's exhibit manager, however, she urges him to use the time to prospect wisely. -How can Andrew use those two days in the exhibit hall to increase his pipeline?

The process of identifying prospects that should be contacted is called ________.

Which term best refers to a well-connected person who does not make the buying decision but has an impact on the person who does?

Experts recommend conducting business in the process of networking to ensure that solid prospects are developed quickly and efficiently.