Exam 9: Developing and Qualifying Prospects and Accounts

A sales manager runs what she calls "an all-out blitz" with her department to focus on closing sales in the last month of the third quarter. Her department exceeded its quota by 20%. The strategy involved a focus on closing as many pending sales as possible and moving customers in the evaluation stage to the buying stage. During the fourth quarter, the team closed fewer sales than in the third quarter and only generated 50% of the amount that was made in the third quarter. -What critical error did the sales manager most likely make in the all-out blitz month?

Qualifying is the process of identifying prospects who should be contacted.

A major barrier to prospecting is time.Therefore,salespeople should:

Salesforce.com is a leading provider of:

Which publication would most likely provide a salesperson with detailed information on the citizens of a specific community?

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. -After an educational seminar,Grackin sales representatives are excited because they experience a major increase in the number of potential prospects. However,Anita,the Grackin sales manager,makes the following statement to the sales team: "The sheer number of prospects a sales representative cultivates does not necessarily indicate the quality of the sales representative's pipeline." What does Anita most likely mean?

In most selling situations,prospecting begins with a study of the market for your product or service.