Question 1

Which of the following would most likely be used by a sales manager to estimate the sales potential of a prospect?

Accepted Answer

A) telemarketing 
B) qualifying 
C) trade show 
D) SWOT analysis 
E) account analysis 
A) telemarketing 
B) qualifying 
C) trade show 
D) SWOT analysis 
E) account analysis E

Question 2

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?

Accepted Answer

A) It will be shorter,because the salespeople will be calling prospects to introduce the company. 
B) It will be shorter,because Grackin Corporation will not have to overcome false impressions. 
C) It will be longer,because the salespeople will have to introduce the company in cold calls instead of getting name recognition from prospects. 
D) It will be longer,because consumers in the new territory have not expressed a need for Grackin Corporation's products before. 
E) It will be the same,because sales presentations are independent of sales cycles. 
A) It will be shorter,because the salespeople will be calling prospects to introduce the company. 
B) It will be shorter,because Grackin Corporation will not have to overcome false impressions. 
C) It will be longer,because the salespeople will have to introduce the company in cold calls instead of getting name recognition from prospects. 
D) It will be longer,because consumers in the new territory have not expressed a need for Grackin Corporation's products before. 
E) It will be the same,because sales presentations are independent of sales cycles. C

Question 3

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

Accepted Answer

A) It is difficult to identify good prospects at trade shows. 
B) It is easier to identify good prospects and close sales at a trade show. 
C) Trade shows are too crowded to conduct presentations and close sales. 
D) It requires over five sales calls to close a sale from a trade show prospect. 
E) Trade show prospects are less motivated to buy than are other prospects. 
A) It is difficult to identify good prospects at trade shows. 
B) It is easier to identify good prospects and close sales at a trade show. 
C) Trade shows are too crowded to conduct presentations and close sales. 
D) It requires over five sales calls to close a sale from a trade show prospect. 
E) Trade show prospects are less motivated to buy than are other prospects. B

Question 4

An ________ outlines expected sales for a product or service to a specific target group over a specific period of time.

Accepted Answer

The answer of An ________ outlines expected sales for a...

Question 5

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

Accepted Answer

The answer of The process of identifying prospects that should...

Question 6

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?

Accepted Answer

A) A sales representative's pipeline is considered high quality when it contains prospects in multiple industries. 
B) Prospects are only valuable if they are qualified,so a few qualified prospects are better than many unqualified ones. 
C) Of all the prospects in a sales representative's pipeline,the only ones of value are the ones that make referrals to other buyers. 
D) Prospects are more valuable at different points in the pipeline,so it is impossible to determine the value of a sales representative's pipeline. 
E) A sales representative who works harder to convince prospects to buy will have a more valuable pipeline than one who simply tries to fill prospects' needs. 
A) A sales representative's pipeline is considered high quality when it contains prospects in multiple industries. 
B) Prospects are only valuable if they are qualified,so a few qualified prospects are better than many unqualified ones. 
C) Of all the prospects in a sales representative's pipeline,the only ones of value are the ones that make referrals to other buyers. 
D) Prospects are more valuable at different points in the pipeline,so it is impossible to determine the value of a sales representative's pipeline. 
E) A sales representative who works harder to convince prospects to buy will have a more valuable pipeline than one who simply tries to fill prospects' needs.

Question 7

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

Accepted Answer

Qualifying is the process of identifying

Question 8

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

Accepted Answer

A) Germany has been described as a "high context" culture. 
B) Dinner is the most common meal for business meetings. 
C) Flashy brochures have more impact than statistic-filled ones. 
D) There is a strong emphasis on punctuality in Germany. 
E) Non-verbal communication is more important than the words used to communicate. 
A) Germany has been described as a "high context" culture. 
B) Dinner is the most common meal for business meetings. 
C) Flashy brochures have more impact than statistic-filled ones. 
D) There is a strong emphasis on punctuality in Germany. 
E) Non-verbal communication is more important than the words used to communicate.

Question 9

The term social network most likely refers to a salesperson's:

Accepted Answer

A) direct and indirect contacts 
B) co-workers and managers 
C) closest clients 
D) industry affiliation groups 
E) alumni organization 
A) direct and indirect contacts 
B) co-workers and managers 
C) closest clients 
D) industry affiliation groups 
E) alumni organization

Question 10

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

Accepted Answer

A) utilizes the telephone and cold calling strategies 
B) remains popular only in the telecommunications field 
C) is seldom used today because of the rise of social media 
D) is considered unethical in most industries because of lawsuits 
E) relies on making contacts with people and profiting from the connections 
A) utilizes the telephone and cold calling strategies 
B) remains popular only in the telecommunications field 
C) is seldom used today because of the rise of social media 
D) is considered unethical in most industries because of lawsuits 
E) relies on making contacts with people and profiting from the connections

Question 11

Salesforce.com is a leading provider of:

Accepted Answer

A) industry research 
B) account metrics 
C) product development research 
D) CRM software 
E) payroll software 
A) industry research 
B) account metrics 
C) product development research 
D) CRM software 
E) payroll software

Question 12

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

Accepted Answer

A) try to avoid spending time available for actual selling on prospecting 
B) try to spend at least 50 percent of every week on prospecting 
C) get involved in prospecting only after completing all regular selling activities 
D) assign prospecting tasks to lower-level employees 
E) integrate prospecting activities with regular selling duties 
A) try to avoid spending time available for actual selling on prospecting 
B) try to spend at least 50 percent of every week on prospecting 
C) get involved in prospecting only after completing all regular selling activities 
D) assign prospecting tasks to lower-level employees 
E) integrate prospecting activities with regular selling duties

Question 13

A key concept in networking is to:

Accepted Answer

A) follow up with every person you make contact with 
B) select who you will follow up with based on their usefulness 
C) send an email to every contact on a regular basis 
D) follow up on all emails with a phone call three days later 
E) offer a business card to select individuals 
A) follow up with every person you make contact with 
B) select who you will follow up with based on their usefulness 
C) send an email to every contact on a regular basis 
D) follow up on all emails with a phone call three days later 
E) offer a business card to select individuals

Question 14

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?

Accepted Answer

A) The prospects at the trade show were both qualified and interested in the product. 
B) The prospects at the trade show had more money to spend than most customers. 
C) The prospects at the trade show developed a high degree of trust in Andrew and his firm. 
D) The trade show only attracted prospects that had been referred to Andrew and his firm. 
E) The trade show required exhibiting companies to offer discounts to all attendees. 
A) The prospects at the trade show were both qualified and interested in the product. 
B) The prospects at the trade show had more money to spend than most customers. 
C) The prospects at the trade show developed a high degree of trust in Andrew and his firm. 
D) The trade show only attracted prospects that had been referred to Andrew and his firm. 
E) The trade show required exhibiting companies to offer discounts to all attendees.

Question 15

CRM software cannot be used to track the likelihood that a sale will close.

Accepted Answer

A) True 
 B)False

Question 16

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?

Accepted Answer

A) engaging in socially responsible activities in the community 
B) helping sales representatives with their presentation skills 
C) providing shareholders with many educational benefits 
D) highlighting product benefits to potential prospects 
E) generating extra revenue from attendees 
A) engaging in socially responsible activities in the community 
B) helping sales representatives with their presentation skills 
C) providing shareholders with many educational benefits 
D) highlighting product benefits to potential prospects 
E) generating extra revenue from attendees

Question 17

Networking is another word for prospecting.

Accepted Answer

A) True 
 B)False

Question 18

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 is the most likely explanation for this difference?

Accepted Answer

A) The prospects the team worked with in the fourth quarter had maximized their budgets. 
B) The manager didn't adequately train the team in how to conduct fourth-quarter sales. 
C) Pending sales are the only sales that were tallied in the final figures for each quarter. 
D) The team neglected the pipeline and prospect development. 
E) The team failed to align the selling and buying process. 
A) The prospects the team worked with in the fourth quarter had maximized their budgets. 
B) The manager didn't adequately train the team in how to conduct fourth-quarter sales. 
C) Pending sales are the only sales that were tallied in the final figures for each quarter. 
D) The team neglected the pipeline and prospect development. 
E) The team failed to align the selling and buying process.

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

The answer of Joe Girard,popular sales trainer and consultant,used the...

Which of the following would most likely be used by a sales manager to estimate the sales potential of a prospect?

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

An ________ outlines expected sales for a product or service to a specific target group over a specific period of time.

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

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

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

The term social network most likely refers to a salesperson's:

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

Salesforce.com is a leading provider of:

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

A key concept in networking is to:

CRM software cannot be used to track the likelihood that a sale will close.

Networking is another word for prospecting.

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

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

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

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

Management of the Sales Force

Filters

Exam 9: Developing and Qualifying Prospects and Accounts

Which of the following would most likely be used by a sales manager to estimate the sales potential of a prospect?

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

An ________ outlines expected sales for a product or service to a specific target group over a specific period of time.

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

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

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

The term social network most likely refers to a salesperson's:

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

Salesforce.com is a leading provider of:

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

A key concept in networking is to:

CRM software cannot be used to track the likelihood that a sale will close.

Networking is another word for prospecting.

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

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

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

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

Management of the Sales Force

Filters