Exam 9: Developing and Qualifying Prospects and Accounts

Marco,a salesperson,prospects for new customers almost constantly but still has problems meeting his sales goals.Marco has consulted with his sales manager,who notices that once Marco has a meeting with a decision maker,Marco typically closes the sale. -Marco asks his manager to listen in while he makes calls one day to help him figure out what he could be doing better.The manager concludes that Marco is doing an excellent job of building rapport but is not qualifying prospects as he talks to them.The manager suggests that Marco spend less time talking about the prospect's personal details and:

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?

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

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?

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?

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

The responsibility for entering customer information and contact records into the CRM database usually belongs to 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?

Cold calls should not be used to introduce a new product or service.

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

Marco,a salesperson,prospects for new customers almost constantly but still has problems meeting his sales goals.Marco has consulted with his sales manager,who notices that once Marco has a meeting with a decision maker,Marco typically closes the sale. -What could Marco most likely focus on to better meet his goals?

Which one of the following is a guideline for effective networking?

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

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?

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

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

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

A sales representative has contacted all companies in his territory in the target industry and is concerned that the territory may be saturated. -What should the salesperson most likely do to identify new prospects in the same territory and industry?

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):

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