Question 1

The portfolio model of classifying prospects involves:

Accepted Answer

A) assigning each prospect a rating 
B) using multiple factors to classify prospects 
C) determining where a prospect is in the sales process 
D) using a sales forecast to predict which prospects will buy 
E) using external industry research to identify and qualify prospects 
A) assigning each prospect a rating 
B) using multiple factors to classify prospects 
C) determining where a prospect is in the sales process 
D) using a sales forecast to predict which prospects will buy 
E) using external industry research to identify and qualify prospects

Question 2

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

Accepted Answer

A) sales forecasts 
B) pipeline analytics 
C) pipeline dashboards 
D) regression models 
E) commission reports 
A) sales forecasts 
B) pipeline analytics 
C) pipeline dashboards 
D) regression models 
E) commission reports

Question 3

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

Accepted Answer

A) the pipeline may become hard to keep track of with CRM software 
B) managers may assign some prospects to other salespeople 
C) too little resources are available to focus on prospects with high potential 
D) a salesperson may forget customers' names 
E) sales commissions may max out the compensation plan 
A) the pipeline may become hard to keep track of with CRM software 
B) managers may assign some prospects to other salespeople 
C) too little resources are available to focus on prospects with high potential 
D) a salesperson may forget customers' names 
E) sales commissions may max out the compensation plan

Question 4

The sales funnel model of classifying prospects involves:

Accepted Answer

A) assigning each prospect a rating 
B) using multiple factors to classify prospects 
C) determining where a prospect is in the sales process 
D) counting all prospects equally 
E) asking directed questions to prospects 
A) assigning each prospect a rating 
B) using multiple factors to classify prospects 
C) determining where a prospect is in the sales process 
D) counting all prospects equally 
E) asking directed questions to prospects

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

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?

Accepted Answer

A) spend time studying product literature to increase his product knowledge 
B) present to unqualified visitors to the booth to improve his elevator pitch 
C) make calls to current customers during breaks to provide after-sale service 
D) ask co-workers to call some of his prospects to obtain potential referrals 
E) qualify prospects with a few questions when they first enter the booth 
A) spend time studying product literature to increase his product knowledge 
B) present to unqualified visitors to the booth to improve his elevator pitch 
C) make calls to current customers during breaks to provide after-sale service 
D) ask co-workers to call some of his prospects to obtain potential referrals 
E) qualify prospects with a few questions when they first enter the booth

Question 7

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

Accepted Answer

A) amount,date,and likelihood that a sale will close 
B) salesperson bonus information on closed sales 
C) dates of sales competitors have made to the prospect 
D) salesperson's conclusions on any calls made to the prospect 
E) which salespeople earned the highest commissions,in descending order 
A) amount,date,and likelihood that a sale will close 
B) salesperson bonus information on closed sales 
C) dates of sales competitors have made to the prospect 
D) salesperson's conclusions on any calls made to the prospect 
E) which salespeople earned the highest commissions,in descending order

The portfolio model of classifying prospects involves:

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

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

The sales funnel model of classifying prospects involves:

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

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

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

The portfolio model of classifying prospects involves:

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

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

The sales funnel model of classifying prospects involves:

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

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

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