Question 1

Prospecting refers to the process of:

Accepted Answer

A) identifying unmet needs. 
B) developing a social network. 
C) developing new products. 
D) developing new sales techniques. 
E) identifying potential customers. 
A) identifying unmet needs. 
B) developing a social network. 
C) developing new products. 
D) developing new sales techniques. 
E) identifying potential customers. E

Question 2

As part of the qualifying process,you should try to determine the prospect's credit rating.

Accepted Answer

A) True 
 B)False  True

Question 3

The process of managing all prospects in the sales funnel to ensure there are regular and predictable sales over time is called:

Accepted Answer

A) portfolio management. 
B) funnel management. 
C) sales process management. 
D) pipeline management. 
E) prospect management. 
A) portfolio management. 
B) funnel management. 
C) sales process management. 
D) pipeline management. 
E) prospect management. D

Question 4

Describe some questions the salesperson should use to qualify prospects.

Accepted Answer

a.Does the prospect have a need for the

Question 5

In business-to-business marketing,the method which has the greatest inquiry generating power is:

Accepted Answer

A) cold calling. 
B) telemarketing. 
C) direct response advertising. 
D) centres-of-influence. 
E) trade shows. 
A) cold calling. 
B) telemarketing. 
C) direct response advertising. 
D) centres-of-influence. 
E) trade shows.

Question 6

The practice of making business contacts at places such as professional meetings and social situations is called:

Accepted Answer

A) networking. 
B) routing. 
C) socializing. 
D) prospecting. 
E) cold calling. 
A) networking. 
B) routing. 
C) socializing. 
D) prospecting. 
E) cold calling.

Question 7

The technique of looking for prospects from sources such as Uncle Harry,who has many business contacts,is called:

Accepted Answer

A) the referral method. 
B) endless chain method. 
C) networking method. 
D) cold calling. 
E) the centre-of-influence method. 
A) the referral method. 
B) endless chain method. 
C) networking method. 
D) cold calling. 
E) the centre-of-influence method.

Question 8

"Mr.Nikhil,would you know any other person who might be interested in our interior decorating services?" is an example of prospecting.

Accepted Answer

A) True 
 B)False

Question 9

Asking a customer,"what role do you generally assume in the buying centre" is aimed at collecting __________ on the customer.

Accepted Answer

A) marketing intelligence 
B) qualifying data 
C) sales data 
D) personal data 
E) sales intelligence 
A) marketing intelligence 
B) qualifying data 
C) sales data 
D) personal data 
E) sales intelligence

Question 10

One strategy sales people can use in order to make connection with upper-level executives of an organization is:

Accepted Answer

A) use the foot-in-door technique. 
B) make a joint call involving a higher-level executive of their own company. 
C) use the centre-of-influence method. 
D) identify who is part of the buying centre. 
E) networking. 
A) use the foot-in-door technique. 
B) make a joint call involving a higher-level executive of their own company. 
C) use the centre-of-influence method. 
D) identify who is part of the buying centre. 
E) networking.

Question 11

The difference between sales data and sales intelligence is:

Accepted Answer

A) sales intelligence is used for sales forecasting purposes,while sales data is used for strategy planning. 
B) sales data is collected from secondary sources,while sales intelligence is gathered from primary research. 
C) sales intelligence goes beyond sales data by giving more insights into the prospect,their firm,and the market place. 
D) there is no difference between sales data and sales intelligence. 
E) sales data is collected by the salesperson,while sales intelligence is collected by professional research companies. 
A) sales intelligence is used for sales forecasting purposes,while sales data is used for strategy planning. 
B) sales data is collected from secondary sources,while sales intelligence is gathered from primary research. 
C) sales intelligence goes beyond sales data by giving more insights into the prospect,their firm,and the market place. 
D) there is no difference between sales data and sales intelligence. 
E) sales data is collected by the salesperson,while sales intelligence is collected by professional research companies.

Question 12

Rebecca's source of prospects comes mainly from referrals.Referrals are:

Accepted Answer

A) Rebecca's friends and family. 
B) prospects recommended by a current customer. 
C) prospects with high buying potential. 
D) a current customer who wants to continue doing business. 
E) former customers returning to do future business. 
A) Rebecca's friends and family. 
B) prospects recommended by a current customer. 
C) prospects with high buying potential. 
D) a current customer who wants to continue doing business. 
E) former customers returning to do future business.

Question 13

Nancy tends to use the endless chain prospecting approach.The type of questions Nancy tends to ask are:

Accepted Answer

A) yes/no type 
B) long explanatory type 
C) probing questions 
D) closed-ended type 
E) open-ended type 
A) yes/no type 
B) long explanatory type 
C) probing questions 
D) closed-ended type 
E) open-ended type

Question 14

Non-sales employees such as receptionists and service technicians should also be involved in prospecting.

Accepted Answer

A) True 
 B)False

Question 15

It is inappropriate for a salesperson to ask current customers to recommend them to other prospects.

Accepted Answer

A) True 
 B)False

Question 16

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?

Accepted Answer

A) telemarketing 
B) cold canvass 
C) networking 
D) mail inquiry 
E) referral 
A) telemarketing 
B) cold canvass 
C) networking 
D) mail inquiry 
E) referral

Question 17

Emma knows that a potential customer has four basic qualifications:
1)they need the product,
2)they are able to afford the purchase
3)they are willing to buy the product,and
4):

Accepted Answer

A) they will use the product. 
B) they will refer others to buy the product. 
C) they will return for other products. 
D) they are authorized to buy the product. 
E) they are part of a buying centre. 
A) they will use the product. 
B) they will refer others to buy the product. 
C) they will return for other products. 
D) they are authorized to buy the product. 
E) they are part of a buying centre.

Question 18

All of the following are basic qualification criteria for a prospect except:

Accepted Answer

A) is it possible to have access to high-level decision makers in the customer's organization 
B) the person must have a need for the product 
C) the person must be authorized to purchase the product 
D) the person must be presold on the product 
E) the person must be able to afford the purchase 
A) is it possible to have access to high-level decision makers in the customer's organization 
B) the person must have a need for the product 
C) the person must be authorized to purchase the product 
D) the person must be presold on the product 
E) the person must be able to afford the purchase

Question 19

Which of the following statements about trade shows as a source of prospecting is false:

Accepted Answer

A) it is harder to close a sale at a trade show because customers can do a lot of comparison shopping 
B) visitors to a trade show tend to be qualified buyers 
C) there are a large number of people from a common industry 
D) it is possible to demonstrate the newest products 
E) they are a cost effective source to make contacts in a short period of time 
A) it is harder to close a sale at a trade show because customers can do a lot of comparison shopping 
B) visitors to a trade show tend to be qualified buyers 
C) there are a large number of people from a common industry 
D) it is possible to demonstrate the newest products 
E) they are a cost effective source to make contacts in a short period of time

Question 20

Studies show that the average company loses what percentage of customers each year?

Accepted Answer

A) 60-65% 
B) 75-80% 
C) 15-20% 
D) 25-30% 
E) 5-10% 
A) 60-65% 
B) 75-80% 
C) 15-20% 
D) 25-30% 
E) 5-10%

Prospecting refers to the process of:

As part of the qualifying process,you should try to determine the prospect's credit rating.

The process of managing all prospects in the sales funnel to ensure there are regular and predictable sales over time is called:

Describe some questions the salesperson should use to qualify prospects.

In business-to-business marketing,the method which has the greatest inquiry generating power is:

The practice of making business contacts at places such as professional meetings and social situations is called:

The technique of looking for prospects from sources such as Uncle Harry,who has many business contacts,is called:

"Mr.Nikhil,would you know any other person who might be interested in our interior decorating services?" is an example of prospecting.

Asking a customer,"what role do you generally assume in the buying centre" is aimed at collecting __________ on the customer.

One strategy sales people can use in order to make connection with upper-level executives of an organization is:

The difference between sales data and sales intelligence is:

Rebecca's source of prospects comes mainly from referrals.Referrals are:

Nancy tends to use the endless chain prospecting approach.The type of questions Nancy tends to ask are:

Non-sales employees such as receptionists and service technicians should also be involved in prospecting.

It is inappropriate for a salesperson to ask current customers to recommend them to other prospects.

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?

Emma knows that a potential customer has four basic qualifications: 1)they need the product, 2)they are able to afford the purchase 3)they are willing to buy the product,and 4):

All of the following are basic qualification criteria for a prospect except:

Which of the following statements about trade shows as a source of prospecting is false:

Studies show that the average company loses what percentage of customers each year?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

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

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Exam 9: Developing and Qualifying a Prospect Base

Prospecting refers to the process of:

As part of the qualifying process,you should try to determine the prospect's credit rating.

The process of managing all prospects in the sales funnel to ensure there are regular and predictable sales over time is called:

Describe some questions the salesperson should use to qualify prospects.

In business-to-business marketing,the method which has the greatest inquiry generating power is:

The practice of making business contacts at places such as professional meetings and social situations is called:

The technique of looking for prospects from sources such as Uncle Harry,who has many business contacts,is called:

"Mr.Nikhil,would you know any other person who might be interested in our interior decorating services?" is an example of prospecting.

Asking a customer,"what role do you generally assume in the buying centre" is aimed at collecting __________ on the customer.

One strategy sales people can use in order to make connection with upper-level executives of an organization is:

The difference between sales data and sales intelligence is:

Rebecca's source of prospects comes mainly from referrals.Referrals are:

Nancy tends to use the endless chain prospecting approach.The type of questions Nancy tends to ask are:

Non-sales employees such as receptionists and service technicians should also be involved in prospecting.

It is inappropriate for a salesperson to ask current customers to recommend them to other prospects.

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?

Emma knows that a potential customer has four basic qualifications: 1)they need the product, 2)they are able to afford the purchase 3)they are willing to buy the product,and 4):

All of the following are basic qualification criteria for a prospect except:

Which of the following statements about trade shows as a source of prospecting is false:

Studies show that the average company loses what percentage of customers each year?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

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