Question 1

Trade shows are useful to salespeople because:

Accepted Answer

A) they can learn about their competitors' products. 
B) they can invite friends and family. 
C) they can demonstrate their newest products. 
D) they can learn new selling approaches. 
E) they can meet other salespeople. 
A) they can learn about their competitors' products. 
B) they can invite friends and family. 
C) they can demonstrate their newest products. 
D) they can learn new selling approaches. 
E) they can meet other salespeople.

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

Customer attrition is:

Accepted Answer

A) customer dissatisfaction. 
B) customer disloyalty. 
C) the loss of customers. 
D) the growth of customers. 
E) the need to educate customers. 
A) customer dissatisfaction. 
B) customer disloyalty. 
C) the loss of customers. 
D) the growth of customers. 
E) the need to educate customers.

Question 4

The model used by salespeople which classifies prospects based on where they are in the sales process is called:

Accepted Answer

A) the sales process model. 
B) the account analysis model. 
C) the sales funnel model. 
D) the strategic/consultative model. 
E) the pipeline model. 
A) the sales process model. 
B) the account analysis model. 
C) the sales funnel model. 
D) the strategic/consultative model. 
E) the pipeline model.

Question 5

Natalia is building up her prospect base which is made up of current customers and:

Accepted Answer

A) company members. 
B) friends. 
C) family members. 
D) potential customers. 
E) previous customers. 
A) company members. 
B) friends. 
C) family members. 
D) potential customers. 
E) previous customers.

Question 6

Women's Wear Daily,Oilweek and Canadian Grocer are examples of:

Accepted Answer

A) centres-of-influence. 
B) qualified prospects. 
C) prospect lists. 
D) trade publications. 
E) trade shows. 
A) centres-of-influence. 
B) qualified prospects. 
C) prospect lists. 
D) trade publications. 
E) trade shows.

Question 7

Improving the quality of prospects implies:

Accepted Answer

A) finding prospects who have high profit potential. 
B) finding prospects who are respectful and value relationship selling. 
C) finding qualified prospects. 
D) finding prospects who are not as concerned about price. 
E) finding prospects who want to buy quality products. 
A) finding prospects who have high profit potential. 
B) finding prospects who are respectful and value relationship selling. 
C) finding qualified prospects. 
D) finding prospects who are not as concerned about price. 
E) finding prospects who want to buy quality products.

Question 8

In cold calling the salesperson selects a group of people who may or may not be prospects and:

Accepted Answer

A) entertains them. 
B) calls or visits them. 
C) sends them a letter and business card. 
D) prepares a potential list. 
E) sends them a brochure. 
A) entertains them. 
B) calls or visits them. 
C) sends them a letter and business card. 
D) prepares a potential list. 
E) sends them a brochure.

Question 9

After closing the sale,it would be inappropriate to ask for the name of potential buyers.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is a true statement regarding prospecting?

Accepted Answer

A) Personal observation is an unlikely prospecting technique. 
B) Not all prospects are equal. 
C) Businesses with loyal customers do not need to prospect for new customers. 
D) Cold calling prospecting is a systematic approach to identifying prospects. 
E) Salespeople should not use friends and acquaintances as a source of prospects. 
A) Personal observation is an unlikely prospecting technique. 
B) Not all prospects are equal. 
C) Businesses with loyal customers do not need to prospect for new customers. 
D) Cold calling prospecting is a systematic approach to identifying prospects. 
E) Salespeople should not use friends and acquaintances as a source of prospects.

Question 11

The tool used by salespeople to classify potential customers in terms of customer needs and relationship strength is referred to as:

Accepted Answer

A) the sales funnel model. 
B) the account analysis model. 
C) the portfolio model. 
D) the customer segmentation analysis model. 
E) the pipeline model. 
A) the sales funnel model. 
B) the account analysis model. 
C) the portfolio model. 
D) the customer segmentation analysis model. 
E) the pipeline model.

Question 12

How is prospecting related to the customer strategy?

Accepted Answer

Prospecting means identifying potential

Question 13

Improved prospect planning involves not only improving the number and quality of prospects,but reducing the sales cycle by __________ the prospect.

Accepted Answer

A) developing partnership with 
B) qualifying 
C) networking with 
D) screening 
E) developing relationship with 
A) developing partnership with 
B) qualifying 
C) networking with 
D) screening 
E) developing relationship with

Question 14

A major difficulty in prospecting is that sales calls are often made on people who do not have the authority to make the purchase.

Accepted Answer

A) True 
 B)False

Question 15

Stanley is the new sales representative for the ABC Company.He understands that the main purpose of a sales person is to:

Accepted Answer

A) educate himself about his company. 
B) create customers. 
C) keep former clients up to date on new products. 
D) educate himself about the products he sells. 
E) make the sale. 
A) educate himself about his company. 
B) create customers. 
C) keep former clients up to date on new products. 
D) educate himself about the products he sells. 
E) make the sale.

Question 16

Which one of the following sources would be best if you were considering exporting to an international country and needed foreign country and market information?

Accepted Answer

A) Canadian Foreign Investment Guide 
B) Fraser's Canadian Trade Directory 
C) Department of Industry,Trade,and Technology 
D) Canadian Trade Index 
E) Export Development Corporation 
A) Canadian Foreign Investment Guide 
B) Fraser's Canadian Trade Directory 
C) Department of Industry,Trade,and Technology 
D) Canadian Trade Index 
E) Export Development Corporation

Question 17

A systematic process of identifying potential customers:

Accepted Answer

A) prospecting 
B) qualifying 
C) net-working 
D) cold calling 
E) referral selling 
A) prospecting 
B) qualifying 
C) net-working 
D) cold calling 
E) referral selling

Question 18

Mohar has taken some golf lessons and joined the local golf club with the hope of making new business contacts.This is called networking.

Accepted Answer

A) True 
 B)False

Question 19

The telephone directory should not be used as a source of new prospects because it is considered intrusive.

Accepted Answer

A) True 
 B)False

Question 20

Information collected on a prospect's previous purchases is referred to as sales intelligence.

Accepted Answer

A) True 
 B)False

Trade shows are useful to salespeople because:

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

Customer attrition is:

The model used by salespeople which classifies prospects based on where they are in the sales process is called:

Natalia is building up her prospect base which is made up of current customers and:

Women's Wear Daily,Oilweek and Canadian Grocer are examples of:

Improving the quality of prospects implies:

In cold calling the salesperson selects a group of people who may or may not be prospects and:

After closing the sale,it would be inappropriate to ask for the name of potential buyers.

Which of the following is a true statement regarding prospecting?

The tool used by salespeople to classify potential customers in terms of customer needs and relationship strength is referred to as:

How is prospecting related to the customer strategy?

Improved prospect planning involves not only improving the number and quality of prospects,but reducing the sales cycle by __________ the prospect.

A major difficulty in prospecting is that sales calls are often made on people who do not have the authority to make the purchase.

Stanley is the new sales representative for the ABC Company.He understands that the main purpose of a sales person is to:

Which one of the following sources would be best if you were considering exporting to an international country and needed foreign country and market information?

A systematic process of identifying potential customers:

Mohar has taken some golf lessons and joined the local golf club with the hope of making new business contacts.This is called networking.

The telephone directory should not be used as a source of new prospects because it is considered intrusive.

Information collected on a prospect's previous purchases is referred to as sales intelligence.

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

Exam 9: Developing and Qualifying a Prospect Base

Trade shows are useful to salespeople because:

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

Customer attrition is:

The model used by salespeople which classifies prospects based on where they are in the sales process is called:

Natalia is building up her prospect base which is made up of current customers and:

Women's Wear Daily,Oilweek and Canadian Grocer are examples of:

Improving the quality of prospects implies:

In cold calling the salesperson selects a group of people who may or may not be prospects and:

After closing the sale,it would be inappropriate to ask for the name of potential buyers.

Which of the following is a true statement regarding prospecting?

The tool used by salespeople to classify potential customers in terms of customer needs and relationship strength is referred to as:

How is prospecting related to the customer strategy?

Improved prospect planning involves not only improving the number and quality of prospects,but reducing the sales cycle by __________ the prospect.

A major difficulty in prospecting is that sales calls are often made on people who do not have the authority to make the purchase.

Stanley is the new sales representative for the ABC Company.He understands that the main purpose of a sales person is to:

Which one of the following sources would be best if you were considering exporting to an international country and needed foreign country and market information?

A systematic process of identifying potential customers:

Mohar has taken some golf lessons and joined the local golf club with the hope of making new business contacts.This is called networking.

The telephone directory should not be used as a source of new prospects because it is considered intrusive.

Information collected on a prospect's previous purchases is referred to as sales intelligence.

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