Question 1

In most cases,technicians,receptionists,bank tellers and other non-sales personnel can do little to help with prospecting.

Accepted Answer

A) True 
 B)False

Question 2

Cold calling should be avoided as it is not an effective way of prospecting.

Accepted Answer

A) True 
 B)False

Question 3

The process of identifying prospects who are most apt to buy a product is known as ________ .

Accepted Answer

The answer of The process of identifying prospects who are...

Question 4

Customer attrition can be related to all of the following causes except:

Accepted Answer

A) customers moving to new locations. 
B) companies going out of business. 
C) companies merging with another business. 
D) prospects who are unqualified to buy. 
E) customer dissatisfaction. 
A) customers moving to new locations. 
B) companies going out of business. 
C) companies merging with another business. 
D) prospects who are unqualified to buy. 
E) customer dissatisfaction.

Question 5

Which one of the following efforts is used by progressive marketers to improve the quality of the prospecting process?

Accepted Answer

A) increase the use of cold calling to identify prospects 
B) avoid the temptation to develop quality standards that might interrupt the steady supply of prospects 
C) shorten the sales cycle by quickly determining which of the new prospects are qualified prospects 
D) increase the use of telemarketing to identify prospects 
E) reduce the number of prospects who "board the Ferris wheel" 
A) increase the use of cold calling to identify prospects 
B) avoid the temptation to develop quality standards that might interrupt the steady supply of prospects 
C) shorten the sales cycle by quickly determining which of the new prospects are qualified prospects 
D) increase the use of telemarketing to identify prospects 
E) reduce the number of prospects who "board the Ferris wheel"

Question 6

Roger often prospects on an ongoing basis.Because of this he knows that he should:

Accepted Answer

A) treat all prospects that own businesses the same. 
B) treat all prospects as individuals. 
C) group all prospects by industry. 
D) treat all prospects the same. 
E) group all prospects by employee size. 
A) treat all prospects that own businesses the same. 
B) treat all prospects as individuals. 
C) group all prospects by industry. 
D) treat all prospects the same. 
E) group all prospects by employee size.

Question 7

Effective prospecting involves increasing the number and quality of prospects,and reducing the sales cycle of potential customers.

Accepted Answer

A) True 
 B)False

Question 8

"How soon do you plan to replace your existing car" is an example of a qualifying question.

Accepted Answer

A) True 
 B)False

Question 9

Ivan is a successful pharmaceutical sales representative.He establishes a business relationship with a well-connected and influential doctor with the hope of getting new prospect names.The doctor in this case can be called a:

Accepted Answer

A) router. 
B) target market. 
C) centre-of-influence. 
D) agent. 
E) qualified prospect. 
A) router. 
B) target market. 
C) centre-of-influence. 
D) agent. 
E) qualified prospect.

Question 10

Many banks,investment firms,accounting firms,and wine merchants use educational
________ to generate new prospects.

Accepted Answer

The answer of Many banks,investment firms,accounting firms,and wine merchants use...

Question 11

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

Accepted Answer

A) it is hard to identify prospects 
B) it is an expensive method of prospecting because of the trade show fees 
C) it is costly because it is hard to close sales for trade show prospects 
D) it requires over five sales calls to close a sale from trade show prospects 
E) it is easier to identify good prospects and close a sale at a trade show 
A) it is hard to identify prospects 
B) it is an expensive method of prospecting because of the trade show fees 
C) it is costly because it is hard to close sales for trade show prospects 
D) it requires over five sales calls to close a sale from trade show prospects 
E) it is easier to identify good prospects and close a sale at a trade show

Question 12

Explain the "Ferris wheel" concept used in the text to describe prospecting.

Accepted Answer

People get down the Ferris wheel due to

Question 13

New salespeople often have to rely on cold calling to look for new prospects because they don't have established clients to ask for referrals.

Accepted Answer

A) True 
 B)False

Question 14

Sabrina is the new sales representative for the ABC Company.She wants to increase the number of "qualified" prospects in her prospects base.These would be prospects that:

Accepted Answer

A) have a line of credit with a bank. 
B) are members of a buying centre. 
C) have bought from competitors. 
D) have a need for the product. 
E) do not want a transactional sale. 
A) have a line of credit with a bank. 
B) are members of a buying centre. 
C) have bought from competitors. 
D) have a need for the product. 
E) do not want a transactional sale.

Question 15

Centres-of-influence are:

Accepted Answer

A) buying centres 
B) an organization which provides prospect mailing lists 
C) influential people who are a good source of referrals 
D) training centres 
E) senior management 
A) buying centres 
B) an organization which provides prospect mailing lists 
C) influential people who are a good source of referrals 
D) training centres 
E) senior management

Question 16

When prospecting,a salesperson needs to collect two kinds of sales intelligence on the prospect,the prospect as an individual and:

Accepted Answer

A) the prospect as a centre-of-influence. 
B) the prospect as an opinion leader. 
C) the prospect's business. 
D) the prospect as a referral. 
E) the prospect as a reference group. 
A) the prospect as a centre-of-influence. 
B) the prospect as an opinion leader. 
C) the prospect's business. 
D) the prospect as a referral. 
E) the prospect as a reference group.

Question 17

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

Accepted Answer

A) with the telephone. 
B) popular only in the telecommunications field. 
C) which is seldom used today. 
D) which is more common in north america than in the rest of the world. 
E) that relies on making contacts with people and profiting from the connection. 
A) with the telephone. 
B) popular only in the telecommunications field. 
C) which is seldom used today. 
D) which is more common in north america than in the rest of the world. 
E) that relies on making contacts with people and profiting from the connection.

Question 18

Patrick Jones is a skilled networker because he meets as many people as he can,tells them what he does,and:

Accepted Answer

A) pays for all entertainment costs. 
B) does business while he networks. 
C) likes to network. 
D) asks everyone he meets for a referral. 
E) does not do business while networking. 
A) pays for all entertainment costs. 
B) does business while he networks. 
C) likes to network. 
D) asks everyone he meets for a referral. 
E) does not do business while networking.

Question 19

Account analysis is conducted to estimate the sales potential of each prospect.

Accepted Answer

A) True 
 B)False

Question 20

Describe the guidelines for identifying good referrals through networking.

Accepted Answer

a.Meet as many people as you c

In most cases,technicians,receptionists,bank tellers and other non-sales personnel can do little to help with prospecting.

Cold calling should be avoided as it is not an effective way of prospecting.

The process of identifying prospects who are most apt to buy a product is known as ________ .

Customer attrition can be related to all of the following causes except:

Which one of the following efforts is used by progressive marketers to improve the quality of the prospecting process?

Roger often prospects on an ongoing basis.Because of this he knows that he should:

Effective prospecting involves increasing the number and quality of prospects,and reducing the sales cycle of potential customers.

"How soon do you plan to replace your existing car" is an example of a qualifying question.

Ivan is a successful pharmaceutical sales representative.He establishes a business relationship with a well-connected and influential doctor with the hope of getting new prospect names.The doctor in this case can be called a:

Many banks,investment firms,accounting firms,and wine merchants use educational ________ to generate new prospects.

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

Explain the "Ferris wheel" concept used in the text to describe prospecting.

New salespeople often have to rely on cold calling to look for new prospects because they don't have established clients to ask for referrals.

Sabrina is the new sales representative for the ABC Company.She wants to increase the number of "qualified" prospects in her prospects base.These would be prospects that:

Centres-of-influence are:

When prospecting,a salesperson needs to collect two kinds of sales intelligence on the prospect,the prospect as an individual and:

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

Patrick Jones is a skilled networker because he meets as many people as he can,tells them what he does,and:

Account analysis is conducted to estimate the sales potential of each prospect.

Describe the guidelines for identifying good referrals through networking.

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

In most cases,technicians,receptionists,bank tellers and other non-sales personnel can do little to help with prospecting.

Cold calling should be avoided as it is not an effective way of prospecting.

The process of identifying prospects who are most apt to buy a product is known as ________ .

Customer attrition can be related to all of the following causes except:

Which one of the following efforts is used by progressive marketers to improve the quality of the prospecting process?

Roger often prospects on an ongoing basis.Because of this he knows that he should:

Effective prospecting involves increasing the number and quality of prospects,and reducing the sales cycle of potential customers.

"How soon do you plan to replace your existing car" is an example of a qualifying question.

Ivan is a successful pharmaceutical sales representative.He establishes a business relationship with a well-connected and influential doctor with the hope of getting new prospect names.The doctor in this case can be called a:

Many banks,investment firms,accounting firms,and wine merchants use educational ________ to generate new prospects.

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

Explain the "Ferris wheel" concept used in the text to describe prospecting.

New salespeople often have to rely on cold calling to look for new prospects because they don't have established clients to ask for referrals.

Sabrina is the new sales representative for the ABC Company.She wants to increase the number of "qualified" prospects in her prospects base.These would be prospects that:

Centres-of-influence are:

When prospecting,a salesperson needs to collect two kinds of sales intelligence on the prospect,the prospect as an individual and:

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

Patrick Jones is a skilled networker because he meets as many people as he can,tells them what he does,and:

Account analysis is conducted to estimate the sales potential of each prospect.

Describe the guidelines for identifying good referrals through networking.

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