Exam 9: Developing and Qualifying a Prospect Base

The use of friends and family members is not an acceptable way to build a prospect base.

Prospecting is necessary for all businesses due to customer attrition.

The two popular tools for performing account analysis and allocating resources to qualified prospects in the data base are:

Research indicates that it takes more time to explain and sell a product to someone referred by someone else than it does to sell to a prospect secured by cold canvassing.

A major barrier to prospecting is time.Therefore,salespeople should:

A university professor who is in a position to influence a buying decision in the purchase of laboratory equipment but does not actually make the buying decision could be considered a:

From a prospecting point-of-view,a positive outcome of very satisfied customers is:

Good prospect base management should result in a ________ ,which means that there is sufficiently large number of prospects at each stage in the sales process.

In some situations qualifying is done during the __________ of the sales process.

The probability of achieving better closing rates,larger sales and shorter sales cycles is through:

Which of the following would be good sources of new prospects?

Prospecting is easier in a business-to-business sale because the customers are easier to identify.

The goal of prospecting is to build a prospect base made up of current and potential customers.

Which person in the buying centre has the most influence on the purchase decision?

Which of the following statement about prospecting is not true?

The sales process model is the total set of prospects being pursued at any given time.

By collecting sales intelligence on their prospects,a salesperson can:

________ is done to decide how to allocate sales calls across accounts.

A typical company will lose approximately ________ percent of its customers every year.

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