Question 1

A well-connected person who may not make the buying decision but who may have an impact on the person who does is a:

Accepted Answer

A) gatekeeper 
B) referral 
C) prospect 
D) target market 
E) center of influence 
A) gatekeeper 
B) referral 
C) prospect 
D) target market 
E) center of influence E

Question 2

A sales manager runs what she calls "an all-out blitz" with her department to focus on closing sales in the last month of the third quarter.Her department exceeds its quota by 20%.
They focused on closing all the pending sales they could,and moving customers in the evaluation stage to buy.At the end of the fourth quarter,however,although her team closed a higher percentage of sales than they had in the third quarter at a higher average dollar value,the team brought in only 70% of what it brought in in the third quarter.
-What could be an explanation for this?

Accepted Answer

A) The prospects the team worked with in the fourth quarter had gone through their budgets and didn't have money to spend. 
B) The manager didn't adequately train the team in how to do fourth-quarter sales. 
C) Pending sales are the only sales that were tallied in the final figures for each quarter. 
D) The team neglected their pipeline and developing prospects,so they did not have enough pending sales to close. 
E) The team closed sales in the fourth quarter that were smaller than the ones they closed in the third quarter. 
A) The prospects the team worked with in the fourth quarter had gone through their budgets and didn't have money to spend. 
B) The manager didn't adequately train the team in how to do fourth-quarter sales. 
C) Pending sales are the only sales that were tallied in the final figures for each quarter. 
D) The team neglected their pipeline and developing prospects,so they did not have enough pending sales to close. 
E) The team closed sales in the fourth quarter that were smaller than the ones they closed in the third quarter. D

Question 3

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 C

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A) try to avoid spending time available for actual selling on prospecting 
B) try to spend at least 50 percent of every week on prospecting 
C) get involved in prospecting only after completion of all regular selling activities 
D) assign prospecting to lower-level employees 
E) integrate some prospect identification with regular selling duties 
A) try to avoid spending time available for actual selling on prospecting 
B) try to spend at least 50 percent of every week on prospecting 
C) get involved in prospecting only after completion of all regular selling activities 
D) assign prospecting to lower-level employees 
E) integrate some prospect identification with regular selling duties

Question 6

Salesforce.com is a leading provider of:

Accepted Answer

A) industry research 
B) placement of salespeople 
C) product development research 
D) CRM software 
E) payroll software 
A) industry research 
B) placement of salespeople 
C) product development research 
D) CRM software 
E) payroll software

Question 7

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 he consults with his company's exhibit manager,however,she urges him to use the time to prospect wisely.
-From the base of prospects Andrew makes at the trade show,he closes sales on twice as many as his usual close rate,and his sales cycle is only 3/4 as long as usual.What explains this?

Accepted Answer

A) The prospects he met at the trade show are already qualified and have seen a demo of the software in the booth and have asked to be contacted. 
B) The prospects he met at the trade show had more money to spend than do his usual prospects. 
C) The prospects he met at the trade show got to know him personally in a way his prospects don't usually,so they bought from him because he was a friend. 
D) The trade show only attracted prospects who were ready to buy the products they saw on the exhibit hall floor. 
E) The trade show required exhibiting companies at the trade show to offer a discount to attendees. 
A) The prospects he met at the trade show are already qualified and have seen a demo of the software in the booth and have asked to be contacted. 
B) The prospects he met at the trade show had more money to spend than do his usual prospects. 
C) The prospects he met at the trade show got to know him personally in a way his prospects don't usually,so they bought from him because he was a friend. 
D) The trade show only attracted prospects who were ready to buy the products they saw on the exhibit hall floor. 
E) The trade show required exhibiting companies at the trade show to offer a discount to attendees.

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

The term "social network" refers to:

Accepted Answer

A) your set of direct and indirect contacts 
B) your set of direct contacts 
C) your set of indirect contacts 
D) an industry affiliation group 
E) an industry research group 
A) your set of direct and indirect contacts 
B) your set of direct contacts 
C) your set of indirect contacts 
D) an industry affiliation group 
E) an industry research group

Question 11

The procedure used to obtain names of potential prospects from current prospects and customers is called ________.

Accepted Answer

The answer of The procedure used to obtain names of...

Question 12

Networking is another word for prospecting.

Accepted Answer

A) True 
 B)False

Question 13

Persons skilled in networking have learned that it is a good idea to conduct business while networking.

Accepted Answer

A) True 
 B)False

Question 14

A sales representative has contacted all companies in his territory in the target industry,and is concerned that the territory may be saturated.
-How could the sales representative use CRM technology to pinpoint companies that might have more untapped buyers?

Accepted Answer

A) Compare the names of the contacts for each company in the CRM to the names on the invoices paid by the companies. 
B) Run a pipeline report to see how many potential sales could come in in the next 60 days. 
C) Run a pipeline report for this year and then one for the same month a year ago to compare numbers of prospects at each stage in the pipeline. 
D) Look at the task list to see if there are prospects to be called that salespeople have missed. 
E) Look at reports of sales relative to company populations to find sales that are too small to be the entire company and may just be one department. 
A) Compare the names of the contacts for each company in the CRM to the names on the invoices paid by the companies. 
B) Run a pipeline report to see how many potential sales could come in in the next 60 days. 
C) Run a pipeline report for this year and then one for the same month a year ago to compare numbers of prospects at each stage in the pipeline. 
D) Look at the task list to see if there are prospects to be called that salespeople have missed. 
E) Look at reports of sales relative to company populations to find sales that are too small to be the entire company and may just be one department.

Question 15

Estimating the potential sales volume that might be generated by each new account is part of developing:

Accepted Answer

A) a prospecting and sales forecasting plan 
B) a sales analysis 
C) the target market 
D) a referral list 
E) analytic software 
A) a prospecting and sales forecasting plan 
B) a sales analysis 
C) the target market 
D) a referral list 
E) analytic software

Question 16

When you develop a prospecting plan,three major decisions must be made.List and explain these decisions.

Accepted Answer

1.Prepare a list of prospects - determin

Question 17

The responsibility for entering customer information and contact records into the CRM database usually belongs to:

Accepted Answer

A) the customer 
B) the office manager 
C) the data entry clerk 
D) the sales manager 
E) the salesperson 
A) the customer 
B) the office manager 
C) the data entry clerk 
D) the sales manager 
E) the salesperson

Question 18

Grackin Corporation is pushing into a new county in which they are not well-known already,as they are in their current territories.As part of this new push,the sales director decides to use a strategy of aggressive cold-calling by the salespeople.
-An advantage to hosting educational seminars for potential prospects,aside from developing a list of prospects who have opted in to contact from your company,is:

Accepted Answer

A) getting the opportunity to present your product for several hours under the pretense of teaching the attendees something 
B) forcing the sales representatives who present the seminar to get out of their comfort zones and improve their presentation skills 
C) allowing prospects to see your company headquarters so they can start to view you as a trusted partner 
D) establishing your company as an expert and positioning it as more education-focused and giving than competitor companies that do not conduct seminars 
E) bringing in the extra revenue from the fees you charge to attend these educational seminars and make the required minimum purchase at the seminar 
A) getting the opportunity to present your product for several hours under the pretense of teaching the attendees something 
B) forcing the sales representatives who present the seminar to get out of their comfort zones and improve their presentation skills 
C) allowing prospects to see your company headquarters so they can start to view you as a trusted partner 
D) establishing your company as an expert and positioning it as more education-focused and giving than competitor companies that do not conduct seminars 
E) bringing in the extra revenue from the fees you charge to attend these educational seminars and make the required minimum purchase at the seminar

Question 19

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

Accepted Answer

A) It is hard to identify prospects. 
B) It is easier to identify good prospects and close sales at a trade show. 
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) Trade show prospects are less motivated to buy than are other prospects. 
A) It is hard to identify prospects. 
B) It is easier to identify good prospects and close sales at a trade show. 
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) Trade show prospects are less motivated to buy than are other prospects.

Question 20

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

A well-connected person who may not make the buying decision but who may have an impact on the person who does is a:

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

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

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

Salesforce.com is a leading provider of:

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

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

The term "social network" refers to:

The procedure used to obtain names of potential prospects from current prospects and customers is called ________.

Networking is another word for prospecting.

Persons skilled in networking have learned that it is a good idea to conduct business while networking.

A sales representative has contacted all companies in his territory in the target industry,and is concerned that the territory may be saturated. -How could the sales representative use CRM technology to pinpoint companies that might have more untapped buyers?

Estimating the potential sales volume that might be generated by each new account is part of developing:

When you develop a prospecting plan,three major decisions must be made.List and explain these decisions.

The responsibility for entering customer information and contact records into the CRM database usually belongs to:

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

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

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Demonstration

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

A well-connected person who may not make the buying decision but who may have an impact on the person who does is a:

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

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

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

Salesforce.com is a leading provider of:

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

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

The term "social network" refers to:

The procedure used to obtain names of potential prospects from current prospects and customers is called ________.

Networking is another word for prospecting.

Persons skilled in networking have learned that it is a good idea to conduct business while networking.

A sales representative has contacted all companies in his territory in the target industry,and is concerned that the territory may be saturated. -How could the sales representative use CRM technology to pinpoint companies that might have more untapped buyers?

Estimating the potential sales volume that might be generated by each new account is part of developing:

When you develop a prospecting plan,three major decisions must be made.List and explain these decisions.

The responsibility for entering customer information and contact records into the CRM database usually belongs to:

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

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

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Demonstration

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