Exam 9: Developing and Qualifying a Prospect Base

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 critical error did the sales manager make in the all-out blitz month?

Which of the following is true regarding doing business in Germany?

The process of identifying prospects that should be contacted is called ________.

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

Networking outside of a salesperson's industry is largely:

A salesperson is prospecting for new customers almost constantly,but is having problems meeting his sales goals.He has consulted with his sales manager,who concludes that once the salesperson has a meeting with a decisionmaker he does quite well and often closes the sale. -What could the salesperson focus on to better meet his goals?

Charles Lin has just been hired by Frederick Company to replace a sales representative who is retiring after 40 years with the company.The older representative is training Charles on procedures and customers in his territory for three weeks before he retires,and Charles knows this is a huge opportunity to learn about the prospect base.When Charles asks which CRM system the company uses,the older representative says,"Everyone else here uses some computer program called Salesforce,but I won't touch it.I know my customers like the back of my hand! Never needed to write anything down." Charles is concerned.He used Salesforce in college and knows how vital it is to have customer information,sales records,preferences,and conversations recorded.He talks to the sales manager,who tells him the representative's sales were decent,and all his invoices came in,so they left him alone and never forced him to use the CRM system. -How does the retiring representative's not using a CRM system affect Frederick Company?

A ________ ________ outlines expected sales for a product or service to a specific target group over a specific period of time.

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. -Because cold calling does not immediately result in a high level of closed sales,some companies feel that it is worthless.However,when done correctly--by researching the prospect and keeping the call bright and focused--it can be:

A "balanced funnel" involves:

Qualifying is the process of identifying prospects who should be contacted.

CRM software cannot be used to track the likelihood that a sale will close.

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. -The sheer number of prospects a sales representative cultivates does not indicate the quality of the sales representative's pipeline.Why?

The process of qualifying prospects includes answering which of the following questions?

A sales representative has contacted all companies in his territory in the target industry,and is concerned that the territory may be saturated. -What is a new source of prospects in the same territory and industry?

Which of the following is a true statement regarding prospecting?

Joe Girard's "Ferris Wheel" concept assumes which of the following?

A downside to focusing too much effort on prospects with little potential is:

When you build value into your sales process,you increase the odds that the customer will give you a referral.

Cold calling can be an effective technique for reaching: