Question 1

Sales intelligence involves answering which of the following questions?

Accepted Answer

A) Do you know your role? 
B) Do you know your product? 
C) Do you know my company? 
D) Do you know my social background? 
E) Do you have any special discount offers? 
A) Do you know your role? 
B) Do you know your product? 
C) Do you know my company? 
D) Do you know my social background? 
E) Do you have any special discount offers?

Question 2

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

Accepted Answer

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

Question 3

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.
-How can Andrew use those two days in the exhibit hall to increase his pipeline?

Accepted Answer

A) spend time studying product literature to increase his product knowledge 
B) present to visitors to the booth who cannot buy so that he can practice on people who are not prospects,so he does not have to worry about sales 
C) make calls to current customers during breaks in the booth to provide after-sale service 
D) ask his co-workers to call some of his prospects while he is gone to present the product to them 
E) qualify prospects with a few questions when they first enter the booth and capture the contact info of qualified prospects so he can make follow-up calls a few days after the trade show 
A) spend time studying product literature to increase his product knowledge 
B) present to visitors to the booth who cannot buy so that he can practice on people who are not prospects,so he does not have to worry about sales 
C) make calls to current customers during breaks in the booth to provide after-sale service 
D) ask his co-workers to call some of his prospects while he is gone to present the product to them 
E) qualify prospects with a few questions when they first enter the booth and capture the contact info of qualified prospects so he can make follow-up calls a few days after the trade show

Question 4

The sales funnel model of classifying prospects involves:

Accepted Answer

A) assigning each prospect a rating 
B) using multiple factors to classify prospects 
C) determining where a prospect is in the sales process 
D) counting all prospects equally 
E) asking directed questions 
A) assigning each prospect a rating 
B) using multiple factors to classify prospects 
C) determining where a prospect is in the sales process 
D) counting all prospects equally 
E) asking directed questions

Question 5

Joe Girard,popular sales trainer and consultant,used the "________ ________" concept to illustrate the relationship between prospecting and the loss of customers due to attrition.

Accepted Answer

The answer of Joe Girard,popular sales trainer and consultant,used the...

Question 6

In most selling situations,prospecting begins with a study of the market for your product or service.

Accepted Answer

A) True 
 B)False

Question 7

To increase the odds that customers will give referrals,a salesperson should:

Accepted Answer

A) build value into the sales process 
B) offer free product or discounts for referrals 
C) motivate buyers through time pressure 
D) provide a rational buying motive 
E) ask sales managers for permission to cut prices 
A) build value into the sales process 
B) offer free product or discounts for referrals 
C) motivate buyers through time pressure 
D) provide a rational buying motive 
E) ask sales managers for permission to cut prices

Sales intelligence involves answering which of the following questions?

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

The sales funnel model of classifying prospects involves:

Joe Girard,popular sales trainer and consultant,used the " " concept to illustrate the relationship between prospecting and the loss of customers due to attrition.

In most selling situations,prospecting begins with a study of the market for your product or service.

To increase the odds that customers will give referrals,a salesperson should:

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

Sales intelligence involves answering which of the following questions?

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

The sales funnel model of classifying prospects involves:

Joe Girard,popular sales trainer and consultant,used the "________ ________" concept to illustrate the relationship between prospecting and the loss of customers due to attrition.

In most selling situations,prospecting begins with a study of the market for your product or service.

To increase the odds that customers will give referrals,a salesperson should:

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

Joe Girard,popular sales trainer and consultant,used the " " concept to illustrate the relationship between prospecting and the loss of customers due to attrition.