Question 1

Planning the sales call is called:

Accepted Answer

A) Cold call prep. 
B) The preapproach. 
C) Qualifying the prospect. 
D) Customer advocacy. 
A) Cold call prep. 
B) The preapproach. 
C) Qualifying the prospect. 
D) Customer advocacy. B

Question 2

Sales managers know many sales people struggle with call reluctance.What strategies can be used to help salespeople overcome call reluctance?

Accepted Answer

A variety of strategies can be used including: Role playing Prospecting together Setting realistic goals Training salespeople to view prospecting as a numbers game. Keeping as your target finding prospects who can become value long-term clients.

Question 3

An excellent way to plan out the sales process in advance is through the use of written sales proposals.

Accepted Answer

A) True 
 B)False  True

Question 4

Brad is a highly successful salesman.He always considers where tomorrow's business will come from.Brad incorporates _____________ as a continual part of his sales efforts.

Accepted Answer

A) Junk mailing 
B) Sales demonstrations. 
C) Touchpointing. 
D) Prospecting. 
A) Junk mailing 
B) Sales demonstrations. 
C) Touchpointing. 
D) Prospecting.

Question 5

The process of finding customers begins with:

Accepted Answer

A) Prospects. 
B) Touch points. 
C) Leads. 
D) CRM. 
A) Prospects. 
B) Touch points. 
C) Leads. 
D) CRM.

Question 6

A systematic approach to prospecting involves setting goals that are:

Accepted Answer

A) Specific. 
B) Measurable. 
C) Attainable. 
D) All of the choices are correct. 
A) Specific. 
B) Measurable. 
C) Attainable. 
D) All of the choices are correct.

Question 7

Another term for junk email messages is:

Accepted Answer

A) Filtered mail. 
B) Direct email. 
C) Spam. 
D) Email blasts. 
A) Filtered mail. 
B) Direct email. 
C) Spam. 
D) Email blasts.

Question 8

When determining whether the prospect has the means and authority to make a purchase,the salesperson must find out:

Accepted Answer

A) Whether the prospect can and will make a purchase. 
B) How much effort and investment might be needed to see the purchase through to completion. 
C) Neither A nor B. 
D) Both A and B. 
A) Whether the prospect can and will make a purchase. 
B) How much effort and investment might be needed to see the purchase through to completion. 
C) Neither A nor B. 
D) Both A and B.

Question 9

It is better to wait until after the sales presentation to determine whether the prospect can afford your product.

Accepted Answer

A) True 
 B)False

Question 10

Within the "upside-down triangle process," the correct order,from top to bottom,is::

Accepted Answer

A) Customers,Leads,Prospects. 
B) Leads,Prospects,Customers. 
C) Leads,Customers,Prospects 
D) Customers,Prospects,Leads. 
A) Customers,Leads,Prospects. 
B) Leads,Prospects,Customers. 
C) Leads,Customers,Prospects 
D) Customers,Prospects,Leads.

Question 11

A sales proposal is all of the following,EXCEPT:

Accepted Answer

A) A good way to plan out the sales process in advance. 
B) Focuses on the value proposition. 
C) Provides an effective means to approach the prospect. 
D) None of the choices are correct. 
A) A good way to plan out the sales process in advance. 
B) Focuses on the value proposition. 
C) Provides an effective means to approach the prospect. 
D) None of the choices are correct.

Question 12

Which of the following should be your goal in the preapproach stage:

Accepted Answer

A) Knowing what you have prepared will be comfortable for the prospect. 
B) Knowing what you have prepared will be a good fit to the prospect's style. 
C) Knowing what you have prepared will have the highest possible likelihood of gaining a favorable reaction. 
D) All of the choices are correct. 
A) Knowing what you have prepared will be comfortable for the prospect. 
B) Knowing what you have prepared will be a good fit to the prospect's style. 
C) Knowing what you have prepared will have the highest possible likelihood of gaining a favorable reaction. 
D) All of the choices are correct.

Question 13

The "Interpersonal" of prospect is most like

Accepted Answer

A) Donald Trump 
B) Richard Simmons 
C) Aunt Bea 
D) Albert Einstein 
A) Donald Trump 
B) Richard Simmons 
C) Aunt Bea 
D) Albert Einstein

Question 14

Rhonda,a resort hotel manager,makes it a point to get to know the staff at the local tourist information office.She knows the staff people can be helpful as:

Accepted Answer

A) Data miners. 
B) Bird dogs. 
C) Prospects. 
D) Endless chain referrals. 
A) Data miners. 
B) Bird dogs. 
C) Prospects. 
D) Endless chain referrals.

Question 15

Which of the following statements about business dress is NOT true?

Accepted Answer

A) If the client suggests dressing in business casual,dress formal anyway. 
B) When in doubt,dress up in business attire. 
C) During the preapproach,ask about the dress code. 
D) Never dress down below the client's level of attire. 
A) If the client suggests dressing in business casual,dress formal anyway. 
B) When in doubt,dress up in business attire. 
C) During the preapproach,ask about the dress code. 
D) Never dress down below the client's level of attire.

Question 16

What is networking and what are potential sources of networks?

Accepted Answer

Networks are contacts that can

Question 17

What five questions should a salesperson ask when qualifying prospects?

Accepted Answer

Five key questions to address when quali

Question 18

The idea that satisfied,loyal customers will spread the word about you and your products is called:

Accepted Answer

A) CRM. 
B) Customer advocacy. 
C) Data mining. 
D) Centers of influence selling. 
A) CRM. 
B) Customer advocacy. 
C) Data mining. 
D) Centers of influence selling.

Question 19

Maria is a well-established saleswoman.She has numerous repeat buyers but knows she needs to prospect because her current customers:

Accepted Answer

A) Might get into financial trouble. 
B) Might leave their firm or change positions. 
C) Might move to a different salesperson's territory 
D) All of the choices are correct. 
A) Might get into financial trouble. 
B) Might leave their firm or change positions. 
C) Might move to a different salesperson's territory 
D) All of the choices are correct.

Question 20

Why do even successful,well-established salespeople need to prospect?

Accepted Answer

Current customers might: Get into financ

Planning the sales call is called:

Sales managers know many sales people struggle with call reluctance.What strategies can be used to help salespeople overcome call reluctance?

An excellent way to plan out the sales process in advance is through the use of written sales proposals.

Brad is a highly successful salesman.He always considers where tomorrow's business will come from.Brad incorporates _____________ as a continual part of his sales efforts.

The process of finding customers begins with:

A systematic approach to prospecting involves setting goals that are:

Another term for junk email messages is:

When determining whether the prospect has the means and authority to make a purchase,the salesperson must find out:

It is better to wait until after the sales presentation to determine whether the prospect can afford your product.

Within the "upside-down triangle process," the correct order,from top to bottom,is::

A sales proposal is all of the following,EXCEPT:

Which of the following should be your goal in the preapproach stage:

The "Interpersonal" of prospect is most like

Rhonda,a resort hotel manager,makes it a point to get to know the staff at the local tourist information office.She knows the staff people can be helpful as:

Which of the following statements about business dress is NOT true?

What is networking and what are potential sources of networks?

What five questions should a salesperson ask when qualifying prospects?

The idea that satisfied,loyal customers will spread the word about you and your products is called:

Maria is a well-established saleswoman.She has numerous repeat buyers but knows she needs to prospect because her current customers:

Why do even successful,well-established salespeople need to prospect?

Introduction to Relationship Selling

Using Information to Understand Sellers and Buyers

Value Creation in Buyer-Seller Relationships

Ethical and Legal Issues in Relationship Selling

Communicating the Sales Message

Negotiating for Win-Win Solutions

Closing the Sale and Follow-Up

Self-Management: Time and Territory

Salesperson Performance: Behavior,Motivation,and Role Perceptions

Recruiting and Selecting Sales-people

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters

Exam 5: Prospecting and Sales Call Planning

Planning the sales call is called:

Sales managers know many sales people struggle with call reluctance.What strategies can be used to help salespeople overcome call reluctance?

An excellent way to plan out the sales process in advance is through the use of written sales proposals.

Brad is a highly successful salesman.He always considers where tomorrow's business will come from.Brad incorporates _____________ as a continual part of his sales efforts.

The process of finding customers begins with:

A systematic approach to prospecting involves setting goals that are:

Another term for junk email messages is:

When determining whether the prospect has the means and authority to make a purchase,the salesperson must find out:

It is better to wait until after the sales presentation to determine whether the prospect can afford your product.

Within the "upside-down triangle process," the correct order,from top to bottom,is::

A sales proposal is all of the following,EXCEPT:

Which of the following should be your goal in the preapproach stage:

The "Interpersonal" of prospect is most like

Rhonda,a resort hotel manager,makes it a point to get to know the staff at the local tourist information office.She knows the staff people can be helpful as:

Which of the following statements about business dress is NOT true?

What is networking and what are potential sources of networks?

What five questions should a salesperson ask when qualifying prospects?

The idea that satisfied,loyal customers will spread the word about you and your products is called:

Maria is a well-established saleswoman.She has numerous repeat buyers but knows she needs to prospect because her current customers:

Why do even successful,well-established salespeople need to prospect?

Introduction to Relationship Selling

Using Information to Understand Sellers and Buyers

Value Creation in Buyer-Seller Relationships

Ethical and Legal Issues in Relationship Selling

Communicating the Sales Message

Negotiating for Win-Win Solutions

Closing the Sale and Follow-Up

Self-Management: Time and Territory

Salesperson Performance: Behavior,Motivation,and Role Perceptions

Recruiting and Selecting Sales-people

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters