Exam 5: Prospecting and Sales Call Planning

The "Contemplative" of prospect is most like

Which of the following is an element of in sales preapproach strategy?

Planning the right image includes two key aspects: deciding what to wear and deciding where to take the prospect to lunch.

An upside-down triangle is a way to portray the movement of leads to prospects to customers.

People in a position to persuade a salesperson's potential customers are called:

To be effective as a source of prospects,junk mailing needs to be:

In the pharmaceutical industry,the future of the company is often assessed by the number of new drugs in the pipeline,being tested and evaluated for approval.Similarly,a salesperson's future will be heavily influenced by their ___________ efforts.

Best used when given by a long-term customer,but able to be provided even by a prospect that has not yet made a purchase,the ___________________ is a great way to seek new prospects:

Overcoming call reluctance can be helped by all of the following,EXCEPT?

When Rosalie makes a sales call,she always asks the customer "Who else do you know who would benefit from our products?" Rosalie is creating a (n):

The criteria applied to qualify potential prospects are consistent among companies in any industry.

Anna,the saleswoman in the next office,always seems to have a list of prospects.You ask her how she does it and she explains the best source of leads is from:

Why is outbound telemarketing becoming less effective as a source of prospects?

What problems are associated with using the Internet for lead generation?

The "Direct Type" of prospect is most like

Your number one goal when making an initial sales call should be to make a sale.

How can the Internet be used for lead generation?

The value of directories as a source of leads depends upon the:

When joining professional and civic groups a salesperson should:

Fiona is out of prospects.She needs to ask her customers for: