Question 1

Tom,the technology manager for a major sales organization,has two goals for the sales force:

Accepted Answer

A) Know your system; use your system. 
B) Envision the sale; make the sale. 
C) See the ball; be the ball. 
D) Follow the lead; swallow the hook. 
A) Know your system; use your system. 
B) Envision the sale; make the sale. 
C) See the ball; be the ball. 
D) Follow the lead; swallow the hook.

Question 2

A major advantage of referrals and customer advocacy is the prospects are likely to:

Accepted Answer

A) Automatically buy from you. 
B) Spend more than the referring customers. 
C) Already be in your data warehouse. 
D) Meet your qualification criteria. 
A) Automatically buy from you. 
B) Spend more than the referring customers. 
C) Already be in your data warehouse. 
D) Meet your qualification criteria.

Question 3

Hilton Head,South Carolina is often the site of ______________ used by salespeople to provide information to potential customers and have social outings.

Accepted Answer

A) Telemarketing. 
B) Video conferencing. 
C) Conferences. 
D) Trade shows. 
A) Telemarketing. 
B) Video conferencing. 
C) Conferences. 
D) Trade shows.

Question 4

The success of a sales call depends,in part,upon the salesperson's ability to distinguish the behavioral type of the prospect.

Accepted Answer

A) True 
 B)False

Question 5

The "give first" approach refers to letting the prospect "win" by giving in.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is NOT one of the key questions to address when qualifying potential prospects?

Accepted Answer

A) Do they have the authority to make the purchase decision? 
B) Where will the product be delivered? 
C) Does the prospect have a need for your product? 
D) Can they afford your product? 
A) Do they have the authority to make the purchase decision? 
B) Where will the product be delivered? 
C) Does the prospect have a need for your product? 
D) Can they afford your product?

Question 7

Canvassing or telephoning potential prospects without an invitation is called:

Accepted Answer

A) Cold calling. 
B) Networking. 
C) Spamming. 
D) Junking. 
A) Cold calling. 
B) Networking. 
C) Spamming. 
D) Junking.

Question 8

Rachel spends more time than other sales associates qualifying prospects yet almost every month she leads the sales force.Rachel has found that by spending time qualifying prospects she avoids:

Accepted Answer

A) Rejections. 
B) Wasting time on people who are unlikely to become customers. 
C) Cold call fever. 
D) Endless chain referral syndrome. 
A) Rejections. 
B) Wasting time on people who are unlikely to become customers. 
C) Cold call fever. 
D) Endless chain referral syndrome.

Question 9

How can trade shows be used as a source of leads?

Accepted Answer

Trade shows attract people already inter

Question 10

Explain the meaning of the "give first" approach to networking.

Accepted Answer

One of the most effective ways

Question 11

Peter is reviewing a Dun & Bradstreet report about a prospect to see if they are financially sound.What Peter is doing is part of:

Accepted Answer

A) Turning a lead into a prospect. 
B) Networking. 
C) Prospecting. 
D) Qualifying a prospect. 
A) Turning a lead into a prospect. 
B) Networking. 
C) Prospecting. 
D) Qualifying a prospect.

Question 12

Most leads never make it past that stage to become:

Accepted Answer

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

Question 13

When completing the steps for the preapproach,it is important to do them in order.

Accepted Answer

A) True 
 B)False

Question 14

______________,unsolicited phone calls designed to turn leads into qualified prospects,is used by many firms to support salespeople.

Accepted Answer

A) Inbound telemarketing. 
B) Spamming. 
C) Outbound telemarketing. 
D) Central paging. 
A) Inbound telemarketing. 
B) Spamming. 
C) Outbound telemarketing. 
D) Central paging.

Question 15

In most selling environments,which of the following would be the best source of prospects?

Accepted Answer

A) Inbound telemarketing. 
B) Spamming. 
C) Outbound telemarketing. 
D) Central paging. 
A) Inbound telemarketing. 
B) Spamming. 
C) Outbound telemarketing. 
D) Central paging.

Question 16

When deciding what type of presentation to make to the customer,key issues to consider include:

Accepted Answer

A) How much and which type of technology to use. 
B) How formal the presentation should be. 
C) How long the presentation should be. 
D) All of the choices are correct. 
A) How much and which type of technology to use. 
B) How formal the presentation should be. 
C) How long the presentation should be. 
D) All of the choices are correct.

Question 17

How should the goals for a prospecting plan be defined?

Accepted Answer

The goals of a prosp

Question 18

If you are involved in B2B selling,you must pay attention to:

Accepted Answer

A) Professional aspects of the customer. 
B) Personal aspects of the customer. 
C) Both A and B. 
D) Only information about the company as a whole. 
A) Professional aspects of the customer. 
B) Personal aspects of the customer. 
C) Both A and B. 
D) Only information about the company as a whole.

Question 19

If you are engaged in B2B selling,you must pay attention to both professional and personal aspects of the potential customer.Create two lists below of some of the information you would research regarding (1)the person on whom you will be calling, (2)the company for which the person works.

Accepted Answer

Information on the Person: Name Personal

Question 20

In order for prospecting by people other than salespeople to work,a firm must have in place:

Accepted Answer

A) A formal mechanism by which information collected can be disseminated to the sales force. 
B) A good email system. 
C) A means of giving credit to the person who collected the information. 
D) A salesforce that works well with others. 
A) A formal mechanism by which information collected can be disseminated to the sales force. 
B) A good email system. 
C) A means of giving credit to the person who collected the information. 
D) A salesforce that works well with others.

Tom,the technology manager for a major sales organization,has two goals for the sales force:

A major advantage of referrals and customer advocacy is the prospects are likely to:

Hilton Head,South Carolina is often the site of ______________ used by salespeople to provide information to potential customers and have social outings.

The success of a sales call depends,in part,upon the salesperson's ability to distinguish the behavioral type of the prospect.

The "give first" approach refers to letting the prospect "win" by giving in.

Which of the following is NOT one of the key questions to address when qualifying potential prospects?

Canvassing or telephoning potential prospects without an invitation is called:

Rachel spends more time than other sales associates qualifying prospects yet almost every month she leads the sales force.Rachel has found that by spending time qualifying prospects she avoids:

How can trade shows be used as a source of leads?

Explain the meaning of the "give first" approach to networking.

Peter is reviewing a Dun & Bradstreet report about a prospect to see if they are financially sound.What Peter is doing is part of:

Most leads never make it past that stage to become:

When completing the steps for the preapproach,it is important to do them in order.

______________,unsolicited phone calls designed to turn leads into qualified prospects,is used by many firms to support salespeople.

In most selling environments,which of the following would be the best source of prospects?

When deciding what type of presentation to make to the customer,key issues to consider include:

How should the goals for a prospecting plan be defined?

If you are involved in B2B selling,you must pay attention to:

If you are engaged in B2B selling,you must pay attention to both professional and personal aspects of the potential customer.Create two lists below of some of the information you would research regarding (1)the person on whom you will be calling, (2)the company for which the person works.

In order for prospecting by people other than salespeople to work,a firm must have in place:

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

Tom,the technology manager for a major sales organization,has two goals for the sales force:

A major advantage of referrals and customer advocacy is the prospects are likely to:

Hilton Head,South Carolina is often the site of ______________ used by salespeople to provide information to potential customers and have social outings.

The success of a sales call depends,in part,upon the salesperson's ability to distinguish the behavioral type of the prospect.

The "give first" approach refers to letting the prospect "win" by giving in.

Which of the following is NOT one of the key questions to address when qualifying potential prospects?

Canvassing or telephoning potential prospects without an invitation is called:

Rachel spends more time than other sales associates qualifying prospects yet almost every month she leads the sales force.Rachel has found that by spending time qualifying prospects she avoids:

How can trade shows be used as a source of leads?

Explain the meaning of the "give first" approach to networking.

Peter is reviewing a Dun & Bradstreet report about a prospect to see if they are financially sound.What Peter is doing is part of:

Most leads never make it past that stage to become:

When completing the steps for the preapproach,it is important to do them in order.

______________,unsolicited phone calls designed to turn leads into qualified prospects,is used by many firms to support salespeople.

In most selling environments,which of the following would be the best source of prospects?

When deciding what type of presentation to make to the customer,key issues to consider include:

How should the goals for a prospecting plan be defined?

If you are involved in B2B selling,you must pay attention to:

If you are engaged in B2B selling,you must pay attention to both professional and personal aspects of the potential customer.Create two lists below of some of the information you would research regarding (1)the person on whom you will be calling, (2)the company for which the person works.

In order for prospecting by people other than salespeople to work,a firm must have in place:

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