Question 1

When engaged in relationship selling:

Accepted Answer

A) One doesn't need to worry about getting new customers all the time. 
B) One can assume most customers will stay loyal and provide repeat business for many years. 
C) One can be more relaxed about prospecting. 
D) None of the choices are correct. 
A) One doesn't need to worry about getting new customers all the time. 
B) One can assume most customers will stay loyal and provide repeat business for many years. 
C) One can be more relaxed about prospecting. 
D) None of the choices are correct.

Question 2

The "Status Quo" 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 3

Where can salespeople find prospects?

Accepted Answer

The answers will vary depending on the t

Question 4

When establishing a systematic prospecting plan,it is important to include the following steps in which order?

Accepted Answer

A) Keep good records,set goals,study and practice prospecting methods,be prompt in follow-up,pay attention to the results of your efforts. 
B) Study and practice prospecting methods,keep good records,be prompt in follow-up,set goals,pay attention to the results of your efforts. 
C) Set goals,study and practice prospecting methods,keep good records,be prompt in follow-up,pay attention to the results of your efforts. 
D) Study and practice prospecting methods,keep good records,set goals,be prompt in follow-up,pay attention to the results of your efforts. 
A) Keep good records,set goals,study and practice prospecting methods,be prompt in follow-up,pay attention to the results of your efforts. 
B) Study and practice prospecting methods,keep good records,be prompt in follow-up,set goals,pay attention to the results of your efforts. 
C) Set goals,study and practice prospecting methods,keep good records,be prompt in follow-up,pay attention to the results of your efforts. 
D) Study and practice prospecting methods,keep good records,set goals,be prompt in follow-up,pay attention to the results of your efforts.

Question 5

Prospecting builds a salesperson's pipeline.

Accepted Answer

A) True 
 B)False

Question 6

The "R" in "R-Zone" refers to:

Accepted Answer

A) Reluctance. 
B) Relaxation. 
C) Referrals. 
D) Relationships. 
A) Reluctance. 
B) Relaxation. 
C) Referrals. 
D) Relationships.

Question 7

The process of moving leads to prospects to customers can be best portrayed as a (n):

Accepted Answer

A) Salesperson's nightmare. 
B) Alternative to bird dogging. 
C) Upside-down triangle. 
D) Touch point technique. 
A) Salesperson's nightmare. 
B) Alternative to bird dogging. 
C) Upside-down triangle. 
D) Touch point technique.

Question 8

What should salespeople do during the preapproach stage of a sales call?

Accepted Answer

During the preapproach stage,salespeople

Question 9

Grooming and attire are important to success in selling because you must look the part of a:

Accepted Answer

A) Successful salesperson. 
B) Team player. 
C) Competent,and trusted business partner. 
D) Customer relationship manager. 
A) Successful salesperson. 
B) Team player. 
C) Competent,and trusted business partner. 
D) Customer relationship manager.

Question 10

Technology is always an excellent communication choice because it is so efficient.Time is money.

Accepted Answer

A) True 
 B)False

Question 11

Often,the best source of leads is from e-mail requests sent to the company's web site.

Accepted Answer

A) True 
 B)False

Question 12

Ryan,a sales manager,has many new salespeople.He reminds the salespeople that they need to initiate customer relationships and,need to overcome:

Accepted Answer

A) Call reluctance. 
B) Touchpoint temptation. 
C) Referral resistance. 
D) Networking webs. 
A) Call reluctance. 
B) Touchpoint temptation. 
C) Referral resistance. 
D) Networking webs.

Question 13

Katie is well-established in her community.She uses these contacts to develop leads.Katie is:

Accepted Answer

A) Networking. 
B) Bird dogging. 
C) Qualifying. 
D) Spamming. 
A) Networking. 
B) Bird dogging. 
C) Qualifying. 
D) Spamming.

Question 14

In general,sellers are the ones usually expected to initiate customer relationships.

Accepted Answer

A) True 
 B)False

Question 15

Your sales manager hands you a list of names of potential companies to call upon.There are way too many names to call on all of them.You go into the company data warehouse to see if there is any information regarding whether the potential prospect:

Accepted Answer

A) Has a need for your company's products. 
B) Could benefit from your product. 
C) Can be contacted by e-mail or other means. 
D) All of the choices are correct. 
A) Has a need for your company's products. 
B) Could benefit from your product. 
C) Can be contacted by e-mail or other means. 
D) All of the choices are correct.

When engaged in relationship selling:

The "Status Quo" of prospect is most like

Where can salespeople find prospects?

When establishing a systematic prospecting plan,it is important to include the following steps in which order?

Prospecting builds a salesperson's pipeline.

The "R" in "R-Zone" refers to:

The process of moving leads to prospects to customers can be best portrayed as a (n):

What should salespeople do during the preapproach stage of a sales call?

Grooming and attire are important to success in selling because you must look the part of a:

Technology is always an excellent communication choice because it is so efficient.Time is money.

Often,the best source of leads is from e-mail requests sent to the company's web site.

Ryan,a sales manager,has many new salespeople.He reminds the salespeople that they need to initiate customer relationships and,need to overcome:

Katie is well-established in her community.She uses these contacts to develop leads.Katie is:

In general,sellers are the ones usually expected to initiate customer relationships.

Your sales manager hands you a list of names of potential companies to call upon.There are way too many names to call on all of them.You go into the company data warehouse to see if there is any information regarding whether the potential 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

When engaged in relationship selling:

The "Status Quo" of prospect is most like

Where can salespeople find prospects?

When establishing a systematic prospecting plan,it is important to include the following steps in which order?

Prospecting builds a salesperson's pipeline.

The "R" in "R-Zone" refers to:

The process of moving leads to prospects to customers can be best portrayed as a (n):

What should salespeople do during the preapproach stage of a sales call?

Grooming and attire are important to success in selling because you must look the part of a:

Technology is always an excellent communication choice because it is so efficient.Time is money.

Often,the best source of leads is from e-mail requests sent to the company's web site.

Ryan,a sales manager,has many new salespeople.He reminds the salespeople that they need to initiate customer relationships and,need to overcome:

Katie is well-established in her community.She uses these contacts to develop leads.Katie is:

In general,sellers are the ones usually expected to initiate customer relationships.

Your sales manager hands you a list of names of potential companies to call upon.There are way too many names to call on all of them.You go into the company data warehouse to see if there is any information regarding whether the potential 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