Question 1

_____ is the process of determining if a suspect is to become a prospect.

Accepted Answer

A)  Scheduling 
B)  Networking 
C)  Qualifying 
D)  Routing 
E)  Funneling 
A)  Scheduling 
B)  Networking 
C)  Qualifying 
D)  Routing 
E)  Funneling C

Question 2

Abel, a teenager, is trying to earn money by operating a dog walking service. Abel is knocking on the door of every dog owner within a six-block radius of his house and asking if the homeowner would like to use his service. Abel is using the _____ method of prospecting.

Accepted Answer

A)  public demonstration 
B)  group 
C)  referral 
D)  cold canvass 
E)  endless chain 
A)  public demonstration 
B)  group 
C)  referral 
D)  cold canvass 
E)  endless chain D

Question 3

Daniel sells medical equipment, and he has been advised to contact the comptroller at the Cedar Bluff Public Hospital because the hospital plans on building and equipping 150 medical and dental offices in its new health care complex. Daniel has not yet made the sales call because he hates to be pushy. Daniel is experiencing:

Accepted Answer

A)  referral breakdown. 
B)  sales hesitation. 
C)  prospect aversion. 
D)  call reluctance. 
E)  lead negation. 
A)  referral breakdown. 
B)  sales hesitation. 
C)  prospect aversion. 
D)  call reluctance. 
E)  lead negation. D

Question 4

Which of the following statements about referrals is true?

Accepted Answer

A)  Salespeople should work on obtaining referrals when they are not engaged in selling activities 
B)  It would be inappropriate to try to enact the referral cycle during the sales presentation 
C)  Salespeople must sell the product, plus sell the prospect on providing referrals 
D)  All salespeople ask for customer referrals 
E)  The referral cycle consists of three steps 
A)  Salespeople should work on obtaining referrals when they are not engaged in selling activities 
B)  It would be inappropriate to try to enact the referral cycle during the sales presentation 
C)  Salespeople must sell the product, plus sell the prospect on providing referrals 
D)  All salespeople ask for customer referrals 
E)  The referral cycle consists of three steps

Question 5

An effective way to attract prospects without having to go out prospecting is to submit regular articles about your business to trade magazines, journals, and newspapers.

Accepted Answer

A) True 
 B)False

Question 6

In cases where there are a large number of prospects for a product, a salesperson should most likely use:

Accepted Answer

A)  direct-mail prospecting. 
B)  center of influence prospecting. 
C)  sales lead club funneling. 
D)  endless chain prospecting. 
E)  cold canvass prospecting. 
A)  direct-mail prospecting. 
B)  center of influence prospecting. 
C)  sales lead club funneling. 
D)  endless chain prospecting. 
E)  cold canvass prospecting.

Question 7

In a parallel referral sale, salespeople must sell the product as well as the after-sales service.

Accepted Answer

A) True 
 B)False

Question 8

Successful use of the telephone in appointment scheduling requires a chatty message that hints of a desire to establish a long-term relationship with the prospect.

Accepted Answer

A) True 
 B)False

Question 9

What is the first step in learning how to overcome call reluctance?

Accepted Answer

A)  Determine your personality type 
B)  Avoid customers that refuse to buy 
C)  Admit having a call reluctance problem 
D)  Seek help for treating call reluctance issues 
E)  Practice verbal and nonverbal communication 
A)  Determine your personality type 
B)  Avoid customers that refuse to buy 
C)  Admit having a call reluctance problem 
D)  Seek help for treating call reluctance issues 
E)  Practice verbal and nonverbal communication

Question 10

The product delivery phase most likely represents the end of a relationship with a client if continued service is unnecessary.

Accepted Answer

A) True 
 B)False

Question 11

The networking prospecting method is effective and reliable because people want to do business with people they know, like, and trust.

Accepted Answer

A) True 
 B)False

Question 12

Respect, trust, time, and friendship are key elements in any salesperson's success.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following occurs before the sales presentation?

Accepted Answer

A)  Trial close 
B)  Determining objections 
C)  Preapproach 
D)  Follow-up 
E)  Meeting objections 
A)  Trial close 
B)  Determining objections 
C)  Preapproach 
D)  Follow-up 
E)  Meeting objections

Question 14

Kylie Lumberton was hired by a cosmetics company to replace a former employee. She did not know where to start looking for customers to start her sales. The ideal place for her to start would be:

Accepted Answer

A)  sales lead clubs. 
B)  cold canvassing. 
C)  orphaned customers. 
D)  customer referrals. 
E)  e-prospecting. 
A)  sales lead clubs. 
B)  cold canvassing. 
C)  orphaned customers. 
D)  customer referrals. 
E)  e-prospecting.

Question 15

By focusing on meeting center-of-influence people, a salesperson can cultivate a network and increase referral business.

Accepted Answer

A) True 
 B)False

Question 16

After presentation, the next step in the selling process is:

Accepted Answer

A)  to determine objections. 
B)  the referral cycle. 
C)  to follow-up. 
D)  the trial close. 
E)  to meet objections. 
A)  to determine objections. 
B)  the referral cycle. 
C)  to follow-up. 
D)  the trial close. 
E)  to meet objections.

Question 17

The most successful salespeople never experience call reluctance.

Accepted Answer

A) True 
 B)False

Question 18

Prospecting via the _____ method involves finding and cultivating people in a community who are willing to help a salesperson find prospects.

Accepted Answer

A)  cold canvass 
B)  group 
C)  public exhibition 
D)  center of influence 
E)  endless chain 
A)  cold canvass 
B)  group 
C)  public exhibition 
D)  center of influence 
E)  endless chain

Question 19

Because they are so busy, many executives have filtration systems to protect their time. In order to get through this system, you, as a professional salesperson, should do all of the following EXCEPT:

Accepted Answer

A)  not waste time waiting. 
B)  develop friends in the prospect's firm. 
C)  call at the right time on the right person. 
D)  believe in yourself. 
E)  follow the prospect. 
A)  not waste time waiting. 
B)  develop friends in the prospect's firm. 
C)  call at the right time on the right person. 
D)  believe in yourself. 
E)  follow the prospect.

Question 20

Salespeople must sell the product, plus sell the prospect on providing referrals. This is known as the:

Accepted Answer

A)  endless chain method. 
B)  canvassing method. 
C)  parallel referral sale. 
D)  cyclical method of referral. 
E)  referral qualification. 
A)  endless chain method. 
B)  canvassing method. 
C)  parallel referral sale. 
D)  cyclical method of referral. 
E)  referral qualification.

_____ is the process of determining if a suspect is to become a prospect.

Abel, a teenager, is trying to earn money by operating a dog walking service. Abel is knocking on the door of every dog owner within a six-block radius of his house and asking if the homeowner would like to use his service. Abel is using the _____ method of prospecting.

Which of the following statements about referrals is true?

An effective way to attract prospects without having to go out prospecting is to submit regular articles about your business to trade magazines, journals, and newspapers.

In cases where there are a large number of prospects for a product, a salesperson should most likely use:

In a parallel referral sale, salespeople must sell the product as well as the after-sales service.

Successful use of the telephone in appointment scheduling requires a chatty message that hints of a desire to establish a long-term relationship with the prospect.

What is the first step in learning how to overcome call reluctance?

The product delivery phase most likely represents the end of a relationship with a client if continued service is unnecessary.

The networking prospecting method is effective and reliable because people want to do business with people they know, like, and trust.

Respect, trust, time, and friendship are key elements in any salesperson's success.

Which of the following occurs before the sales presentation?

Kylie Lumberton was hired by a cosmetics company to replace a former employee. She did not know where to start looking for customers to start her sales. The ideal place for her to start would be:

By focusing on meeting center-of-influence people, a salesperson can cultivate a network and increase referral business.

After presentation, the next step in the selling process is:

The most successful salespeople never experience call reluctance.

Prospecting via the _____ method involves finding and cultivating people in a community who are willing to help a salesperson find prospects.

Because they are so busy, many executives have filtration systems to protect their time. In order to get through this system, you, as a professional salesperson, should do all of the following EXCEPT:

Salespeople must sell the product, plus sell the prospect on providing referrals. This is known as the:

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 7: Prospecting the Lifeblood of Selling

_____ is the process of determining if a suspect is to become a prospect.

Abel, a teenager, is trying to earn money by operating a dog walking service. Abel is knocking on the door of every dog owner within a six-block radius of his house and asking if the homeowner would like to use his service. Abel is using the _____ method of prospecting.

Which of the following statements about referrals is true?

An effective way to attract prospects without having to go out prospecting is to submit regular articles about your business to trade magazines, journals, and newspapers.

In cases where there are a large number of prospects for a product, a salesperson should most likely use:

In a parallel referral sale, salespeople must sell the product as well as the after-sales service.

Successful use of the telephone in appointment scheduling requires a chatty message that hints of a desire to establish a long-term relationship with the prospect.

What is the first step in learning how to overcome call reluctance?

The product delivery phase most likely represents the end of a relationship with a client if continued service is unnecessary.

The networking prospecting method is effective and reliable because people want to do business with people they know, like, and trust.

Respect, trust, time, and friendship are key elements in any salesperson's success.

Which of the following occurs before the sales presentation?

Kylie Lumberton was hired by a cosmetics company to replace a former employee. She did not know where to start looking for customers to start her sales. The ideal place for her to start would be:

By focusing on meeting center-of-influence people, a salesperson can cultivate a network and increase referral business.

After presentation, the next step in the selling process is:

The most successful salespeople never experience call reluctance.

Prospecting via the _____ method involves finding and cultivating people in a community who are willing to help a salesperson find prospects.

Because they are so busy, many executives have filtration systems to protect their time. In order to get through this system, you, as a professional salesperson, should do all of the following EXCEPT:

Salespeople must sell the product, plus sell the prospect on providing referrals. This is known as the:

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters