Deck 5: Strategic Prospecting and Preparing for Sales Dialog

Question 1

Creggo, a candy manufacturing company, sets up a kiosk inside a supermarket. The company's sales representatives try to attract the children in the supermarket to their kiosk and show them the different kinds of candies they have. Although they succeed at getting the attention of the children, they are unable to achieve the expected sales target. In this scenario, the sales representatives should have:

A) identified the people with the authority to make the purchase decision.
B) developed their confidence and believed that they offer the best products.
C) spent time preparing for sales dialogue with their target customers.
D) practiced the hard sell.
E) established monthly quotas for acquiring new prospects.

Answer 1

A

Question 2

Salespeople can overcome the challenges of prospecting by:

A) preparing for sales dialogue with potential buyers.
B) hiring interns to handle small tasks.
C) negotiating with buyers.
D) choosing a single method of prospecting.
E) dissociating with noncompeting salespeople.

Answer 2

A

Question 3

Craig is a salesperson for a company that sells industrial equipment. Craig spends most of his time talking to equipment operators who work on the factory floor. While Craig is able to get the equipment operators interested in his products, he is often unable to make a sale. In this scenario, Craig needs to:

A) identify the people with the authority to make the purchase decision.
B) develop his confidence and believe that he offers the best solutions.
C) focus on prospecting only with his existing clients.
D) practice the hard sell.
E) establish daily quotas for acquiring new prospects.

Answer 3

A

Question 4

Which of the following is a reason why salespeople get rejected by buyers?

A) Salespeople do not have specific information about the buying situation.
B) Buyers prefer talking to the selling firm directly and not to its salespeople.
C) Today's buyers are busy, and many are reluctant to see salespeople.
D) Buyers do not find salespeople to be value oriented.
E) Buyers are always well-informed and do not rely on salespeople for information.

Question 5

Sandy is a salesperson who has trouble prospecting effectively. Most of the leads she contacts do not make a purchase. Sandy would not have wasted so much of her time if she had collected more information about the leads. Given this information, it can be said that Sandy most likely needs to spend time:

A) cold calling her leads.
B) preparing sales dialogues.
C) qualifying her leads.
D) practicing the hard sell.
E) gaining inventory knowledge.

Question 6

In the recent times, purchasing has become harder for some firms because:

A) there are more people involved in the buying process.
B) of limited purchasing options.
C) of the lack of effective prospecting methods.
D) of the lack of available information on products and services.
E) there has been no change in buying behavior.

Question 7

Steve is a salesperson in Walterbie Inc. Although Steve is supposed to allocate some time for prospecting, he prefers to focus on finishing sales with existing customers. In this scenario, which of the following is most likely the reason why Steve avoids prospecting?

A) He is afraid of rejection.
B) He knows that prospecting is not as important as making the actual sales presentation.
C) He does not have to fulfill a sales quota.
D) He believes that buyers are always well-informed and do not need his help.
E) He knows that if he loses sales volume, he can quickly regain it without prospecting.

Question 8

In the recent times, which of the following is making prospecting more difficult?

A) A change in buying behavior
B) The emergence of numerous social media sites
C) The lack of effective prospecting methods
D) A lower sales quota
E) An increase in the number of unethical buyers

Question 9

Tim is a salesperson in a firm that offers logistics services. Although he knows that prospecting is an integral part of the sales profession, he tends to avoid it. Which of the following is most likely the reason Tim avoids prospecting?

A) He fears that he will have to face rejection.
B) He knows that prospecting is not as important as making the actual sales presentation.
C) He does not have to fulfill a sales quota.
D) He fears that buyers will ask him questions that he cannot answer during sales dialogue.
E) He believes that buyers are always well-informed and do not need his help.

Question 10

The strategic prospecting process is often viewed as a _____ because it presents the entire trust-based sales process and the strategic prospecting process in the form of a funnel.

A) sales pipeline
B) sales quota
C) sales pitch
D) sales spectrum
E) sales pyramid

Question 11

Salespeople who do not regularly prospect are operating under the assumption that:

A) buying behavior does not remain constant.
B) buyers prefer talking to the selling firm directly and not its salespeople.
C) the prospecting process would require them to prepare and plan sales dialogues.
D) the current business with existing customers will be sufficient to generate revenue even in the future.
E) buyers are always well informed and do not rely on salespeople for information.

Question 12

_____ is a salesperson's act of searching out, collecting, and analyzing information to determine the likelihood of a potential customer being a good candidate for making a sale.

A) Preparing sales dialogues
B) Cold calling
C) Qualifying sales leads
D) Hard selling
E) Creating sales pipelines

Question 13

Amanda is a salesperson in a company that manufactures baby products. Monica, Amanda's friend, recently gave birth to a baby. In this scenario, Monica is most likely Amanda's _____.

A) referral
B) first mover
C) sales executive
D) sales suspect
E) center of influence

Question 14

Which of the following is true of strategic prospecting?

A) Strategic prospecting helps salespeople identify the best sales opportunities.
B) Strategic prospecting is not as important as closing a sale in the selling process.
C) Salespeople cannot use strategic prospecting to generate additional business from existing customers.
D) Strategic prospecting does not help in the generation of future revenue.
E) Salespeople usually enjoy prospecting as they get to interact with numerous buyers.

Question 15

Which of the following is true of a sales funnel?

A) It is very wide at the top as salespeople typically have a large number of potential sales opportunities.
B) It represents the hierarchy of a company's products that have the highest and the lowest sales.
C) It is a diagram that represents the ratio of a company's sales to its cash flow.
D) As salespeople move through the stages in the trust-based sales process, the funnel widens because all sales opportunities result in a sale or new customer relationship.
E) For the most productive salespeople, the sales funnel is normally narrower at the bottom than the bottom of the funnel for less productive salespeople.

Question 16

Rachel is a salesperson who engages in strategic prospecting on a regular basis. Which of the following is most likely a reason why Rachel prospects regularly?

A) She needs to clearly understand the specifications of the products and services her company offers.
B) She needs to practice applying the hard-sell approach.
C) She knows that her existing customers can be acquired by another firm.
D) She knows that focusing on existing customers is likely to give her better sales opportunities than looking for new customers.
E) She needs to perfect sales dialogues with her prospective clients.

Question 17

Megan is a salesperson for a company that manufactures chemicals. While reviewing her new leads, Megan learns that two of them just signed contracts with one of her company's major competitors. Which of the following is most likely the reason why Megan will not consider these two leads as sales prospects?

A) They do not have the budget or financial resources to purchase the product.
B) They do not have a need for the products or services her company is offering.
C) They are too busy to meet salespeople.
D) They do not have the authority to make a purchase decision.
E) They are not included in her company's target market.

Question 18

A _____ is an individual or organization that has the budget or financial resources to purchase a product or service and has the authority to make purchase decisions.

A) sales contender
B) sales prospect
C) vendor
D) center of influence
E) sales executive

Question 19

In the recent times, which of the following factors is making purchasing harder for some firms?

A) The expanding number of purchasing options
B) The fewer number of people involved in the buying process
C) The lack of effective prospecting methods
D) The lack of available information on products and services
E) The lack of change in buying behavior

Question 20

Who among the following would most likely be a sales lead for a company that manufactures toys?

A) Reeva, who is a doctor at a children's hospital
B) Darren, a salesperson who works in a company that manufactures baby care products
C) Brad, a manager in a rival toy manufacturing company
D) Kristen, who works for an orphanage
E) Nina, the mother of a high-school graduate

Question 21

Drew is a salesperson for a company that manufactures seat covers for pickup trucks. Drew relies on his friend Susan for leads as she is the owner of a large truck dealership. Susan calls Drew and lets him know when someone has purchased a new pickup truck. In this scenario, Drew uses _____ to generate leads.

A) a strategic reserve
B) agile marketing
C) cold calling
D) a dormant partner
E) a center of influence

Question 22

Jonathan, a salesperson in a home décor store, requests Sheila, one of his customers, to facilitate a meeting with a prospective customer who is Sheila's acquaintance. Sheila writes a letter recommending the prospect to try products from Jonathan's store. Which of the following prospecting methods is being used in this scenario?

A) Anecdote
B) Cold call
C) Trade notice
D) Introduction
E) Customer feedback

Question 23

Ramona, a salesperson, works for a small firm that manufactures fruit preserves. Her job is to target a particular locality every day and visit its residents' houses to promote and sell her products. She often has no information about them and visits them unannounced. In this scenario, Ramona is using _____ as a prospecting method.

A) consultative selling
B) networking
C) cold calling
D) inbound marketing
E) advertising inquiries

Question 24

The term _____ refers to the characteristics of a firm's best customers or the perfect customer.

A) ideal customer profile
B) market overview
C) sales manifesto
D) center of influence
E) customer review

Question 25

The most productive salespeople _____ to ensure that they spend most of their time on the best opportunities.

A) prioritize their sales prospects
B) avoid prospecting
C) practice the hard sell
D) focus solely on existing customers
E) use fast talking in the selling process

Question 26

A(n) _____ is a variation of a referral where, in addition to requesting the names of prospects, a salesperson asks the prospect or customer to prepare a note or letter that can be sent to the potential customer.

A) point of sale
B) cold call
C) trade notice
D) introduction
E) conveyance deed

Question 27

Tim is a salesperson who often engages in cold calling because he finds the strategic prospecting process very tedious. He sets up a meeting with one of his prospects through cold calling. After the initial sales dialogue with the prospect, she decides not to purchase the product that Tim is offering. Which of the following is most likely the reason why Tim was unable to make a sale?

A) He did not give the prospect enough time to think about the purchase.
B) He failed to practice the hard sell.
C) He did not have any information about the prospect.
D) The prospect perceived him as a noncompeting salesperson.
E) The sales dialogue contained misleading information.

Question 28

Leocra, a clothing brand, extensively uses online communication platforms to market its products. The company engages with its target market using these platforms and regularly posts online surveys to better understand buying behavior. In this scenario, which of the following prospecting methods does Leocra use?

A) Social selling
B) Transactional marketing
C) Hard selling
D) Guerilla marketing
E) Cold calling

Question 29

Which of the following statements is true of social selling?

A) It refers to using various communication platforms on the Internet to engage with prospects.
B) It is a form of door-to-door selling.
C) It is one of the least effective ways to get referrals.
D) It refers to the sale of eco-friendly products by a company as part of its corporate social responsibility.
E) It involves a salesperson joining country clubs or fraternal organizations to engage in networking.

Question 30

Sarah is a salesperson who prefers contacting her sales leads before getting any information about them or their companies. Sarah uses _____ as a method of sales prospecting.

A) centers of influence
B) networking
C) cold calling
D) company records
E) advertising inquiries

Question 31

Which of the following methods of prospecting is considered very inefficient?

A) Electronic networking
B) Conducting trade shows
C) Cold calling
D) Using company records
E) Conducting seminars

Question 32

In sales prospecting, which of the following is most likely to lead to ethical problems?

A) Inbound telemarketing
B) Advertising inquiries
C) Noncompeting salespeople
D) Referrals
E) Trade shows

Question 33

Which of the following is true of current prospecting methods?

A) Social media is being extensively used to identify, understand, and network with prospects.
B) Cold calling is seen as the best prospecting method in the selling process.
C) Salespeople must practice the hard sell and ensure that they meet their sales quotas.
D) Salespeople who use a single prospecting method are the most productive.
E) Phone calls and e-mails remain the best ways to connect with prospects.

Question 34

Salespeople prepare for the initial contact with sales prospects by:

A) planning the sales dialogue.
B) calculating the relative sales value.
C) practicing the hard sell.
D) formulating the company agenda.
E) documenting trade agreements.

Question 35

Reuben is a well-known painter who frequently interacts with other artists. Marcello, his friend, is a sales consultant in an art gallery that rents out exhibition space on a regular basis. Reuben often helps Marcello by introducing him to artists who are interested in showcasing their work in the gallery. In this case, Reuben is Marcello's _____.

A) strategic reserve
B) sales coordinator
C) venture capitalist
D) dormant partner
E) center of influence

Question 36

Which of the following is a reason why many salespeople join civic and professional organizations, country clubs, or fraternal organizations?

A) To learn about sales ethics
B) To engage in social selling
C) To learn the technique of cold canvassing
D) To receive sales training
E) To gain leads through networking

Question 37

Which of the following is true of cold canvassing?

A) It occurs when salespeople contact sales leads unannounced.
B) It is usually seen as a very efficient form of prospecting.
C) Buyers are always willing to see salespeople who use this method.
D) It allows salespeople to build relationships with other members of a community.
E) Salespeople who use this method only give face-to-face presentations to prospective customers.

Question 38

Pete is a salesperson who is a member of The Green Stones Country Club. The club is frequented by lawyers, doctors, and other well-known members of the community. Pete often identifies new prospects while engaging in conversations with the club members. In this case, Pete uses the club members as _____.

A) dormant partners
B) strategic reserves
C) noncompeting salespeople
D) venture capitalists
E) centers of influence

Question 39

_____ can be an effective way for salespeople to get referrals.

A) Tracking systems
B) Social selling
C) Hard selling
D) Company records
E) Cold calling

Question 40

Bill is a salesperson who relies on his current customers to help him identify potential customers. In this scenario, Bill relies on _____ to generate sales leads.

A) hard selling
B) referrals
C) company sources
D) outbound marketing
E) cold calling

Question 41

_____ provide lists of targeted businesses or individuals with detailed contact and other information, as well as e-mail, direct mail, telephone, and Web-based marketing assistance to connect with targeted potential customers.

A) Corporate sourcing services
B) Premium customer services
C) Lead management services
D) Inventory management services
E) Customer lifecycle management services

Question 42

In sales prospecting, directories are used for:

A) entering the details of returns yielded from the sale of products.
B) establishing a daily schedule for conducting prospecting activities.
C) identifying and contacting leads.
D) registering specific information about the selling situation of customers.
E) recording the outcomes of prospecting activities.

Question 43

Company records can be used for:

A) acquiring prospecting knowledge before sales presentations.
B) getting referrals from centers of influence.
C) referring to contact details about the company's potential leads.
D) analyzing and evaluating the results of prospecting activities.
E) contacting the company's previous customers in an attempt to win back business.

Question 44

The sales interns of Nortrom Inc., an electronics company, call the company's potential clients and inform them about the company's various products and offers. In this scenario, the sales interns of Nortrom Inc. are engaged in _____.

A) hard selling
B) inbound telemarketing
C) social selling
D) cross-selling
E) outbound telemarketing

Question 45

Nevard Professional Solutions is a business-to-business company that assists other business organizations in generating potential customers. The company provides businesses with detailed information about their potential clients. It also provides Web-based marketing services to connect with the targeted clients. In this scenario, Nevard Professional Solutions provides _____.

A) corporate sourcing services
B) premium customer services
C) lead management services
D) clienteling services
E) customer lifecycle management services

Question 46

FitterYou Inc., a company that manufactures health products, hosts an event at a local hotel to generate potential customers. The company invites approximately 120 prospects to the event through direct mails. At the event, the sales representatives of the company give presentations on the various products offered by the company. In this scenario, FitterYou Inc. is using _____ to generate sales leads.

A) cold calling
B) outbound telemarketing
C) a seminar
D) a trade show
E) an incentive program

Question 47

Naimer Corp., a textile company, has recently set up its own call center. Customers can call the company's toll-free numbers at any time of the day to get information about the various products the company offers. In this scenario, Naimer Corp. is engaged in _____.

A) hard selling
B) outbound telemarketing
C) social selling
D) cold calling
E) inbound telemarketing

Question 48

_____ is a formal organization with each local group consisting of noncompeting salespeople.

A) Business Professionals of America
B) The Business Council for International Understanding
C) The National Alliance of Business
D) The Business Roundtable
E) Business Networking International

Question 49

The term _____ refers to information about customers in an organization's database.

A) memorandums
B) user manuals
C) manifestos
D) catalogs
E) company records

Question 50

A salesperson from a different company who sells an entirely different category of products can be considered a:

A) diverse salesperson.
B) consultative salesperson.
C) relational salesperson.
D) transactional salesperson.
E) noncompeting salesperson.

Question 51

In which of the following prospecting methods do salespeople ask potential customers to fill out information cards indicating an interest in their company or one of its products?

A) Sectorization
B) Outbound telemarketing
C) Trade shows
D) Sales interrupts
E) Cold canvassing

Question 52

Which of the following statements is true of trade shows?

A) During trade shows, salespeople use members of different organizations to generate prospects for each other.
B) During trade shows, salespeople use company records to identify previous customers who have not placed an order recently.
C) Salespeople use trade shows to demonstrate their products and answer questions from potential customers.
D) During trade shows, salespeople generate leads with the help of competing salespeople.
E) Salespeople use trade shows to contact sales leads unannounced with little to no information about the lead.

Question 53

_____ are electronic or print sources that provide contact and other information about many different companies or individuals.

A) Manifestos
B) Expert systems
C) Directories
D) Memorandums
E) Referrals

Question 54

Karen is a salesperson for an automobile company. She believes that the best way for her potential and existing customers to know about her company's products is by seeing the products in person and seeing exactly what the products can and cannot do. Which of the following is most likely the best prospecting method for Karen?

A) Advertising inquiries
B) Inbound telemarketing
C) Trade shows
D) Cold calling
E) Outbound telemarketing

Question 55

Radsbury Corp., a company that manufactures bath fittings, encourages its prospects to call the company on its toll-free number and get information on the various products and services it offers. In this scenario, Radsbury Corp. is engaged in _____.

A) hard selling
B) outbound telemarketing
C) social selling
D) cold calling
E) inbound telemarketing

Question 56

Which of the following is used by salespeople to identify previous customers who have not placed an order recently?

A) Executive summaries
B) Retention sheets
C) Memorandums
D) Referrals
E) Company records

Question 57

Every year, Clardiz, an automobile company, purchases booth space at an annual corporate event to exhibit its offerings. The salespeople of the company demonstrate the company's products to prospects who show an interest in them. The potential customers are also asked to fill out forms with their contact details. In the given scenario, Clardiz uses _____ as a prospecting method.

A) cold calling
B) seminars
C) trade shows
D) shareholder meetings
E) outbound marketing

Question 58

Gladus Inc., a cosmetics company, has a call center where it employs sales executives to call prospects using a database of information about the company's potential customers. In this scenario, Gladus Inc. is engaged in _____.

A) hard selling
B) inbound telemarketing
C) social selling
D) cross-selling
E) outbound telemarketing

Question 59

_____ is a source of locating prospects whereby the salesperson contacts the prospect by phone.

A) Hard selling
B) Inbound telemarketing
C) Social selling
D) Partnership selling
E) Outbound telemarketing

Question 60

Julia is a salesperson who works for a tea manufacturing company, and her friend Jessica is a salesperson who works for a clothing company. Given this information, it can be said that Julia and Jessica are _____.

A) dormant partners
B) consultative salespeople
C) relational salespeople
D) venture capitalists
E) noncompeting salespeople

Question 61

The basic objective of sales prospecting is to:

A) ensure that salespeople are not demotivated by rejections.
B) establish a regular daily schedule for conducting prospecting activities.
C) understand the strengths and weaknesses of competitors in a particular industry.
D) make the sales process more enjoyable.
E) generate a database of sales prospects.

Question 62

Which of the following would be considered basic information about a prospect?

A) The prospect's inventory knowledge
B) The likelihood of obtaining a referral from the prospect
C) The prospect's market knowledge
D) The competitors of the prospect's company
E) The communication style of the prospect

Question 63

Zoey is a salesperson who is meeting a prospect after a successful cold call. Zoey has already collected most of the basic information about her prospect. The best way for her to gather additional information about the prospect is:

A) by questioning the prospect during sales dialogues.
B) by using social media sites as a source of information.
C) by learning about the products and services offered by the prospect's company.
D) by searching for information online and in print directories.
E) by developing and following a strategic prospecting plan.

Question 64

If a salesperson is looking for specific selling situation information, he or she must gather information on the:

A) communication style of the buyer.
B) current suppliers of the buyer.
C) buyer's preferred method of prospecting.
D) likelihood of obtaining a referral from the buyer.
E) buyer's inventory knowledge.

Question 65

In a strategic prospecting plan, which of the following is a reason why salespeople set aside a specific amount of time for prospecting?

A) It helps prevent other activities from creeping in and displacing prospecting activities.
B) It helps develop confidence by allowing them to gain more product knowledge.
C) It helps establish quotas for acquiring new prospects.
D) It helps them track the results of different prospecting methods.
E) It helps them compare the results obtained using different prospecting methods.

Question 66

In the context of gathering prospect information to prepare for sales dialogue, which of the following is an example of specific information about the selling situation?

A) The buyer's preferred method of prospecting
B) The communication style of the prospect
C) The prospect's motivation for buying
D) The likelihood of obtaining a referral from the prospect
E) The buyer's inventory knowledge

Question 67

If a salesperson is looking for basic information about a buyer, he or she must gather information on the:

A) likelihood of obtaining a referral from the buyer.
B) community and organizational involvement of the buyer.
C) buyer's market knowledge.
D) competitors of the buyer's company and their market share.
E) buyer's preferred method of prospecting.

Question 68

Jane, a salesperson, has recently joined a company and is looking for information about prospective buyers. Which of the following is basic information that Jane would need to obtain about the prospective buyers before meeting them?

A) Their market knowledge
B) The likelihood of obtaining a referral from the prospect
C) Their hobbies and interests
D) The competitors of the prospects' company
E) Their preferred prospecting method

Question 69

Which of the following is true of evaluation in a prospecting plan?

A) Evaluation allows salespeople to record comprehensive information about a prospect.
B) Evaluation makes it easier to track results of different prospecting methods.
C) Continuous evaluation can be employed to establish a regular daily schedule for conducting prospecting activities.
D) Continuous evaluation should be employed to ensure that a salesperson is meeting prospecting goals and using the most effective prospecting methods.
E) Evaluation helps develop a base of comprehensive knowledge and understanding about the profits made by a company using prospecting methods.

Question 70

A salesperson's plan for gathering qualified potential customers is called a _____.

A) strategic prospecting plan
B) tactical plan
C) promotional plan
D) operational compliance plan
E) contingency plan

Question 71

Which of the following is true of a customer relationship management (CRM) system?

A) It assists companies in accumulating and updating the information about their prospects.
B) Its primary use is to identify and blacklist customers who act unethically.
C) Its drawback is that it cannot be integrated with lead management software.
D) It requires salespeople to manually enter information into the system.
E) It is used by salespeople to track the sales activities of competing companies.

Question 72

Margaret, a salesperson, always wins the best salesperson award in her company. Margaret's manager believes that her success is a result of a strategic prospecting plan. Which of the following statements supports this belief?

A) She practices the hard-sell approach.
B) She is friends with the other salespeople in her company.
C) She has the best work ethics in her company.
D) She sets aside five hours every week to identify potential customers.
E) She is constantly engaged in cold calling.

Question 73

A(n) _____ is a part of the strategic prospecting plan that can be as low-tech as a set of 3 X 5-inch note cards or employ one of the many computerized and online contact management or customer relationship management software applications.

A) tracking system
B) enterprise system
C) contingency system
D) closed system
E) expert system

Question 74

In the context of gathering prospect information to prepare for sales dialogue, which of the following is considered specific information about the selling situation?

A) The buyer's preferred method of prospecting
B) The communication style of the prospect
C) The likelihood of obtaining a referral from the prospect
D) The buyer's inventory knowledge
E) The prospect's available budget

Question 75

Georgy, a salesperson in a communications company, is required to approach corporate companies that would be interested in availing his company's services. To ensure effective lead generation, Georgy decides to collect some basic information about the company of one of the potential clients. In this scenario, Georgy is most likely to collect information about the:

A) likelihood of obtaining a referral from the potential client.
B) current supplier of the company.
C) number of employees in the company.
D) potential client's market and inventory knowledge.
E) potential client's preferred method of prospecting.

Question 76

Gertrude, a salesperson in a pharmaceutical company, is required to approach organizations that would be interested in her company's products. To ensure efficient lead generation, Gertrude decides to collect some specific information about the selling situation. In this scenario, Gertrude is most likely to collect information about the:

A) likelihood of obtaining a referral from the buyer.
B) buyer's preferred method of prospecting.
C) buying process.
D) communication style of the buyer.
E) extent of commoditization.

Question 77

In the context of gathering prospect information to prepare for sales dialogue, which of the following conveys specific information about the selling situation to the salesperson?

A) The communication style of the buyer
B) The buying process
C) The buyer's preferred method of prospecting
D) The likelihood of obtaining a referral from the buyer
E) The extent of commoditization

Question 78

Which of the following technologies is a valuable tool for accumulating and updating prospect information on a regular basis?

A) A customer relationship management system
B) An event ticketing system
C) An application programming interface
D) A computer-integrated design system
E) An enterprise resource planning system

Question 79

A(n) _____ is a part of the strategic prospecting plan that records comprehensive information about a prospect, traces the prospecting methods used, and chronologically archives outcomes from any contacts with the prospect.

A) tracking system
B) directory
C) contingency system
D) manual
E) referral

Question 80

Which of the following should be done by a salesperson before meeting a prospect?

A) He or she should call the prospect and state the price of the concerned product or service.
B) He or she should call the prospect and ask for an order.
C) He or she should send the qualified prospect a sales letter.
D) He or she should gather basic information about the prospect.
E) He or she should request a referral or letter of introduction from the prospect.