Question 1

Which of the following is not one of the reasons buyers may not want to see salespeople?

Accepted Answer

A)  They may have never heard of the salesperson's firm. 
B)  Buyers may have their own deadlines with other issues . . . and are not receptive. 
C)  Buyers are looking for ways to solve problems, and salespeople add to the problems. 
D)  Buyers are constantly getting calls from salespeople and do not have time to see them all. 
E)  They may have just bought the salesperson's product category, and there is presently no need.

Question 2

Salespeople from non-competing companies can be a good source for getting leads.

Accepted Answer

A) True 
 B)False

Question 3

With the exception of cold calling, a salesperson should always know the contacts name before making the sales call.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following describes a common reason why salespeople dislike prospecting?

Accepted Answer

A)  They have a fear of rejection. 
B)  They dislike dealing with people. 
C)  Actually, most salespeople like prospecting. 
D)  All of the above are correct. 
E)  None of the above is correct.

Question 5

_______________refers to contacting the sales lead unannounced and with little or no information about the lead.

Accepted Answer

The answer of _______________refers to contacting the sales lead unannounced...

Question 6

Although prospecting is important, most salespeople will need to limit the amount of time they spend doing it.

Accepted Answer

A) True 
 B)False

Question 7

_______________ are events where companies purchase space and set up booths that clearly identify each company and its offerings, and that are staffed with salespeople who demonstrate the products and answer questions.

Accepted Answer

The answer of _______________ are events where companies purchase space...

Question 8

The sales person's act of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate for making a sale is called _________________ the sales lead.

Accepted Answer

The answer of The sales person's act of searching out,...

Question 9

Salespeople need to spend some time prospecting on a regular basis because there's typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

Accepted Answer

A) True 
 B)False

Question 10

Natalie has been a salesperson for the past two years. A big part of her job is prospecting, yet she doesn't seem to have a good idea of how her prospecting methods are working. Natalie should develop a:

Accepted Answer

A)  Referral list 
B)  Tracking system 
C)  List of lead generation methods 
D)  List of prospecting methods 
E)  A list of customers who provide her referrals

Question 11

Susan is a salesperson for ABC company and has trouble prospecting effectively.Approximately 70% of the leads she contacts don't have any influence in the purchase decision process.Sandy is most likely having trouble

Accepted Answer

A)  Communicating with her leads. 
B)  Selling her product to her leads. 
C)  Qualifying her leads. 
D)  Responding to her leads. 
E)  With her boss.

Question 12

Many organizations use both inbound and outbound telemarketing to generate leads.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following represents precall information about the prospective buyer that the salesperson may wish to obtain?

Accepted Answer

A)  Information about the prospect 
B)  Information about the prospect's organization 
C)  Information about the prospect's target markets 
D)  All of the above 
E)  Only a and b are correct

Question 14

Which of the following is not one of the primary criteria for qualified prospects?

Accepted Answer

A)  A need for the product or service (sales offering) 
B)  Financial wherewithal to make a purchase 
C)  An important role in the purchase decision process 
D)  Has the prospect been a customer before 
E)  All of the above are primary criteria

Question 15

Which of the following sequences related to prospecting is accurate?

Accepted Answer

A)  Generate leads, determine sales prospects, prioritize prospects, prepare for sales dialogue 
B)  Generate leads, prioritize leads, determine qualified prospects, prepare for sales dialogue 
C)  Identify leads, call on leads, qualify leads 
D)  Identify leads, call on leads, qualify leads, prioritize leads based on info gathered from sales call 
E)  None of the above is accurate.

Question 16

Sales seminars are presentations salespeople give to generate leads and provide information to prospective customers.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following forms of locating prospects brings the prospect to the salesperson?

Accepted Answer

A)  Centers of influence 
B)  Outbound telemarketing 
C)  Tradeshows 
D)  Noncompeting salespeople 
E)  Cold canvassing

Question 18

Karen is a salesperson for a large industrial equipment company.Most of her existing and potential customers are geographically dispersed across North America.Which of the following would probably be her best method of prospecting?

Accepted Answer

A)  Cold Canvassing 
B)  Trade Shows 
C)  Observation 
D)  Centers of influence 
E)  Industrial Customer Ranking Protocol

Question 19

Tracking systems often make it difficult for salespeople to evaluate the effectiveness of their prospecting methods.

Accepted Answer

A) True 
 B)False

Question 20

Steve is a salesperson for a large consumer products manufacturer. Steve has just taken over at new territory and is looking to begin the prospecting process. The first thing Steve should do is develop a:

Accepted Answer

A)  A list of leads 
B)  A list of qualified prospects 
C)  A strategic prospecting plan 
D)  A strategic business plan 
E)  A territory plan

Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

Which of the following is not one of the reasons buyers may not want to see salespeople?

Salespeople from non-competing companies can be a good source for getting leads.

With the exception of cold calling, a salesperson should always know the contacts name before making the sales call.

Which of the following describes a common reason why salespeople dislike prospecting?

_______________refers to contacting the sales lead unannounced and with little or no information about the lead.

Although prospecting is important, most salespeople will need to limit the amount of time they spend doing it.

_______________ are events where companies purchase space and set up booths that clearly identify each company and its offerings, and that are staffed with salespeople who demonstrate the products and answer questions.

The sales person's act of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate for making a sale is called _________________ the sales lead.

Salespeople need to spend some time prospecting on a regular basis because there's typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

Natalie has been a salesperson for the past two years. A big part of her job is prospecting, yet she doesn't seem to have a good idea of how her prospecting methods are working. Natalie should develop a:

Susan is a salesperson for ABC company and has trouble prospecting effectively.Approximately 70% of the leads she contacts don't have any influence in the purchase decision process.Sandy is most likely having trouble

Many organizations use both inbound and outbound telemarketing to generate leads.

Which of the following represents precall information about the prospective buyer that the salesperson may wish to obtain?

Which of the following is not one of the primary criteria for qualified prospects?

Which of the following sequences related to prospecting is accurate?

Sales seminars are presentations salespeople give to generate leads and provide information to prospective customers.

Which of the following forms of locating prospects brings the prospect to the salesperson?

Karen is a salesperson for a large industrial equipment company.Most of her existing and potential customers are geographically dispersed across North America.Which of the following would probably be her best method of prospecting?

Tracking systems often make it difficult for salespeople to evaluate the effectiveness of their prospecting methods.

Steve is a salesperson for a large consumer products manufacturer. Steve has just taken over at new territory and is looking to begin the prospecting process. The first thing Steve should do is develop a: