Question 1

Salespeople should incorporate a tracking system into their prospecting plans.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following prospecting methods is characterized by having MANY potential prospects brought together under one roof?

Accepted Answer

A)  Sales seminars 
B)  Trade shows 
C)  Referrals 
D)  Company records 
E)  Both a and b are correct

Question 3

Which of the following statements is untrue regarding cold canvassing?

Accepted Answer

A)  Calls on prospects are unannounced 
B)  It is a relatively efficient form prospecting 
C)  Buyers may not be available 
D)  Buyers may not have the time to talk to the salesperson 
E)  It is probably the least successful form of prospecting

Question 4

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 5

What is the goal of strategic prospecting?

Accepted Answer

A)  To generate the largest number of leads. 
B)  To help salespeople identify the best sales opportunities in the most efficient way. 
C)  To get past the gatekeeper. 
D)  The haphazard screening-out of undesirable sales leads. 
E)  To help salespeople identify the decision maker.

Question 6

A strategic prospecting plan should include all of the following except?

Accepted Answer

A)  Proper time allocation 
B)  Precall information system 
C)  Evaluation method 
D)  Tracking system 
E)  Goals

Question 7

The more a salesperson knows about a prospect, the better chance a salesperson has to make a sale.

Accepted Answer

A) True 
 B)False

Question 8

Drew is a salesperson for a company that manufactures bed-liners for pick-up trucks. Drew relies on his friend Susan, a salesperson for a local truck dealership, for leads. Susan calls Drew and lets him know when someone has purchased a new pick-up truck. Drew's source of leads is called:

Accepted Answer

A)  Company records. 
B)  A sales seminar. 
C)  Noncompeting salesperson. 
D)  Tradeshow 
E)  Center of influence

Question 9

A _____________________is an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision.

Accepted Answer

The answer of A _____________________is an individual or organization that...

Question 10

The more a salesperson knows about a prospect, the better chance a salesperson has to __________.

Accepted Answer

A)  Meet the prospect 
B)  Make a sale 
C)  Qualify the prospect as a suspect 
D)  "Friend" the prospect 
E)  Generate referrals from the prospect

Question 11

_______________ 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 12

Prospects may be reluctant to see a salesperson if they've never heard of the salesperson's firm.

Accepted Answer

A) True 
 B)False

Question 13

The more the salesperson knows about his or her qualified prospects, the better the chance he or she has of developing a successful relationship with that prospect

Accepted Answer

A) True 
 B)False

Question 14

Social media may be sources of information salespeople utilize while planning for sales dialogue.

Accepted Answer

A) True 
 B)False

Question 15

With respect to prospecting, which of the following statements is untrue?

Accepted Answer

A)  Most salespeople need to engage in some activity designed to cultivate future business 
B)  Salespeople often indicate they do not have enough time to prospect. 
C)  Typically, salespeople enjoy prospecting because they like the positive feedback. 
D)  Many of today's buyers are busy and reluctant to see salespeople. 
E)  All of the above are true.

Question 16

The prospecting method in which salespeople seek to obtain leads from influential people is called what?

Accepted Answer

A)  Introductions method 
B)  Known entity method 
C)  Centers of influence (networking method) 
D)  Referrals method 
E)  None of the above

Question 17

The prospecting method in which salespeople's customers or prospects give them leads and provides a letter of introduction is called what?

Accepted Answer

A)  Introduction method 
B)  Cold canvassing method 
C)  Bird dog method 
D)  Referral method 
E)  None of the above

Question 18

_______________telemarketing is a source of locating prospects whereby the salesperson contacts the prospect by telephone.

Accepted Answer

The answer of _______________telemarketing is a source of locating prospects...

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

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

Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

Salespeople should incorporate a tracking system into their prospecting plans.

Which of the following prospecting methods is characterized by having MANY potential prospects brought together under one roof?

Which of the following statements is untrue regarding cold canvassing?

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.

What is the goal of strategic prospecting?

A strategic prospecting plan should include all of the following except?

The more a salesperson knows about a prospect, the better chance a salesperson has to make a sale.

Drew is a salesperson for a company that manufactures bed-liners for pick-up trucks. Drew relies on his friend Susan, a salesperson for a local truck dealership, for leads. Susan calls Drew and lets him know when someone has purchased a new pick-up truck. Drew's source of leads is called:

A _____________________is an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision.

The more a salesperson knows about a prospect, the better chance a salesperson has to __________.

_______________ 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.

Prospects may be reluctant to see a salesperson if they've never heard of the salesperson's firm.

The more the salesperson knows about his or her qualified prospects, the better the chance he or she has of developing a successful relationship with that prospect

Social media may be sources of information salespeople utilize while planning for sales dialogue.

With respect to prospecting, which of the following statements is untrue?

The prospecting method in which salespeople seek to obtain leads from influential people is called what?

The prospecting method in which salespeople's customers or prospects give them leads and provides a letter of introduction is called what?

_______________telemarketing is a source of locating prospects whereby the salesperson contacts the prospect by telephone.

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?