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Exam 6: Prospecting

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Question 31

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Discuss three ways companies are using the Internet to solicit leads.

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(1) Firms are making sure their sites ar...

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Question 32

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NevaFlat Tire Company has hired Waddell and Hartley to acquire the equipment needed to automate NevaFlat's Rockmart Tire Production Factory. Waddell and Hartley will be responsible for purchasing all the goods and services necessary for the plant, making sure they are compatible, and turning over to NevaFlat a facility that is ready to operate. Waddell and Hartley would be called a(n) :

A) systems integrator
B) decentralized agency
C) functional supplier
D) industrial facilitator
E) industrial distributor

F) A) and B)
G) A) and C)

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Question 33

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Cooper refills all the vending machines every other Friday at the building that houses a large manufacturer of refrigeration systems. Last week he was restocking the candy machine in the office workroom when he overheard two of the company's executives talking about finding someone to put in a security system. Cooper told his brother who sells security systems about the potential job. When the brother closed the sale, he gave Cooper $200. What term is used to describe Cooper's actions?

In the action close for a sales letter, the writer should:

In the vignette "Lead Scoring Helped One Company Achieve Greater Success" the new predictive analytics system scored prospects into four categories including all of the choices below EXCEPT:

A large cosmetics company wants to create a Web site to sell their cosmetics. They want their people trained to maintain the Web site and work with search engines. They also want an extranet created as well as internal networking facilities for conferencing established. Basically, the organization has been a laggard and wants to leap into the technological world. Because the tasks the company wants will require several different experts, it has outsourced the purchase of these services to Maxwell Consultants who will find and hire the people the cosmetics company needs. Maxwell will stay on the job until the company is satisfied. Maxwell Company will act as a(n) :

When Rebecca, a travel agent, evaluates Rick's ability to pay (as part of determining if he is a qualified prospect); she should not only be concerned about how much money he actually has at this time, but also his creditworthiness.

Regardless of what product a salesperson sells, prospecting techniques are basically the same.

When a respiratory therapist saw an article about Zyran, an over-the-counter smoking cessation drug that does not contain nicotine, he called the toll-free number provided by the manufacturer to learn more about the drug and to ask that a salesperson call on him. This is an example of:

Adam told Bonnie that Jacqueline might be interested in the home security system she was selling. To Bonnie, Jacqueline becomes a(n) :

If a salesperson determines an individual is a good candidate for making a purchase, the individual is called a lead.

Brenda is considering purchasing a list of potential customers from a list dealer. Which of the following is NOT a concern that Brenda should evaluate regarding the list she is considering?

In "I've Got to Have Your Hats?Now!" why did the sales rep, Jason Neis, approach Christy's ski and snowboard shop as a prospect?

The purpose of a blitz is to:

How is software being used to conduct prospecting on the Internet?

Why are many companies finding it necessary to delegate their purchasing tasks to outside vendors called systems integrators?

Often the primary function of salespeople at trade shows is to:

Which of the following statements about the cold calling method of prospecting is true?

You sell machine tools and have called on "Duck" Williams the production manager at the Copper Hill Tool and Die Manufacturing Company. You know you've called on the wrong person when Duck says:

Rashid has been driven to an affluent neighborhood in Toledo. He is given a vacuum cleaner and all of the items he will need to make a sales presentation. He is instructed to start knocking on doors to see if he can find someone who is interested in buying a vacuum. Rashid is engaged in: