Question 1

When a large chain of stores such as Home Depot or Kmart buys items centrally from its home office,selling companies often designate these customers as _____ accounts,which means that their needs are handled by their corporate offices,and local salespeople need not attempt to solicit business from any branches of these clients that come within their territory.

Accepted Answer

A)   house
B)   bounce-back
C)   functional
D)   limited
E)   generationalF) B) and E)
G) A) and B)

Question 2

Other than camaraderie and public service,why would a computer salesperson belong to a Rotary Club,participate in the local Chamber of Commerce,and volunteer at the local library?

Accepted Answer

These are excellent ways of ne...

Question 3

The idea that existing customers are usually prospects for additional sales is the basis of a method of prospecting called the endless-chain method.

Accepted Answer

A) True 
 B)False  False

Question 4

Discuss the various ways in which companies are using the Internet to solicit leads.

Accepted Answer

Successful salespeople are using their companies' Web sites,e-mail,listservs,bulletin boards,forums,roundtables,and newsgroups to connect to individuals and companies that may be interested in their products or services.Firms are also developing extranets-Internet sites that are customized for specific target markets.Extranets are usually used to build relationships with current customers,but some companies are also using these sites to generate leads.

Question 5

What part of their jobs do most salespeople dislike performing the most?

Accepted Answer

Cold calling or canvassing is the task salespeople dislike performing the most.Cold calling can waste a salesperson's time because many companies have neither a need for the product nor the ability to pay for it.

Question 6

As Sandra concluded her sales interview with Burt,she said,"I'm pleased you see the value of this new software for managing your inventory.Can you suggest some other small business owners who might like to see it?" Sandra is using the _____ method of prospecting.

Accepted Answer

A)   selling center
B)   endless-chain
C)   lists and directories
D)   spotters
E)   canvassingF) B) and C)
G) B) and D)

Question 7

The purpose of a blitz is to:

Accepted Answer

A)   build partnerships between a selling firm and a buying firm.
B)   increase a company's sales budget.
C)   generate leads for a local salesperson through cold calling.
D)   blanket a particular geographic area with sales letters.
E)   improve a salesperson's ability to make custom sales presentations.F) A) and D)
G) C) and E)

Question 8

Which of the following statements about the use of the Internet as an effective lead generator is true?

Accepted Answer

A)   An advantage of Web-based promotions is their ability to attract numerous international leads.
B)   A disadvantage associated with using the Internet to generate leads is the high cost.
C)   The Internet cannot transmit business information in different languages.
D)   Extranets are created for general marketing efforts with no defined target markets.
E)   Companies cannot use the Internet to build relationships with current customers.F) A) and B)
G) All of the above

Question 9

Firms combine outbound and inbound telemarketing to prospect effectively.

Accepted Answer

A) True 
 B)False

Question 10

Data mining involves the use of artificial intelligence and statistical tools to discover insights hidden in a database.

Accepted Answer

A) True 
 B)False

Question 11

Laura,a sales representative,knows that the presentation she gave did not go well.She is anxious that the prospect,a leader in the local Chamber of Commerce,may mention her poor performance to other potential clients,thus leading to _____.

Accepted Answer

A)   lead qualifications
B)   seeding clients
C)   cold calls
D)   negative referrals
E)   referred leadsF) B) and C)
G) A) and E)

Question 12

The sales strategy of getting at least one additional lead from each person interviewed is called selling deeper.

Accepted Answer

A) True 
 B)False

Question 13

When using social media to find prospects,salespeople trying to apply a pull strategy should use tactics like seller blogs,wikis,and video blogs.

Accepted Answer

A) True 
 B)False

Question 14

An exclusive sales territory is managed by corporate executives,while a house account includes only certain prospects in an area.

Accepted Answer

A) True 
 B)False

Question 15

Ruth used her personal connections with the manager at Hampton Industries,a manufacturer of decorative paper items,to become the first salesperson to call on a company that was using recycled paper to make posters.Ruth used her _____ abilities to make this sales call possible.

Accepted Answer

A)   seeding
B)   personalized sales
C)   canvassing
D)   networking
E)   telemarketingF) B) and D)
G) A) and B)

Question 16

A source for leads is purchasing lists containing individuals' mailing addresses and phone numbers.You can even buy a list as specific as Catholic postal employees between the ages of 25 and 40.Even though lists are easy to obtain and use,many salespeople avoid using them.Why?

Accepted Answer

First,the lists may not be cur...

Question 17

Discuss the following statement,"A satisfied customer is a salesperson's most profitable resource."

Accepted Answer

Satisfied customers are a salesperson's ...

Question 18

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

Accepted Answer

A)   It is a relatively new technique.
B)   It requires a large amount of information about the prospect before making the initial contact.
C)   Most purchasing agents prefer cold calling as a method of prospecting.
D)   It can waste a lot of a salesperson's time.
E)   All of the above statements about cold calling are true.F) C) and D)
G) B) and D)

Question 19

In the final paragraph of a sales letter,a writer should:

Accepted Answer

A)   wait until the last sentence to demand money.
B)   seek commitment to the desired course of action.
C)   use expressions like "Why not buy now?" to give the reader the feeling of having a choice.
D)   remind the reader that the offer being made in the sales letter will never be canceled.
E)   assume that the reader is intelligent enough to know what needs to be done and avoid repeating information provided in the body of the letter.F) A) and B)
G) All of the above

Question 20

When Rebecca,a travel agent,evaluates Rick's ability to pay she should not only be concerned about how much money he actually has,but also about his creditworthiness.

Accepted Answer

A) True 
 B)False

Exam 6: Prospecting

Correct Answer
verified

Other than camaraderie and public service,why would a computer salesperson belong to a Rotary Club,participate in the local Chamber of Commerce,and volunteer at the local library?

Correct Answer
verified
These are excellent ways of ne...
View Answer

The idea that existing customers are usually prospects for additional sales is the basis of a method of prospecting called the endless-chain method.

Correct Answer
verified
False

Discuss the various ways in which companies are using the Internet to solicit leads.

What part of their jobs do most salespeople dislike performing the most?

Correct Answer
verified
Cold calling or canvassing is the task salespeople dislike performing the most.Cold calling can waste a salesperson's time because many companies have neither a need for the product nor the ability to pay for it.

As Sandra concluded her sales interview with Burt,she said,"I'm pleased you see the value of this new software for managing your inventory.Can you suggest some other small business owners who might like to see it?" Sandra is using the _____ method of prospecting.

Correct Answer
verified

The purpose of a blitz is to:

Correct Answer
verified

Which of the following statements about the use of the Internet as an effective lead generator is true?

Correct Answer
verified

Firms combine outbound and inbound telemarketing to prospect effectively.

Correct Answer
verified

Data mining involves the use of artificial intelligence and statistical tools to discover insights hidden in a database.

Correct Answer
verified

Laura,a sales representative,knows that the presentation she gave did not go well.She is anxious that the prospect,a leader in the local Chamber of Commerce,may mention her poor performance to other potential clients,thus leading to _____.

Correct Answer
verified

The sales strategy of getting at least one additional lead from each person interviewed is called selling deeper.

Correct Answer
verified

When using social media to find prospects,salespeople trying to apply a pull strategy should use tactics like seller blogs,wikis,and video blogs.

Correct Answer
verified

An exclusive sales territory is managed by corporate executives,while a house account includes only certain prospects in an area.

Correct Answer
verified

Ruth used her personal connections with the manager at Hampton Industries,a manufacturer of decorative paper items,to become the first salesperson to call on a company that was using recycled paper to make posters.Ruth used her _____ abilities to make this sales call possible.

Correct Answer
verified

A source for leads is purchasing lists containing individuals' mailing addresses and phone numbers.You can even buy a list as specific as Catholic postal employees between the ages of 25 and 40.Even though lists are easy to obtain and use,many salespeople avoid using them.Why?

Correct Answer
verified
First,the lists may not be cur...
View Answer

Discuss the following statement,"A satisfied customer is a salesperson's most profitable resource."

Correct Answer
verified
Satisfied customers are a salesperson's ...
View Answer

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

Correct Answer
verified

In the final paragraph of a sales letter,a writer should:

Correct Answer
verified

When Rebecca,a travel agent,evaluates Rick's ability to pay she should not only be concerned about how much money he actually has,but also about his creditworthiness.

Correct Answer
verified

Exam 6: Prospecting

Correct AnswerverifiedShow Answer

Other than camaraderie and public service,why would a computer salesperson belong to a Rotary Club,participate in the local Chamber of Commerce,and volunteer at the local library?

Correct AnswerverifiedThese are excellent ways of ne...View AnswerShow Answer

The idea that existing customers are usually prospects for additional sales is the basis of a method of prospecting called the endless-chain method.

Correct AnswerverifiedFalse

Discuss the various ways in which companies are using the Internet to solicit leads.

What part of their jobs do most salespeople dislike performing the most?

Correct AnswerverifiedCold calling or canvassing is the task salespeople dislike performing the most.Cold calling can waste a salesperson's time because many companies have neither a need for the product nor the ability to pay for it.

As Sandra concluded her sales interview with Burt,she said,"I'm pleased you see the value of this new software for managing your inventory.Can you suggest some other small business owners who might like to see it?" Sandra is using the _____ method of prospecting.

Correct AnswerverifiedShow Answer

The purpose of a blitz is to:

Correct AnswerverifiedShow Answer

Which of the following statements about the use of the Internet as an effective lead generator is true?

Correct AnswerverifiedShow Answer

Firms combine outbound and inbound telemarketing to prospect effectively.

Correct AnswerverifiedShow Answer

Data mining involves the use of artificial intelligence and statistical tools to discover insights hidden in a database.

Correct AnswerverifiedShow Answer

Laura,a sales representative,knows that the presentation she gave did not go well.She is anxious that the prospect,a leader in the local Chamber of Commerce,may mention her poor performance to other potential clients,thus leading to _____.

Correct AnswerverifiedShow Answer

The sales strategy of getting at least one additional lead from each person interviewed is called selling deeper.

Correct AnswerverifiedShow Answer

When using social media to find prospects,salespeople trying to apply a pull strategy should use tactics like seller blogs,wikis,and video blogs.

Correct AnswerverifiedShow Answer

An exclusive sales territory is managed by corporate executives,while a house account includes only certain prospects in an area.

Correct AnswerverifiedShow Answer

Ruth used her personal connections with the manager at Hampton Industries,a manufacturer of decorative paper items,to become the first salesperson to call on a company that was using recycled paper to make posters.Ruth used her _____ abilities to make this sales call possible.

Correct AnswerverifiedShow Answer

A source for leads is purchasing lists containing individuals' mailing addresses and phone numbers.You can even buy a list as specific as Catholic postal employees between the ages of 25 and 40.Even though lists are easy to obtain and use,many salespeople avoid using them.Why?

Correct AnswerverifiedFirst,the lists may not be cur...View AnswerShow Answer

Discuss the following statement,"A satisfied customer is a salesperson's most profitable resource."

Correct AnswerverifiedSatisfied customers are a salesperson's ...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

In the final paragraph of a sales letter,a writer should:

Correct AnswerverifiedShow Answer

When Rebecca,a travel agent,evaluates Rick's ability to pay she should not only be concerned about how much money he actually has,but also about his creditworthiness.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified
These are excellent ways of ne...
View Answer

Correct Answer
verified
False

Correct Answer
verified
Cold calling or canvassing is the task salespeople dislike performing the most.Cold calling can waste a salesperson's time because many companies have neither a need for the product nor the ability to pay for it.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
First,the lists may not be cur...
View Answer

Correct Answer
verified
Satisfied customers are a salesperson's ...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified