Question 1

What is a prospect? Why is prospecting important? What qualities determine whether or not a prospect is qualified?

Accepted Answer

A prospect is a qualified person or orga...

Question 2

An insurance salesperson would most likely join a sales lead club to:

Accepted Answer

A)   meet other insurance salespeople.
B)   avoid making parallel referral sales.
C)   share leads and prospecting tips.
D)   practice new sales presentations.
E)   evaluate sales procedures.F) C) and D)
G) B) and E)

Question 3

Telemarketing involves the use of trained personnel to conduct planned,measurable marketing activities directed at targeted groups of consumers.

Accepted Answer

A) True 
 B)False

Question 4

In order to cultivate a network,a salesperson should:

Accepted Answer

A)   focus on meeting center-of-influence people.
B)   use contact management software.
C)   create a customer MAD file.
D)   request on-the-job training.
E)   use the KISS principle.F) C) and D)
G) A) and D)

Question 5

Success in selling requires minimal preparation before sales calls but a significant degree of work during calls.

Accepted Answer

A) True 
 B)False

Question 6

Telephone prospecting is more expensive than the use of canvassing sales force for contacting a large number of prospects.

Accepted Answer

A) True 
 B)False

Question 7

Kylie Lumberton was hired by a cosmetics company to replace a former employee.She did not know where to start looking for customers to start her sales.The ideal place for her to start would be:

Accepted Answer

A)   sales lead clubs.
B)   cold canvassing.
C)   orphaned customers.
D)   customer referrals.
E)   e-prospecting.F) A) and E)
G) A) and B)

Question 8

Which of the following is NOT an appropriate time to request a referral?

Accepted Answer

A)   Preapproach
B)   Sales presentation
C)   Product delivery stage
D)   Service and follow-up
E)   Trial close stageF) C) and E)
G) B) and D)

Question 9

What is the first step in learning how to overcome call reluctance?

Accepted Answer

A)   Determine your personality type
B)   Avoid customers that refuse to buy
C)   Admit having a call reluctance problem
D)   Seek help for treating call reluctance issues
E)   Practice verbal and nonverbal communicationF) A) and E)
G) All of the above

Question 10

How has technology changed the prospecting component of the sales process? How do modern salespeople use technology when prospecting?

Accepted Answer

The most recent advancement in prospecti...

Question 11

Within a salesperson's prospect pool,which group is the most important prospect for future sales?

Accepted Answer

A)   Leads
B)   Referrals
C)   Centers of influence
D)   Salesperson's customers
E)   OrphansF) A) and E)
G) A) and B)

Question 12

The sales presentation provides salespeople with very little opportunity to influence a prospect.

Accepted Answer

A) True 
 B)False

Question 13

Lydia sells an exclusive range of cosmetic products.She makes door-to-door sales calls.At each house after a sale she asks the homeowner if they know anyone who would be interested in her products.What prospecting method does Lydia use?

Accepted Answer

A)   Center of influence
B)   Cold canvas
C)   Group
D)   Endless chain
E)   ObservationF) C) and E)
G) A) and D)

Question 14

Rico's sales manager has told him that if he wants to quit wasting time making presentations to people who are not qualified,he should think "MAD." What was the sales manager trying to tell Rico?

Accepted Answer

A)   Rico should set up a "money accumulation determination" system for himself as a form of motivation.
B)   Rico can improve his presentations and make them more memorable if he "makes a demonstration" on each sales call.
C)   Rico can improve his success rate if he persuades customers that his products can "make a difference."
D)   Rico should qualify his prospects by determining if they have the "money, authority, and desire" to buy.
E)   Rico must "motivate" his customers to pay "attention," and use his sales presentations to create "demand."F) B) and E)
G) C) and D)

Question 15

The presentation phase of the referral cycle begins when you sit down with your prospects for a sales presentation.

Accepted Answer

A) True 
 B)False

Question 16

It is unwise and unethical to develop friends in the client's firm for the purpose of making a sale.

Accepted Answer

A) True 
 B)False

Question 17

In the two years Keith has been selling,he has built up a list of inactive accounts.He should now orphan these accounts and try to develop new prospects.

Accepted Answer

A) True 
 B)False

Question 18

A guideline provided in the text states that a good sales process involves 40 percent follow-up,20 percent preparation,and 40 percent presentation.

Accepted Answer

A) True 
 B)False

Question 19

The term given to making and using contacts for the purpose of prospecting is:

Accepted Answer

A)   observing.
B)   approaching.
C)   telemarketing.
D)   influencing.
E)   networking.F) A) and E)
G) A) and C)

Exam 7: Prospecting the Lifeblood of Selling

The sales presentation provides salespeople with very little opportunity to influence a prospect.

Correct Answer
verified

Kylie Lumberton was hired by a cosmetics company to replace a former employee.She did not know where to start looking for customers to start her sales.The ideal place for her to start would be:

Correct Answer
verified

The term given to making and using contacts for the purpose of prospecting is:

Correct Answer
verified

Which of the following is NOT an appropriate time to request a referral?

Correct Answer
verified

What is a prospect? Why is prospecting important? What qualities determine whether or not a prospect is qualified?

Correct Answer
verified
A prospect is a qualified person or orga...
View Answer

Rico's sales manager has told him that if he wants to quit wasting time making presentations to people who are not qualified,he should think "MAD." What was the sales manager trying to tell Rico?

Correct Answer
verified

It is unwise and unethical to develop friends in the client's firm for the purpose of making a sale.

Correct Answer
verified

Telemarketing involves the use of trained personnel to conduct planned,measurable marketing activities directed at targeted groups of consumers.

Correct Answer
verified

In order to cultivate a network,a salesperson should:

Correct Answer
verified

A guideline provided in the text states that a good sales process involves 40 percent follow-up,20 percent preparation,and 40 percent presentation.

Correct Answer
verified

Success in selling requires minimal preparation before sales calls but a significant degree of work during calls.

Correct Answer
verified

What is the first step in learning how to overcome call reluctance?

Correct Answer
verified

Telephone prospecting is more expensive than the use of canvassing sales force for contacting a large number of prospects.

Correct Answer
verified

An insurance salesperson would most likely join a sales lead club to:

Correct Answer
verified

Lydia sells an exclusive range of cosmetic products.She makes door-to-door sales calls.At each house after a sale she asks the homeowner if they know anyone who would be interested in her products.What prospecting method does Lydia use?

Correct Answer
verified

The presentation phase of the referral cycle begins when you sit down with your prospects for a sales presentation.

Correct Answer
verified

Within a salesperson's prospect pool,which group is the most important prospect for future sales?

Correct Answer
verified

How has technology changed the prospecting component of the sales process? How do modern salespeople use technology when prospecting?

Correct Answer
verified
The most recent advancement in prospecti...
View Answer

In the two years Keith has been selling,he has built up a list of inactive accounts.He should now orphan these accounts and try to develop new prospects.

Correct Answer
verified

Exam 7: Prospecting the Lifeblood of Selling

The sales presentation provides salespeople with very little opportunity to influence a prospect.

Correct AnswerverifiedShow Answer

Kylie Lumberton was hired by a cosmetics company to replace a former employee.She did not know where to start looking for customers to start her sales.The ideal place for her to start would be:

Correct AnswerverifiedShow Answer

The term given to making and using contacts for the purpose of prospecting is:

Correct AnswerverifiedShow Answer

Which of the following is NOT an appropriate time to request a referral?

Correct AnswerverifiedShow Answer

What is a prospect? Why is prospecting important? What qualities determine whether or not a prospect is qualified?

Correct AnswerverifiedA prospect is a qualified person or orga...View AnswerShow Answer

Rico's sales manager has told him that if he wants to quit wasting time making presentations to people who are not qualified,he should think "MAD." What was the sales manager trying to tell Rico?

Correct AnswerverifiedShow Answer

It is unwise and unethical to develop friends in the client's firm for the purpose of making a sale.

Correct AnswerverifiedShow Answer

Telemarketing involves the use of trained personnel to conduct planned,measurable marketing activities directed at targeted groups of consumers.

Correct AnswerverifiedShow Answer

In order to cultivate a network,a salesperson should:

Correct AnswerverifiedShow Answer

A guideline provided in the text states that a good sales process involves 40 percent follow-up,20 percent preparation,and 40 percent presentation.

Correct AnswerverifiedShow Answer

Success in selling requires minimal preparation before sales calls but a significant degree of work during calls.

Correct AnswerverifiedShow Answer

What is the first step in learning how to overcome call reluctance?

Correct AnswerverifiedShow Answer

Telephone prospecting is more expensive than the use of canvassing sales force for contacting a large number of prospects.

Correct AnswerverifiedShow Answer

An insurance salesperson would most likely join a sales lead club to:

Correct AnswerverifiedShow Answer

Lydia sells an exclusive range of cosmetic products.She makes door-to-door sales calls.At each house after a sale she asks the homeowner if they know anyone who would be interested in her products.What prospecting method does Lydia use?

Correct AnswerverifiedShow Answer

The presentation phase of the referral cycle begins when you sit down with your prospects for a sales presentation.

Correct AnswerverifiedShow Answer

Within a salesperson's prospect pool,which group is the most important prospect for future sales?

Correct AnswerverifiedShow Answer

How has technology changed the prospecting component of the sales process? How do modern salespeople use technology when prospecting?

Correct AnswerverifiedThe most recent advancement in prospecti...View AnswerShow Answer

In the two years Keith has been selling,he has built up a list of inactive accounts.He should now orphan these accounts and try to develop new prospects.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A prospect is a qualified person or orga...
View Answer

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

Correct Answer
verified

Correct Answer
verified
The most recent advancement in prospecti...
View Answer

Correct Answer
verified