Question 1

Jessica has just earned her real estate license.She has asked you to recommend a source of prospects and suspects.Which of the following would be the LEAST appropriate place for Jessica to locate prospects and suspects?

Accepted Answer

A)  Personal acquaintances
B)  Telephone directory
C)  Newspapers
D)  City directory
E)  Local churchesF) A) and D)
G) A) and C)

Question 2

What are the four main components of a prospect pool? What information is available to salespeople about each component?

Accepted Answer

The four main sources for a prospect poo...

Question 3

If past experience reveals that 1 person out of 10 will buy a product,then 50 sales calls could result in five sales.This is an example of:

Accepted Answer

A)  cold canvassing.
B)  endless chain referral method.
C)  center of influence.
D)  networking.
E)  one-to-one referral method.F) A) and E)
G) A) and B)

Question 4

Which of the following statements about the selling process is true?

Accepted Answer

A)  The selling process has 10 steps
B)  Some steps in the selling process occur simultaneously
C)  Prospecting is the second step in the selling process
D)  Preapproach planning is the third step in the selling process
E)  Trial close is the last step in the selling processF) B) and D)
G) None of the above

Question 5

Abel,a teenager,is trying to earn money by operating a dog walking service.Abel is knocking on the door of every dog owner within a six-block radius of his house and asking if the homeowner would like to use his service.Abel is using the _____ method of prospecting.

Accepted Answer

A)  public demonstration
B)  group
C)  referral
D)  cold canvass
E)  endless chainF) B) and D)
G) None of the above

Question 6

What does the letter "A" represent in the acronym MAD?

Accepted Answer

A)  Authority
B)  Awareness
C)  Audacity
D)  Alacrity
E)  AttitudeF) B) and D)
G) A) and B)

Question 7

All salespeople lose a certain percent of sales or customers per year.Which of the following illustrates this?

Accepted Answer

A)  Routing
B)  Sales prospecting funnel
C)  Pre-approach planning
D)  Leaking bucket customer concept
E)  Bird doggingF) A) and B)
G) B) and E)

Question 8

Linda's attempt to open a salad bar in a small town failed.Her husband is trying to sell the tables and chairs she purchased.He suspects that Al's Deli may be a potential buyer for the furniture.Linda's husband should now engage in the _____ process to determine if it is worth his time to try to convince Al to buy.

Accepted Answer

A)  qualifying
B)  closing
C)  database marketing
D)  bird dogging
E)  leadingF) B) and D)
G) A) and B)

Question 9

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 B)
G) A) and C)

Question 10

_____ occurs when a salesperson does not want to contact a prospect or customer.

Accepted Answer

A)  Referral breakdown
B)  Sales hesitation
C)  Prospect aversion
D)  Call reluctance
E)  Lead negationF) B) and E)
G) C) and D)

Question 11

Because they are so busy,many executives have filtration systems to protect their time.In order to get through this system,you,as a professional salesperson,should do all of the following EXCEPT:

Accepted Answer

A)  not waste time waiting.
B)  develop friends in the prospect's firm.
C)  call at the right time on the right person.
D)  believe in yourself.
E)  follow the prospect.F) B) and C)
G) None of the above

Question 12

According to the Golden Rule of Selling,referrals are gained by:

Accepted Answer

A)  encouraging customers to hear to what you are saying.
B)  demonstrating how much you want to succeed.
C)  demonstrating integrity with customers.
D)  following the 80/20 principle of selling.
E)  making sure every sale results in a purchase.F) All of the above
G) B) and C)

Question 13

The salesperson who uses the cold canvass prospecting method usually knows something about the prospect.

Accepted Answer

A) True 
 B)False

Question 14

Danny is out of work,but he is very good at fixing things around the house.He has spent much of his time during the last week looking for handyman jobs in the area.Danny has noticed that Dr.Robert's gutters need cleaning.For Danny,Dr.Robert is a:

Accepted Answer

A)  target.
B)  closer.
C)  referral
D)  prospect.
E)  gatekeeper.F) A) and B)
G) B) and E)

Question 15

Time spent waiting to see a prospect is a good time for a salesperson to relax and get his mind off business.

Accepted Answer

A) True 
 B)False

Question 16

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 D)
G) A) and B)

Question 17

The sales manager at OBC Office Supplies has determined that the office manager of Hoffman Realty has the money,desire,and authority to purchase a new copy machine.Hoffman Realty would best be described as a:

Accepted Answer

A)  potential referral.
B)  qualified prospect.
C)  network prospect.
D)  qualified referral.
E)  network agent.F) A) and C)
G) A) and D)

Question 18

What is the primary reason why salespeople engage in networking?

Accepted Answer

The goal of networking is to position yo...

Question 19

What two terms are used to describe prospects before they become qualified?

Accepted Answer

The answer of What two terms are used to describe...

Question 20

Selling a product to a prospect is usually easier than selling to a satisfied customer.

Accepted Answer

A) True 
 B)False

Exam 6: Prospecting : the Lifeblood of Selling

What are the four main components of a prospect pool? What information is available to salespeople about each component?

Correct Answer
verified
The four main sources for a prospect poo...
View Answer

The sales manager at OBC Office Supplies has determined that the office manager of Hoffman Realty has the money,desire,and authority to purchase a new copy machine.Hoffman Realty would best be described as a:

Correct Answer
verified

Correct Answer
verified

Selling a product to a prospect is usually easier than selling to a satisfied customer.

Correct Answer
verified

Danny is out of work,but he is very good at fixing things around the house.He has spent much of his time during the last week looking for handyman jobs in the area.Danny has noticed that Dr.Robert's gutters need cleaning.For Danny,Dr.Robert is a:

Correct Answer
verified

What two terms are used to describe prospects before they become qualified?

Correct Answer
verified

Abel,a teenager,is trying to earn money by operating a dog walking service.Abel is knocking on the door of every dog owner within a six-block radius of his house and asking if the homeowner would like to use his service.Abel is using the _____ method of prospecting.

Correct Answer
verified

What is the primary reason why salespeople engage in networking?

Correct Answer
verified
The goal of networking is to position yo...
View Answer

What does the letter "A" represent in the acronym MAD?

Correct Answer
verified

_____ occurs when a salesperson does not want to contact a prospect or customer.

Correct Answer
verified

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

Correct Answer
verified

The salesperson who uses the cold canvass prospecting method usually knows something about the prospect.

Correct Answer
verified

According to the Golden Rule of Selling,referrals are gained by:

Correct Answer
verified

Because they are so busy,many executives have filtration systems to protect their time.In order to get through this system,you,as a professional salesperson,should do all of the following EXCEPT:

Correct Answer
verified

Which of the following statements about the selling process is true?

Correct Answer
verified

All salespeople lose a certain percent of sales or customers per year.Which of the following illustrates this?

Correct Answer
verified

Jessica has just earned her real estate license.She has asked you to recommend a source of prospects and suspects.Which of the following would be the LEAST appropriate place for Jessica to locate prospects and suspects?

Correct Answer
verified

Time spent waiting to see a prospect is a good time for a salesperson to relax and get his mind off business.

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

If past experience reveals that 1 person out of 10 will buy a product,then 50 sales calls could result in five sales.This is an example of:

Correct Answer
verified

Exam 6: Prospecting : the Lifeblood of Selling

What are the four main components of a prospect pool? What information is available to salespeople about each component?

Correct AnswerverifiedThe four main sources for a prospect poo...View AnswerShow Answer

The sales manager at OBC Office Supplies has determined that the office manager of Hoffman Realty has the money,desire,and authority to purchase a new copy machine.Hoffman Realty would best be described as a:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Selling a product to a prospect is usually easier than selling to a satisfied customer.

Correct AnswerverifiedShow Answer

Danny is out of work,but he is very good at fixing things around the house.He has spent much of his time during the last week looking for handyman jobs in the area.Danny has noticed that Dr.Robert's gutters need cleaning.For Danny,Dr.Robert is a:

Correct AnswerverifiedShow Answer

What two terms are used to describe prospects before they become qualified?

Correct AnswerverifiedShow Answer

Abel,a teenager,is trying to earn money by operating a dog walking service.Abel is knocking on the door of every dog owner within a six-block radius of his house and asking if the homeowner would like to use his service.Abel is using the _____ method of prospecting.

Correct AnswerverifiedShow Answer

What is the primary reason why salespeople engage in networking?

Correct AnswerverifiedThe goal of networking is to position yo...View AnswerShow Answer

What does the letter "A" represent in the acronym MAD?

Correct AnswerverifiedShow Answer

_____ occurs when a salesperson does not want to contact a prospect or customer.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The salesperson who uses the cold canvass prospecting method usually knows something about the prospect.

Correct AnswerverifiedShow Answer

According to the Golden Rule of Selling,referrals are gained by:

Correct AnswerverifiedShow Answer

Because they are so busy,many executives have filtration systems to protect their time.In order to get through this system,you,as a professional salesperson,should do all of the following EXCEPT:

Correct AnswerverifiedShow Answer

Which of the following statements about the selling process is true?

Correct AnswerverifiedShow Answer

All salespeople lose a certain percent of sales or customers per year.Which of the following illustrates this?

Correct AnswerverifiedShow Answer

Jessica has just earned her real estate license.She has asked you to recommend a source of prospects and suspects.Which of the following would be the LEAST appropriate place for Jessica to locate prospects and suspects?

Correct AnswerverifiedShow Answer

Time spent waiting to see a prospect is a good time for a salesperson to relax and get his mind off business.

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

If past experience reveals that 1 person out of 10 will buy a product,then 50 sales calls could result in five sales.This is an example of:

Correct AnswerverifiedShow Answer

Correct Answer
verified
The four main sources for a prospect poo...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The goal of networking is to position yo...
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
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Correct Answer
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Correct Answer
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