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Amy is an inexperienced salesperson. She wants to be able to use the optimal prospecting method for each particular sales situation. What three criteria should she use to determine what the best prospecting method is for a situation?

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(1) Choose a prospecting metho...

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Salespeople must sell the product, plus sell the prospect on providing referrals. This activity is referred to as the:


A) endless chain method.
B) canvassing method.
C) parallel referral sale.
D) cyclical method of referral.
E) referral qualification.

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Why do salespeople constantly search for new prospects?


A) Conduct e-sales
B) Maintain sales licenses
C) Train new salespeople
D) Replace customers lost over time
E) Monitor the accounts of current customers

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

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The four main sources for a prospect poo...

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Briefly describe the center of influence method of prospecting.

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Prospecting via the center of influence ...

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Many prospects will hang up the phone as soon as they suspect an attempt is being made to sell them something.

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Jessica has just earned her real estate license. She has decided to do a webinar for first time home buyers. Which of the following would NOT be advisable to do as she prepares for her webinar?


A) She should prioritize the information in a method that can be readily acted upon
B) She should make herself available via social media platforms and email after the webinar to answer additional questions
C) She should be well versed in the technology and its application in a customer setting
D) She should be able to answer questions that may get asked during the webinar
E) Sell the product during the webinar

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Prospecting via the ________ method involves finding and cultivating people in a community who are willing to help a salesperson find prospects.


A) cold canvas
B) group
C) public exhibition
D) center of influence
E) endless chain

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


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

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There are many ways to find new prospects. Which method is generally considered the most reliable and effective?

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Which of the following prospecting methods is most similar to teleprospecting in terms of its objective?


A) Cold canvassing
B) Endless chain of referrals
C) Networking
D) Direct-mail prospecting
E) Observation

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


A) Referral breakdown
B) Sales hesitation
C) Prospect aversion
D) Call reluctance
E) Lead negation

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Norman, the owner of CompuTex, recently installed computers at Harding Industries. Norman recommended that the Harding Industries office manager contact Computer Services, Inc. to schedule a computer training class for Harding's employees. This is an example of the ________ method of prospecting.


A) observation
B) preapproach
C) endless chain
D) center of influence
E) networking

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The two best sources of future sales are:


A) customers and customers' referrals.
B) colleagues and centers of influence.
C) customers and centers of influence.
D) sales lead clubs and referrals.
E) orphaned and current customers.

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Which of the following occurs before the sales presentation?


A) Trial close
B) Determining objections
C) Preapproach
D) Follow-up
E) Meeting objections

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Define a qualified prospect.

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A qualified prospect...

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Duncan Stewart was hired to replace Orlando Burton as a sales representative for a local television station. On his first day at work, Stewart was given a list of Burton's previous customers. Because Burton is no longer selling to these customers, they had become:


A) cold prospects.
B) orphaned.
C) uncommitted.
D) repositioned.
E) referred.

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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:


A) sales lead clubs.
B) cold canvassing.
C) orphaned customers.
D) customer referrals.
E) prospecting on the web.

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A prospect pool generally includes orphaned customers.

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Which method of prospecting is based on the law of averages?

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The cold canvass pro...

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