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Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

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Question 1

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Which of the following should be done by a salesperson before meeting a prospect?​

A) ​He or she should call the prospect and state the price of the product or service offered.
B) He or she should call the prospect and ask for an order.
C) ​He or she should send the qualified prospect a sales letter.
D) ​He or she should gather basic information about the prospect.
E) ​He or she should request a referral or letter of introduction from the qualified prospect

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Question 2

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Sarah is a salesperson who prefers calling or meeting her sales leads before getting any information about them or their companies.Sarah uses _____ as a source of sales prospecting.​

A) ​centers of influence
B) networking
C) ​cold calling
D) ​company records
E) ​advertising inquiries

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Question 3

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A _____ is a part of the strategic prospecting plan that records comprehensive information about a prospect,traces the prospecting methods used,and chronologically archives outcomes from any contacts with the prospect.​

Steve is a salesperson for the Cloud Nine Corporation.His territory includes 50 established accounts which he calls on regularly.Although Steve is supposed to allocate some time to prospecting,he prefers to call on his existing accounts.Which of the following is most likely the reason why Steve resists prospecting?​

Basic information about the prospect's company makes it easier for the salesperson to ask questions during the sales dialogue.

Which of the following technologies is a valuable tool for salespeople in the collection of information about prospects prior to the first meeting?​

In a strategic prospecting plan,which of the following is a reason for salespeople to set aside time for prospecting?​

Organizations today only use outbound telemarketing to generate leads because inbound telemarketing cannot be used to generate leads.

A(n)_________ is a salesperson's act of searching out,collecting,and analyzing information to determine the likelihood of the lead being a good candidate for making a sale.

Drew is a salesperson for a company that manufactures seat covers for pickup trucks.Drew relies on his friend Susan-the owner of the biggest truck dealership in the entire state-for leads.Susan calls Drew and lets him know when someone has purchased a new pickup truck.In this scenario,Drew uses a _____ as a source of lead generation.​

In order for a lead to be considered a sales prospect,the lead must have a need for the salesperson's product.

Craig is a salesperson for an industrial equipment company.Craig calls on factories and spends most of his time talking with equipment operators who work on the factory floor.While Craig is able to get the equipment operators interested in his products,he is often unable to make a sale.In this scenario,Craig needs to:​

Zoey is a salesperson who is meeting a prospect after a successful cold call.Zoey has collected most of the basic information about her prospect already.The best way for her to now gather additional information about her prospect is:​

Which of the following is true of cold canvassing?​

Sandy is a salesperson who has trouble prospecting effectively.Approximately 80 percent of the leads she contacts do not end up making a purchase,for various reasons.Sandy would likely not have wasted so much of her time if she had collected more information about those leads.Sandy is probably having trouble:​

Salespeople from noncompeting companies cannot be considered a source for getting leads.

Which of the following is used by salespeople to identify previous customers who have not placed an order recently?​

Although much of the basic information about the prospect can normally be gathered prior to meeting with a prospect,much of the information about the _________ will be obtained from the prospect during sales dialogues.

The characteristics of a firm's best customers or the perfect customer are referred to as the _________.

A(n)_________ is a part of the strategic prospecting plan that can be as low-tech as a set of 3 X 5-inch note cards or employ one of the many computerized and online contact management or customer relationship management software applications.