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Exam 7: Prospecting the Lifeblood of Selling

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Question 41

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Which of the following statements about referrals is true?

A) Salespeople should work on obtaining referrals when they are not engaged in selling activities
B) It would be inappropriate to try to enact the referral cycle during the sales presentation
C) Salespeople must sell the product, plus sell the prospect on providing referrals
D) All salespeople ask for customer referrals
E) The referral cycle consists of three steps

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Question 42

Multiple Choice

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Elias does home repairs.On Sunday afternoons,he often drives in the community in which he lives looking for homes that need minor repairs and/or painting.Monday morning he calls those homeowners and offers his services.Elias is using the _____ method of prospecting.

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

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Question 43

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The two reasons a salesperson must consistently look for new prospects are to increase sales and to replace customers that will be lost over time.

The primary goal of networking is to create as much exposure and free publicity for your product as possible.

What are the benefits of making an appointment?

The _____ phase of the referral cycle provides a salesperson with ongoing opportunities to maintain contact with clients.

Which of the following statements holds true of e-prospecting?

Prospect pools generally include referrals and orphaned customers.

By focusing on meeting center-of-influence people,a salesperson can cultivate a network and increase referral business.

What is the most reliable and effective method for finding new prospects?

Which term refers to a group of names of potential customers gathered from a variety of sources?

Ninety-nine percent of your first conversation with a networking prospect should be about your products and services.

Last night while he was eating dinner,Leo got a phone call from a salesperson who wanted to know if he would be interested in subscribing to the local newspaper.The salesperson would best be described as a:

Trade shows are rarely worth the salesperson's time since there are only a few minutes to qualify leads and get the information necessary to conduct a sales call later.

A salesperson has the greatest opportunity to influence a prospect:

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.

The networking prospecting method is effective and reliable because people want to do business with people they know,like,and trust.

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.

Kenton is a busy insurance salesperson,yet twice a month he writes a column for the local newspaper in which he addresses issues concerning financial security.The most logical reason for such activity is to:

What is the leaking bucket customer concept? What are its implications for salespeople?