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Exam 7: Prospecting the Lifeblood of Selling

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Question 41

Multiple Choice

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_____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

A) Sales presentation
B) Referral cycle
C) Sales process
D) Networking cycle
E) Prospecting process

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Question 42

Multiple Choice

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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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Question 43

Multiple Choice

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Ann's attempt to open a restaurant failed, and she is now trying to sell furniture and equipment she purchased. She suspects that Handlemann's Deli may be a potential buyer for the furniture. Ann should now engage in the _____ process to determine if it is worth her time to convince Handelmann to buy.

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.

One excellent way for a salesperson to obtain an appointment with a prospect is to have a customer make the appointment for the salesperson.

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 going door-to-door asking people who live in the area if they have any odd jobs for him. In terms of the selling process, Danny is engaged in:

What are the benefits of making an appointment?

What is a parallel referral sale? How can a salesperson facilitate a parallel referral sale?

"MAD" in prospecting is money, authority, and determination.

Langley sells truck bed liners guaranteed to last for 20 years. After every sale, Langley asks his customers for the names of several friends who might also be interested in protecting the beds of their trucks. He then calls on those people and also asks them for names. Langley is using the _____ method of prospecting.

The siblings use the corporate Web site to inform potential customers about the services their company offers. The Web address is included in all of the company's advertising. In other words, Evans and Heldris are using:

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

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.

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?

The members of a sales lead club:

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

Briefly describe the center of influence method of prospecting.

In order to serve more pet owners, East Rome Boarding Kennel seeks the assistance of area veterinarians in identifying people who are likely to need its services. This is an example of the _____ method of prospecting.

What is the basis for cold canvassing?

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