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Exam 7: Prospecting

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Question 31

Multiple Choice

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Which of the following statements about prospecting is true?

A) Cold calling requires a lot of preparation.
B) Not all leads will be prospects.
C) It is unethical to use friends or relatives as a source for leads.
D) Personal observation is not a way to find qualified leads.
E) To be effective, a center of influence must also be one of your best customers.

F) C) and D)
G) None of the above

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Question 32

Multiple Choice

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Judy is the local sales representative for an insurance company. The economy is stagnant and few new residents are moving into her territory. She decides to assess the potential for additional sales to her existing customers. Judy is considering a ___________ strategy.

A) endless-chain
B) spotters and diggers
C) selling deeper
D) in depth development
E) centrally influenced

F) None of the above
G) C) and D)

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Question 33

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Steve Raven filled out an inquiry card at the mall saying he was interested in building a sunroom on to his house. Recently, he received a mailing as a follow-up. In the mailing was another inquiry card, which he filled out and mailed in. The second inquiry card is called a(n) _____ card.

As Sharon concluded her sales interview with Burt he said, "I was so happy with your products, I spoke with other manufacturers in the area and they would like you to contact them." For Sharon, Burt is a:

Regardless of what product a salesperson sells, prospecting techniques are basically the same.

Quentin has a good paying part-time job while he is going to college. He and about ten other students work three hours per day at the firm's calling center calling people on various lists their employer provides to determine if those individuals are interested in buying vinyl siding for their homes and whether they qualify for a visit by one of the firm's field representatives. Quentin is engaged in:

With ______________ prospect source, the salesperson is likely to know the LEAST about the person called on before they meet.

The process of locating potential customers for a good or service is called:

Which of the following statements about the use of a postscript (PS) at the end of a sales letter is true?

Why must salespeople continuously prospect?

Adam told Bonnie that Jacqueline might be interested in the home security system she was selling. To Bonnie, Jacqueline becomes a(n) :

What determines a good prospect? Does the prospect want or need your products or services, have the ability to pay, have the authority to buy, can be approached, and is the prospect eligible to buy?

It is possible for a person to be a center of influence and never actually buy from the salesperson.

To qualify as a prospect, a lead must have:

Which of the following is NOT a limitation commonly experienced with telephone prospecting?

One part of Kalesha's job as a field representative for a plumbing supplies manufacturer is to locate businesses that might buy her firm's products. This activity is called:

How is software being used to conduct prospecting on the Internet?

One source for leads is purchasing lists containing individuals' mailing addresses and phone numbers. You can even buy a list as specific as Catholic postal employees between the ages of 25 and 40. Even though lists are easy to obtain and use, many salespeople avoid using them. Why?

The text suggests five questions that will help a salesperson determine if a particular lead is a qualified prospect. Which of the following is NOT one of those questions?

Horizon Gifts provides promotional gift baskets for business-to-business marketers to give during the holidays. Cal is a long-time user of the service provided by Horizon Gifts, and he often suggests possible clients to the service's sales rep. Every time the lead Cal has provided actually makes a purchase, Cal receives a free gift, which might be anything from a can of macadamia nuts to a wool muffler. Cal acts as a _____ for Horizon Gifts.