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Which of the following would most likely be used by a sales manager to estimate the sales potential of a prospect?


A) telemarketing
B) qualifying
C) trade show
D) SWOT analysis
E) account analysis

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E

Grackin Corporation is expanding into a new territory in which they are not as well-known as they are in their current territories.As part of this new push,the sales director decides to use a strategy that involves making aggressive cold-calls and hosting frequent educational seminars. -How will the sales cycle in this new territory most likely compare in length to the cycle in the established territories of Grackin Corporation?


A) It will be shorter,because the salespeople will be calling prospects to introduce the company.
B) It will be shorter,because Grackin Corporation will not have to overcome false impressions.
C) It will be longer,because the salespeople will have to introduce the company in cold calls instead of getting name recognition from prospects.
D) It will be longer,because consumers in the new territory have not expressed a need for Grackin Corporation's products before.
E) It will be the same,because sales presentations are independent of sales cycles.

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C

An ________ outlines expected sales for a product or service to a specific target group over a specific period of time.

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A sales manager runs what she calls "an all-out blitz" with her department to focus on closing sales in the last month of the third quarter.Her department exceeded its quota by 20%.The strategy involved a focus on closing as many pending sales as possible and moving customers in the evaluation stage to the buying stage. During the fourth quarter,the team closed fewer sales than in the third quarter and only generated 50% of the amount that was made in the third quarter. -What is the most likely explanation for this difference?


A) The prospects the team worked with in the fourth quarter had maximized their budgets.
B) The manager didn't adequately train the team in how to conduct fourth-quarter sales.
C) Pending sales are the only sales that were tallied in the final figures for each quarter.
D) The team neglected the pipeline and prospect development.
E) The team failed to align the selling and buying process.

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Andrew McIlhern,a software sales representative,is not happy about giving up two days of making sales calls to work his company's booth in the exhibit hall of a major regional trade show.When Andrew consults with his company's exhibit manager,however,she urges him to use the time to prospect wisely. -From the base of prospects Andrew makes at the trade show,he closes twice as many sales as normal,and he cuts his sales cycle in half.What most likely explains this?


A) The prospects at the trade show were both qualified and interested in the product.
B) The prospects at the trade show had more money to spend than most customers.
C) The prospects at the trade show developed a high degree of trust in Andrew and his firm.
D) The trade show only attracted prospects that had been referred to Andrew and his firm.
E) The trade show required exhibiting companies to offer discounts to all attendees.

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Grackin Corporation is expanding into a new territory in which they are not as well-known as they are in their current territories.As part of this new push,the sales director decides to use a strategy that involves making aggressive cold-calls and hosting frequent educational seminars. -After an educational seminar,Grackin sales representatives are excited because they experience a major increase in the number of potential prospects.However,Anita,the Grackin sales manager,makes the following statement to the sales team: "The sheer number of prospects a sales representative cultivates does not necessarily indicate the quality of the sales representative's pipeline." What does Anita most likely mean?


A) A sales representative's pipeline is considered high quality when it contains prospects in multiple industries.
B) Prospects are only valuable if they are qualified,so a few qualified prospects are better than many unqualified ones.
C) Of all the prospects in a sales representative's pipeline,the only ones of value are the ones that make referrals to other buyers.
D) Prospects are more valuable at different points in the pipeline,so it is impossible to determine the value of a sales representative's pipeline.
E) A sales representative who works harder to convince prospects to buy will have a more valuable pipeline than one who simply tries to fill prospects' needs.

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A major barrier to prospecting is time.Therefore,salespeople should:


A) try to avoid spending time available for actual selling on prospecting
B) try to spend at least 50 percent of every week on prospecting
C) get involved in prospecting only after completing all regular selling activities
D) assign prospecting tasks to lower-level employees
E) integrate prospecting activities with regular selling duties

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Experts recommend conducting business in the process of networking to ensure that solid prospects are developed quickly and efficiently.

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Joe Girard,popular sales trainer and consultant,used the "________" concept to illustrate the relationship between prospecting and the loss of customers due to attrition.

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Salesforce.com is a leading provider of:


A) industry research
B) account metrics
C) product development research
D) CRM software
E) payroll software

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CRM software cannot be used to track the likelihood that a sale will close.

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Which of the following is true regarding prospecting at trade shows?


A) It is difficult to identify good prospects at trade shows.
B) It is easier to identify good prospects and close sales at a trade show.
C) Trade shows are too crowded to conduct presentations and close sales.
D) It requires over five sales calls to close a sale from a trade show prospect.
E) Trade show prospects are less motivated to buy than are other prospects.

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B

Networking is another word for prospecting.

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The term social network most likely refers to a salesperson's:


A) direct and indirect contacts
B) co-workers and managers
C) closest clients
D) industry affiliation groups
E) alumni organization

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The process of identifying prospects that should be contacted is called ________.

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Which of the following is true regarding doing business in Germany?


A) Germany has been described as a "high context" culture.
B) Dinner is the most common meal for business meetings.
C) Flashy brochures have more impact than statistic-filled ones.
D) There is a strong emphasis on punctuality in Germany.
E) Non-verbal communication is more important than the words used to communicate.

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What is qualifying? What are the basic questions that a salesperson should ask in the qualifying process?

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Qualifying is the process of identifying...

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Networking,as it applies to the field of selling,is a method of prospecting that:


A) utilizes the telephone and cold calling strategies
B) remains popular only in the telecommunications field
C) is seldom used today because of the rise of social media
D) is considered unethical in most industries because of lawsuits
E) relies on making contacts with people and profiting from the connections

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Grackin Corporation is expanding into a new territory in which they are not as well-known as they are in their current territories.As part of this new push,the sales director decides to use a strategy that involves making aggressive cold-calls and hosting frequent educational seminars. -How does Grackin most likely benefit from hosting educational seminars?


A) engaging in socially responsible activities in the community
B) helping sales representatives with their presentation skills
C) providing shareholders with many educational benefits
D) highlighting product benefits to potential prospects
E) generating extra revenue from attendees

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A key concept in networking is to:


A) follow up with every person you make contact with
B) select who you will follow up with based on their usefulness
C) send an email to every contact on a regular basis
D) follow up on all emails with a phone call three days later
E) offer a business card to select individuals

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