Question 1

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 he consults with his company's exhibit manager,however,she urges him to use the time to prospect wisely.
-How can Andrew use those two days in the exhibit hall to increase his pipeline?

Accepted Answer

A)  spend time studying product literature to increase his product knowledge
B)  present to visitors to the booth who cannot buy so that he can practice on people who are not prospects,so he does not have to worry about sales
C)  make calls to current customers during breaks in the booth to provide after-sale service
D)  ask his co-workers to call some of his prospects while he is gone to present the product to them
E)  qualify prospects with a few questions when they first enter the booth and capture the contact info of qualified prospects so he can make follow-up calls a few days after the trade show

Question 2

Many banks,investment firms,accounting firms and wine merchants use education ________ to generate new prospects.

Accepted Answer

The answer of Many banks,investment firms,accounting firms and wine merchants...

Question 3

In most selling situations,prospecting begins with a study of the market for your product or service.

Accepted Answer

A) True 
 B)False

Question 4

The sales funnel model of classifying prospects involves:

Accepted Answer

A)  assigning each prospect a rating
B)  using multiple factors to classify prospects
C)  determining where a prospect is in the sales process
D)  counting all prospects equally
E)  asking directed questions

Question 5

To increase the odds that customers will give referrals,a salesperson should:

Accepted Answer

A)  build value into the sales process
B)  offer free product or discounts for referrals
C)  motivate buyers through time pressure
D)  provide a rational buying motive
E)  ask sales managers for permission to cut prices

Question 6

Sales intelligence involves answering which of the following questions?

Accepted Answer

A)  Do you know your role?
B)  Do you know your product?
C)  Do you know my company?
D)  Do you know my social background?
E)  Do you have any special discount offers?

Question 7

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

Accepted Answer

The answer of Joe Girard,popular sales trainer and consultant,used the...

Exam 9: Developing and Qualifying a Prospect Base

Sales intelligence involves answering which of the following questions?

Correct Answer
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The sales funnel model of classifying prospects involves:

Correct Answer
verified

To increase the odds that customers will give referrals,a salesperson should:

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

Many banks,investment firms,accounting firms and wine merchants use education ________ to generate new prospects.

Correct Answer
verified

In most selling situations,prospecting begins with a study of the market for your product or service.

Correct Answer
verified

Exam 9: Developing and Qualifying a Prospect Base

Sales intelligence involves answering which of the following questions?

Correct AnswerverifiedShow Answer

The sales funnel model of classifying prospects involves:

Correct AnswerverifiedShow Answer

To increase the odds that customers will give referrals,a salesperson should:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Many banks,investment firms,accounting firms and wine merchants use education ________ to generate new prospects.

Correct AnswerverifiedShow Answer

In most selling situations,prospecting begins with a study of the market for your product or service.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified