Question 1

How can data mining assist sales prospecting?

Accepted Answer

Sophisticated firms are developing inter...

Question 2

Gina has met a well-known and influential engineer who is willing to provide the names of several leads.In the context of sales prospecting,what is this person called?

Accepted Answer

This person is called the center of infl...

Question 3

To qualify as a prospect,it is imperative that a lead have all of the following characteristics EXCEPT:

Accepted Answer

A)   charisma.
B)   authority to buy.
C)   ability to pay.
D)   eligibility to buy.
E)   needs.

Question 4

A webinar is a form of cold calling.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following statements about prospecting is true?

Accepted Answer

A)   The value of all qualified leads is identical.
B)   Not all leads will qualify to be prospects.
C)   It is unethical to use friends or relatives as sources for leads.
D)   Personal observation cannot be used to find qualified leads.
E)   The process of qualifying leads usually results in an increase in the number of leads.

Question 6

Adam told Bonnie that Jacqueline,his sister,might be interested in the sprinkler that she was planning to sell.For Bonnie,Jacqueline becomes a(n) _____.

Accepted Answer

A)   introductory prospect
B)   mere suspect
C)   qualified prospect
D)   referred lead
E)   listed lead

Question 7

When a respiratory therapist saw an article about Zyran,an over-the-counter smoking cessation drug that does not contain nicotine,he called the toll-free number provided by the manufacturer to learn more about the drug and to ask that a salesperson call on him.This is an example of _____.

Accepted Answer

A)   inbound telemarketing
B)   bounce-back telemarketing
C)   outbound telemarketing
D)   seminar marketing
E)   convention marketing

Question 8

Judy is a local sales representative for an insurance company.The economy is stagnant and very few new residents are moving into her territory.Consequently,Judy decides to assess the potential for additional sales among her existing customers.Judy is planning to use a(n) _____ strategy.

Accepted Answer

A)   endless-chain
B)   data mining
C)   deep selling
D)   cold-calling
E)   seeding

Question 9

The primary purpose of webinars is to:

Accepted Answer

A)   generate leads and provide information to prospective customers.
B)   promote new products to all potential customers.
C)   enhance cold calling initiatives among the sales force.
D)   expand databases for effective data mining.
E)   reduce search engine costs and sell deeper.

Question 10

Prospecting is the process of making a successful sale to a customer.

Accepted Answer

A) True 
 B)False

Question 11

Wallace is the Nebraska territory salesperson for a firm selling kitchen appliances to mobile home manufacturers.At a school reunion,an old friend approaches him and says,"What a coincidence! I'm the director of purchasing for Bilt-Tite Mobile Homes in Franklin,Georgia.Why don't you contact me next week and let's see if we can do business?" Unfortunately,Wallace cannot do business with his friend because:

Accepted Answer

A)   he does not need Wallace's products in his business.
B)   companies discourage the use of personal contacts to generate leads.
C)   his business is not located within Wallace's authorized territory.
D)   Wallace will not be able to approach him favorably.
E)   he does not have the authority to buy Wallace's appliances.

Question 12

A seventeen-year-old high school student in the United States is not a prospect for a salesperson selling alcoholic beverages because the student is not eligible to buy alcohol.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is an example of a secondary source of sales leads?

Accepted Answer

A)   Industrial trade directories
B)   Cold calls
C)   Centers of influence
D)   Buying communities
E)   All of the above

Question 14

The standard industrial classification code is useful for salespeople researching using secondary sources.

Accepted Answer

A) True 
 B)False

Question 15

James is a new salesperson.He is attending his first formal dinner party at the Chamber of Commerce.He knows that he will meet a lot of people who can help him become a successful salesperson,but he needs information on how to make the most of this networking opportunity.What advice would you give him?

Accepted Answer

First,he must move outside his own comfo...

Question 16

Salespeople use seminars and online webinars to finalize deals.

Accepted Answer

A) True 
 B)False

Question 17

Salespeople often use online tools like LinkedIn,Facebook,and Twitter to prospect for new customers and maintain contact with existing customers.

Accepted Answer

A) True 
 B)False

Question 18

When Grant visited his supplier's Web site,he entered a code provided to him and went to a customized site listing his recent purchases,sale items,and complementary products he might need.Grant was most likely visiting a(n) _____.

Accepted Answer

A)   spam filter
B)   extranet
C)   blog
D)   sponsor
E)   intranet site

Question 19

When a salesperson can only sell to prospects located within a certain geographical location,the salesperson is said to be managing sales for a(n) _____.

Accepted Answer

A)   deep seller
B)   exclusive sales territory
C)   star client
D)   national account
E)   system integrator

Question 20

Which of the following statements about telephone prospecting is true?

Accepted Answer

A)   Telemarketing is not limited to consumer sales.
B)   During telephone encounters, prospects are usually more polite than during face-to-face meetings.
C)   Inbound telemarketing is rarely used to generate and qualify leads.
D)   True prospects never find telephone sales calls intrusive.
E)   Prospecting over telephone is considered to be a poor business practice in the sales industry.

Exam 6: Prospecting

Judy is a local sales representative for an insurance company.The economy is stagnant and very few new residents are moving into her territory.Consequently,Judy decides to assess the potential for additional sales among her existing customers.Judy is planning to use a(n) _____ strategy.

Correct Answer
verified

The standard industrial classification code is useful for salespeople researching using secondary sources.

Correct Answer
verified

How can data mining assist sales prospecting?

Correct Answer
verified
Sophisticated firms are developing inter...
View Answer

Which of the following statements about telephone prospecting is true?

Correct Answer
verified

Which of the following is an example of a secondary source of sales leads?

Correct Answer
verified

When Grant visited his supplier's Web site,he entered a code provided to him and went to a customized site listing his recent purchases,sale items,and complementary products he might need.Grant was most likely visiting a(n) _____.

Correct Answer
verified

When a salesperson can only sell to prospects located within a certain geographical location,the salesperson is said to be managing sales for a(n) _____.

Correct Answer
verified

Salespeople often use online tools like LinkedIn,Facebook,and Twitter to prospect for new customers and maintain contact with existing customers.

Correct Answer
verified

A seventeen-year-old high school student in the United States is not a prospect for a salesperson selling alcoholic beverages because the student is not eligible to buy alcohol.

Correct Answer
verified

A webinar is a form of cold calling.

Correct Answer
verified

Which of the following statements about prospecting is true?

Correct Answer
verified

Gina has met a well-known and influential engineer who is willing to provide the names of several leads.In the context of sales prospecting,what is this person called?

Correct Answer
verified
This person is called the center of infl...
View Answer

The primary purpose of webinars is to:

Correct Answer
verified

Correct Answer
verified

Prospecting is the process of making a successful sale to a customer.

Correct Answer
verified

To qualify as a prospect,it is imperative that a lead have all of the following characteristics EXCEPT:

Correct Answer
verified

When a respiratory therapist saw an article about Zyran,an over-the-counter smoking cessation drug that does not contain nicotine,he called the toll-free number provided by the manufacturer to learn more about the drug and to ask that a salesperson call on him.This is an example of _____.

Correct Answer
verified

Salespeople use seminars and online webinars to finalize deals.

Correct Answer
verified

Correct Answer
verified
First,he must move outside his own comfo...
View Answer

Adam told Bonnie that Jacqueline,his sister,might be interested in the sprinkler that she was planning to sell.For Bonnie,Jacqueline becomes a(n) _____.

Correct Answer
verified

Exam 6: Prospecting

Judy is a local sales representative for an insurance company.The economy is stagnant and very few new residents are moving into her territory.Consequently,Judy decides to assess the potential for additional sales among her existing customers.Judy is planning to use a(n) _____ strategy.

Correct AnswerverifiedShow Answer

The standard industrial classification code is useful for salespeople researching using secondary sources.

Correct AnswerverifiedShow Answer

How can data mining assist sales prospecting?

Correct AnswerverifiedSophisticated firms are developing inter...View AnswerShow Answer

Which of the following statements about telephone prospecting is true?

Correct AnswerverifiedShow Answer

Which of the following is an example of a secondary source of sales leads?

Correct AnswerverifiedShow Answer

When Grant visited his supplier's Web site,he entered a code provided to him and went to a customized site listing his recent purchases,sale items,and complementary products he might need.Grant was most likely visiting a(n) _____.

Correct AnswerverifiedShow Answer

When a salesperson can only sell to prospects located within a certain geographical location,the salesperson is said to be managing sales for a(n) _____.

Correct AnswerverifiedShow Answer

Salespeople often use online tools like LinkedIn,Facebook,and Twitter to prospect for new customers and maintain contact with existing customers.

Correct AnswerverifiedShow Answer

A seventeen-year-old high school student in the United States is not a prospect for a salesperson selling alcoholic beverages because the student is not eligible to buy alcohol.

Correct AnswerverifiedShow Answer

A webinar is a form of cold calling.

Correct AnswerverifiedShow Answer

Which of the following statements about prospecting is true?

Correct AnswerverifiedShow Answer

Gina has met a well-known and influential engineer who is willing to provide the names of several leads.In the context of sales prospecting,what is this person called?

Correct AnswerverifiedThis person is called the center of infl...View AnswerShow Answer

The primary purpose of webinars is to:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Prospecting is the process of making a successful sale to a customer.

Correct AnswerverifiedShow Answer

To qualify as a prospect,it is imperative that a lead have all of the following characteristics EXCEPT:

Correct AnswerverifiedShow Answer

When a respiratory therapist saw an article about Zyran,an over-the-counter smoking cessation drug that does not contain nicotine,he called the toll-free number provided by the manufacturer to learn more about the drug and to ask that a salesperson call on him.This is an example of _____.

Correct AnswerverifiedShow Answer

Salespeople use seminars and online webinars to finalize deals.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedFirst,he must move outside his own comfo...View AnswerShow Answer

Adam told Bonnie that Jacqueline,his sister,might be interested in the sprinkler that she was planning to sell.For Bonnie,Jacqueline becomes a(n) _____.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
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Correct Answer
verified
Sophisticated firms are developing inter...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
This person is called the center of infl...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
First,he must move outside his own comfo...
View Answer

Correct Answer
verified