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Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

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Question 51

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The salespersons plan for gathering qualified prospects is referred to as a _______________________.

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Strategic ...

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Question 52

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What is the goal of strategic prospecting?

A) To generate the largest number of leads.
B) To help salespeople identify the best sales opportunities in the most efficient way.
C) To get past the gatekeeper.
D) The haphazard screening-out of undesirable sales leads.
E) To help salespeople identify the decision maker.

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Question 53

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Susan is a salesperson for ABC company and has trouble prospecting effectively. Approximately 70% of the leads she contacts don't have any influence in the purchase decision process. Sandy is most likely having trouble

Which of the following sequences related to prospecting is accurate?

_____________is a graphical representation of the trust-based sales process and strategic sales prospecting process in the form of a funnel.

A strategic prospecting plan should include all of the following except?

Which the following best describes the process of strategic prospecting?

Which of the following is a major advantage that the advertising inquiry method of obtaining leads has over outbound telephone inquiries?

The sales person's act of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate for making a sale is called _________________ the sales lead.

A tracking system is important to prospecting, but not part of the strategic prospecting plan.

With the exception of cold calling, a salesperson should always know the contacts name before making the sales call.

Which of the following describes a common reason why salespeople dislike prospecting?

One of the reasons salespeople dislike prospecting is fear of rejection.

Jim is a salesperson for XYZ company and is trying to expand his business into a new city. In a case like Jim's, networking is good method for generating leads.

Cold calling is one of the most successful forms of prospecting.

The part of the strategic processing plan necessary for effectively evaluating the relative success of the plan is referred to as the ________ system.

______________is a process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers.

Even when dealing with a buying team, the salesperson should focus his/her attention on one person to improve communication.

Natalie has been a salesperson for the past two years. A big part of her job as prospecting, yet she doesn't seem to have a good idea of how her prospecting methods are working. Natalie should develop a:

Which of the following forms/sources of prospecting is probably least productive?