Question 1

In order for a lead to be considered a sales prospect, that lead must have a need for the salesperson's product.

Accepted Answer

A) True 
 B)False

Question 2

________________salespeople refers to a salesperson selling noncompeting products.

Accepted Answer

Noncompeti...

Question 3

The internet is a good tool for marketers but isn't capable of being used as a tool to generate leads.

Accepted Answer

A) True 
 B)False  False

Question 4

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

Accepted Answer

A)   Referral list
B)   Tracking system
C)   List of lead generation methods
D)   List of prospecting methods
E)   A list of customers who provide her referrals

Question 5

Salespeople need to spend some time prospecting on a regular basis because there's typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

Accepted Answer

A) True 
 B)False  True

Question 6

An organization's records of former customers are usually a poor source for prospecting.

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

A)   It's less expensive
B)   The advertising method helps qualify the lead for the salesperson
C)   It's easy to target specific organizations
D)   All of the above are advantages
E)   None of the above are advantages

Question 8

Salespeople should continuously evaluate their prospecting plans and methods.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

Strategic ...

Question 10

A _________ is a name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.

Accepted Answer

The answer of A _________ is a name of a...

Question 11

Gatekeepers in any organizations screen their bosses' calls and are sometime curt and even rude.

Accepted Answer

A) True 
 B)False  True

Question 12

Although the salesperson will be dealing with the contact, it is extremely important for the salesperson to gain some information on the contact's company prior to making the sales call.

Accepted Answer

A) True 
 B)False

Question 13

_______________refers to contacting the sales lead unannounced and with little or no information about the lead.

Accepted Answer

Cold Calli...

Question 14

Which of the following is not one of the primary criteria for qualified prospects?

Accepted Answer

A)   A need for the product or service (sales offering) 
B)   Financial wherewithal to make a purchase
C)   An important role in the purchase decision process
D)   Has the prospect been a customer before
E)   All of the above are primary criteria

Question 15

The sales funnel is useful for understanding strategic prospecting.

Accepted Answer

A) True 
 B)False

Question 16

In order for a lead to be considered a sales prospect, the lead needs to be ready to make a purchase within a short time frame.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following statements about evaluating prospecting activities is most accurate?

Accepted Answer

A)   Salespeople should evaluate their prospecting activities once a year.
B)   Salespeople should evaluate their prospecting activities twice a year.
C)   Salespeople should have their sales managers evaluate their prospecting activities twice a year.
D)   Salespeople should evaluate their prospecting activities continuously.
E)   None of the above are accurate.

Question 18

Which the following best describes the process of strategic prospecting?

Accepted Answer

A)   The process of locating new customers
B)   The process of generating leads
C)   The process of identifying, qualifying, and prioritizing sales opportunities
D)   The process of turning prospects into customers
E)   None of the above described prospecting

Question 19

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

Accepted Answer

A)   They have a fear of rejection.
B)   They dislike dealing with people.
C)   Actually, most salespeople like prospecting.
D)   All of the above are correct.
E)   None of the above is correct.

Question 20

Gina, a salesperson for ABC Corp., spends a lot of time "interviewing" her prospects so she can learn their names, interests, and job responsibilities. Gina should probably spend more time:

Accepted Answer

A)   Talking about her product.
B)   Talking about her company.
C)   Talking about herself.
D)   Obtaining precall information on the prospect.
E)   Obtaining leads from better sources.

Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

In order for a lead to be considered a sales prospect, that lead must have a need for the salesperson's product.

Correct AnswerverifiedShow Answer

________________salespeople refers to a salesperson selling noncompeting products.

Correct AnswerverifiedNoncompeti...View AnswerShow Answer

The internet is a good tool for marketers but isn't capable of being used as a tool to generate leads.

Correct AnswerverifiedFalse

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

Correct AnswerverifiedShow Answer

Salespeople need to spend some time prospecting on a regular basis because there's typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

Correct AnswerverifiedTrue

An organization's records of former customers are usually a poor source for prospecting.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Salespeople should continuously evaluate their prospecting plans and methods.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedStrategic ...View AnswerShow Answer

A _________ is a name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.

Correct AnswerverifiedShow Answer

Gatekeepers in any organizations screen their bosses' calls and are sometime curt and even rude.

Correct AnswerverifiedTrue

Although the salesperson will be dealing with the contact, it is extremely important for the salesperson to gain some information on the contact's company prior to making the sales call.

Correct AnswerverifiedShow Answer

_______________refers to contacting the sales lead unannounced and with little or no information about the lead.

Correct AnswerverifiedCold Calli...View AnswerShow Answer

Which of the following is not one of the primary criteria for qualified prospects?

Correct AnswerverifiedShow Answer

The sales funnel is useful for understanding strategic prospecting.

Correct AnswerverifiedShow Answer

In order for a lead to be considered a sales prospect, the lead needs to be ready to make a purchase within a short time frame.

Correct AnswerverifiedShow Answer

Which of the following statements about evaluating prospecting activities is most accurate?

Correct AnswerverifiedShow Answer

Which the following best describes the process of strategic prospecting?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Gina, a salesperson for ABC Corp., spends a lot of time "interviewing" her prospects so she can learn their names, interests, and job responsibilities. Gina should probably spend more time:

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified
Noncompeti...
View Answer

Correct Answer
verified
False

Correct Answer
verified

Correct Answer
verified
True

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Strategic ...
View Answer

Correct Answer
verified

Correct Answer
verified
True

Correct Answer
verified

Correct Answer
verified
Cold Calli...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified