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1 | |
Which of the following statements about the selling process is true? |
| | A) | The preapproach is done before any prospecting begins. |
| | B) | There are a total of eight steps in the selling process. |
| | C) | In the selling process, the trial close is used after the sales presentation and all objections are met. |
| | D) | The close is the last step in the selling process. |
| | E) | None of the above statements about the selling process is true. |
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2 | |
A simple way to remember how to determine if a prospect is qualified is to use the acronym "MAD." The letters in this acronym represent: |
| | A) | money, authority, and desire |
| | B) | market, analysis, and demand |
| | C) | money, awareness, and decision-making |
| | D) | measure assets and desire |
| | E) | measurability, attractiveness, and demand quotient |
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3 | |
Which of the following is NOT an example of a prospecting method commonly used by salespeople? |
| | A) | observation |
| | B) | e-prospecting |
| | C) | networking |
| | D) | center of influence |
| | E) | directory hunting |
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4 | |
When J. R. Wright began selling his Blue True Texas barbecue sauce, he went from store to store asking retailers to buy a case if his sauce to sell in their stores. Before selling to these retailers, Wright did not try to learn anything about them. He believed that if he could get any kind of store to carry his sauce, he had made a good sale. Which of the following prospecting techniques best describes the method Wright used? |
| | A) | cold canvassing |
| | B) | endless chain referral method |
| | C) | MAD |
| | D) | center of influence method |
| | E) | networking |
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5 | |
Nikki's father introduced her to a friend of his outside the post office. When Nikki sold Girl Scout cookies to her father's friend, she asked him if he knew of others who would buy her cookies. He suggested she go to the post office counter and sell a box to Stan, one the postal employees. When asked, Stan suggested she try a park bench near the post office where his wife and some of her friends gather to eat their lunch. Using the _____ method of prospecting, Nikki was soon sold out of cookies. |
| | A) | sales lead club |
| | B) | endless chain referral |
| | C) | parallel canvassing |
| | D) | cold canvassing |
| | E) | networking |
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6 | |
An orphaned customer: |
| | A) | is any customer that has experienced cognitive dissonance after a sale |
| | B) | is the results of most transactions |
| | C) | cannot be viewed as a prospected until he or she has been qualified |
| | D) | is a customer who has been abandoned by his or her previous sales representative |
| | E) | can also be referred to as a suspect |
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7 | |
Which of the following statements about sales lead clubs is true? |
| | A) | Sales lead clubs are typically developed and maintained by Better Business Bureaus in order to maintain high ethical standards within a community. |
| | B) | Sales lead clubs should be noncompetitive. |
| | C) | Sales lead clubs should be made up of salespeople who sell in related but noncompetitive fields. |
| | D) | Sales lead clubs rely on cold canvassing. |
| | E) | Sales lead clubs are only useful in industries where there is a high turnover in sales personnel. |
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8 | |
Royce sells Koch processing, packaging, and labeling equipment to supermarkets, delicatessens, bakeries, and other businesses that prepare food for sale to final consumers. He has written a series of articles on market trends within the food industry that have appeared in a number of trade journals. Since Royce does not get paid for writing these articles, why does he do it? |
| | A) | Becoming an expert is a good way of prospecting. |
| | B) | Writing the articles gives him something to do while he waits for customers. |
| | C) | Writing articles is an easy way to engage in cold canvassing. |
| | D) | As an expert, he will now only have to visit qualified prospects. |
| | E) | According to the law of averages, becoming an expert will provide him with a certain percentage of guaranteed sales. |
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9 | |
Alberta sells baby furniture. She developed a close relationship with several birthing class instructors who provided her with the names of expectant parents. Which method of prospecting is Alberta using? |
| | A) | networking |
| | B) | center of influence |
| | C) | cold canvassing |
| | D) | endless chain |
| | E) | observation |
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10 | |
Lanae sells for a uniform rental company. She continually looks for workers in uniforms and gauges what the uniform says about the company and the employee. Since a stained uniform or poorly fitted uniform does not make a good impression, she views the company the uniform-wearer is working for as a good prospect. What prospecting method is Lanae using? |
| | A) | networking |
| | B) | center of influence |
| | C) | cold canvassing |
| | D) | endless chain |
| | E) | observation |
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11 | |
Which of the following is an example of a good tip to use when cultivating networks for the purpose of getting referrals? |
| | A) | Focus on meeting center-of-influence people. |
| | B) | Ask your contact open-ended, feel-good questions. |
| | C) | Send a hand-written thank-you note whenever a contact provides you with a lead. |
| | D) | Get a networking contact's business card. |
| | E) | All of the above are good tips to use when using networking to find prospects. |
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12 | |
Which of the following is an example of a method that should be used if a salesperson wants to develop the best prospecting method? |
| | A) | Spend as much time with lower-potential customers as with high-potential ones. |
| | B) | Use the same prospecting method for every customer. |
| | C) | Never call back on those who do not buy. |
| | D) | Do not copy another company's or salesperson's method of prospecting. |
| | E) | Use an egalitarian approach to prospecting. |
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13 | |
Which of the following is a typical source for a prospect pool? |
| | A) | orphans |
| | B) | your customers |
| | C) | leads |
| | D) | referrals |
| | E) | all of the above |
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14 | |
Which of the following statements about the parallel referral sales is true? |
| | A) | The parallel referral sale is an excellent tool for overcoming call reluctance. |
| | B) | The parallel referral sale is key to the referral cycle. |
| | C) | Parallel referral sales should be considered once the sale is closed as a part of the follow-up. |
| | D) | The product sale is ultimately much more important than the parallel referral sale. |
| | E) | All of the above statements about the parallel referral sale are true. |
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15 | |
Which of the following is NOT a phase in the referral cycle? |
| | A) | product delivery |
| | B) | trial close |
| | C) | service and follow-up |
| | D) | presentation |
| | E) | preapproach |
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16 | |
When is an inappropriate time to ask for a sales referral? |
| | A) | as a method of greeting |
| | B) | if the prospect refuses to buy |
| | C) | as soon as a prospect is orphaned |
| | D) | as soon as your sales manager gives you your annual sales quota |
| | E) | during any stage of the referral cycle |
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17 | |
Call reluctance: |
| | A) | can be likened to stage fright |
| | B) | is best overcome by cold canvassing |
| | C) | may cause a salesperson to lose some sales but never jeopardizes a sales career |
| | D) | affects fewer than 20 percent of all salespeople |
| | E) | can never be overcome |
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18 | |
You need to call a prospect and ask for a sales appointment? Which of the following is an inappropriate guideline for making a telephone appointment? |
| | A) | Use spontaneity when dealing with the prospect. |
| | B) | Always state the purpose of your call. |
| | C) | Prepare a brief sales message to stimulate interest in your product. |
| | D) | Briefly outline how the prospect may benefit from your sales call. |
| | E) | Clearly identify yourself and your company. |
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19 | |
Which of the following has NOT been identified as a classic type of call reluctance? |
| | A) | hyper-pro |
| | B) | oppositional reflex |
| | C) | role reversal |
| | D) | yielder |
| | E) | doomsayer |
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20 | |
Salesperson Marty has arrived at the prospect's office ten minutes before his scheduled appointment. The prospective customer's secretary tells him that the prospect is currently in a meeting and asks Marty to wait. To promote the development of a strong customer relationship, Marty should: |
| | A) | accuse the prospect of irresponsibility and leave the office immediately |
| | B) | refuse to ever call on that prospect again |
| | C) | determine how long his wait will be and decide if he can afford to wait that long |
| | D) | blame the secretary for poor planning |
| | E) | visit with the secretary until her boss is available |
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2002 McGraw-Hill Higher Education