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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Prospecting-The Lifeblood of Selling

True/False Quiz



1

Before the sales presentation, the salesperson should engage in prospecting, obtaining an appointment, and preapproach planning.
A)True
B)False
2

A prospect is the equivalent to a "lead."
A)True
B)False
3

A sales person contacts as many leads as he or she can with the anticipation that a percentage will buy. This is called the endless chain referral method.
A)True
B)False
4

Finding and cultivating people in a community who are willing to help find prospects for you is called the center of influence method of prospecting.
A)True
B)False
5

Telemarketing is process designed to contact a large number of prospects across a vast area through person-to-person methods.
A)True
B)False




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