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1 | |
Prospecting is the first step in the selling process. |
| | A) | True |
| | B) | False |
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2 | |
In the two years Andy has been selling, he has built up a list of inactive accounts. He should now orphan these accounts and try to develop some new prospects. |
| | A) | True |
| | B) | False |
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3 | |
The most recent advancement in prospecting is the use of the Internet to find potential buyers. |
| | A) | True |
| | B) | False |
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4 | |
A referral is a person or organization recommended to you by someone who feels that this person or organization could benefit from you or your product. |
| | A) | True |
| | B) | False |
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5 | |
When the salesperson makes an appointment with a prospect, it is often viewed as an outward gesture of respect toward the prospect. |
| | A) | True |
| | B) | False |
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6 | |
Keeping track of referrals is not as important as staying in contact with customers. |
| | A) | True |
| | B) | False |
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7 | |
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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8 | |
Becca's father introduced her to a friend of his outside the post office. When Becca sold candy bars for a school fund-raiser to her father's friend, she asked him if he knew of others who would buy her candy. He suggested she go to the post office counter and selling a box to Darryl, one the postal employees. When asked who else to try, Darryl 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, Becca was soon sold out of candy bars. |
| | A) | sales lead club |
| | B) | endless chain referral |
| | C) | parallel canvassing |
| | D) | cold canvassing |
| | E) | networking |
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9 | |
Ian 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 Ian 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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10 | |
Ganji sells designer wedding dresses. She developed a close relationship with several wedding planners who provided her with the names of engaged couples. Which method of prospecting is Ganji using? |
| | A) | networking |
| | B) | center of influence |
| | C) | cold canvassing |
| | D) | endless chain |
| | E) | observation |
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11 | |
Shawna 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 Shawna using? |
| | A) | networking |
| | B) | center of influence |
| | C) | cold canvassing |
| | D) | endless chain |
| | E) | observation |
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12 | |
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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13 | |
The American Greetings salesperson has arrived at the prospect's office fifteen minutes before his scheduled appointment. The prospective customer's secretary tells him that the prospect is currently in a meeting and asks the salesperson to wait. To promote the development of a strong customer relationship, the salesperson 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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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 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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