Question 1

The basic objective of sales prospecting is to:

Accepted Answer

A)   ensure that salespeople are not demotivated by rejections.
B)   establish a regular daily schedule for conducting prospecting activities.
C)   understand the strengths and weaknesses of competitors in a particular industry.
D)   make the sales process more enjoyable.
E)   generate a database of sales prospects.F) A) and B)
G) A) and C) E

Question 2

A salesperson from a different company who sells an entirely different category of products can be considered a:

Accepted Answer

A)   diverse salesperson.
B)   consultative salesperson.
C)   relational salesperson.
D)   transactional salesperson.
E)   noncompeting salesperson.F) A) and E)
G) None of the above

Question 3

If a salesperson is looking for basic information about a buyer, he or she must gather information on the:

Accepted Answer

A)   likelihood of obtaining a referral from the buyer.
B)   community and organizational involvement of the buyer.
C)   buyer's market knowledge.
D)   competitors of the buyer's company and their market share.
E)   buyer's preferred method of prospecting.F) A) and E)
G) B) and C)

Question 4

Smaller organizations and firms typically represent better sales opportunities than the larger ones.

Accepted Answer

A) True 
 B)False

Question 5

Jane, a salesperson, has recently joined a company and is looking for information about prospective buyers. Which of the following is basic information that Jane would need to obtain about the prospective buyers before meeting them?

Accepted Answer

A)   Their market knowledge
B)   The likelihood of obtaining a referral from the prospect
C)   Their hobbies and interests
D)   The competitors of the prospects' company
E)   Their preferred prospecting methodF) B) and D)
G) A) and B)

Question 6

Sandy is a salesperson who has trouble prospecting effectively. Most of the leads she contacts do not make a purchase. Sandy would not have wasted so much of her time if she had collected more information about the leads. Given this information, it can be said that Sandy most likely needs to spend time:

Accepted Answer

A)   cold calling her leads.
B)   preparing sales dialogues.
C)   qualifying her leads.
D)   practicing the hard sell.
E)   gaining inventory knowledge.F) B) and D)
G) None of the above

Question 7

Salespeople from noncompeting companies cannot be considered a source for generating leads.

Accepted Answer

A) True 
 B)False

Question 8

Megan is a salesperson for a company that manufactures chemicals. While reviewing her new leads, Megan learns that two of them just signed contracts with one of her company's major competitors. Which of the following is most likely the reason why Megan will not consider these two leads as sales prospects?

Accepted Answer

A)   They do not have the budget or financial resources to purchase the product.
B)   They do not have a need for the products or services her company is offering.
C)   They are too busy to meet salespeople.
D)   They do not have the authority to make a purchase decision.
E)   They are not included in her company's target market.F) B) and C)
G) A) and E)

Question 9

Zoey is a salesperson who is meeting a prospect after a successful cold call. Zoey has already collected most of the basic information about her prospect. The best way for her to gather additional information about the prospect is:

Accepted Answer

A)   by questioning the prospect during sales dialogues.
B)   by using social media sites as a source of information.
C)   by learning about the products and services offered by the prospect's company.
D)   by searching for information online and in print directories.
E)   by developing and following a strategic prospecting plan.F) A) and B)
G) B) and E)

Question 10

Georgy, a salesperson in a communications company, is required to approach corporate companies that would be interested in availing his company's services. To ensure effective lead generation, Georgy decides to collect some basic information about the company of one of the potential clients. In this scenario, Georgy is most likely to collect information about the:

Accepted Answer

A)   likelihood of obtaining a referral from the potential client.
B)   current supplier of the company.
C)   number of employees in the company.
D)   potential client's market and inventory knowledge.
E)   potential client's preferred method of prospecting.F) None of the above
G) A) and C) C

Question 11

_____ provide lists of targeted businesses or individuals with detailed contact and other information, as well as e-mail, direct mail, telephone, and Web-based marketing assistance to connect with targeted potential customers.

Accepted Answer

A)   Corporate sourcing services
B)   Premium customer services
C)   Lead management services
D)   Inventory management services
E)   Customer lifecycle management servicesF) C) and D)
G) A) and E)

Question 12

Using referrals or introductions can improve the success of cold calling.

Accepted Answer

A) True 
 B)False

Question 13

In a strategic prospecting plan, which of the following is a reason why salespeople set aside a specific amount of time for prospecting?

Accepted Answer

A)   It helps prevent other activities from creeping in and displacing prospecting activities.
B)   It helps develop confidence by allowing them to gain more product knowledge.
C)   It helps establish quotas for acquiring new prospects.
D)   It helps them track the results of different prospecting methods.
E)   It helps them compare the results obtained using different prospecting methods.F) A) and B)
G) B) and E)

Question 14

Rachel is a salesperson who engages in strategic prospecting on a regular basis. Which of the following is most likely a reason why Rachel prospects regularly?

Accepted Answer

A)   She needs to clearly understand the specifications of the products and services her company offers.
B)   She needs to practice applying the hard-sell approach.
C)   She knows that her existing customers can be acquired by another firm.
D)   She knows that focusing on existing customers is likely to give her better sales opportunities than looking for new customers.
E)   She needs to perfect sales dialogues with her prospective clients.F) B) and C)
G) A) and D)

Question 15

Karen is a salesperson for an automobile company. She believes that the best way for her potential and existing customers to know about her company's products is by seeing the products in person and seeing exactly what the products can and cannot do. Which of the following is most likely the best prospecting method for Karen?

Accepted Answer

A)   Advertising inquiries
B)   Inbound telemarketing
C)   Trade shows
D)   Cold calling
E)   Outbound telemarketingF) A) and E)
G) A) and D)

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Basic information about a prospect company makes it easier for a salesperson to ask questions during sales dialogue.

Accepted Answer

A) True 
 B)False

Question 18

Tim is a salesperson in a firm that offers logistics services. Although he knows that prospecting is an integral part of the sales profession, he tends to avoid it. Which of the following is most likely the reason Tim avoids prospecting?

Accepted Answer

A)   He fears that he will have to face rejection.
B)   He knows that prospecting is not as important as making the actual sales presentation.
C)   He does not have to fulfill a sales quota.
D)   He fears that buyers will ask him questions that he cannot answer during sales dialogue.
E)   He believes that buyers are always well-informed and do not need his help.F) A) and C)
G) A) and B)

Question 19

Pete is a salesperson who is a member of The Green Stones Country Club. The club is frequented by lawyers, doctors, and other well-known members of the community. Pete often identifies new prospects while engaging in conversations with the club members. In this case, Pete uses the club members as _____.

Accepted Answer

A)   dormant partners
B)   strategic reserves
C)   noncompeting salespeople
D)   venture capitalists
E)   centers of influenceF) A) and E)
G) A) and C) E

Question 20

Which of the following technologies is a valuable tool for accumulating and updating prospect information on a regular basis?

Accepted Answer

A)   A customer relationship management system
B)   An event ticketing system
C)   An application programming interface
D)   A computer-integrated design system
E)   An enterprise resource planning systemF) C) and D)
G) A) and D)

Exam 5: Strategic Prospecting and Preparing for Sales Dialog

The basic objective of sales prospecting is to:

Correct Answer
verified
E

A salesperson from a different company who sells an entirely different category of products can be considered a:

Correct Answer
verified

If a salesperson is looking for basic information about a buyer, he or she must gather information on the:

Correct Answer
verified

Smaller organizations and firms typically represent better sales opportunities than the larger ones.

Correct Answer
verified

Jane, a salesperson, has recently joined a company and is looking for information about prospective buyers. Which of the following is basic information that Jane would need to obtain about the prospective buyers before meeting them?

Correct Answer
verified

Correct Answer
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Salespeople from noncompeting companies cannot be considered a source for generating leads.

Correct Answer
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Correct Answer
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Zoey is a salesperson who is meeting a prospect after a successful cold call. Zoey has already collected most of the basic information about her prospect. The best way for her to gather additional information about the prospect is:

Correct Answer
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Correct Answer
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C

_____ provide lists of targeted businesses or individuals with detailed contact and other information, as well as e-mail, direct mail, telephone, and Web-based marketing assistance to connect with targeted potential customers.

Correct Answer
verified

Using referrals or introductions can improve the success of cold calling.

Correct Answer
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In a strategic prospecting plan, which of the following is a reason why salespeople set aside a specific amount of time for prospecting?

Correct Answer
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Rachel is a salesperson who engages in strategic prospecting on a regular basis. Which of the following is most likely a reason why Rachel prospects regularly?

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

Correct Answer
verified

Basic information about a prospect company makes it easier for a salesperson to ask questions during sales dialogue.

Correct Answer
verified

Tim is a salesperson in a firm that offers logistics services. Although he knows that prospecting is an integral part of the sales profession, he tends to avoid it. Which of the following is most likely the reason Tim avoids prospecting?

Correct Answer
verified

Correct Answer
verified
E

Which of the following technologies is a valuable tool for accumulating and updating prospect information on a regular basis?

Correct Answer
verified

Exam 5: Strategic Prospecting and Preparing for Sales Dialog

The basic objective of sales prospecting is to:

Correct AnswerverifiedE

A salesperson from a different company who sells an entirely different category of products can be considered a:

Correct AnswerverifiedShow Answer

If a salesperson is looking for basic information about a buyer, he or she must gather information on the:

Correct AnswerverifiedShow Answer

Smaller organizations and firms typically represent better sales opportunities than the larger ones.

Correct AnswerverifiedShow Answer

Jane, a salesperson, has recently joined a company and is looking for information about prospective buyers. Which of the following is basic information that Jane would need to obtain about the prospective buyers before meeting them?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Salespeople from noncompeting companies cannot be considered a source for generating leads.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Zoey is a salesperson who is meeting a prospect after a successful cold call. Zoey has already collected most of the basic information about her prospect. The best way for her to gather additional information about the prospect is:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedC

_____ provide lists of targeted businesses or individuals with detailed contact and other information, as well as e-mail, direct mail, telephone, and Web-based marketing assistance to connect with targeted potential customers.

Correct AnswerverifiedShow Answer

Using referrals or introductions can improve the success of cold calling.

Correct AnswerverifiedShow Answer

In a strategic prospecting plan, which of the following is a reason why salespeople set aside a specific amount of time for prospecting?

Correct AnswerverifiedShow Answer

Rachel is a salesperson who engages in strategic prospecting on a regular basis. Which of the following is most likely a reason why Rachel prospects regularly?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Basic information about a prospect company makes it easier for a salesperson to ask questions during sales dialogue.

Correct AnswerverifiedShow Answer

Tim is a salesperson in a firm that offers logistics services. Although he knows that prospecting is an integral part of the sales profession, he tends to avoid it. Which of the following is most likely the reason Tim avoids prospecting?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedE

Which of the following technologies is a valuable tool for accumulating and updating prospect information on a regular basis?

Correct AnswerverifiedShow Answer

Correct Answer
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E

Correct Answer
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Correct Answer
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C

Correct Answer
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E

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