Ch 5 example #74587

Salespeople need to spend some 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.

Salespeople need to spend some 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.

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

Sales prospects who most closely fit an ideal customer profile are deemed to be the best sales prospects.

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

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

Organizations today only use outbound telemarketing to generate leads because inbound telemarketing cannot be used to generate leads.

A buyer's name, title, and contact information constitute basic information about the buyer's selling situation

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

Prospects are typically impressed with salespeople who are prepared and know a lot about them and their company before the first meeting.

11. Which of the following is a reason why salespeople get rejected by buyers?

Steve is a salesperson for the Cloud Nine Corporation. His territory includes 50 established accounts which he calls on regularly. Although Steve is supposed to allocate some time to prospecting, he prefers to call on his existing accounts. Which of the following is most likely the reason why Steve resists prospecting?

13. Which of the following is true of strategic prospecting?

Sandy is a salesperson who has trouble prospecting effectively. Approximately 80 percent of the leads she contacts do not end up making a purchase, for various reasons. Sandy would likely not have wasted so much of her time if she had collected more information about those leads. Sandy is probably having trouble:

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

Craig is a salesperson for an industrial equipment company. Craig calls on factories and spends most of his time talking with equipment operators who work on the factory floor. While Craig is able to get the equipment operators interested in his products, he is often unable to make a sale. In this scenario, Craig needs to:

17. Which of the following is true of cold canvassing?

18. Which of the following methods of prospecting is considered to be very inefficient?

Sarah is a salesperson who prefers calling or meeting her sales leads before getting any information about them or their companies. Sarah uses _____ as a source of sales prospecting.

Bill is a salesperson who relies on his current customers to help him identify potential new customers. In this scenario, Bill relies on _____ for lead generation.

A(n) _____ is a variation of a referral where, in addition to requesting the names of prospects, the salesperson asks the prospect or customer to prepare a note or letter that can be sent to the potential customer.

Drew is a salesperson for a company that manufactures seat covers for pickup trucks. Drew relies on his friend Susan-the owner of the biggest truck dealership in the entire state-for leads. Susan calls Drew and lets him know when someone has purchased a new pickup truck. In this scenario, Drew uses a _____ as a source of lead generation.

Pete is a salesman who is a member of The Green Stones Country Club. The club is frequented by lawyers, doctors, and other members of the community. Pete will often identify new prospects while striking up conversations with the club members. Pete uses the club members as _____.

Which of the following is used by salespeople to identify previous customers who have not placed an order recently?

25. Which of the following is true of trade shows?

In which of the following prospecting methods do salespeople ask potential customers to fill out information cards indicating interest in their company or one of its products?

Karen is a salesperson for an automobile company. She believes that the best way for her potential and existing customers to know about the products she is selling is by seeing those products in person and seeing exactly what the products can and cannot do. Which of the following would probably be her best method of prospecting?

28. The focal point of a prospecting plan should be:

_____ is one of the foundations for effective prospecting and reminds salespeople to establish a regular daily schedule for conducting prospecting activities.

Margaret, a salesperson, always wins the best salesperson award in her company. Margaret's success is due to a strategic prospecting plan, which helps ensure that:

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

A _____ is a part of the strategic prospecting plan that records comprehensive information about a prospect, traces the prospecting methods used, and chronologically archives outcomes from any contacts with the prospect.

33. Which of the following states the significance of evaluation in a prospecting plan?

34. Which of the following is the basic objective of sales prospecting?

35. Which of the following should be done by a salesperson before meeting a prospect?

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

37. Which of the following is considered specific information about the selling situation?

38. Which of the following is considered specific information about the selling situation?

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

Which of the following technologies is a valuable tool for salespeople in the collection of information about prospects prior to the first meeting?

. A(n) _________ is a salesperson's act of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate for making a sale.

A(n) _________ is an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision.

The characteristics of a firm's best customers or the perfect customer are referred to as the _________.

Information about customers in a company database is referred to as ________

_________ is a source of locating prospects whereby the prospect calls the company to get information

_________ is a source of locating prospects whereby the salesperson contacts the prospect by telephone

. _________ are electronic or print sources that provide contact and other information about many different companies or individuals

A salesperson's plan for gathering qualified prospects is called a(n) _______

A(n) _________ is a part of the strategic prospecting plan that can be as low-tech as a set of 3 X 5- inch note cards or employ one of the many computerized and online contact management or customer relationship management software applications

Although much of the basic information about the prospect can normally be gathered prior to meeting with a prospect, much of the information about the _________ will be obtained from the prospect during sales dialogues.