Filters
Question type
Study Flashcards

What is the difference between a lead and a prospect?

Correct Answer

verifed

verified

A lead is a person or organiza...

View Answer

For which of the following salespeople would prospecting be most important?


A) pharmaceutical sales rep selling heart medications
B) real estate salesperson specializing in residential property
C) snack food route salesperson
D) electric transformer salesperson who is assigned to work full-time serving Florida Power and Light
E) Post cereal salesperson whose territory is metro-Denver

Correct Answer

verifed

verified

What is the first step a salesperson takes when he or she is prospecting?

Correct Answer

verifed

verified

Other than camaraderie and public service, why would a computer salesperson belong to a Rotary Club, participate in the local Chamber of Commerce, and volunteer at the local library?

Correct Answer

verifed

verified

These are ...

View Answer

What is NAICS?

Correct Answer

verifed

verified

North Amer...

View Answer

When a buyer at Monrovia Nursery Company sees an ad for a new type of Christmas tree stand in a trade magazine and responds by calling a toll-free number in the ad, _____ is taking place


A) inbound telemarketing
B) bounce-back telemarketing
C) outbound telemarketing
D) seminar marketing
E) convention marketing

Correct Answer

verifed

verified

Which of the following statements about telemarketing is true?


A) Telemarketing is often used with spotters.
B) Personnel who work in an inbound telemarketing center spend most of their time calling people who might be leads and trying to qualify them as prospects.
C) Telemarketing is actually a form of the endless-chain method of prospecting.
D) Firms are increasingly relying on telemarketing to perform many functions that salespeople used to perform.
E) Outbound telemarketing involves a telephone number interested prospects can call to obtain additional information.

Correct Answer

verifed

verified

The NAICS system is:


A) a source of primary data
B) a source of seminar schedules creating potential leads
C) a trade show industry index
D) an industry classification system
E) none of the above

Correct Answer

verifed

verified

Which of the following is an example of a secondary source of sales leads?


A) Encyclopedia of Associations
B) cold call
C) center-of-influence
D) buying community
E) all of the above

Correct Answer

verifed

verified

Which of the following is not one of the four dimensions of sales call anxiety?


A) a desire to perform safety-seeking behaviors
B) imagined negative evaluations from customers
C) a negative self-evaluation by the salesperson
D) recognition of the economic value of most prospecting activities
E) physiological symptoms of anxiety shown by the salesperson.

Correct Answer

verifed

verified

Like the salesperson's approach, the opening paragraph of a sales letter must grab the prospect's attention.

Correct Answer

verifed

verified

A large cosmetics company wants to create a Web site to sell its cosmetics. They want their people trained to maintain the Web site and work with search engines. They also want an extranet created as well as internal networking facilities for conferencing established. Basically, the organization has been a laggard and wants to leap into the technological world. Because the tasks the company wants will require several different experts, it has outsourced the purchase of these services to Maxwell Consultants who will find and hire the people the cosmetics company needs. Maxwell will stay on the job until the company is satisfied. Maxwell Company will act as a(n) :


A) in-house talent agency
B) network seller
C) decentralized purchasing corporation
D) systems integrator
E) functional supplier

Correct Answer

verifed

verified

A lead management system is:


A) a telemarketing device used for cold canvassing
B) a type of bounce-back card that proves buyer sincerity
C) used to analyze the relative value of each lead
D) used to create an endless-chain for referrals
E) a system for prequalifying cold calls

Correct Answer

verifed

verified

Which of the following statements about lead qualification and management is true?


A) Firms often engage in prequalification of leads for their field sales forces.
B) A lead management system can be used to grade leads and establish a priority call list.
C) The judicious use of technology makes lead qualification and management more efficient and effective.
D) Telemarketers are used by some companies to prequalify leads.
E) All of the above statements about lead qualification and management are true.

Correct Answer

verifed

verified

As Sondra concluded her sales interview with Burt she said, "I'm pleased you see the value of this new software for managing your inventory. Can you suggest some other small business owners who might like to see it?" Sondra is using the _____ method of prospecting.


A) center-of-influence
B) endless-chain
C) lists and directories
D) spotters
E) canvassing

Correct Answer

verifed

verified

A blitz is a form of cold-canvass prospecting.

Correct Answer

verifed

verified

When Rebecca, a travel agent, evaluates Rick's ability to pay (as part of determining if he is a qualified prospect); she should not only be concerned about how much money he actually has at this time, but also his creditworthiness.

Correct Answer

verifed

verified

The first paragraph of a sales letter should:


A) explain why the reader should take the desired action
B) grab the reader's attention
C) ask the reader to take a specific action
D) point out a deadline for action
E) do all of the above

Correct Answer

verifed

verified

The difference between an exclusive sales territory and a house account is an exclusive sales territory is managed by corporate executives while a house account includes only certain prospects in an area.

Correct Answer

verifed

verified

Databases can be used by salespeople to tailor sales presentations.

Correct Answer

verifed

verified

Showing 21 - 40 of 113

Related Exams

Exam 1

Selling and Salespeople

84 Questions

Exam 2

Building Partnering Relationships

104 Questions

Exam 3

Ethical and Legal Issues in Selling

128 Questions

Exam 4

Buying Behavior and the Buying Process

114 Questions

Exam 5

Using Communication Principles to Build Relationships

91 Questions

Exam 6

Adaptive Selling for Relationship Building

102 Questions

Exam 8

Planning the Sales Call

99 Questions

Exam 9

Making the Sales Call

102 Questions

Exam 10

Strengthening the Presentation

107 Questions

Exam 11

Responding to Objections

126 Questions

Exam 12

Obtaining Commitment

109 Questions

Exam 13

Formal Negotiation

128 Questions

Exam 14

After the Sale: Building Long-Term Partnerships

103 Questions

Exam 15

Managing Your Time and Territory

123 Questions

Exam 16

Managing Within Your Company

121 Questions

Exam 17

Managing Your Career

112 Questions

Show Answer