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Exam 6: Prospecting

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Question 51

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Gina has met a well-known and influential engineer who is willing to provide the names of several leads.In the context of sales prospecting,what is this person called?

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This person is called the center of infl...

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Question 52

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A webinar is a form of cold calling.

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Question 53

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Prospecting is the process of making a successful sale to a customer.

The primary purpose of webinars is to:

The standard industrial classification code is useful for salespeople researching using secondary sources.

How can data mining assist sales prospecting?

James is a new salesperson.He is attending his first formal dinner party at the Chamber of Commerce.He knows that he will meet a lot of people who can help him become a successful salesperson,but he needs information on how to make the most of this networking opportunity.What advice would you give him?

When Grant visited his supplier's Web site,he entered a code provided to him and went to a customized site listing his recent purchases,sale items,and complementary products he might need.Grant was most likely visiting a(n) _____.

Which of the following statements about telephone prospecting is true?

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

Judy is a local sales representative for an insurance company.The economy is stagnant and very few new residents are moving into her territory.Consequently,Judy decides to assess the potential for additional sales among her existing customers.Judy is planning to use a(n) _____ strategy.

A seventeen-year-old high school student in the United States is not a prospect for a salesperson selling alcoholic beverages because the student is not eligible to buy alcohol.

When a respiratory therapist saw an article about Zyran,an over-the-counter smoking cessation drug that does not contain nicotine,he called the toll-free number provided by the manufacturer to learn more about the drug and to ask that a salesperson call on him.This is an example of _____.

Wallace is the Nebraska territory salesperson for a firm selling kitchen appliances to mobile home manufacturers.At a school reunion,an old friend approaches him and says,"What a coincidence! I'm the director of purchasing for Bilt-Tite Mobile Homes in Franklin,Georgia.Why don't you contact me next week and let's see if we can do business?" Unfortunately,Wallace cannot do business with his friend because:

To qualify as a prospect,it is imperative that a lead have all of the following characteristics EXCEPT:

Which of the following statements about prospecting is true?

Adam told Bonnie that Jacqueline,his sister,might be interested in the sprinkler that she was planning to sell.For Bonnie,Jacqueline becomes a(n) _____.

Salespeople use seminars and online webinars to finalize deals.

Salespeople often use online tools like LinkedIn,Facebook,and Twitter to prospect for new customers and maintain contact with existing customers.

When a salesperson can only sell to prospects located within a certain geographical location,the salesperson is said to be managing sales for a(n) _____.