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Exam 6: Prospecting : the Lifeblood of Selling

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Question 51

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Lydia sells an exclusive range of cosmetic products.She makes door-to-door sales calls.At each house after a sale she asks the homeowner if they know anyone who would be interested in her products.What prospecting method does Lydia use?

A) Center of influence
B) Cold canvas
C) Group
D) Endless chain
E) Observation

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Question 52

Multiple Choice

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Melissa sells insurance to homeowners and renters.Every weekend she goes out looking for moving vans and people unloading U-Haul trucks.She writes down the addresses of those who seem to be moving in.Every Monday she calls the list she has gathered during the weekend and asks them if they are interested in insurance.Melissa is using the _____ method of prospecting.

A) center of influence
B) observation
C) networking
D) preapproach
E) endless chain

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Question 53

Multiple Choice

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Which of the following statements about referrals is true?

Norman,the owner of CompuTex,recently installed computers at Harding Industries.Norman recommended that the Harding Industries office manager contact Computer Services,Inc.to schedule a computer training class for Harding's employees.This is an example of the _____ method of prospecting.

For you as a salesperson to find an optimal prospecting method,the text suggests you do all the following EXCEPT:

Which of the following occurs before the sales presentation?

Many prospects will hang up the phone as soon as they suspect an attempt is being made to sell them something.

A guideline provided in the text states that good salesmanship involves 40 percent presentation,20 percent preparation,and 40 percent follow-up.

To enlarge its prospect list,Dunn Portrait Photographers seeks the assistance of area bridal stores to identify engaged couples.This is an example of the _____ method of prospecting.

In Hendersonville,a group of salespeople get together for breakfast on the first and third Tuesday of each month.The purpose of their meeting is to share leads and prospecting tips.The group charges each member dues of $65 per quarter and participants must sell noncompetitive products.This group is an example of a(n) :

Most executives are so busy,that they have filtration systems to protect their time.How do professional salespeople successfully navigate their way through such filtration systems?

Luke Belington is a car salesman.Each week he writes a column in a local auto magazine about the car industry,its past,present,and future.One of the main reasons for him indulging in writing on the side would be to:

The sales process is a sequential series of actions by the salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

Preapproach is the first step in the selling process.

_____ is the process of determining if a suspect is to become a prospect.

Within a salesperson's prospect pool,which group is the most important prospect for future sales?

A prospect is a qualified business that has the potential to buy a salesperson's product.

One excellent way for a salesperson to obtain an appointment with a prospect is to have a customer make the appointment for the salesperson.

A simple way to remember the qualifying process is to think of the word "MAD." The letter "M" reminds the salesperson to ask themselves if the prospect has the _____ to buy.

All of the following are individuals who may function as a center of influence EXCEPT: