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Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

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Question 51

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With respect to prospecting, which of the following statements is untrue?

A) Most salespeople need to engage in some activity designed to cultivate future business
B) Salespeople often indicate they do not have enough time to prospect.
C) Typically, salespeople enjoy prospecting because they like the positive feedback.
D) Many of today's buyers are busy and reluctant to see salespeople.
E) All of the above are true.

F) A) and E)
G) A) and D)

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Question 52

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What is the goal of strategic prospecting?

A) To generate the largest number of leads.
B) To help salespeople identify the best sales opportunities in the most efficient way.
C) To get past the gatekeeper.
D) The haphazard screening-out of undesirable sales leads.
E) To help salespeople identify the decision maker.

F) D) and E)
G) A) and B)

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Question 53

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______________is a process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers.

It's important for salespeople to understand their buyers' communication styles.

Cold calling is one of the most successful forms of prospecting.

While it is important to gain information on the prospect, it is relatively unimportant to gain any information on the prospect's organization prior to initiating sales dialogue.

Salespeople should gather a variety of types of information about their prospects, but that information should be limited to their role as a business person and not about their personal lives.

Leads that meet or exceed screening criteria established by the salesperson or the sales organization are called what?

The prospecting method in which salespeople's customers or prospects give them leads is called what?

Although the salesperson will be dealing with the contact, it is extremely important for the salesperson to gain some information on the contact's company prior to making the sales call.

The primary objective of strategic prospecting is to identify leads.

The prospecting method in which salespeople's customers or prospects give them leads and provides a letter of introduction is called what?

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

The part of the strategic processing plan necessary for effectively evaluating the relative success of the plan is referred to as the ________ system.

The first stage of obtaining precall information focuses on the contact.

______________in any organization screen their bosses' calls and sometimes are curt and even rude.

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

Although salespeople often dislike prospecting, it is the only way to increase revenue.

Prospects that meet or exceed screening criteria established by the salesperson or the sales organization are called what?

Sales leads are also known as _______________