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| 1 | |
Which of the following is the usual way salespeople find customers? |
| | A) | Prospects turn into leads, then become qualified prospects, and finally customers. |
| | B) | Leads turn into prospects, then become qualified prospects, and finally customers. |
| | C) | Qualified prospects turn into prospects, then become leads, and finally customers. |
| | D) | Customers, turn into leads, then become prospects, and finally qualified prospects. |
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| 2 | |
When determining whether the prospect has the means and authority to make a purchase, the salesperson must find out: |
| | A) | Whether the prospect can and will make a purchase. |
| | B) | How much effort and investment might be needed to see the purchase through to completion. |
| | C) | Neither A nor B. |
| | D) | Both A and B. |
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| 3 | |
Which of the following is NOT one of the key questions to address when qualifying potential prospects? |
| | A) | Do they have the authority to make the purchase decision? |
| | B) | What percentage commission will you earn? |
| | C) | Can the prospect derive value from your product in a way you can deliver? |
| | D) | Can they afford your product? |
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| 4 | |
Successful salespeople with established customers need to prospect because their current customers: |
| | A) | Might get into financial trouble. |
| | B) | Might leave their firm or change positions. |
| | C) | Might move to a different salesperson's territory |
| | D) | All of the above. |
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| 5 | |
The difference between a lead and a referral is that a salesperson: |
| | A) | Always has leads. |
| | B) | Asks customers for referrals. |
| | C) | Cannot tell a lead from a referral. |
| | D) | None of the above. They are the same thing. |
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| 6 | |
In sales, _____________ are people who come in contact with large numbers of people. |
| | A) | Leads. |
| | B) | Prospects. |
| | C) | Customer advocates. |
| | D) | Bird dogs. |
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| 7 | |
Outbound consumer telemarketing is in decline as a source of prospects, largely due to: |
| | A) | The cost of telemarketing. |
| | B) | Increased long-distance costs. |
| | C) | Outsourcing. |
| | D) | Opt-out lists. |
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| 8 | |
Trade shows are an effective source of prospects because: |
| | A) | They attract people interested in that industry. |
| | B) | They provide opportunities for networking. |
| | C) | They provide opportunities for sales at the trade show booth. |
| | D) | All of the above. |
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| 9 | |
In order for prospecting by people other than salespeople to work, a firm must have in place: |
| | A) | A formal mechanism by which information collected can be disseminated to the sales force. |
| | B) | A good email system. |
| | C) | A means of giving credit to the person who collected the information. |
| | D) | A salesforce that works well with others. |
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| 10 | |
Many salespeople struggle with ____________, resistance to initiating new customer relationships. |
| | A) | Networking. |
| | B) | Touchpointing. |
| | C) | Call reluctance. |
| | D) | Qualifying. |
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