Deck 5: Prospecting and Sales Call Planning

Question 1

Katie is well-established in her community.She uses these contacts to develop leads.Katie is:

A)Networking.
B)Bird dogging.
C)Qualifying.
D)Spamming.

Answer 1

A

Question 2

The "Status Quo" of prospect is most like

A)Donald Trump
B)Richard Simmons
C)Aunt Bea
D)Albert Einstein

Answer 2

C

Question 3

The "Interpersonal" of prospect is most like

A)Donald Trump
B)Richard Simmons
C)Aunt Bea
D)Albert Einstein

Answer 3

B

Question 4

Maria is a well-established saleswoman.She has numerous repeat buyers but knows she needs to prospect because her 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 choices are correct.

Question 5

Most leads never make it past that stage to become:

A)Prospects.
B)Touch points.
C)Leads.
D)CRM.

Question 6

In the pharmaceutical industry,the future of the company is often assessed by the number of new drugs in the pipeline,being tested and evaluated for approval.Similarly,a salesperson's future will be heavily influenced by their ___________ efforts.

A)Junk mail.
B)Prospecting.
C)Touchpointing.
D)Role playing.

Question 7

When Rosalie makes a sales call,she always asks the customer "Who else do you know who would benefit from our products?" Rosalie is creating a (n):

A)Word of mouth database.
B)Bird dogging network.
C)Endless chain referral.
D)Center of influence mine.

Question 8

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)Where will the product be delivered?
C)Does the prospect have a need for your product?
D)Can they afford your product?

Question 9

Brad is a highly successful salesman.He always considers where tomorrow's business will come from.Brad incorporates _____________ as a continual part of his sales efforts.

A)Junk mailing
B)Sales demonstrations.
C)Touchpointing.
D)Prospecting.

Question 10

The process of moving leads to prospects to customers can be best portrayed as a (n):

A)Salesperson's nightmare.
B)Alternative to bird dogging.
C)Upside-down triangle.
D)Touch point technique.

Question 11

A major advantage of referrals and customer advocacy is the prospects are likely to:

A)Automatically buy from you.
B)Spend more than the referring customers.
C)Already be in your data warehouse.
D)Meet your qualification criteria.

Question 12

Your sales manager hands you a list of names of potential companies to call upon.There are way too many names to call on all of them.You go into the company data warehouse to see if there is any information regarding whether the potential prospect:

A)Has a need for your company's products.
B)Could benefit from your product.
C)Can be contacted by e-mail or other means.
D)All of the choices are correct.

Question 13

The idea that satisfied,loyal customers will spread the word about you and your products is called:

A)CRM.
B)Customer advocacy.
C)Data mining.
D)Centers of influence selling.

Question 14

Anna,the saleswoman in the next office,always seems to have a list of prospects.You ask her how she does it and she explains the best source of leads is from:

A)Loyal customers.
B)The company's web site.
C)Magazine response cards.
D)Directory lists.

Question 15

The process of finding customers begins with:

A)Prospects.
B)Touch points.
C)Leads.
D)CRM.

Question 16

Fiona is out of prospects.She needs to ask her customers for:

A)Bird dogs.
B)Qualified prospects.
C)Referrals.
D)All of the choices are correct.

Question 17

The "Direct Type" of prospect is most like

A)Donald Trump
B)Richard Simmons
C)Aunt Bea
D)Albert Einstein

Question 18

The "Contemplative" of prospect is most like

A)Donald Trump
B)Richard Simmons
C)Aunt Bea
D)Albert Einstein

Question 19

Rachel spends more time than other sales associates qualifying prospects yet almost every month she leads the sales force.Rachel has found that by spending time qualifying prospects she avoids:

A)Rejections.
B)Wasting time on people who are unlikely to become customers.
C)Cold call fever.
D)Endless chain referral syndrome.

Question 20

Peter is reviewing a Dun & Bradstreet report about a prospect to see if they are financially sound.What Peter is doing is part of:

A)Turning a lead into a prospect.
B)Networking.
C)Prospecting.
D)Qualifying a prospect.

Question 21

When deciding what type of presentation to make to the customer,key issues to consider include:

A)How much and which type of technology to use.
B)How formal the presentation should be.
C)How long the presentation should be.
D)All of the choices are correct.

Question 22

The "R" in "R-Zone" refers to:

A)Reluctance.
B)Relaxation.
C)Referrals.
D)Relationships.

Question 23

A systematic approach to prospecting involves setting goals that are:

A)Specific.
B)Measurable.
C)Attainable.
D)All of the choices are correct.

Question 24

Tom,the technology manager for a major sales organization,has two goals for the sales force:

A)Know your system; use your system.
B)Envision the sale; make the sale.
C)See the ball; be the ball.
D)Follow the lead; swallow the hook.

Question 25

Overcoming call reluctance can be helped by all of the following,EXCEPT?

A)Role playing.
B)Making as many cold calls as quickly as possible.
C)Setting realistic goals.
D)Prospecting with others.

Question 26

To be effective as a source of prospects,junk mailing needs to be:

A)Targeted only to qualified prospects.
B)Sent to large numbers of addresses.
C)Controlled by the government.
D)All of the choices are correct.

Question 27

Grooming and attire are important to success in selling because you must look the part of a:

A)Successful salesperson.
B)Team player.
C)Competent,and trusted business partner.
D)Customer relationship manager.

Question 28

The value of directories as a source of leads depends upon the:

A)Size of the directory.
B)CRM strategy.
C)Type of business and clients.
D)All of the choices are correct.

Question 29

Planning the sales call is called:

A)Cold call prep.
B)The preapproach.
C)Qualifying the prospect.
D)Customer advocacy.

Question 30

Rhonda,a resort hotel manager,makes it a point to get to know the staff at the local tourist information office.She knows the staff people can be helpful as:

A)Data miners.
B)Bird dogs.
C)Prospects.
D)Endless chain referrals.

Question 31

Canvassing or telephoning potential prospects without an invitation is called:

A)Cold calling.
B)Networking.
C)Spamming.
D)Junking.

Question 32

Ryan,a sales manager,has many new salespeople.He reminds the salespeople that they need to initiate customer relationships and,need to overcome:

A)Call reluctance.
B)Touchpoint temptation.
C)Referral resistance.
D)Networking webs.

Question 33

Hilton Head,South Carolina is often the site of ______________ used by salespeople to provide information to potential customers and have social outings.

A)Telemarketing.
B)Video conferencing.
C)Conferences.
D)Trade shows.

Question 34

Which of the following statements about business dress is NOT true?

A)If the client suggests dressing in business casual,dress formal anyway.
B)When in doubt,dress up in business attire.
C)During the preapproach,ask about the dress code.
D)Never dress down below the client's level of attire.

Question 35

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.

Question 36

If you are involved in B2B selling,you must pay attention to:

A)Professional aspects of the customer.
B)Personal aspects of the customer.
C)Both A and B.
D)Only information about the company as a whole.

Question 37

Which of the following is an element of in sales preapproach strategy?

A)Define the problem.
B)Plan to portray the right image.
C)Negotiate the price.
D)Find the prospect.

Question 38

When establishing a systematic prospecting plan,it is important to include the following steps in which order?

A)Keep good records,set goals,study and practice prospecting methods,be prompt in follow-up,pay attention to the results of your efforts.
B)Study and practice prospecting methods,keep good records,be prompt in follow-up,set goals,pay attention to the results of your efforts.
C)Set goals,study and practice prospecting methods,keep good records,be prompt in follow-up,pay attention to the results of your efforts.
D)Study and practice prospecting methods,keep good records,set goals,be prompt in follow-up,pay attention to the results of your efforts.

Question 39

In most selling environments,which of the following would be the best source of prospects?

A)Inbound telemarketing.
B)Spamming.
C)Outbound telemarketing.
D)Central paging.

Question 40

______________,unsolicited phone calls designed to turn leads into qualified prospects,is used by many firms to support salespeople.

A)Inbound telemarketing.
B)Spamming.
C)Outbound telemarketing.
D)Central paging.

Question 41

In general,sellers are the ones usually expected to initiate customer relationships.

Question 42

The criteria applied to qualify potential prospects are consistent among companies in any industry.

Question 43

A sales proposal is all of the following,EXCEPT:

A)A good way to plan out the sales process in advance.
B)Focuses on the value proposition.
C)Provides an effective means to approach the prospect.
D)None of the choices are correct.

Question 44

An excellent way to plan out the sales process in advance is through the use of written sales proposals.

Question 45

It is better to wait until after the sales presentation to determine whether the prospect can afford your product.

Question 46

Prospecting builds a salesperson's pipeline.

Question 47

Your number one goal when making an initial sales call should be to make a sale.

Question 48

An upside-down triangle is a way to portray the movement of leads to prospects to customers.

Question 49

Often,the best source of leads is from e-mail requests sent to the company's web site.

Question 50

Another term for junk email messages is:

A)Filtered mail.
B)Direct email.
C)Spam.
D)Email blasts.

Question 51

The success of a sales call depends,in part,upon the salesperson's ability to distinguish the behavioral type of the prospect.

Question 52

Planning the right image includes two key aspects: deciding what to wear and deciding where to take the prospect to lunch.

Question 53

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.

Question 54

Within the "upside-down triangle process," the correct order,from top to bottom,is::

A)Customers,Leads,Prospects.
B)Leads,Prospects,Customers.
C)Leads,Customers,Prospects
D)Customers,Prospects,Leads.

Question 55

When joining professional and civic groups a salesperson should:

A)Only join those in which he or she is truly interested.
B)Only join those that are prestigious.
C)Only join those that will return the most leads for your time and effort.
D)Join as many as possible.

Question 56

When completing the steps for the preapproach,it is important to do them in order.

Question 57

People in a position to persuade a salesperson's potential customers are called:

A)Bird dogs.
B)Centers of influence.
C)Professional Groups.
D)All of the choices are correct.

Question 58

Best used when given by a long-term customer,but able to be provided even by a prospect that has not yet made a purchase,the ___________________ is a great way to seek new prospects:

A)Endless chain of referrals.
B)Network.
C)Civic group.
D)Center of influence.

Question 59

When engaged in relationship selling:

A)One doesn't need to worry about getting new customers all the time.
B)One can assume most customers will stay loyal and provide repeat business for many years.
C)One can be more relaxed about prospecting.
D)None of the choices are correct.

Question 60

Which of the following should be your goal in the preapproach stage:

A)Knowing what you have prepared will be comfortable for the prospect.
B)Knowing what you have prepared will be a good fit to the prospect's style.
C)Knowing what you have prepared will have the highest possible likelihood of gaining a favorable reaction.
D)All of the choices are correct.

Question 61

Sales managers know many sales people struggle with call reluctance.What strategies can be used to help salespeople overcome call reluctance?

Question 62

Explain the meaning of the "give first" approach to networking.

Question 63

Where can salespeople find prospects?

Question 64

Why is outbound telemarketing becoming less effective as a source of prospects?

Question 65

What problems are associated with using the Internet for lead generation?

Question 66

How should the goals for a prospecting plan be defined?

Question 67

Technology is always an excellent communication choice because it is so efficient.Time is money.

Question 68

How can trade shows be used as a source of leads?

Question 69

What five questions should a salesperson ask when qualifying prospects?

Question 70

Why do even successful,well-established salespeople need to prospect?

Question 71

What should salespeople do during the preapproach stage of a sales call?

Question 72

If you are engaged in B2B selling,you must pay attention to both professional and personal aspects of the potential customer.Create two lists below of some of the information you would research regarding (1)the person on whom you will be calling, (2)the company for which the person works.

Question 73

The "give first" approach refers to letting the prospect "win" by giving in.

Question 74

What is networking and what are potential sources of networks?

Question 75

How can the Internet be used for lead generation?