Deck 6: Prospecting : the Lifeblood of Selling

Question 1

Selling a product to a prospect is usually easier than selling to a satisfied customer.

Answer 1

False

Question 2

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

Answer 2

True

Question 3

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

Answer 3

False

Question 4

Successful prospecting requires a strategy.

Question 5

Telemarketing involves the use of trained personnel to conduct planned,measurable marketing activities directed at targeted groups of consumers.

Question 6

Telephone prospecting is an excellent way to locate prospects and quickly determine if they are qualified.

Question 7

Trade shows are rarely worth the salesperson's time since there are only a few minutes to qualify leads and get the information necessary to conduct a sales call later.

Question 8

For success at trade shows,memorize your sales pitch so that you get your message across succinctly.

Question 9

Success in selling requires a significant amount of preparation.

Question 10

A salesperson must always search for new prospects to increase sales and replace previous customers.

Question 11

Networking is the second step in the selling process after preapproach planning.

Question 12

Preapproach is the first step in the selling process.

Question 13

To be effective,the participants in a sales club should sell competing products.

Question 14

A simple way to remember the steps of the sales process is to use the acronym MAD.

Question 15

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.

Question 16

The endless chain referral method of prospecting is a very effective method for finding customers.

Question 17

The salesperson who uses the cold canvass prospecting method usually knows something about the prospect.

Question 18

The salesperson that uses the Internet to find prospects is engaged in e-prospecting.

Question 19

In the two years Ronald has been selling,he has built up a list of inactive accounts.He should now orphan these accounts and try to develop new prospects.

Question 20

A prospect can also be referred to as a lead.

Question 21

Time spent waiting to see a prospect is a good time for a salesperson to relax and get his mind off business.

Question 22

Obtaining referrals is a continuous process for salespeople.

Question 23

Successful use of the telephone in appointment scheduling requires a chatty message that hints of a desire to establish a long-term relationship with the prospect.

Question 24

Remaining in constant contact with others is highly important for sales representatives,which is why wireless e-mail is invaluable.

Question 25

Networking can be the least reliable and most ineffective of all prospecting methods.

Question 26

Fifty percent of your first conversation with networking prospects should be about their business.

Question 27

One of the criteria for developing your own best prospecting method is to always call back on prospects who did not buy.

Question 28

The most successful salespeople never experience call reluctance.

Question 29

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

Question 30

When the salesperson makes an appointment with a prospect,it is often viewed as a sign of respect toward the prospect.

Question 31

Cultivating a network involves meeting reputable people who have many valuable contacts.

Question 32

Respect,trust,and friendship are three key elements of a successful sales career.

Question 33

The sales presentation provides salespeople with very little opportunity to influence a prospect.

Question 34

A prospect pool generally includes orphaned customers.

Question 35

In a parallel referral sale,salespeople must sell the product as well as the after-sales service.

Question 36

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

A)The sales presentation
B)The prospecting process
C)The sales process
D)Networking
E)The preapproach

Question 37

The presentation phase of the referral cycle begins when you sit down with your prospects for a sales presentation.

Question 38

According to the Golden Rule of Selling,referrals are gained by:

A)encouraging customers to hear to what you are saying.
B)demonstrating how much you want to succeed.
C)demonstrating integrity with customers.
D)following the 80/20 principle of selling.
E)making sure every sale results in a purchase.

Question 39

The product delivery phase most likely represents the end of a relationship with a client if continued service is unnecessary.

Question 40

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

Question 41

The sales manager at OBC Office Supplies has determined that the office manager of Hoffman Realty has the money,desire,and authority to purchase a new copy machine.Hoffman Realty would best be described as a:

A)potential referral.
B)qualified prospect.
C)network prospect.
D)qualified referral.
E)network agent.

Question 42

Why do salespeople constantly search for new prospects?

A)Conduct e-sales
B)Maintain sales licenses
C)Train new salespeople
D)Replace customers lost over time
E)Monitor the accounts of current customers

Question 43

All salespeople lose a certain percent of sales or customers per year.Which of the following illustrates this?

A)Routing
B)Sales prospecting funnel
C)Pre-approach planning
D)Leaking bucket customer concept
E)Bird dogging

Question 44

Which of the following illustrates how leads and prospects are evaluated based on the "MAD" questions before becoming qualified prospects?

A)Routing
B)Sales prospecting funnel
C)Preapproach planning
D)Leaking Bucket Customer Concept
E)Bird dogging

Question 45

Danny is out of work,but he is very good at fixing things around the house.He has spent much of his time during the last week going door-to-door asking people who live in the area if they have any odd jobs for him.In terms of the selling process,Danny is engaged in:

A)prospecting.
B)identifying.
C)referring.
D)networking.
E)direct marketing.

Question 46

If you learn about the sales process in the same order that a salesperson goes through the process,the first thing you will study is:

A)the approach.
B)prospecting.
C)the close.
D)the pre-approach.
E)the trial close.

Question 47

Which of the following statements about the selling process is true?

A)The selling process has 10 steps
B)Some steps in the selling process occur simultaneously
C)Prospecting is the second step in the selling process
D)Preapproach planning is the third step in the selling process
E)Trial close is the last step in the selling process

Question 48

Linda's attempt to open a salad bar in a small town failed.Her husband is trying to sell the tables and chairs she purchased.He suspects that Al's Deli may be a potential buyer for the furniture.Linda's husband should now engage in the _____ process to determine if it is worth his time to try to convince Al to buy.

A)qualifying
B)closing
C)database marketing
D)bird dogging
E)leading

Question 49

A simple way to remember the qualifying process is to think of the word "MAD." The letter "D" reminds the salesperson to ask if the prospect has:

A)discernment.
B)determination.
C)discretion.
D)desire.
E)dedication.

Question 50

_____ is the lifeblood of sales because it identifies potential customers.

A)Customer mapping
B)Prospecting
C)E-selling
D)Data mining
E)Contact management

Question 51

One of the reasons why a salesperson must constantly look for new prospects is to:

A)fill-in otherwise unproductive parts of the day.
B)gain additional sales presentation experience.
C)fulfill corporate social responsibilities.
D)prevent the loss of current customers.
E)increase product sales.

Question 52

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.

A)money
B)motivation
C)mission
D)mentality
E)mindset

Question 53

Danny is out of work,but he is very good at fixing things around the house.He has spent much of his time during the last week looking for handyman jobs in the area.Danny has noticed that Dr.Robert's gutters need cleaning.For Danny,Dr.Robert is a:

A)target.
B)closer.
C)referral
D)prospect.
E)gatekeeper.

Question 54

Jessica has just earned her real estate license.She has asked you to recommend a source of prospects and suspects.Which of the following would be the LEAST appropriate place for Jessica to locate prospects and suspects?

A)Personal acquaintances
B)Telephone directory
C)Newspapers
D)City directory
E)Local churches

Question 55

After the presentation,the next step in the selling process is:

A)the approach.
B)handling objections.
C)the follow-up.
D)the trial close.
E)meeting objections.

Question 56

A qualified person or organization that has the potential to buy your goods or services is a:

A)suspect.
B)volunteer.
C)lead.
D)partner.
E)prospect.

Question 57

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

A)Scheduling
B)Networking
C)Qualifying
D)Routing
E)Characterizing

Question 58

Which of the following occurs before the sales presentation?

A)Trial close
B)Determining objections
C)Preapproach
D)Follow-up
E)Meeting objections

Question 59

What does the letter "A" represent in the acronym MAD?

A)Authority
B)Awareness
C)Audacity
D)Alacrity
E)Attitude

Question 60

Which of the following is the last step in the selling process?

A)Trial close
B)Determining objections
C)Follow-up
D)Preapproach
E)Close

Question 61

When Janice Garcia left her pharmaceutical sales job to take a management position,her customers became:

A)suspects.
B)repositioned.
C)new segments.
D)orphaned.
E)quarantined.

Question 62

The two best sources of future sales are:

A)customers and customers' referrals.
B)colleagues and centers of influence.
C)customers and centers of influence.
D)sales lead clubs and referrals.
E)orphaned and current customers.

Question 63

Which of the following statements is NOT true about the endless chain referral method of prospecting?

A)Satisfied customers are likely to buy again from the salesperson.
B)The customer often refers the salesperson to friends and acquaintances.
C)It is a very effective method for finding customers.
D)It involves asking customer if they know others who might be interested in the product.
E)It involves a group of salespeople in related fields meeting regularly to share sales leads.

Question 64

All of the following are examples of prospecting methods EXCEPT:

A)telemarketing.
B)cold canvass.
C)experimentation.
D)endless chain.
E)observation.

Question 65

Orphaned customers are best described as the:

A)customers of a salesperson who has left the company.
B)prospects who have declined to make a purchase.
C)leads generated through a direct mail program.
D)solid referrals of long-term customers.
E)customers that have failed to pay.

Question 66

Kylie Lumberton was hired by a cosmetics company to replace a former employee.She did not know where to start looking for customers to start her sales.The ideal place for her to start would be:

A)sales lead clubs.
B)cold canvassing.
C)orphaned customers.
D)customer referrals.
E)e-prospecting.

Question 67

Corrine is trying to make some extra money for college.She has made several handbags,eyeglass cases,and bookmarks out of duct tape.She sells her crafts by going door-to-door in the apartment complex where she lives.Corrine is using the _____ method of prospecting.

A)cold canvass
B)center of influence
C)concentration
D)endless chain
E)networking

Question 68

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

Question 69

Sharon Trevor has a collection of hand-tied fishing flies left to her by her great-grandfather.She has been told they are valuable and would like to sell them.She has used the Web to locate dealers of antique fishing gear who might be interested in purchasing the fishing flies.In other words,Trevor has engaged in:

A)teleselling.
B)e-prospecting.
C)direct marketing.
D)direct selling.
E)data mining.

Question 70

Which of the following is NOT a prospecting method?

A)Public demonstrations
B)Center of influence
C)Endless chain
D)Direct mail
E)Tracking

Question 71

Duncan Stewart was hired to replace Orlando Burton as a sales representative for a local television station.On his first day at work,Stewart was given a list of Burton's previous customers.Because Burrton is no longer selling to these customers,they had become:

A)cold prospects.
B)orphaned.
C)uncommitted.
D)repositioned.
E)referred.

Question 72

If past experience reveals that 1 person out of 10 will buy a product,then 50 sales calls could result in five sales.This is an example of:

A)cold canvassing.
B)endless chain referral method.
C)center of influence.
D)networking.
E)one-to-one referral method.

Question 73

Which of the following statements holds true of e-prospecting?

A)E-prospecting is less efficient than trade shows for finding prospects
B)E-prospecting is heavily dependent on qualified referrals
C)E-prospecting should only be used to sell nontechnical products
D)E-prospecting requires no monetary investment by salespeople
E)E-prospecting is a fast and easy way to find information

Question 74

Sandra Gonzalez has been a sales executive for the past eight years.She knows that two out of every 10 prospects she approaches will buy her product.This means that 50 sales calls will result in 10 sales.Identify this type of sales prospecting.

A)Sales lead clubs
B)Cold canvassing
C)Orphaned customers
D)Customer referrals
E)E-prospecting

Question 75

When a customer refers the salesperson to someone she knows,it is called a(n):

A)limited chain referral method.
B)unlimited chain referral method.
C)chain referral method.
D)one-to-one referral method.
E)endless chain referral method.

Question 76

Donald Williams sells home gutter systems guaranteed to last for 20 years.After every sale,Williams asks his customers for the names of several friends who might be interested in learning about his gutter products.Williams is using the _____ method of prospecting.

A)center of influence
B)cold canvass
C)group
D)endless chain
E)observation

Question 77

Abel,a teenager,is trying to earn money by operating a dog walking service.Abel is knocking on the door of every dog owner within a six-block radius of his house and asking if the homeowner would like to use his service.Abel is using the _____ method of prospecting.

A)public demonstration
B)group
C)referral
D)cold canvass
E)endless chain

Question 78

Identify the prospecting method that is based on the law of averages.

A)Cold canvassing
B)Orphaned customers
C)Center of influence
D)Networking
E)Sales lead clubs

Question 79

An insurance salesperson would most likely join a sales lead club to:

A)meet other insurance salespeople.
B)avoid having to make parallel referral sales.
C)share leads and prospecting tips.
D)practice new sales presentations.
E)evaluate her own sales call objectives.

Question 80

Which term refers to a person recommended as someone who would benefit from a salesperson's product or service?

A)Prequalified customer
B)Referral
C)Rival customer
D)Orphan
E)Telemarketing agent