Question 1

Which of the following is not one of the primary criteria for qualified prospects?

Accepted Answer

The other four choices (A, B, C, and E) are all primary criteria for qualified prospects, but whether or not the prospect has been a customer before is not a determining factor in their qualification.

Question 2

Which of the following describes a common reason why salespeople dislike prospecting?

Accepted Answer

Fear of rejection is a common reason why salespeople dislike prospecting.

Question 3

What is the goal of strategic prospecting?

Accepted Answer

The goal of strategic prospecting is not just to generate a large number of leads, but to identify the best sales opportunities in the most efficient way. This requires a strategic approach that involves researching and analyzing potential prospects to determine their fit with the company's offerings and sales strategy. By focusing on the most promising prospects, salespeople can maximize their chances of meeting their sales goals while minimizing the time and resources spent on unproductive leads.

Question 4

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

Accepted Answer

All of the above options reflect why it is important for salespeople to qualify prospects prior to making the initial sales call. Qualifying prospects saves time by avoiding calling on those who are not likely to become customers, increases the chances of closing a deal by targeting interested parties, helps separate the most promising prospects from others, and provides valuable feedback to improve prospecting techniques.

Question 5

Which of the following is not one of the common secondary lead sources?

Accepted Answer

The Yellow is not a common secondary lead source. The other options listed are commonly used directories or registers for obtaining business leads.

Question 6

Which of the following statements about strategic prospecting is untrue?

Accepted Answer

All of the statements about strategic prospecting are accurate. Strategic prospecting involves setting objectives, generating and qualifying leads, and improving the salesperson's efficiency. Prospecting can indeed be discouraging, but it is a necessary part of most salespeople's jobs.

Question 7

Which the following best describes the process of strategic prospecting?

Accepted Answer

Strategic prospecting involves identifying potential sales opportunities through the process of identifying, qualifying, and prioritizing potential customers. It is not just about locating new customers or generating leads, but rather a strategic process to ensure that valuable resources are allocated to the most promising sales opportunities.

Question 8

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

Accepted Answer

The answer of Prospects that meet or exceed screening criteria...

Question 9

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

Accepted Answer

Typically, salespeople do not enjoy prospecting because it can be a challenging and time-consuming task, and the feedback is not always positive. Therefore, statement C is untrue.

Question 10

Susan is a salesperson for ABC company and has trouble prospecting effectively. Approximately 70% of the leads she contacts don't have any influence in the purchase decision process. Sandy is most likely having trouble

Accepted Answer

Susan's problem is that 70% of her leads don't have any influence in the purchase decision process. This indicates that she is not qualifying her leads effectively. Qualifying leads involves identifying the right people to contact within an organization who have the power to make purchasing decisions. Susan needs to improve her lead qualification process to ensure she is speaking to the right people.

Question 11

Which of the following is not one of the reasons buyers may not want to see salespeople?

Accepted Answer

The four other options all suggest valid reasons why a buyer may not want to see a salesperson, but option C is not accurate. Buyers are generally willing to see salespeople if they believe they can offer solutions to their problems, rather than add to them.

Question 12

Why is it important for most salespeople to spend at least some time prospecting?

Accepted Answer

It is important for salespeople to spend time prospecting because while it is important to maintain and retain existing customers, it is also necessary to continually find new customers to replace those who may leave or to expand the customer base in order to generate desired revenues in the future. Therefore, both option b and c are correct. Option a may be subjective and not applicable to all industries.

Question 13

Steve is a salesperson for XYZ Corporation. His territory includes 50 established accounts which he calls on regularly. Although Steve is supposed to allocate some time to prospecting, he'd rather call on his existing accounts. Like many salespeople in his position, Steve resists prospecting because:

Accepted Answer

Steve's resistance to prospecting is likely rooted in fear of rejection. This is a common challenge for many salespeople, and it can be difficult to overcome. However, prospecting is a critical part of the sales process, and it's important for Steve to develop strategies to overcome his fear and build a strong pipeline of new business.

Question 14

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

Accepted Answer

Qualified prospects or sales prospects are leads that meet or exceed screening criteria established by the salesperson or sales organization. Sales leads and hot prospects may not necessarily meet the screening criteria, while decision makers refer to a specific role within a company and may not be fully qualified as a potential customer. Certified Sales Leads is not a common industry term.

Question 15

Which of the following statements about strategic prospecting is untrue?

Accepted Answer

With respect to business-to-business selling, most salespeople will still have to prospect. Prospecting is a key component of the sales process and is necessary to generate new business opportunities.

Question 16

Which of the following forms of locating prospects brings the prospect to the salesperson?

Accepted Answer

Tradeshows are events specifically designed for companies to showcase their products/services and attract potential customers. Thus, by attending tradeshows, the salesperson is presenting their products/services in a way that brings the prospect to them.

Question 17

Which of the following is not one of the common secondary lead sources?

Accepted Answer

The answer of Which of the following is not one...

Question 18

Which of the following sequences related to prospecting is accurate?

Accepted Answer

The answer of Which of the following sequences related to...

Question 19

The strategic prospecting process is often viewed as a:

Accepted Answer

The answer of The strategic prospecting process is often viewed...

Question 20

Which of the following prospecting methods is characterized by having MANY potential prospects brought together under one roof?

Accepted Answer

The answer of Which of the following prospecting methods is...

Quiz 5: Strategic Prospecting and Preparing for Sales Dialogue

Which of the following is not one of the primary criteria for qualified prospects?

Which of the following describes a common reason why salespeople dislike prospecting?

What is the goal of strategic prospecting?

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

Which of the following is not one of the common secondary lead sources?

Which of the following statements about strategic prospecting is untrue?

Which the following best describes the process of strategic prospecting?

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

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

Susan is a salesperson for ABC company and has trouble prospecting effectively. Approximately 70% of the leads she contacts don't have any influence in the purchase decision process. Sandy is most likely having trouble

Which of the following is not one of the reasons buyers may not want to see salespeople?

Why is it important for most salespeople to spend at least some time prospecting?

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

Which of the following statements about strategic prospecting is untrue?

Which of the following forms of locating prospects brings the prospect to the salesperson?

Which of the following is not one of the common secondary lead sources?

Which of the following sequences related to prospecting is accurate?

The strategic prospecting process is often viewed as a:

Which of the following prospecting methods is characterized by having MANY potential prospects brought together under one roof?