Question 1

Salespeople should be nice to gatekeepers because they can be good sources for obtaining critical precall confirmation.

Accepted Answer

Gatekeepers can provide valuable information about the decision-maker's schedule and availability, which can help salespeople prepare for their call and increase their chances of success. Being respectful and courteous to gatekeepers can facilitate a positive relationship and encourage them to provide helpful information.

Question 2

Organizations or individuals who might potentially purchase the product or service a salesperson offers are called ______________.

Accepted Answer

The answer of Organizations or individuals who might potentially purchase...

Question 3

As the complexity of the purchase decision increases, the probability of there being more than one person influencing the decision increases.

Accepted Answer

This is a common finding in consumer behavior research. As the purchase decision becomes more complex, there is often a need for input and opinions from multiple individuals, such as family members or friends, to make an informed choice.

Question 4

While it is important to gain information on the prospect, it is relatively unimportant to gain and information on the prospects organization prior to initiating sales dialogue.

Accepted Answer

It is important to gain information on both the prospect and their organization before initiating sales dialogue. Understanding the organization's structure, goals, pain points, and current solutions can help you tailor your sales pitch and provide relevant solutions to their needs.

Question 5

When dealing with buying teams, the salesperson should attempt to identify the amount of influence each member exerts.

Accepted Answer

It is important for the salesperson to understand the levels of influence each member of the buying team holds in order to better navigate the sales process and make effective sales pitches to all members involved.

Question 6

Susan is a well known influential person who is able to help salespeople prospect and gain leads. In this context, Susan is referred to as a __________________.

Accepted Answer

The answer of Susan is a well known influential person...

Question 7

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.

Accepted Answer

The answer of Salespeople should gather a variety of types...

Question 8

A _____________________is an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision.

Accepted Answer

The answer of A _____________________is an individual or organization that...

Question 9

A _________ is a name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.

Accepted Answer

The answer of A _________ is a name of a...

Question 10

_______________refers to contacting the sales lead unannounced and with little or no information about the lead.

Accepted Answer

The answer of _______________refers to contacting the sales lead unannounced...

Question 11

____________ is a variation of the referral where, in addition to requesting the names of prospects, the salesperson asks the prospect or customer to prepare a note or letter of introduction that can be sent to the potential customer.

Accepted Answer

The answer of ____________ is a variation of the referral...

Question 12

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

Accepted Answer

The answer of ______________in any organization screen their bosses' calls...

Question 13

_____________is a graphical representation of the trust-based sales process and strategic sales prospecting process in the form of a funnel.

Accepted Answer

The answer of _____________is a graphical representation of the trust-based...

Question 14

The sales person's act of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate for making a sale is called _________________ the sales lead.

Accepted Answer

The answer of The sales person's act of searching out,...

Question 15

______________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.

Accepted Answer

The answer of ______________is a process designed to identify, qualify,...

Question 16

A tracking system is important to prospecting, but not part of the strategic prospecting plan.

Accepted Answer

A tracking system is an essential part of the strategic prospecting plan as it helps to measure and evaluate the success of the prospecting activities and adjust the plan accordingly.

Question 17

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.

Accepted Answer

It is important for the salesperson to have knowledge about the contact's company before making the sales call as it helps in building rapport and understanding the needs of the company.

Question 18

Even if they are a member of a buying team, the contact (who the salesperson is calling on) always has the most influence over the buying decision.

Accepted Answer

The answer of Even if they are a member of...

Question 19

The characteristics of a firm's best customers or the perfect customer is referred to as the __________customer profile.

Accepted Answer

The answer of The characteristics of a firm's best customers...

Question 20

Even when dealing with a buying team, the salesperson should focus his/her attention on one person to improve communication.

Accepted Answer

The answer of Even when dealing with a buying team,...

Quiz 5: Strategic Prospecting and Preparing for Sales Dialogue