Question 1

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

Accepted Answer

If the participants in a sales club sell competing products, it would create a conflict of interest and potentially harm the relationships within the club. It is better for the participants to sell different products or services that complement each other.

Question 2

Since prospecting is not a skill, it cannot be improved overtime.

Accepted Answer

Prospecting is a skill that involves interpersonal communication, research, and strategic thinking. Like any skill, it can be improved with practice and experience over time.

Question 3

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

Accepted Answer

The cold canvas method of prospecting is when a salesperson makes contact with a completely unknown prospect with no prior information or introduction. Therefore, they do not start with any existing knowledge about the prospect.

Question 4

Success in selling often requires as much or more time in preparation before and between calls than is involved in actually making the calls themselves.

Accepted Answer

Preparation is key in selling as it allows the salesperson to understand the customer's needs and tailor their pitch accordingly. It also helps in building rapport and trust with the customer. Similarly, following up and staying in touch with the customer after the initial call is important to maintain the relationship and potentially secure future sales.

Question 5

The sales process refers to 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.

Accepted Answer

The statement accurately describes the sales process as a series of steps that guide the customer towards a desired action and then follows up to ensure satisfaction. This statement accurately describes the sales process.

Question 6

The two reasons a salesperson must look consistently for new prospects are to maintain sales and to increase the number of repeat sales.

Accepted Answer

The answer of The two reasons a salesperson must look...

Question 7

Telemarketing is a marketing communication system using telecommunication technology and trained personnel to conduct planned, measurable marketing activities directed at targeted groups of consumers.

Accepted Answer

Telemarketing does indeed involve the use of telecommunication technology and trained personnel to conduct planned, measurable marketing activities directed at targeted groups of consumers.

Question 8

When prospecting, a salesperson should attempt to determine if the potential client has the ability to pay for the product.

Accepted Answer

This is an important step in the prospecting process, as it saves both the salesperson and the potential client time and effort if it is determined early on that the potential client cannot afford the product.

Question 9

Qualifying leads is the first step in the selling process.

Accepted Answer

The first step in the selling process is typically prospecting, where potential leads are identified before they are qualified.

Question 10

Orphaned customers are great prospects.

Accepted Answer

Orphaned customers are those who were once customers but have stopped doing business with a company. These customers have already shown interest in the company's products or services, so they are great prospects for winning back their business.

Question 11

To be effective as a presenter at a trade show, a salesperson should make a list of the major buyers at the show she wants to pursue as potential contacts.Furthermore, she should communicate with these people ahead of time.

Accepted Answer

By making a list of the major buyers and communicating with them ahead of time, the salesperson can better prepare for their presentations and increase the chance of making valuable contacts at the trade show.

Question 12

The authors of the textbook introduce the notion of Motive, Means, and Desire as another way of looking at qualifying prospects.

Accepted Answer

The authors do introduce the notion of Motive, Means, and Desire as a way of qualifying prospects.

Question 13

Prospects and Leads are really different terms describing the same characteristics of a potential customer; hence, the two terms are synonymous.

Accepted Answer

Prospects and leads are not synonymous. A lead is a person or organization that has shown some level of interest in the company's product or service, while a prospect is a potential customer who has been qualified as fitting certain criteria that make them more likely to buy. In general, prospects are considered to be higher quality leads because they have been vetted in some way.

Question 14

Referrals gained from existing customers are an example of prospecting.

Accepted Answer

Referrals gained from existing customers involve seeking new potential customers through recommendations and are therefore, a form of prospecting.

Question 15

The steps before the sales presentation include: approach, obtaining an appointment, and pre-approach planning.

Accepted Answer

The answer of The steps before the sales presentation include:...

Question 16

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

Accepted Answer

Networking involves building relationships and personal connections, which can lead to referrals and new business opportunities. It is often considered one of the most reliable and effective prospecting methods because it allows for personalized communication and trust-building with potential clients or partners.

Question 17

A true prospect can also be referred to as a lead.

Accepted Answer

A true prospect is a potential customer who has been qualified as having the interest, authority, and means to make a purchase, whereas a lead is an initial contact or potential customer who may not yet be qualified.

Question 18

As described in the textbook, the sales process involves nine different but interrelated steps.

Accepted Answer

The sales process typically involves fewer than nine steps, often ranging from five to seven, depending on the source or model.

Question 19

Tom has determined that his prospect does not have the authority to buy.To save time, Tom should reschedule his presentation with someone else from the company who will have the authority to make the decision.

Accepted Answer

If the prospect does not have the authority to buy, it is not worth continuing with the presentation. Tom should reschedule with someone who has the decision-making power to avoid wasting time.

Question 20

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

Accepted Answer

Telephone prospecting allows for direct communication with potential leads, allowing for quick qualification based on their interest and needs.

Quiz 6: Prospecting the Lifeblood of Selling