Question 1

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 who...

Question 2

The two broad categories of published sources for leads described in the text include directories and ________________________.

Accepted Answer

The answer of The two broad categories of published sources...

Question 3

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

Accepted Answer

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

Question 4

________________salespeople refers to a salesperson selling noncompeting products.

Accepted Answer

The answer of ________________salespeople refers to a salesperson selling noncompeting...

Question 5

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 6

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 7

______________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 8

_______________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 9

_______________ are events where companies purchase space and set up booths that clearly identify each company and its offerings, and that are staffed with salespeople who demonstrate the products and answer questions.

Accepted Answer

The answer of _______________ are events where companies purchase space...

Question 10

_______________telemarketing is a source of locating prospects whereby the prospect calls the company to get information.

Accepted Answer

The answer of _______________telemarketing is a source of locating prospects...

Question 11

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 12

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

Understanding personal interests, challenges, and goals of prospects can help salespeople build stronger relationships and tailor their sales approach more effectively, enhancing trust and rapport.

Question 13

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

Accepted Answer

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

Question 14

_______________telemarketing is a source of locating prospects whereby the salesperson contacts the prospect by telephone.

Accepted Answer

The answer of _______________telemarketing is a source of locating prospects...

Question 15

The most effective salespeople set prospecting priorities

Accepted Answer

The most effective salespeople understand that not all prospects are created equal, so they set priorities based on factors such as potential revenue, fit with their offerings, and level of interest. This allows them to spend their time and resources more efficiently and effectively.

Question 16

______________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 17

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 18

The salespersons plan for gathering qualified prospects is referred to as a _______________________.

Accepted Answer

The answer of The salespersons plan for gathering qualified prospects...

Question 19

Social media may be sources of information salespeople utilize while planning for sales dialogue.

Accepted Answer

Social media can provide valuable insights into a prospect's interests, preferences, and behavior patterns, which can help salespeople tailor their approach and build rapport during sales dialogue.

Question 20

____________ 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...

Quiz 5: Strategic Prospecting and Preparing for Sales Dialogue