Question 1

When using social media to find prospects,salespeople trying to apply a pull strategy should use tactics like seller blogs,wikis,and video blogs.

Accepted Answer

False

Question 2

It is usually possible for a person to be a center of influence and never actually buy from the salesperson.

Accepted Answer

A center of influence is someone who has the power to influence others and can help a salesperson expand their network. They may not necessarily be a customer themselves, but they can still play an important role in generating leads and referrals.

Question 3

John,a salesperson,considers Harriet to be a lead because he is certain that she will buy his company's products.

Accepted Answer

Assuming someone will buy a product without any real indication or interest in doing so is an assumption, not a guarantee. A lead is typically someone who has expressed interest or shown potential to become a customer, but it is not a certainty.

Question 4

In merchandise markets,sellers are the manufacturers or distributors,and they sell only to resellers,not to the public.

Accepted Answer

This is correct as merchandise markets are where sellers (usually manufacturers or distributors) sell their products in bulk to resellers such as retailers or wholesalers, who then sell to the public.

Question 5

Firms have developed sophisticated systems to generate inquiries from leads by using advertising and direct mail.

Accepted Answer

Firms often use advertising and direct mail to generate inquiries from leads, and they have developed sophisticated systems to do so.

Question 6

Extranets are external databases that salespeople use for data mining purposes.

Accepted Answer

Extranets are not databases but rather secure networks that provide access to specific information or resources for external parties, such as vendors or clients.

Question 7

Satisfied customers,particularly those who are truly partners with a seller,are the most effective sources for leads.

Accepted Answer

Satisfied customers who are partners with a seller can recommend their products or services to others, which can generate leads for the seller. Therefore, they are an effective source for leads.

Question 8

In seminars,salespeople should take the opportunity to especially invite prospects who are not willing to meet them face-to-face.

Accepted Answer

Seminars provide an opportunity for salespeople to showcase their product or service to a wider audience. By inviting prospects who are not willing to meet them face-to-face, salespeople can still connect with them in a less intimidating setting and potentially convert them into customers. Therefore, it is true that salespeople should take the opportunity to invite such prospects to their seminars.

Question 9

Regardless of what product a salesperson sells,prospecting techniques are basically the same.

Accepted Answer

Prospecting techniques can vary significantly depending on the product being sold, the target market, the sales environment, and other factors. Different products and industries often require tailored approaches to effectively identify and engage potential customers.

Question 10

Salespeople often use online tools like LinkedIn,Facebook,and Twitter to prospect for new customers and maintain contact with existing customers.

Accepted Answer

Salespeople frequently use social media platforms like LinkedIn, Facebook, and Twitter to connect with potential and current customers, improve their branding, and establish credibility. These platforms offer a simple approach to reach out to a targeted audience, share helpful information about their products or services, and keep track of their customers' interests and preferences.

Question 11

Trade shows are places where suppliers have sales offices and buyers from resellers visit to purchase merchandise.

Accepted Answer

Trade shows are events where suppliers showcase their products and services to potential buyers, who may include resellers. While sales may occur at trade shows, they are not meant to serve as sales offices for suppliers.

Question 12

When Rebecca,a travel agent,evaluates Rick's ability to pay she should not only be concerned about how much money he actually has,but also about his creditworthiness.

Accepted Answer

Creditworthiness refers to an individual's ability to borrow money and pay it back on time. It is an important factor for a travel agent to consider when evaluating a customer's ability to pay for travel expenses.

Question 13

The idea that existing customers are usually prospects for additional sales is the basis of a method of prospecting called the endless-chain method.

Accepted Answer

The endless-chain method involves asking current customers for the names of potential prospects, not directly selling additional products to existing customers.

Question 14

A seventeen-year-old high school student in the United States is not a prospect for a salesperson selling alcoholic beverages because the student is not eligible to buy alcohol.

Accepted Answer

It is illegal for anyone under the age of 21 to purchase or consume alcohol in the United States. Therefore, a seventeen-year-old high school student is not eligible to buy alcohol and is not a potential customer for a salesperson selling alcoholic beverages.

Question 15

Instead of inviting a special group of prospects,seminars should be open to the public and discuss topics of general interest.

Accepted Answer

Seminars targeting a special group of prospects can be more effective for certain objectives, such as addressing specific needs or interests, leading to higher engagement and conversion rates. Open public seminars serve a different purpose, such as broad awareness or education.

Question 16

Prospecting is the process of making a successful sale to a customer.

Accepted Answer

Prospecting is not the process of making a successful sale to a customer, but rather the process of identifying potential customers or clients for a business to pursue.

Question 17

An exclusive sales territory is managed by corporate executives,while a house account includes only certain prospects in an area.

Accepted Answer

An exclusive sales territory and a house account both refer to specific areas for sales management, but the difference is that an exclusive sales territory is typically assigned to a specific sales representative or team, while a house account may be managed by multiple sales reps or executives for specific prospects within that area.

Question 18

Salespeople use seminars and online webinars to finalize deals.

Accepted Answer

Seminars and online webinars are typically used for lead generation, education, and nurturing potential clients rather than finalizing deals.

Question 19

If a salesperson determines that an individual is a good candidate for making a purchase,the individual is called a lead.

Accepted Answer

The answer of If a salesperson determines that an individual...

Question 20

The sales strategy of getting at least one additional lead from each person interviewed is called selling deeper.

Accepted Answer

The strategy of getting at least one additional lead from each person interviewed is called "referral selling," not selling deeper. Selling deeper typically refers to increasing sales within an existing customer account by identifying and meeting additional needs.

Quiz 6: Prospecting