Question 1

To enlarge its prospect list, Dunn Portrait Photographers seeks the assistance of area bridal stores to identify engaged couples. This is an example of the ________ method of prospecting.

Accepted Answer

The center of influence method involves seeking the assistance of a well-connected individual or organization (in this case, area bridal stores) to identify potential clients (engaged couples). This method leverages the influence and network of the partner to find prospects.

Question 2

A salesperson would most likely participate in a trade show to:

Accepted Answer

Trade shows are events where salespeople can meet potential customers and generate new leads by showcasing their products or services.

Question 3

Luke Belington is an automotive parts salesperson. Each week he writes a column in a local auto magazine about the car industry, its past, present, and future. One of the main reasons for him indulging in writing on the side would be to:

Accepted Answer

Writing a column in a local auto magazine allows Luke to share his knowledge and insights about the car industry, which can help establish him as an expert in the field. This expertise can make prospects more likely to trust and buy from him.

Question 4

In situations when there are a large number of prospects for a product, a salesperson should most likely use:

Accepted Answer

The answer of In situations when there are a large...

Question 5

All of the following are individuals who may function as a center of influence EXCEPT:

Accepted Answer

Centers of influence are individuals who can influence opinions or actions of others, typically due to their position, expertise, or social standing. Salespeople selling competing products are generally not considered centers of influence in this context because their primary interest is in promoting their own products, not in serving as a neutral or positive influence within a community or organization.

Question 6

Keri Marten has opened a day care center for children aged one to six. She seeks the assistance of local pediatricians in identifying those in need of her services. Identify the method of prospecting utilized by Keri.

Accepted Answer

Keri is using the "center of influence" method by reaching out to pediatricians who can influence or refer parents of children aged one to six to her day care center. Pediatricians are trusted figures whose recommendations are likely to be taken seriously by parents, making them a strategic point of influence for Keri's target market.

Question 7

Prospecting via the ________ method involves finding and cultivating people in a community who are willing to help a salesperson find prospects.

Accepted Answer

The center of influence method involves identifying and leveraging influential individuals in a community who can help a salesperson find potential clients or prospects. These individuals can provide introductions or recommendations, making it easier for the salesperson to establish trust and credibility with potential clients.

Question 8

Terrell, the marketing manager of Tekna Tools, is planning to attend the Anaheim Woodworking Trade Fair. Terrell will have a higher probability of success if he:

Accepted Answer

Acting assertively toward approaching passersby can help Terrell make the most out of his time at the trade fair by engaging potential customers and generating leads. Memorizing his sales pitch may be helpful, but it is not as important as actively approaching and interacting with potential customers. Avoiding the use of lead cards may also be unhelpful, as they can serve as a useful tool for collecting customer information. Setting up in an area with little foot traffic may limit Terrell's exposure to potential customers. Refusing to accept any rejections from leads and prospects may come off as pushy and negative, potentially turning off customers instead of attracting them.

Question 9

Which of the following prospecting methods is most similar to teleprospecting in terms of its objective?

Accepted Answer

Direct-mail prospecting, like teleprospecting, aims to reach out to potential customers directly to generate leads and initiate sales conversations.

Question 10

A company that manufactures truck bed liners will be sending representatives to a Dallas automotive trade show. What advice should you give them to make sure their trip is a profitable one?

Accepted Answer

Being prepared for rejection is crucial in sales and trade shows, as not every visitor will be interested or in need of the product. This mindset helps representatives stay resilient and continue engaging with potential customers without becoming discouraged.

Question 11

In order to enlarge its prospect list, the West End Boarding Kennel seeks the assistance of area veterinarians in identifying people who are likely to need its services. This is an example of the ________ method of prospecting.

Accepted Answer

The center of influence method involves seeking the assistance of influential individuals or entities (in this case, area veterinarians) to identify potential clients or prospects. Veterinarians, being trusted by pet owners, can effectively recommend the kennel's services to those likely to need them.

Question 12

The members of a sales lead club most likely:

Accepted Answer

Members of a sales lead club typically are salespeople in related but noncompetitive fields. This allows them to share leads and referrals without directly competing with each other, fostering a cooperative rather than competitive environment.

Question 13

Kenton is a busy insurance salesperson, yet twice a month he writes a column for the local newspaper in which he addresses issues concerning financial security. The most logical reason for such activity is to:

Accepted Answer

Writing a column on financial security helps Kenton to attract potential clients interested in improving their financial situation, thereby creating prospects for his insurance sales.

Question 14

Harry does home repairs. On Sunday afternoons, he often drives through the community in which he lives looking for homes that need minor repairs. Monday morning he calls those homeowners and offers them his services. Harry is using the ________ method of prospecting.

Accepted Answer

Harry is using the observation method of prospecting by driving through the community and looking for homes that need repairs. This method involves visually identifying potential customers based on visible needs or opportunities.

Question 15

An insurance salesperson would most likely join a sales lead club to:

Accepted Answer

Sales lead clubs are typically joined for the purpose of sharing leads and prospecting tips among members, which can help insurance salespeople find potential clients more efficiently.

Question 16

In Hendersonville, a group of salespeople get together for breakfast on the first and third Tuesday of each month. The purpose of their meeting is to share leads and prospecting tips. The group charges each member dues of $65 per quarter and participants must sell noncompetitive products. This group is an example of a(n):

Accepted Answer

This group is an example of a sales lead club, where members meet regularly to share sales leads and tips with each other, and membership dues are charged. The noncompetitive product requirement ensures that members are not direct competitors, which is typical for such clubs to facilitate open sharing of leads and advice.

Question 17

________ 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

Teleprospecting is a marketing communication system that utilizes telecommunication technology along with trained personnel to engage in planned, measurable marketing activities aimed at specific groups of consumers. This method is focused on reaching out to potential customers through telephone calls to generate interest, offer information, and identify prospects for future sales.

Question 18

All of the following statements about teleprospecting are true, EXCEPT?

Accepted Answer

Teleprospecting is more focused on engaging with potential customers to understand their needs and assess how the product or service can meet those needs, rather than following a strict script as in telemarketing. It involves more personalized and consultative conversations.

Question 19

Melissa sells insurance to homeowners and renters. Every weekend she goes out looking for moving vans and people unloading U-Haul trucks. She writes down the addresses of those who seem to be moving in. Every Monday she calls the list she has gathered during the weekend and asks them if they are interested in insurance. Melissa is using the ________ method of prospecting.

Accepted Answer

Melissa is using the observation method of prospecting by watching for moving vans and people unloading trucks to identify potential clients who may need insurance.

Question 20

Last night while he was eating dinner, Tom got a phone call from a salesperson who wanted to know if he would be interested in subscribing to the local newspaper. The salesperson would best be described as a:

Accepted Answer

The salesperson calling Tom to offer a subscription to the local newspaper is engaging in telemarketing, which involves contacting potential customers over the phone to sell products or services.

Quiz 6: Prospectingthe Lifeblood of Selling