Question 1

Which of the following questions would be asked by a salesperson to determine a buyer's motives?

Accepted Answer

The answer of Which of the following questions would be...

Question 2

Which of the following is a question the text suggests for a salesperson to ask of himself or herself to determine if a lead is actually a qualified prospect?

Accepted Answer

The answer of Which of the following is a question...

Question 3

Caroline has just received a referral from one of her loyal existing clients.She wants to save time by getting some details about the referral from her client.Which of the following questions qualifies as one of the "MAD" questions that Caroline should be asking her existing client?

Accepted Answer

The answer of Caroline has just received a referral from...

Question 4

A simple way to remember the qualifying process is to think of the word MAD.What does the letter D stand for in the acronym "MAD?"

Accepted Answer

The letter D stands for "desire" in the acronym MAD, which stands for "Money, Authority, Desire." This refers to the three key factors that influence whether a prospect is qualified to buy a product or service. "Desire" refers to the prospect's level of interest or need for the product or service.

Question 5

Ann's attempt to open a salad bar in a small town failed.Her husband is trying to sell the tables and chairs she purchased.He suspects that Spencer's Deli may be a potential buyer for the furniture.What would you call the process of attempting to determine if in fact Spencer's Deli has the financial ability to purchase the tables and chairs?

Accepted Answer

Qualifying refers to the process of determining if a potential customer has the financial ability, authority, and need to purchase a product or service. In this case, Ann's husband is trying to determine if Spencer's Deli has the financial ability to purchase the tables and chairs, making qualifying the best choice.

Question 6

Marco is out of work, but he is very good at fixing things around the house.He has spent much of his time during the last week going door-to-door asking people who live in the area if they have any odd jobs for him.In terms of the selling process, Marco is engaged in:

Accepted Answer

Marco is searching for potential customers by knocking on doors, which is a part of the prospecting stage of the selling process.

Question 7

Marie, a sales representative for a software company may join a "sales lead club" for several reasons.Which of the following is most likely the reason motivating Marie to join a "sales lead club?"

Accepted Answer

Joining a "sales lead club" would provide Marie with the opportunity to share leads and prospecting tips with other sales representatives, which could potentially lead to increased sales success. The other options do not directly align with the purpose of a "sales lead club."

Question 8

Which of the following would NOT be classified as a prospecting method?

Accepted Answer

Experimentation is not a prospecting method. It refers to the process of testing and trying out new ideas, products, or methods to see if they are effective or successful. The other options listed - public exhibitions and demonstrations, cold canvas, endless chain, and observation - are all prospecting methods commonly used in sales.

Question 9

Laura Mahoney is trying to increase sales and is thinking of turning to social media as a possible solution.Which of the following would potentially be an advantage associated with using social media for prospecting purposes?

Accepted Answer

The answer of Laura Mahoney is trying to increase sales...

Question 10

Matt was hired to replace Kara as a sales representative for Hunter Gallery.On his first day at work, Matt was given a list of all of Kara's previous customers.What term best describes Kara's old customers from Matt's perspective?

Accepted Answer

Kara's old customers are referred to as orphaned because they are now without a dedicated sales representative since Kara left the company.

Question 11

Bernie's sales manager has just told him that if he wants to quit wasting time making presentations to people who aren't qualified he's going to have to think "MAD." What was the sales manager trying to tell David?

Accepted Answer

The sales manager is telling Bernie to think "MAD," which stands for Money, Authority, and Desire. This means that he should focus his presentations on people who have the financial resources, decision-making power, and interest in buying his product or service. By qualifying his prospects beforehand, Bernie can avoid wasting time on uninterested or unqualified leads.

Question 12

Christopher is 16 years old.He is trying to earn money to buy a car by operating a dog walking service.He is going house-to-house and knocking on the door of every individual who lives within a six-block radius of his house.Which of the following prospecting methods best describes Christopher's approach?

Accepted Answer

Christopher's approach involves approaching potential customers without any prior connection or introduction, which is known as "cold canvas" prospecting.

Question 13

Justin is a newly hired salesperson at his company.He will be meeting his first ever prospect later in the day.His co-worker advises him to do some research on the client and tells him about the "MAD" questions to save time.Justin decides to go through his client's company website and all published articles in order to prepare some questions.Which of the following questions would qualify as an "Authority" question that Justin should ask his client?

Accepted Answer

The question "Who will be making the final decision for this purchase?" is an "Authority" question as it helps to identify the decision-maker in the client's company.

Question 14

Amy sells truck bed liners guaranteed to last for 20 years.After every sale, Amy asks her customers for the names of several friends who might also be interested in purchasing a new bed liner for their truck.What prospecting method best describes Amy's approach?

Accepted Answer

Amy is using the endless chain referral method as she is asking her customers for the names of their friends who might be interested in purchasing a truck bed liner. This is a continuous process that can help expand her customer base.

Question 15

Mary, a bank employee in Calgary has been given a list of potential clients that may benefit from having a conversation with Mary about their financial retirement needs.Immediately, Mary begins to review the list looking for potential clients that may be converted into prospects.Which of the following terms best captures the process of converting a lead into a prospect?

Accepted Answer

Qualifying refers to the process of evaluating a lead's potential to become a prospect based on their needs, interest, and ability to purchase. Therefore, Mary is reviewing the list of potential clients to identify those who are worth pursuing as prospects. Scheduling, networking, routing, and characterizing are not relevant to this specific process.

Question 16

Justine is meeting her client for the first time.She is trying to ask questions related to "MAD" in order to make sure that her prospect is a qualified lead.What might be one of the "Desire" related questions Justine will ask her client during her meeting?

Accepted Answer

A "Desire" related question aims to understand the client's motivation or need for the product. Asking about the reason to replace the current product helps Justine gauge the client's desire for a new solution.

Question 17

John accepted a position with a Canadian Life Insurance Company four months ago.His manager asked John to identify 10 new potential customers per week.Which of the following would not be a good method for identifying new prospects?

Accepted Answer

Conducting an experiment on his current clients is not a good method for identifying new prospects as it is not focused on finding new potential customers. It may also be unethical to conduct experiments on current clients without their knowledge or consent. The other options all involve reaching out to new potential customers or utilizing existing resources to find new leads.

Question 18

Kyle has not had enough luck with his current prospecting techniques and is looking for ways to make his prospecting methods more efficient.Which of the following is not a question Kyle should ask himself in order to make his prospecting successful?

Accepted Answer

Kyle should not be apathetic when trying to understand a prospect's main issues. Being apathetic would hinder his ability to connect with prospects and understand their needs, which is crucial for successful prospecting.

Question 19

Jessica sells cosmetics.She has asked you to recommend a source of prospects.Which of the following would not be a possible place for Jessica to locate prospects?

Accepted Answer

Apple's Siri is a virtual assistant and does not provide a source of prospects for Jessica's cosmetic business. Personal acquaintances, online yellow pages, newspapers, and LinkedIn are all possible sources for potential customers.

Question 20

Mario has a meeting with a prospect in a few hours.He is also aware that his prospect has been dealing with another non-competing salesperson regarding a different service.Mario has a good rapport with this salesperson and he decides to give him a call to ask him some questions related to "MAD" in order to allocate his time wisely.Which of the following questions would qualify as a "Money" question that Mario should ask this salesperson?

Accepted Answer

Knowing the budget range that the client might have in mind is a crucial "Money" question as it can help Mario determine whether his services fit within the client's financial constraints and also help him position himself effectively during the meeting.

Quiz 6: Prospecting the Lifeblood of Selling