Question 1

For you as a salesperson to find an optimal prospecting method,the text suggests you do all the following EXCEPT:

Accepted Answer

Customize or choose a prospecting method that fits the specific needs of your individual firm, but do not copy another company's method. Reach out to high-potential customers before low-potential ones.

Question 2

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

Accepted Answer

In cases where there are a large number of prospects for a product, direct-mail prospecting is sometimes an effective way to contact individuals and businesses. Direct-mail advertisements have the advantage of contacting large numbers of people, who may be spread across an extended geographical area, at a relatively low cost when compared to the cost of using salespeople.

Question 3

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

Accepted Answer

Like direct marketing, use of telephone prospecting to contact a large number of prospects across a vast area is far less costly than use of a canvassing sales force, though usually more costly than mail outs.

Question 4

Which of the following statements about referrals is true?

Accepted Answer

In addition to selling a product, salespeople must encourage customers to give them a referral. Salespeople can ask for a referral at any stage of the the four-step referral cycle.

Question 5

Which of the following is NOT an appropriate time to request a referral?

Accepted Answer

During the trial close of a presentation, a salesperson is assessing the attitude of the prospect about a product, which would not be an effective time to request a referral. The four stages of the referral cycle are preapproach, presentation, product delivery, and service and follow-up.

Question 6

Jon Querillian wants to create a network of prospects for his landscaping business.Which of the following would be the LEAST effective method?

Accepted Answer

Sending thank-you notes and promotional information are effective ways to build a network but negative information about the competition would be unwelcome. Perry should focus on meeting influential people at trade shows and other events because they can be good prospect sources.

Question 7

The term given to making and using contacts for the purpose of prospecting is:

Accepted Answer

Salespeople are always on the lookout for customers. Everyone they meet may be a prospect, or that person may provide a name that could lead to a sale. The term given to making and using contacts is networking.

Question 8

What is the most reliable and effective method for finding new prospects?

Accepted Answer

Of the many ways to find new prospects, networking can be the most reliable and effective. People want to do business with, and refer business to, people they know, like, and trust.

Question 9

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

Accepted Answer

A salesperson often can find prospects by constantly watching what is happening in the sales area-the observation method. Harry is making observations of the homes and then contacting those homeowners to see if they want his services.

Question 10

Which term refers to a group of names of potential customers gathered from a variety of sources?

Accepted Answer

The prospect pool is a group of names gathered from various sources. Your source, for example, may be a mailing list, telephone book, referrals, orphans, or existing customers.

Question 11

Which of the following statements about telephone prospecting is true?

Accepted Answer

The telemarketer and lead interact on the phone in this prospecting method, which is more expensive than direct mail and less costly than a canvassing sales force. It is an efficient way to contact many prospects in a large area.

Question 12

The _____ phase of the referral cycle provides a salesperson with ongoing opportunities to maintain contact with clients.

Accepted Answer

The service and follow-up phase of the referral cycle provides you with ongoing opportunities to maintain contact with your clients. Anytime that you have contact with your clients you encounter the possibility of getting more referrals.

Question 13

In order to serve more pet owners,East Rome 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

Prospecting via the center of influence method involves finding and cultivating people in a community or territory who are willing to cooperate in helping to find prospects. Veterinarians are in contact with pet owners, so they would be beneficial to the kennel owners.

Question 14

Last night while he was eating dinner,Leo 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

Telemarketing involves using trained telephone marketers, known as telemarketers, to call people who have been identified as a targeted group of potential consumers. Telemarketing is a prospecting method.

Question 15

Salespeople must sell the product,plus sell the prospect on providing referrals.This is known as the:

Accepted Answer

Salespeople must sell the product, plus sell the prospect on providing referrals. This is known as the parallel referral sale. Equal emphasis must be given to both the product sale and the referral sale.

Question 16

Norman,the owner of CompuTex,recently installed computers at Harding Industries.Norman recommended that the Harding Industries office manager contact Computer Services,Inc.to schedule a computer training class for Harding's employees.This is an example of the _____ method of prospecting.

Accepted Answer

Networking refers to the process of making and using contacts. Computer Services benefits from Norman recommending their services to Harding Industries.

Question 17

In order to cultivate a network,a salesperson should:

Accepted Answer

Meeting influential people at trade shows and other events is important to building a network because they can be good prospect sources. A salesperson should keep contacts organized using a contact management program.

Question 18

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

Terrell should be assertive with people walking by to garner interest in his products and engage potential customers in a conversation. Memorizing a pitch can seem canned, and it is important to be seen by others, which is why a high traffic area is important.

Question 19

Within a salesperson's prospect pool,which group is the most important prospect for future sales?

Accepted Answer

Current customers are the best source of future sales for a salesperson. However, leads, referrals, and orphans are also important in the prospect pool.

Question 20

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

Accepted Answer

Prospecting via the center of influence method involves finding and cultivating people in a community or territory who are willing to cooperate in helping to find prospects. They typically have a particular position that includes some form of influence over other people, as well as information that allows the salesperson to identify good prospects.

Quiz 7: Prospecting the Lifeblood of Selling