Question 1

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Accepted Answer

The major difference between a prospect and a qualified prospect is that a prospect simply has a need or desire for the product, while a qualified prospect not only has the need or desire but also has the ability and authority to make the purchase. In other words, a qualified prospect is more likely to become a customer because they have the means to do so.

Question 2

Alice Faulkner is a professional salesperson.She earns her living by selling advertising for The New York Times newspaper.In addition to selling advertising to her regular accounts,Alice is responsible for generating new advertising accounts for the newspaper.In order to fulfill her responsibilities,Faulkner works hard to make sure the potential customers she sells to are qualified prospects.How can Faulkner know if the prospects she is selling to are in fact qualified prospects?

Accepted Answer

Qualified prospects are those who have a need for the advertising, can afford to buy it, and have the authority to make the purchase decision. They must have a genuine interest in advertising in the New York Times and have the budget to make a purchase. Additionally, they should be in a position to make the final purchase decision or have the authority to influence those who make the decision. Factors such as reading the newspaper daily or recognizing it as a good advertising medium are helpful, but not sufficient on their own to determine if a prospect is qualified.

Question 3

search for and qualification of potential customers during the personal selling process is referred to as the __________ stage.

Accepted Answer

Prospecting is the process of identifying and qualifying potential customers during the personal selling process. This stage involves searching for potential customers who exhibit characteristics that make them likely buyers and assessing their needs, wants, and ability to make a purchase. Customer mining, lead initiation, cold calling, and gleaning may be part of the prospecting stage, but they are not the primary focus.

Question 4

Figure 20-3
-Figure 20-3 above shows there are six stages in the personal selling process ("A" through "F")along with the objective(s)of each stage.If the salesperson's objective is to "begin converting a prospect into a customer by creating a desire for the product or service," what stage of the personal selling process is the salesperson engaged in?

Accepted Answer

The objective of the presentation stage is to begin converting a prospect into a customer by creating a desire for the product or service. Therefore, if the salesperson's objective is to create a desire for the product or service, they are engaged in the presentation stage.

Question 5

__________ is an individual that wants a product,can afford to buy it,and is the decision maker.

Accepted Answer

A qualified prospect is an individual that has shown interest in a product, can afford to buy it, and is the decision maker. They are more likely to become a customer than a lead or prospect, and are not the same as a gatekeeper who may be responsible for blocking access to decision makers.

Question 6

Figure 20-3
-Figure 20-3 above shows there are six stages in the personal selling process ("A" through "F")along with the objective(s)of each stage.If the salesperson's objective is to "gain a prospect's attention,stimulate interest,and make transition to the presentation," what stage of the personal selling process is the salesperson engaged in?

Accepted Answer

The stage of the personal selling process where the salesperson's objective is to gain a prospect's attention, stimulate interest, and make the transition to the presentation, is the approach stage.

Question 7

Figure 20-3
-Figure 20-3 above shows there are six stages in the personal selling process ("A" through "F")along with the objective(s)of each stage.If the salesperson's objective is to "obtain a purchase from the prospect and create a customer," what stage of the personal selling process is the salesperson engaged in?

Accepted Answer

The objective of the close stage is to obtain a purchase from the prospect and create a customer. Therefore, if the salesperson's objective is to achieve this goal, they are engaged in the close stage of the personal selling process.

Question 8

Figure 20-3
-Figure 20-3 above shows there are six stages in the personal selling process ("A" through "F")along with the objective(s)of each stage.If the salesperson's objective is to "ensure that the customer is satisfied with the product or service," what stage of the personal selling process is the salesperson engaged in?

Accepted Answer

The objective of the follow-up stage is to ensure customer satisfaction and address any concerns or issues that may have arisen after the sale. Therefore, if the salesperson is focusing on ensuring customer satisfaction, they are likely in the follow-up stage of the personal selling process.

Question 9

Figure 20-3
-shown in Figure 20-3 above,"E" is the__________ stage in the personal selling process.

Accepted Answer

The answer of  Figure 20-3
-shown in Figure 20-3 above,"E"...

Question 10

Figure 20-3
-Figure 20-3 above shows there are six stages in the personal selling process ("A" through "F")along with the objective(s)of each stage.If the salesperson's objective is to "search for and qualify potential customers," what stage of the personal selling process is the salesperson engaged in?

Accepted Answer

The stage where the salesperson's objective is to search for and qualify potential customers is called prospecting. This is the initial stage where the salesperson looks for potential customers who are likely to be interested in the product or service being offered. In this stage, the salesperson does research, follows leads, and evaluates potential customers based on set criteria to determine if they are qualified for further sales approaches.

Question 11

are the three types of prospects?

Accepted Answer

The three types of prospects are typically classified as leads (potential customers who have shown interest but have not yet been qualified), prospects (qualified leads who have a higher likelihood of making a purchase), and qualified prospects (leads who have shown a strong interest and intention to purchase, and are most likely to become customers). Therefore, option B, which includes all three types, is the most accurate answer.

Question 12

Figure 20-3
-Figure 20-3 above shows there are six stages in the personal selling process ("A" through "F")along with the objective(s)of each stage.If the salesperson's objective is to "gather information and decide how to approach the prospect," what stage of the personal selling process is the salesperson engaged in?

Accepted Answer

The preapproach stage involves researching, gathering information, and analyzing data about the prospect to determine how best to approach them. Therefore, if the salesperson's objective is to gather information and decide how to approach the prospect, they are engaged in the preapproach stage.

Question 13

Advertising with a coupon,using a toll-free number,exhibiting at trade shows,using e-mail,and making cold calls are all activities that would take place during the __________ stage of the personal selling process.

Accepted Answer

These activities are all part of the prospecting stage, which involves identifying potential customers and gathering information about them. The other stages of the personal selling process are preapproach, approach, presentation, handling objections, close, and follow-up.

Question 14

an individual wants the product,can afford to buy it,and is the decision maker,this individual is referred to as a(n)__________.

Accepted Answer

This individual meets the criteria of being a qualified prospect. They have expressed interest in the product or service, have the financial means to purchase it, and hold decision-making power. The other options do not accurately describe this individual's level of interest or readiness to make a purchase.

Question 15

Figure 20-3
-shown in Figure 20-3 above,"D" is the__________ stage in the personal selling process.

Accepted Answer

The answer of  Figure 20-3
-shown in Figure 20-3 above,"D"...

Question 16

of the following tactics are used to generate leads EXCEPT __________.

Accepted Answer

All of the tactics listed - cold canvassing, toll-free numbers, coupons, and trade shows - are commonly used to generate leads. Suggestive selling, however, is a technique used during the sales process to encourage customers to make additional purchases or upgrade their current purchase, and is not usually a lead generation tactic.

Question 17

customer who wants or needs the product is referred to as a __________.

Accepted Answer

A customer who wants or needs the product, but has not yet made a commitment to purchase, is typically referred to as a prospect. A lead is a general term for someone who has shown some level of interest or contact with the company, but may not necessarily be actively considering a purchase. A hot lead refers to someone who has expressed a high level of interest or is very likely to make a purchase soon, while a cold call indicates a sales call made to someone who has not expressed any prior interest in the product or service. A qualified prospect is someone who meets specific criteria established by the company, such as having a certain level of budget or authority to make purchasing decisions.

Question 18

Personal selling begins with the __________ stage.

Accepted Answer

The answer of Personal selling begins with the __________ stage.
...

Question 19

name of a person who may be a possible customer is referred to as a __________.

Accepted Answer

A "lead" is a general term for a person or organization that may be interested in a product or service, making them a potential customer.

Question 20

Figure 20-3
-shown in Figure 20-3 above,"F" is the__________ stage in the personal selling process.

Accepted Answer

The follow-up stage is typically the final step in the personal selling process, where the salesperson ensures customer satisfaction and addresses any issues after the sale.

Quiz 20: Personal Selling and Sales Management

Which of the following statements describes the major difference between a prospect and a qualified prospect?

search for and qualification of potential customers during the personal selling process is referred to as the __________ stage.

__________ is an individual that wants a product,can afford to buy it,and is the decision maker.

Figure 20-3 -shown in Figure 20-3 above,"E" is the__________ stage in the personal selling process.

are the three types of prospects?

Advertising with a coupon,using a toll-free number,exhibiting at trade shows,using e-mail,and making cold calls are all activities that would take place during the __________ stage of the personal selling process.

an individual wants the product,can afford to buy it,and is the decision maker,this individual is referred to as a(n) __________.

Figure 20-3 -shown in Figure 20-3 above,"D" is the__________ stage in the personal selling process.

of the following tactics are used to generate leads EXCEPT __________.

customer who wants or needs the product is referred to as a __________.

Personal selling begins with the __________ stage.

name of a person who may be a possible customer is referred to as a __________.

Figure 20-3 -shown in Figure 20-3 above,"F" is the__________ stage in the personal selling process.