Question 1

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 2

_____ 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

The description provided describes telemarketing as a marketing communication system that uses telecommunication technology and trained personnel to conduct planned, measurable marketing activities directed at targeted groups of consumers.

Question 3

Luke Belington is a car salesman.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

Luke Belington indulges in writing to convince prospects of his automotive expertise as a car salesman. Writing a weekly column in a local auto magazine about the car industry, its past, present, and future, helps him establish himself as an expert in the field and gain the trust of potential customers.

Question 4

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 towards approaching passersby will help Terrell engage with potential customers and stand out among the crowded trade fair. This approach can help him build a rapport with the customers and persuade them to be interested in his products.

Question 5

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

Accepted Answer

The method described in the statement is called the "center of influence" method, where a salesperson identifies and nurtures relationships with individuals who have influence or connections within a particular community or industry, who can then provide referrals or introductions to potential prospects.

Question 6

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

It is important to be prepared for rejection at trade shows, as not every visitor will be interested in the product or willing to engage in conversation. Being mentally prepared for this outcome can help representatives handle it in a professional manner and not get discouraged.

Question 7

What is a benefit of direct-mail prospecting?

Accepted Answer

Direct-mail prospecting is an inexpensive method for reaching a large number of potential customers, as it allows businesses to send promotional materials directly to a targeted audience without the high costs associated with other forms of advertising.

Question 8

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 method described in the scenario is the center of influence method of prospecting, where the business seeks out influential people or organizations in the community to help identify potential customers. In this case, the veterinarians are a group of professionals who are likely to have clients who need boarding services for their pets, making them a good center of influence for the boarding kennel.

Question 9

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 of prospecting involves seeking assistance and referrals from individuals or businesses that have a strong influence over potential customers. In this case, Dunn Portrait Photographers is seeking assistance from bridal stores, which often have a strong influence over engaged couples and can refer them to the photography business.

Question 10

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's method of prospecting involves observing people who are moving in and noting down their addresses. This is an example of the observation method of prospecting.

Question 11

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

Accepted Answer

Salespeople who are selling competing products may not be willing to promote or refer their competitors and therefore may not be effective centers of influence.

Question 12

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 13

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 observing homes in his community that need repairs and then using that information to contact the homeowners. This is an example of observation as a method of prospecting.

Question 14

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

The group's purpose is to share leads and prospecting tips, which aligns with the definition of a sales lead club. The fact that they charge dues and require noncompetitive products further supports this. This is not an illegal pyramid scheme as there is no emphasis on recruiting new members for financial gain, and it is not an orphan prospect club as there is no mention of working together to close deals specifically for struggling salespeople. It is also not a business network in the traditional sense as there is a specific focus on sharing leads and prospecting tips.

Question 15

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

The method of prospecting utilized by Keri is center of influence, as she is seeking the assistance of local pediatricians to refer parents in need of her daycare services.

Question 16

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 who called Tom is best described as a telemarketer because they were contacting him over the phone to sell a subscription to the local newspaper.

Question 17

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

Accepted Answer

The main purpose of trade shows is to generate new leads and potential customers for a company's products or services. The other options are not directly related to the purpose of a trade show.

Question 18

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 in the local newspaper is a way for Kenton to create prospects by showcasing his expertise in financial security. This can attract potential clients who are interested in seeking financial advice and secure insurance for their assets.

Question 19

Which of the following statements about telephone prospecting is true?

Accepted Answer

Telephone prospecting allows for real-time interaction between the salesperson and the prospect, which can facilitate relationship building and the discovery of valuable information. However, the cost of telephone prospecting can vary depending on factors such as the size of the calling list and the cost of labor.

Question 20

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.

Quiz 6: Prospecting : the Lifeblood of Selling