Prospecting The Lifeblood Of Selling

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Questions Bank

The Life,Times,and Career of the Professional Salesperson
Relationship Marketing: Where Personal Selling Fits
Ethics First Then Customer Relationships
The Psychology of Selling: Why People Buy
Communication for Relationship Building: Its Not All Talk
Sales Knowledge: Customers,Products,technologies
Prospecting the Lifeblood of Selling
Planning the Sales Call Is a Must
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time,Territory,and Self-Management: Keys to Success
Planning,Staffing,and Training Successful Salespeople
Motivation,Compensation,Leadership,and Evaluation of Salespeople

All Questions

Question 1

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The sales process refers to a sequential series of actions by the salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

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Question 2

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A guideline provided in the text states that a good sales process involves 40 percent follow-up,20 percent preparation,and 40 percent presentation.

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Question 3

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Success in selling requires minimal preparation before sales calls but a significant degree of work during calls.

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Question 4

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Preapproach is the first step in the selling process.

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Question 5

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The two reasons a salesperson must consistently look for new prospects are to increase sales and to replace customers that will be lost over time.

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Question 6

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A prospect is a qualified business that has the potential to buy a salesperson's product.

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Question 7

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"MAD" in prospecting is money,authority,and determination.

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Question 8

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The Leaking Bucket Customer concept illustrates how all leads and prospects are considered and filtered out before they become qualified prospects.

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Question 9

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The salesperson who uses the cold canvass method of prospecting usually knows something about the prospect.

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Question 10

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The success of cold canvass prospecting method relies solely on volume of calls made.

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Question 11

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In the two years Keith has been selling,he has built up a list of inactive accounts.He should now orphan these accounts and try to develop new prospects.

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Question 12

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To be effective,the participants in a sales club should sell competing products.

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Question 13

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An effective way to attract prospects without having to go out prospecting is to submit regular articles about your business to trade magazines,journals,and newspapers.

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Question 14

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For success at trade shows,memorize your sales pitch so that you get your message across succinctly.

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Question 15

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Trade shows are rarely worth the salesperson's time since there are only a few minutes to qualify leads and get the information necessary to conduct a sales call later.

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Question 16

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The center of influence prospecting method involves finding influential people who are willing to help a salesperson identify prospects.

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Question 17

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Telephone prospecting is more expensive than the use of canvassing sales force for contacting a large number of prospects.

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Question 18

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Telemarketing involves the use of trained personnel to conduct planned,measurable marketing activities directed at targeted groups of consumers.

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Question 19

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By focusing on meeting center-of-influence people,a salesperson can cultivate a network and increase referral business.

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Question 20

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The networking prospecting method is effective and reliable because people want to do business with people they know,like,and trust.

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