Question 1

Data mining by salespeople means digging deep into their client lists to determine who are the most valuable customers.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following statements about telephone prospecting is true?

Accepted Answer

A)   Telemarketing is not limited to consumer sales.
B)   During telephone encounters, prospects are usually more polite than during face-to-face meetings.
C)   Inbound telemarketing is never used to generate and qualify leads.
D)   True prospects never find telephone sales calls intrusive.
E)   Prospecting by telephone is limited to consumer sales.F) D) and E)
G) A) and E)

Question 3

Ruth used her personal connections with the people at Hampton Industries, a manufacturer of decorative paper items, to become the first salesperson to call on a new company that was using recycled paper to make posters. Ruth used her _____ abilities.

Accepted Answer

A)   customized sales
B)   personalized sales
C)   canvassing
D)   networking
E)   telemarketingF) None of the above
G) A) and B)

Question 4

Laura knows the sales presentation she just made did not go well. The prospect is a leader in the local Chamber of Commerce and she is concerned her poor presentation might lead to:

Accepted Answer

A)   lead qualifications
B)   bird dogging
C)   spam
D)   negative referrals
E)   influential centralityF) C) and D)
G) A) and B)

Question 5

What part of their jobs do most salespeople dislike performing the most?

Accepted Answer

cold calli...

Question 6

Often the primary function of salespeople at trade shows is to:

Accepted Answer

A)   cold call
B)   study customers' responses to product features and benefits
C)   make sales repetition
D)   close the sale
E)   qualify leads for future follow-upF) A) and C)
G) C) and E)

Question 7

You represent a manufacturer of hearing aids. Lacresia, an audiologist to whom you have sold your company's new Max-Ear 2001, is so pleased with its performance in helping patients that she could not previously fit with hearing aids that she is writing you a letter of introduction to take to an old classmate of hers who has his own audiology clinic in nearby Cedartown. This is an example of the _____ method of prospecting

Accepted Answer

A)   endless-chain
B)   spotter
C)   central advice
D)   buying community
E)   bounce-backF) C) and D)
G) A) and D)

Question 8

Discuss three ways companies are using the Internet to solicit leads.

Accepted Answer

(1) Firms are making sure their sites ar...

Question 9

In the action close for a sales letter, the writer should:

Accepted Answer

A)   offer more information ("If you'd like to receive . . .") 
B)   suggest a reason to delay action
C)   make the action sound easy
D)   use the last sentence to make one final direct request that the recipient send in the money requested now
E)   use jargon familiar to the letter receiverF) All of the above
G) A) and D)

Question 10

One of the limitations associated with the use of the Internet as an effective means to generate leads is:

Accepted Answer

A)   the frustration caused by Spam
B)   the inability to create interesting messages
C)   the popularity of telemarketing
D)   the cost associated with sending the individual messages
E)   all of the aboveF) C) and E)
G) B) and D)

Question 11

James is a new salesperson. He is attending his first Chamber of Commerce "After-Hours Get-Together" tonight. He knows that he will meet a lot of people who can help him become a successful salesperson, but he needs information on how to make the most of this networking opportunity. What advice can you give him?

Accepted Answer

First, he must move outside of his own "...

Question 12

In _____, telephones are used to generate leads and then qualify leads.

Accepted Answer

A)   inbound telemarketing
B)   bounce-back telemarketing
C)   outbound telemarketing
D)   seminar marketing
E)   convention marketingF) C) and E)
G) B) and E)

Question 13

A salesperson may suffer from call reluctance because he or she:

Accepted Answer

A)   feels intimidated by the corporate title assigned to the prospect
B)   is overly concerned with being successful
C)   spends too much time preparing for the sales call
D)   feels guilty for having selected a career in sales
E)   experiences any or all of the aboveF) A) and E)
G) All of the above

Question 14

Telephones are an excellent tool for prospecting, but salespeople may be disappointed at the results due to certain limitations inherent in telephone communication. Discuss these limitations.

Accepted Answer

Customers may find telephone calls an annoying inconvenience. Telephone communications limit communications to verbal messages. Attracting and maintaining the customer's attention and interest is harder over the telephone. Outbound telemarketers sometimes call firms without knowing anything about them; this can lead to embarrassing situations. Saying, "no" is much easier on the phone than it is in person.

Question 15

Pete is a salesperson at the local Honda dealership. He frequently offers buyers $50 if they refer someone else to him who buys a new car. Pete is attempting to get these people to act as his:

Accepted Answer

A)   reconnaissance staff
B)   spotters
C)   bounce-backs
D)   spiffs
E)   steppersF) C) and E)
G) A) and C)

Question 16

Discuss the following statement: "A satisfied customer is a salesperson's most profitable resource."

Accepted Answer

Satisfied customers are a salesperson's ...

Question 17

NAICS replaced SIC.

Accepted Answer

A) True 
 B)False

Question 18

The strategy that existing customers are usually prospects for additional sales is called the endless-chain method.

Accepted Answer

A) True 
 B)False  False

Question 19

A typical salesperson will experience a _____ percent loss of his current customers in a single year.

Accepted Answer

A)   less than 5
B)   5 to 10
C)   10 to 15
D)   15 to 20
E)   20 to 25F) A) and B)
G) B) and E)

Question 20

In the action close for a sales letter, the writer should:

Accepted Answer

A)   wait until the last sentence to demand money
B)   tell the reader what to do by using such phrases as "Act now"
C)   use expressions like "Why not buy now?" to give the reader the feeling of having a choice
D)   remind the reader the offer being made in the sales letter will never be canceled
E)   assume the reader is intelligent enough to know what needs to be done and avoid repeating information provided in the body of the letterF) C) and D)
G) All of the above B

Exam 7: Prospecting

Data mining by salespeople means digging deep into their client lists to determine who are the most valuable customers.

Correct Answer
verified

Which of the following statements about telephone prospecting is true?

Correct Answer
verified

Ruth used her personal connections with the people at Hampton Industries, a manufacturer of decorative paper items, to become the first salesperson to call on a new company that was using recycled paper to make posters. Ruth used her _____ abilities.

Correct Answer
verified

Laura knows the sales presentation she just made did not go well. The prospect is a leader in the local Chamber of Commerce and she is concerned her poor presentation might lead to:

Correct Answer
verified

What part of their jobs do most salespeople dislike performing the most?

Correct Answer
verified
cold calli...
View Answer

Often the primary function of salespeople at trade shows is to:

Correct Answer
verified

Correct Answer
verified

Discuss three ways companies are using the Internet to solicit leads.

Correct Answer
verified
(1) Firms are making sure their sites ar...
View Answer

In the action close for a sales letter, the writer should:

Correct Answer
verified

One of the limitations associated with the use of the Internet as an effective means to generate leads is:

Correct Answer
verified

Correct Answer
verified
First, he must move outside of his own "...
View Answer

In _____, telephones are used to generate leads and then qualify leads.

Correct Answer
verified

A salesperson may suffer from call reluctance because he or she:

Correct Answer
verified

Telephones are an excellent tool for prospecting, but salespeople may be disappointed at the results due to certain limitations inherent in telephone communication. Discuss these limitations.

Pete is a salesperson at the local Honda dealership. He frequently offers buyers $50 if they refer someone else to him who buys a new car. Pete is attempting to get these people to act as his:

Correct Answer
verified

Discuss the following statement: "A satisfied customer is a salesperson's most profitable resource."

Correct Answer
verified
Satisfied customers are a salesperson's ...
View Answer

NAICS replaced SIC.

Correct Answer
verified

The strategy that existing customers are usually prospects for additional sales is called the endless-chain method.

Correct Answer
verified
False

A typical salesperson will experience a _____ percent loss of his current customers in a single year.

Correct Answer
verified

In the action close for a sales letter, the writer should:

Correct Answer
verified
B

Exam 7: Prospecting

Data mining by salespeople means digging deep into their client lists to determine who are the most valuable customers.

Correct AnswerverifiedShow Answer

Which of the following statements about telephone prospecting is true?

Correct AnswerverifiedShow Answer

Ruth used her personal connections with the people at Hampton Industries, a manufacturer of decorative paper items, to become the first salesperson to call on a new company that was using recycled paper to make posters. Ruth used her _____ abilities.

Correct AnswerverifiedShow Answer

Laura knows the sales presentation she just made did not go well. The prospect is a leader in the local Chamber of Commerce and she is concerned her poor presentation might lead to:

Correct AnswerverifiedShow Answer

What part of their jobs do most salespeople dislike performing the most?

Correct Answerverifiedcold calli...View AnswerShow Answer

Often the primary function of salespeople at trade shows is to:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Discuss three ways companies are using the Internet to solicit leads.

Correct Answerverified(1) Firms are making sure their sites ar...View AnswerShow Answer

In the action close for a sales letter, the writer should:

Correct AnswerverifiedShow Answer

One of the limitations associated with the use of the Internet as an effective means to generate leads is:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedFirst, he must move outside of his own "...View AnswerShow Answer

In _____, telephones are used to generate leads and then qualify leads.

Correct AnswerverifiedShow Answer

A salesperson may suffer from call reluctance because he or she:

Correct AnswerverifiedShow Answer

Telephones are an excellent tool for prospecting, but salespeople may be disappointed at the results due to certain limitations inherent in telephone communication. Discuss these limitations.

Pete is a salesperson at the local Honda dealership. He frequently offers buyers $50 if they refer someone else to him who buys a new car. Pete is attempting to get these people to act as his:

Correct AnswerverifiedShow Answer

Discuss the following statement: "A satisfied customer is a salesperson's most profitable resource."

Correct AnswerverifiedSatisfied customers are a salesperson's ...View AnswerShow Answer

NAICS replaced SIC.

Correct AnswerverifiedShow Answer

The strategy that existing customers are usually prospects for additional sales is called the endless-chain method.

Correct AnswerverifiedFalse

A typical salesperson will experience a _____ percent loss of his current customers in a single year.

Correct AnswerverifiedShow Answer

In the action close for a sales letter, the writer should:

Correct AnswerverifiedB

Correct Answer
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cold calli...
View Answer

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Correct Answer
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(1) Firms are making sure their sites ar...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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First, he must move outside of his own "...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Satisfied customers are a salesperson's ...
View Answer

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False

Correct Answer
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Correct Answer
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B