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Exam 6: Prospecting

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Question 21

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How can you write an effective closing paragraph for your sales letter?

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(1)Tell the reader what to do....

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Question 22

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The first paragraph of a sales letter should:

A) explain why the reader should buy a product.
B) grab the reader's attention.
C) ask the reader to take a specific action.
D) point out a deadline for action.
E) all of the above.

F) B) and E)
G) B) and D)

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Question 23

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In seminars,salespeople should take the opportunity to especially invite prospects who are not willing to meet them face-to-face.

What is the difference between an exclusive sales territory and a house account?

Trade shows are places where suppliers have sales offices and buyers from resellers visit to purchase merchandise.

Veridcom,Inc.is a leader in the creation of fingerprint identification software and hardware for laptops.It sells the technology to businesses that want to protect any intellectual property they have stored on their computers.After overseeing the installation of the system in 1,230 laptops for a large pharmaceutical company,the salesperson asked the company's vice president of information if he knew of another company that could use the Veridcom technology? The VP suggested Max Jordan,a business acquaintance of his who used laptops to communicate with a large,scattered work force.What method of prospecting did the Veridcom salesperson use,and what term would be used to describe Jordan?

How can advertising and direct mail assist in sales prospecting? Provide an example.

Which of the following is NOT a limitation commonly experienced with telephone prospecting?

For which of the following salespeople would prospecting be most important?

Lead prequalification helps salespeople use their time wisely.

Wallace represents a manufacturer of hearing aids.Lisa,an audiologist to whom Wallace sold one of his company's new Max-Ear 2001,is so pleased with its performance,that she has written a testimonial and listed some other audiologists who Wallace may approach.This is an example of the _____ method used in prospecting.

As Sharon concluded her sales interview with Burt,he said,"I was so happy with your products that I spoke with other manufacturers in this area and they would like you to contact them in this regard." For Sharon,Burt is a:

A lead management system is used to:

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.

While writing a sales letter,a salesperson should utilize technical terms and jargon to sound professional.

What is the difference between a lead and a prospect?

After a sales letter gains a prospect's attention,the next thing it must do is:

Which of the following statements about the use of a postscript (PS) at the end of a sales letter is true?

If a salesperson determines that an individual is a good candidate for making a purchase,the individual is called a lead.

Everlast Tire Company has hired a consulting agency,Waddell and Hartley,to acquire the equipment needed to automate its second factory.Waddell and Hartley will be responsible for purchasing all the goods and services necessary for the plant,making sure that they are compatible,and turning them over to Everlast,a facility that is ready to operate.Waddell and Hartley would be called a(n) _____.