Question 1

Which of the following statements about lead qualification and management is/are true?

Accepted Answer

A)  Firms often engage in prequalification of leads for their field sales forces.
B)  A lead management system can be used to grade leads and establish a priority call list.
C)  The judicious use of technology makes lead qualification and management more efficient and effective.
D)  Telemarketers are used by some companies to prequalify leads.
E)  All of the above statements about lead qualification and management are true.F) D) and E)
G) C) and E) E

Question 2

It is possible for a person to be a center of influence and never actually buy from the salesperson.

Accepted Answer

A) True 
 B)False  True

Question 3

In the opening profile Kevin Johnson concludes "Be consistent and thorough with prospecting, regardless of the method you use, and use careful, timely follow-up".

Accepted Answer

A) True 
 B)False

Question 4

A center of influence is:

Accepted Answer

A)  another name for a prospect's "hot button"
B)  the geographic starting point of a cold canvass prospecting effort
C)  a well-known and influential individual who is willing to supply lead information to the salesperson
D)  the person in an industrial company who has final approval on the salesperson's product
E)  another name for the selling firm's telemarketing centerF) A) and B)
G) B) and D)

Question 5

If Carla keeps her eyes and ears open as she goes through her day as a salesperson, she is quite likely to discover lead-producing information.

Accepted Answer

A) True 
 B)False

Question 6

What is the term for the process when salespeople use criteria to determine which leads to pursue?

Accepted Answer

lead quali...

Question 7

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

Accepted Answer

Satisfied customers are a salesperson's ...

Question 8

While high-pressure sales tactics are usually not appropriate because the salesperson is attempting to sell a product the buyer doesn't need, they are acceptable when selling products used by all organizations, such as fire insurance or office supplies since clearly any organization is a qualified prospect.

Accepted Answer

A) True 
 B)False

Question 9

As discussed in "Lead Scoring Helped One Company Achieve Greater Success"what is the benefit of lead scoring?

Accepted Answer

It allows salespeopl...

Question 10

"Can the lead be approached favorably?" refers to whether:

Accepted Answer

A)  the salesperson is able to make a good first impression on most prospects he or she approaches
B)  the prospect is the person who actually makes the buying decisions
C)  the salesperson has anything to offer the prospect
D)  the salesperson is able to make a good first impression on this particular prospect
E)  the prospect is accessible to the salespersonF) None of the above
G) A) and B)

Question 11

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) A) and E)
G) A) and D)

Question 12

As Sondra concluded her sales interview with Burt she said, "I'm pleased you see the value of this new software for managing your inventory. Can you suggest some other small business owners who might like to see it?" Sondra is using the _____ method of prospecting.

Accepted Answer

A)  center-of-influence
B)  endless-chain
C)  lists and directories
D)  spotters
E)  canvassingF) B) and E)
G) A) and E)

Question 13

What is the fastest growing method for generating leads?

Accepted Answer

through th...

Question 14

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 15

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

Accepted Answer

A)  explain why the reader should take the desired action
B)  create curiosity about the product being sold
C)  ask the reader to take a specific action
D)  point out a deadline for action
E)  tell the reader when to expect the follow-up visit or phone call from the sales repF) A) and D)
G) C) and D)

Question 16

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 B)

Question 17

A lead management system is:

Accepted Answer

A)  a telemarketing device used for cold canvassing
B)  a type of bounce-back card that proves buyer sincerity
C)  used to analyze the relative value of each lead
D)  used to create an endless-chain for referrals
E)  a system for prequalifying cold callsF) C) and D)
G) A) and B)

Question 18

A salesperson at a trade show that is practicing adaptive selling might ask:

Accepted Answer

A)  "Are you enjoying the show?"
B)  "How's the weather outside?"
C)  "Can I help you with something today?"
D)  "Would you like to have this free calendar?"
E)  "Do you ever wish there was a way to increase its profits by 10 percent without increasing expenses?"F) A) and D)
G) B) and C)

Question 19

The sales strategy of getting at least one additional lead from each person interviewed is called selling deeper.

Accepted Answer

A) True 
 B)False

Question 20

The primary purpose of Webinars is to:

Accepted Answer

A)  generate leads and provide information to prospective customers
B)  close sales with electronically-oriented customers
C)  enhance cold calling
D)  expand databases for effective data mining
E)  reduce search engine costs and sell deeperF) B) and C)
G) A) and B) A

Exam 6: Prospecting

Which of the following statements about lead qualification and management is/are true?

Correct Answer
verified
E

It is possible for a person to be a center of influence and never actually buy from the salesperson.

Correct Answer
verified
True

In the opening profile Kevin Johnson concludes "Be consistent and thorough with prospecting, regardless of the method you use, and use careful, timely follow-up".

Correct Answer
verified

A center of influence is:

Correct Answer
verified

If Carla keeps her eyes and ears open as she goes through her day as a salesperson, she is quite likely to discover lead-producing information.

Correct Answer
verified

What is the term for the process when salespeople use criteria to determine which leads to pursue?

Correct Answer
verified
lead quali...
View Answer

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

Correct Answer
verified

As discussed in "Lead Scoring Helped One Company Achieve Greater Success"what is the benefit of lead scoring?

Correct Answer
verified
It allows salespeopl...
View Answer

"Can the lead be approached favorably?" refers to whether:

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

As Sondra concluded her sales interview with Burt she said, "I'm pleased you see the value of this new software for managing your inventory. Can you suggest some other small business owners who might like to see it?" Sondra is using the _____ method of prospecting.

Correct Answer
verified

What is the fastest growing method for generating leads?

Correct Answer
verified
through th...
View Answer

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

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

Correct Answer
verified

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

A lead management system is:

Correct Answer
verified

A salesperson at a trade show that is practicing adaptive selling might ask:

Correct Answer
verified

The sales strategy of getting at least one additional lead from each person interviewed is called selling deeper.

Correct Answer
verified

The primary purpose of Webinars is to:

Correct Answer
verified
A

Exam 6: Prospecting

Which of the following statements about lead qualification and management is/are true?

Correct AnswerverifiedE

It is possible for a person to be a center of influence and never actually buy from the salesperson.

Correct AnswerverifiedTrue

In the opening profile Kevin Johnson concludes "Be consistent and thorough with prospecting, regardless of the method you use, and use careful, timely follow-up".

Correct AnswerverifiedShow Answer

A center of influence is:

Correct AnswerverifiedShow Answer

If Carla keeps her eyes and ears open as she goes through her day as a salesperson, she is quite likely to discover lead-producing information.

Correct AnswerverifiedShow Answer

What is the term for the process when salespeople use criteria to determine which leads to pursue?

Correct Answerverifiedlead quali...View AnswerShow 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

Correct AnswerverifiedShow Answer

As discussed in "Lead Scoring Helped One Company Achieve Greater Success"what is the benefit of lead scoring?

Correct AnswerverifiedIt allows salespeopl...View AnswerShow Answer

"Can the lead be approached favorably?" refers to whether:

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

As Sondra concluded her sales interview with Burt she said, "I'm pleased you see the value of this new software for managing your inventory. Can you suggest some other small business owners who might like to see it?" Sondra is using the _____ method of prospecting.

Correct AnswerverifiedShow Answer

What is the fastest growing method for generating leads?

Correct Answerverifiedthrough th...View AnswerShow Answer

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

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

Correct AnswerverifiedShow Answer

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

A lead management system is:

Correct AnswerverifiedShow Answer

A salesperson at a trade show that is practicing adaptive selling might ask:

Correct AnswerverifiedShow Answer

The sales strategy of getting at least one additional lead from each person interviewed is called selling deeper.

Correct AnswerverifiedShow Answer

The primary purpose of Webinars is to:

Correct AnswerverifiedA

Correct Answer
verified
E

Correct Answer
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True

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lead quali...
View Answer

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

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Correct Answer
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It allows salespeopl...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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through th...
View Answer

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

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Correct Answer
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A