Question 1

Cold calls should not be used to introduce a new product or service.

Accepted Answer

A) True 
 B)False

Question 2

When you build value into your sales process,you increase the odds that the customer will give you a referral.

Accepted Answer

A) True 
 B)False

Question 3

A sales representative has contacted all companies in his territory in the target industry and is concerned that the territory may be saturated.
-How could the sales representative use CRM technology to pinpoint companies that might have more untapped buyers?

Accepted Answer

A)  Compare the names of the contacts for each company in the CRM to the names on the invoices paid by the companies.
B)  Run a pipeline report to see how many potential sales could close within the next 60 days.
C)  Run a pipeline report for this year and then one for the same month a year ago to compare numbers of prospects at each stage in the pipeline.
D)  Look at the task list to see if there are prospects to be called that salespeople have missed.
E)  Analyze sales reports in terms of company populations to find sales that are too small to be the entire company and may just be one department.F) A) and D)
G) A) and C)

Question 4

Which term best refers to a well-connected person who does not make the buying decision but has an impact on the person who does?

Accepted Answer

A)  gatekeeper
B)  referral
C)  prospect
D)  intermediary
E)  center of influenceF) A) and B)
G) A) and E)

Question 5

A sales representative has contacted all companies in his territory in the target industry and is concerned that the territory may be saturated.
-What should the salesperson most likely do to identify new prospects in the same territory and industry?

Accepted Answer

A)  Contact people in different departments of current client companies.
B)  Use the firm's Website to develop a global contact network.
C)  Develop an elevator pitch for an educational seminar.
D)  Write an article for a national trade publication.
E)  Network with support staff at a competing firm.F) D) and E)
G) All of the above

Question 6

Which term refers to a salesperson's brief,cold call opener that summarizes the salesperson's product and company?

Accepted Answer

A)  elevator presentation
B)  sales dashboard
C)  pipeline speech
D)  qualifying remarks
E)  sales blogF) B) and D)
G) C) and D)

Question 7

The responsibility for entering customer information and contact records into the CRM database usually belongs to the:

Accepted Answer

A)  customer
B)  office manager
C)  data entry clerk
D)  sales manager
E)  salespersonF) C) and D)
G) B) and D)

Question 8

The procedure used to obtain names of potential prospects from current prospects and customers is called ________.

Accepted Answer

The answer of The procedure used to obtain names of...

Question 9

In most selling situations,prospecting begins with a study of the market for your product or service.

Accepted Answer

A) True 
 B)False

Question 10

Which publication would most likely provide a salesperson with detailed information on the citizens of a specific community?

Accepted Answer

A)  Middle Market Directory
B)  Thomas Register of American Manufacturers
C)  Polk City Directory
D)  Standard and Poor's Corporation Records Service
E)  Encyclopedia of AssociationsF) A) and B)
G) A) and E)

Question 11

A salesperson with sales intelligence will most likely be able to create value for a prospect by having an understanding of the:

Accepted Answer

A)  software analytics of the firm
B)  product or service being sold
C)  culture and vision of the prospect's firm
D)  social and business background of the prospect
E)  special discounts available from the prospect's firmF) A) and B)
G) B) and C)

Question 12

Marco,a salesperson,prospects for new customers almost constantly but still has problems meeting his sales goals.Marco has consulted with his sales manager,who notices that once Marco has a meeting with a decision maker,Marco typically closes the sale.
-Marco asks his manager to listen in while he makes calls one day to help him figure out what he could be doing better.The manager concludes that Marco is doing an excellent job of building rapport but is not qualifying prospects as he talks to them.The manager suggests that Marco spend less time talking about the prospect's personal details and:

Accepted Answer

A)  more time talking about the features of the product
B)  focus on non-verbal ways to build rapport with the prospect,such as making active listening noises
C)  keep a list of qualifying questions in front of him so he makes sure to ask each one of them during the call
D)  practice his elevator pitch so he can help the prospect understand the product more quickly,since they do not have time on the phone to do a long pitch
E)  instead,talk about himself so the prospect will be able to trust him more easilyF) None of the above
G) C) and D)

Question 13

The "endless chain" prospecting technique is easy to use because it fits naturally into most sales presentations.

Accepted Answer

A) True 
 B)False

Question 14

Marco,a salesperson,prospects for new customers almost constantly but still has problems meeting his sales goals.Marco has consulted with his sales manager,who notices that once Marco has a meeting with a decision maker,Marco typically closes the sale.
-What could Marco most likely focus on to better meet his goals?

Accepted Answer

A)  more prospecting to make sure he has a steady supply of potential new customers to present the product to
B)  qualifying prospects to make sure that they have the desire and decision-making authority to make a purchase
C)  presenting to the prospect using a stronger emotional appeal and less logic
D)  presenting benefits to the prospect instead of features,and making sure the benefits are as specific as possible
E)  working with a more seasoned salesperson from his company to learn techniques for finding more prospects in less timeF) All of the above
G) A) and E)

Question 15

Charles Lin has just been hired by Frederick Company to replace a sales representative who is retiring after 40 years with the company.The older representative is training Charles on procedures and customers in his territory for three weeks before he retires,and Charles knows this is a huge opportunity to learn about the prospect base.When Charles asks which CRM system the company uses,the older representative says,"Everyone else here uses some computer program called Salesforce,but I won't touch it.I know my customers like the back of my hand! I never needed to write anything down."
Charles is concerned.He used Salesforce in college and knows how vital it is to have customer information,sales records,preferences,and conversations recorded.He talks to the sales manager,who tells him the representative's sales were decent,and all his invoices came in,so they left him alone and never forced him to use the CRM system.
-What should Charles most likely do?

Accepted Answer

A)  He should quit the job because he cannot succeed in a territory that is disorganized and about which he has little information.
B)  He should ask the manager for a list of orphaned customers and their contact information to develop potential referrals.
C)  He should start fresh by developing his own prospect base and forget about the retiring representative's customers.
D)  He should piece together his prospect base by asking the retiring representative for information and matching that information up with invoices from the billing department.
E)  He should ask the other sales representatives in the department to each give him three or four of their prospects so that he can start to put together a prospect base.F) C) and E)
G) A) and D)

Question 16

When a salesperson asks a customer to prepare a note or letter of introduction that can be delivered to the potential customer,this person is using which prospecting method?

Accepted Answer

A)  networking
B)  mail inquiry
C)  cold canvass
D)  referral
E)  trade showF) A) and B)
G) C) and E)

Question 17

A sales manager runs what she calls "an all-out blitz" with her department to focus on closing sales in the last month of the third quarter.Her department exceeded its quota by 20%.The strategy involved a focus on closing as many pending sales as possible and moving customers in the evaluation stage to the buying stage.
During the fourth quarter,the team closed fewer sales than in the third quarter and only generated 50% of the amount that was made in the third quarter.
-What critical error did the sales manager most likely make in the all-out blitz month?

Accepted Answer

A)  She focused on sales and forgot about modeling ethical behavior for her team.
B)  She pushed the product too strongly and lost focus on the customers' needs.
C)  She relied on the excitement of a sales promotion instead of focusing on personal selling.
D)  She incorrectly calculated commissions relative to sales for her team members.
E)  She failed to look at pipeline analytics and notice the lack of prospects in the pipeline.F) A) and B)
G) A) and C)

Question 18

Grackin Corporation is expanding into a new territory in which they are not as well-known as they are in their current territories.As part of this new push,the sales director decides to use a strategy that involves making aggressive cold-calls and hosting frequent educational seminars.
-Because cold calling does not immediately result in a high level of closed sales,some companies feel that it is worthless.However,when done correctly-by researching the prospect and keeping the call bright and focused-it can be a(n) :

Accepted Answer

A)  tool for making a quick transactional sale
B)  strategy for qualifying prospects with an elevator pitch
C)  way to introduce the prospect to the sales representative
D)  risk-free way to build rapport with a new prospect
E)  method of closing sales that have been pendingF) None of the above
G) All of the above

Question 19

Which one of the following is a guideline for effective networking?

Accepted Answer

A)  Limit the number of people you meet in a given setting.
B)  When you meet someone,tell the person what you do.
C)  Follow up on every contact you meet.
D)  Always conduct business while networking.
E)  Only offer a business card if the other person asks for it.F) None of the above
G) C) and E)

Question 20

To increase the odds that customers will give referrals,a salesperson should most likely:

Accepted Answer

A)  build value into the sales process
B)  offer free products or discounts for referrals
C)  motivate buyers through time pressure
D)  provide a rational buying motive
E)  ask sales managers for permission to cut pricesF) None of the above
G) All of the above

Exam 9: Developing and Qualifying Prospects and Accounts

To increase the odds that customers will give referrals,a salesperson should most likely:

Correct Answer
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Correct Answer
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Correct Answer
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Which publication would most likely provide a salesperson with detailed information on the citizens of a specific community?

Correct Answer
verified

The "endless chain" prospecting technique is easy to use because it fits naturally into most sales presentations.

Correct Answer
verified

When you build value into your sales process,you increase the odds that the customer will give you a referral.

Correct Answer
verified

Which one of the following is a guideline for effective networking?

Correct Answer
verified

Which term best refers to a well-connected person who does not make the buying decision but has an impact on the person who does?

Correct Answer
verified

The procedure used to obtain names of potential prospects from current prospects and customers is called ________.

Correct Answer
verified

Correct Answer
verified

Which term refers to a salesperson's brief,cold call opener that summarizes the salesperson's product and company?

Correct Answer
verified

Cold calls should not be used to introduce a new product or service.

Correct Answer
verified

When a salesperson asks a customer to prepare a note or letter of introduction that can be delivered to the potential customer,this person is using which prospecting method?

Correct Answer
verified

Correct Answer
verified

A salesperson with sales intelligence will most likely be able to create value for a prospect by having an understanding of the:

Correct Answer
verified

The responsibility for entering customer information and contact records into the CRM database usually belongs to the:

Correct Answer
verified

A sales representative has contacted all companies in his territory in the target industry and is concerned that the territory may be saturated. -What should the salesperson most likely do to identify new prospects in the same territory and industry?

Correct Answer
verified

In most selling situations,prospecting begins with a study of the market for your product or service.

Correct Answer
verified

A sales representative has contacted all companies in his territory in the target industry and is concerned that the territory may be saturated. -How could the sales representative use CRM technology to pinpoint companies that might have more untapped buyers?

Correct Answer
verified

Correct Answer
verified

Exam 9: Developing and Qualifying Prospects and Accounts

To increase the odds that customers will give referrals,a salesperson should most likely:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which publication would most likely provide a salesperson with detailed information on the citizens of a specific community?

Correct AnswerverifiedShow Answer

The "endless chain" prospecting technique is easy to use because it fits naturally into most sales presentations.

Correct AnswerverifiedShow Answer

When you build value into your sales process,you increase the odds that the customer will give you a referral.

Correct AnswerverifiedShow Answer

Which one of the following is a guideline for effective networking?

Correct AnswerverifiedShow Answer

Which term best refers to a well-connected person who does not make the buying decision but has an impact on the person who does?

Correct AnswerverifiedShow Answer

The procedure used to obtain names of potential prospects from current prospects and customers is called ________.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which term refers to a salesperson's brief,cold call opener that summarizes the salesperson's product and company?

Correct AnswerverifiedShow Answer

Cold calls should not be used to introduce a new product or service.

Correct AnswerverifiedShow Answer

When a salesperson asks a customer to prepare a note or letter of introduction that can be delivered to the potential customer,this person is using which prospecting method?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

A salesperson with sales intelligence will most likely be able to create value for a prospect by having an understanding of the:

Correct AnswerverifiedShow Answer

The responsibility for entering customer information and contact records into the CRM database usually belongs to the:

Correct AnswerverifiedShow Answer

A sales representative has contacted all companies in his territory in the target industry and is concerned that the territory may be saturated. -What should the salesperson most likely do to identify new prospects in the same territory and industry?

Correct AnswerverifiedShow Answer

In most selling situations,prospecting begins with a study of the market for your product or service.

Correct AnswerverifiedShow Answer

A sales representative has contacted all companies in his territory in the target industry and is concerned that the territory may be saturated. -How could the sales representative use CRM technology to pinpoint companies that might have more untapped buyers?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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