Assignment Concept Check Quiz

Assignment: Chapter 5: Concept Check Quiz 1. Which of the following is considered critical to success in selling? • Self-confidence 2. It is important for salespeople to _____ while waiting to see buyers. • strike up conversations with other sales representatives 3. Pete is a salesperson who relies on other salespeople and professionals who work near his organization to help him identify potential customers. Pete relies on _____ as a method for prospecting. • Networking 4. Which of the following is used by firms to generate leads and provide information to prospective customers by inviting them through direct mail, word of mouth, or advertising on local television and radio? • Seminars 5. From a salesperson's perspective, which of the following is an advantage of obtaining specific information about the selling situation? • It helps the salesperson understand all aspects of a prospect's buying process. 6. In recent years, which of the following has gained popularity as a valuable information source for salespeople? • Social media 7. Which of the following is true of the most productive salespeople? • They pursue the best sales opportunities and translate a larger percentage of these opportunities into actual sales. 8. Which of the following examines the purchasing behavior of existing customers? • Company records 9. The final step in the strategic prospecting process is: • Planning the sales dialogue. 10. _____ is a process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers. • Strategic prospecting 11. Jillian, a salesperson, is known to always pursue the best sales opportunities. Most people in her organization believe that Jillian's success is a result of a strategic prospecting plan. Which of the following statements supports this belief? • She sets aside three hours every week for identifying and qualifying sales opportunities. 12. Which of the following can be used by companies and salespeople to stimulate interest in products and provide leads? • Trade shows 13. Which of the following prospecting methods involves using a phone number (usually a toll-free number) that prospects or customers can call for information? • Inbound telemarketing 14. Which of the following is true of sales opportunities for salespeople? • Larger organizations typically represent better sales opportunities than smaller ones. 15. Robert is a salesperson. He ensures that he remembers his customer's name, title, and contact information before meeting him or her. Robert does this to: • establish rapport with the customer. 16. It is important for most salespeople to spend time prospecting because: • it is likely that they will lose some customers over time. 17. When a salesperson has been introduced to a sales lead by another customer, that salesperson has been provided a(n) _____. • Referral 18. Sarah is a salesperson who prefers calling or meeting her sales leads without any prior knowledge about them or their companies. In this scenario, which of the following methods of sales prospecting does Sarah prefer using? • Cold canvassing 19. Which of the following is an advantage of having basic information about a prospect? • It helps the salesperson understand the prospect from a personal perspective. 20. Kate is a salesperson for an automobile company. Kate believes that the best way for her potential and existing customers to know about her company's products is by seeing the products in person. Given this information, which of the following would most likely be the best method of prospecting for Kate? • Trade shows