Question 1 0.5 out of 0.5 points _____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction. Selected Answer: c. Sales process Answers: a. Sales presentation b. Referral cycle c. Sales process d. Networking cycle e. Prospecting process Question 2 0.5 out of 0.5 points
A prospect is: Selected Answer: c. a qualified buyer of your good or service. Answers: a. a person or an organization called as a suspect. b. also termed as a lead. c. a qualified buyer of your good or service. d. a qualified seller of your good or service. e. a person who helps getting appointments. Question 3 0.5 out of 0.5 points James is 16 years old and has recently moved to the suburbs. He is trying to earn money to buy a car by operating a dog-walking service. He is going house-to-house and knocking on the door of every individual who lives within a six-block radius of his house. James is using the _____ method of prospecting. Selected Answer: d. cold canvass
Answers: a. public demonstration b. center of influence c. referral d. cold canvass e. endless chain Question 4 0.5 out of 0.5 points The two best sources of future sales are: Selected Answer: a. customers and customer referrals. Answers: a. customers and customer referrals. b. colleagues and centers of influence.
c. customers and e-prospects d. sales lead clubs and referrals. e. orphaned customers and current customers. Question 5 0.5 out of 0.5 points A salesperson who uses the endless referral chain method of prospecting: Selected Answer: e. should spend time building relationships with customers to get future referrals. Answers: a. will not leave a customer's place of business until he/she has at least two referrals. b. always asks the customer to set up the appointment with the referred customer. c. asks customers to be a part of sales lead clubs.
d. gets their referrals mostly from orphaned customers. e. should spend time building relationships with customers to get future referrals. Question 6 0.5 out of 0.5 points The members of a lales lead club: d. belong to noncompetitive fields. Answer s: a. use the club primarily for socialization. b. sell products of the same category. c. sell competitive products. d. belong to noncompetitive fields. e. sell within the same industry. Question 7
0.5 out of 0.5 points In order to serve more pet owners, East Rome Boarding Kennel seeks the assistance of area veterinarians in identifying people who are likely to need its services. This is an example of the _____ method of prospecting. d.
- Spring '14
- Sales, Daniella