Ingram Chapter 5-8.docx - Ingram Chapter 5-8 Ingram 5 1 A lead that meets or exceeds the screening criteria set by the salesperson\u2019s company is called

Ingram Chapter 5-8.docx - Ingram Chapter 5-8 Ingram 5 1 A...

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Ingram Chapter 5 -8Ingram 5 1.A lead that meets or exceeds the screening criteria set by the salesperson’s company iscalled __________. A. a certified sales lead (CSL)B. a qualified prospectC. a referral D. a suspectE. funnel fodder 2.Ingram and his co-authors define __________ as 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. 3.A true prospect has __________ the product or service that the salesperson is selling. 4.Ingram and his co-authors describe __________ as “a very inefficient prospecting method.” 5. Ingram and his co-authors say that __________ “can be found everywhere and can help in getting valuable information about prospects.”
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A. trade showsB. corporate spiesC. centers of influenceD. noncompeting salespeopleE. company records 6.Ingram and his co-authors briefly describe __________, which is a group that brings salespeople together for the purpose of exchanging information about prospects. A member will share leads with other salespeople whose products don’t compete with his or hers, and will receive some in return. The organization has several chapters in the Lexington area. Of the prospecting methods that the authors present, this most closely resembles a __________ method. 7.A salesperson who engages in strategic prospecting will construct a strategic prospecting plan. According to Ingram and his co-authors, a strategic prospecting plan includes which of the following elements?
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