Aacsb analytical thinking accessibility keyboard

AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Remember
Kerin - Chapter 17 #75
Learning Objective: 17-03 Explain the stages in the personal selling process.
Level of Difficulty: 1 Easy
Topic: Prospects
76.
(p. 434)
The name of a person who may be a possible customer is referred to as a(n) __________.
A. A-lister
B. cold call
C. lead
D. prospect
E. qualified prospect
Text term definition - lead.
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Remember
Kerin - Chapter 17 #76
Learning Objective: 17-03 Explain the stages in the personal selling process.
Level of Difficulty: 1 Easy
Topic: Leads
77.
(p. 434)
The customer who wants or needs the product is referred to as a __________.
A. hot lead
B. cold call
C. lead
D. prospect
E. qualified prospect
Text term definition - prospect.
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Remember
Kerin - Chapter 17 #77
Learning Objective: 17-03 Explain the stages in the personal selling process.
Level of Difficulty: 1 Easy
Topic: Prospects

78.
(p. 434)
A __________ is an individual that wants a product, can afford to buy it, and is the decision
maker.
A. qualified prospect
B. customer
C. lead
D. prospect
E. gatekeeper
Text term definition - qualified prospect.
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Remember
Kerin - Chapter 17 #78
Learning Objective: 17-03 Explain the stages in the personal selling process.
Level of Difficulty: 1 Easy
Topic: Qualified Prospects
79.
(p. 434)
Which of the following statements describes the major difference between a prospect and a qualified
prospect?
A. Prospects are more likely than qualified prospects to become customers.
B. During the sales presentation, prospects are more likely to raise objections than qualified prospects.
C. There are generally more qualified prospects than prospects.
D.
Qualified prospects have not only the need or desire for your product, but also the ability and
authority to purchase it.
E. A qualified prospect has purchased your product in the past and a prospect has not.
A qualified prospect wants the product, is the decision maker, and has the ability to buy it whereas a
prospect is a customer who wants or needs the product.
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Understand
Kerin - Chapter 17 #79
Learning Objective: 17-03 Explain the stages in the personal selling process.
Level of Difficulty: 2 Medium
Topic: Qualified Prospects
80.
(p. 434)
Alice Faulkner is a professional salesperson. She earns her living by selling advertising for The New
York Times newspaper. In addition to selling advertising to her regular accounts, Alice is responsible
for generating new advertising accounts for the newspaper. In order to fulfill her responsibilities,
Faulkner works hard to make sure the potential customers she sells to are qualified prospects. To do
that, she should ensure that they
A. only have an interest in buying newspaper advertising and are not considering other media.