center of influence Answer s: a. cold canvass b. group c. public exhibition d. center of influence e. endless chain Question 8 0.5 out of 0.5 points In cases where there are a large number of prospects for a product, a salesperson should consider using: Selected a.
Answers: direct-mail prospecting Answers: a. direct-mail prospecting b. center of influence prospecting. c. funneling d. endless chain prospecting Question 9 0.5 out of 0.5 points Elias does home repairs. On Sunday afternoons, he often drives in the community in which he lives looking for homes that need minor repairs and/or painting. Monday morning he calls those homeowners and offers his services. Elias is using the _____ method of prospecting. Selected Answers: a. observatio n Answers: a. observatio n b.
preapproa ch c. networkin g d. endless chain Question 10 0.5 out of 0.5 points Pete recently installed computers at Kreeger Industries. He recommended that the office manager call his friend Joy over at Computer Services to hire instructors to teach Kreeger's employees how to use the computers. This is an example of the _____ method of prospecting. d. networkin g Answer s: a. observatio n b. preapproa ch c. endless
chain d. networkin g During the _____ stage, the salesperson plans the sales presentation. Selected Answers: a. preappro ach Answers: a. preappro ach b. trial close c. follow-up d. approach Question 2 0.5 out of 0.5 points When Lev Ascher first started selling software products to Greek businesses, he was told that the market for computer technology was slow. He began by visiting Web sites of leading
companies in the nation, and noting ways the sites could be made more user-friendly and faster. When he visited the Commercial Bank of Greece, he explained to them how it could create useful downloadable pages and create faster access for customers on-line. He explained how his product along with another competitor's hardware could help solve the problem. Ascher was demonstrating _____ selling. d. consultati ve Answer s: a. assumptiv e b. transactio nal c. collaborat ive d. consultati ve Question 3 0 out of 0.5 points Gwendolyn sells store fixtures such as clothing racks, wall shelving, and storage units. She has developed a plan for a new retailer in which she predicted profit as well as return on investment if the prospect purchased her company's line of store fixtures. This information is most likely to be mentioned in the _____ developed by her. Selected d.
Answer: customer profile Answers: a.
- Spring '14
- Sales, sales manager