Question 1

The part of the strategic processing plan necessary for effectively evaluating the relative success of the plan is referred to as the ________ system.

Accepted Answer

The answer of The part of the strategic processing plan...

Question 2

_______________ are events where companies purchase space and set up booths that clearly identify each company and its offerings, and that are staffed with salespeople who demonstrate the products and answer questions.

Accepted Answer

The answer of _______________ are events where companies purchase space...

Question 3

The two broad categories of published sources for leads described in the text include directories and ________________________.

Accepted Answer

The answer of The two broad categories of published sources...

Question 4

A _________ is a name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.

Accepted Answer

The answer of A _________ is a name of a...

Question 5

The salespersons plan for gathering qualified prospects is referred to as a _______________________.

Accepted Answer

The answer of The salespersons plan for gathering qualified prospects...

Question 6

Organizations or individuals who might potentially purchase the product or service a salesperson offers are called ______________.

Accepted Answer

The answer of Organizations or individuals who might potentially purchase...

Question 7

_____________is a graphical representation of the trust-based sales process and the strategic sales prospecting process in the form of a funnel.

Accepted Answer

The answer of _____________is a graphical representation of the trust-based...

Question 8

A _____________________is an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision.

Accepted Answer

The answer of A _____________________is an individual or organization that...

Question 9

_______________telemarketing is a source of locating prospects whereby the prospect calls the company to get information.

Accepted Answer

The answer of _______________telemarketing is a source of locating prospects...

Question 10

Susan is a well-known influential person who is able to help salespeople prospect and gain leads. In this context, Susan is referred to as a __________________.

Accepted Answer

The answer of Susan is a well-known influential person who...

Question 11

The most effective salespeople set prospecting priorities

Accepted Answer

Effective salespeople prioritize their prospecting efforts based on factors such as potential customer value, likelihood of purchase, and fit with their product or service. By focusing on the most promising prospects, they are able to use their time and resources more effectively and increase their chances of making successful sales.

Question 12

The focal point or objective of an effective strategic prospecting plan should be the ___________ stating the number of qualified prospect to be generated.

Accepted Answer

The answer of The focal point or objective of an...

Question 13

_______________refers to contacting the sales lead unannounced and with little or no information about the lead.

Accepted Answer

The answer of _______________refers to contacting the sales lead unannounced...

Question 14

________________salespeople refers to a salesperson selling noncompeting products.

Accepted Answer

The answer of ________________salespeople refers to a salesperson selling noncompeting...

Question 15

______________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.

Accepted Answer

The answer of ______________is a process designed to identify, qualify,...

Question 16

The characteristics of a firm's best customers or the perfect customer are referred to as the __________customer profile.

Accepted Answer

The answer of The characteristics of a firm's best customers...

Question 17

_______________telemarketing is a source of locating prospects whereby the salesperson contacts the prospect by telephone.

Accepted Answer

The answer of _______________telemarketing is a source of locating prospects...

Question 18

____________ is a variation of the referral where, in addition to requesting the names of prospects, the salesperson asks the prospect or customer to prepare a note or letter of introduction that can be sent to the potential customer.

Accepted Answer

The answer of ____________ is a variation of the referral...

Question 19

The sales person's act of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate for making a sale is called _________________ the sales lead.

Accepted Answer

The answer of The sales person's act of searching out,...

Question 20

______________in any organization screen their bosses' calls and sometimes are curt and even rude.

Accepted Answer

The answer of ______________in any organization screen their bosses' calls...

Quiz 5: Strategic Prospecting and Preparing for Sales Dialogue

The part of the strategic processing plan necessary for effectively evaluating the relative success of the plan is referred to as the ________ system.

_______________ are events where companies purchase space and set up booths that clearly identify each company and its offerings, and that are staffed with salespeople who demonstrate the products and answer questions.

The two broad categories of published sources for leads described in the text include directories and ________________________.

A _________ is a name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.

The salespersons plan for gathering qualified prospects is referred to as a _______________________.

Organizations or individuals who might potentially purchase the product or service a salesperson offers are called ______________.

_____________is a graphical representation of the trust-based sales process and the strategic sales prospecting process in the form of a funnel.

A _____________________is an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision.

_______________telemarketing is a source of locating prospects whereby the prospect calls the company to get information.

Susan is a well-known influential person who is able to help salespeople prospect and gain leads. In this context, Susan is referred to as a __________________.

The most effective salespeople set prospecting priorities

The focal point or objective of an effective strategic prospecting plan should be the ___________ stating the number of qualified prospect to be generated.

_______________refers to contacting the sales lead unannounced and with little or no information about the lead.

________________salespeople refers to a salesperson selling noncompeting products.

______________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.

The characteristics of a firm's best customers or the perfect customer are referred to as the __________customer profile.

_______________telemarketing is a source of locating prospects whereby the salesperson contacts the prospect by telephone.

____________ is a variation of the referral where, in addition to requesting the names of prospects, the salesperson asks the prospect or customer to prepare a note or letter of introduction that can be sent to the potential customer.

The sales person's act of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate for making a sale is called _________________ the sales lead.

______________in any organization screen their bosses' calls and sometimes are curt and even rude.