Question 1

Which of the following is not considered a medium for social sales technology?

Accepted Answer

The App Store is not considered a medium for social sales technology as it is a platform for distributing mobile applications and not a social media platform. Twitter, LinkedIn, Facebook, and YouTube, on the other hand, are popular social media platforms used for social sales technology.

Question 2

Which of the following prospecting methods is the toughest prospecting method for a salesperson to use?

Accepted Answer

Cold canvassing involves approaching completely unknown prospects without any prior introduction or lead. This method can be challenging for salespeople as they may face rejection, lack of interest, or difficulties in reaching decision-makers. Direct mail, observation, public demonstration or exhibitions, and centre of influence methods are relatively less daunting as they involve either targeting a specific audience or leveraging existing contacts.

Question 3

The textbook suggests that the presentation stage is known by different names, depending on the industry.Which of the following is not a suggested name for the presentation stage?

Accepted Answer

The textbook suggests that the presentation stage is known as a meeting, appointment, interview, or presentation depending on the industry. However, gathering is not a commonly used term to refer to this stage.

Question 4

Which of the following may not be done on CRM software?

Accepted Answer

CRM software typically focuses on tasks related to customer relationship management such as lead generation, contact management, data integration and learning, and lead scoring. Architecture management is not a typical feature of CRM software.

Question 5

The owner of Tekna, a manufacturer of variable-speed saws and routers, is planning on having a booth at the Halifax Woodworking Trade Fair.He asks you for tips as he regards you as an expert in the area of sales and trade shows.Which of the following is NOT likely to be advice you would provide?

Accepted Answer

This advice is not likely to be given as it goes against the best practices of trade shows. It is considered unethical to contact buyers before the trade show as it can be seen as poaching by other exhibitors and can damage the reputation of the company. It is better to wait until the trade show to make contact with potential buyers.

Question 6

A firm that is involved in purchasing a list of potential contacts, including their emails, is most likely involved in which prospecting method?

Accepted Answer

Prospecting on the web involves using online resources to identify and reach out to potential customers. Purchasing a list of potential contacts, including their emails, is a common method used in prospecting on the web.

Question 7

Which of the following best characterizes the term "parallel referral sale?"

Accepted Answer

A parallel referral sale is a method of selling where the salesperson makes a sale and then immediately asks for referrals from that customer. This technique allows for the salesperson to gain multiple leads from one customer, leading to a more efficient and effective sales process.

Question 8

What are Scott's Canadian Business Directory and 411.ca examples of?

Accepted Answer

Scott's Canadian Business Directory and 411.ca are both sources of prospecting lists and directories, providing contact information for businesses and individuals in Canada.

Question 9

The textbook identifies several barriers that may prevent customers from providing a salesperson with referrals.Which of the following are NOT identified as barriers?

Accepted Answer

The textbook identifies several barriers that may prevent customers from providing a salesperson with referrals, but being too good at the job is not one of them.

Question 10

Last night while she was eating dinner, Laura received a phone call from a salesperson who wanted to know if she would be interested in buying life insurance for her family.Which of the following best describes the prospecting technique being used on Laura?

Accepted Answer

The salesperson is using telemarketing by calling individuals to try and sell them a product, in this case, life insurance.

Question 11

Carlos took his sports car to his trusted mechanic for a regular maintenance service.The mechanic recommended that Carlos approach Tire Are Us to replace two front tires on his sports car.Which of the following prospecting methods best describes this scenario?

Accepted Answer

The answer of Carlos took his sports car to his...

Question 12

Which of the following best identifies the main sources for a prospect pool?

Accepted Answer

Leads, referrals, orphans, and your customers are common sources for building a prospect pool, as they provide a mix of new potential clients and existing relationships to leverage.

Question 13

Andrew's client is already aware of the products and services his company carries; therefore, his client has directly reached out to Andrew via online chat and has asked him to provide more information on a particular product.In this scenario, which method of prospecting is being used?

Accepted Answer

The answer of Andrew's client is already aware of the...

Question 14

Christina loves talking about her sales experiences in her blog.She usually has engaging followers and she enjoys getting into debates with them.Without even realizing, Christina is using which method of prospecting?

Accepted Answer

Getting published is a method of prospecting where you write articles or blog posts that are relevant to your target audience. This helps you to establish yourself as an expert in your field and to attract potential customers.

Question 15

The textbook identifies several prospecting criteria.Which of the following is NOT identified by the authors of the textbook as one of those criteria?

Accepted Answer

The authors of the textbook do not recommend copying a salesperson's prospecting method from a competitive firm without first evaluating its effectiveness and adapting it to your own firm's needs. The other options listed are all identified as prospecting criteria in the textbook.

Question 16

Rita sells insurance for home owners and renters.Every weekend she goes out looking for moving vans and people unloading U-Haul trucks.She writes down the addresses of those who seem to be moving in.Every Monday she calls the list she gathered during the weekend and asks if they are interested in insurance.What method of prospecting is Rita using?

Accepted Answer

Rita is using observation by actively seeking out people who appear to be moving in and recording their addresses for follow-up calls.

Question 17

In cases where there are a large number of prospects for a product dispersed over a large geographical area, a salesperson should consider using which of the following approaches?

Accepted Answer

Direct-mail prospecting allows the salesperson to reach a large number of prospects through mail without the need for face-to-face interactions, making it a convenient option for large geographical areas. Other prospecting approaches listed may require more time, resources, or personal connections.

Question 18

Ricardo is a realtor in Edmonton.On Sunday afternoons, he often drives around Edmonton looking for homes for sale by owners.Monday morning he calls those home owners who are trying to sell their own homes and offers his services.What method of prospecting is Ricardo using?

Accepted Answer

Ricardo is using observation as he is driving around and visually identifying homes for sale by owners.

Question 19

In order to enlarge its prospect list, Doggy Heaven Kennel seeks the assistance of area veterinarians in identifying people who are likely to need its services.What term best describes the role the veterinarians play in this scenario?

Accepted Answer

Veterinarians act as a "centre of influence" because they have the ability to influence potential customers due to their expertise and relationship with pet owners, making them valuable in identifying prospects for Doggy Heaven Kennel.

Question 20

Patricia is analyzing customer interaction data gathered from her company's website to better understand the customers' needs and use the information in her sales process.Patricia is involved in:

Accepted Answer

Patricia is engaging in social listening, which involves monitoring and analyzing customer interactions on social media and other online channels to gain insights into their needs and preferences. This information can then be used to tailor sales and marketing efforts to better meet the needs of the customer.

Quiz 6: Prospecting the Lifeblood of Selling