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| 1 | |
Jennette is trying to locate businesses in her territory she has not called upon. Jennette is: |
| | A) | leading. |
| | B) | prospecting. |
| | C) | scoping. |
| | D) | precalling. |
| | E) | probing. |
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| 2 | |
Salespeople continuously prospect because: |
| | A) | clients may switch to competing suppliers. |
| | B) | buyers may be transferred to other jobs within their firms. |
| | C) | client firms may be taken over by other firms. |
| | D) | some current customers may go bankrupt. |
| | E) | all of the above are good reasons for prospecting. |
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| 3 | |
Which of the following is one of the questions a salesperson will answer when determining whether a lead is a qualified prospect? |
| | A) | "Does the lead have the ability to pay?" |
| | B) | "Is the lead eligible to buy?" |
| | C) | "Does the lead have the authority to buy?" |
| | D) | "Can the lead be approached favorably?" |
| | E) | All of the above |
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| 4 | |
A building materials salesperson who is only allowed to sell to drywall contractors in a state, even though general contractors in the area also buy drywall, is working in a(n): |
| | A) | selectively distributed sales area. |
| | B) | exclusive sales territory. |
| | C) | tying arrangement. |
| | D) | non-reciprocal selling arrangement. |
| | E) | major-accounts-only sales territory. |
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| 5 | |
Adam asks his customer, Bonnie, whether Greg, her neighbor might be interested in the home security system she was selling. Adam is using the___________ method. |
| | A) | introductory prospect |
| | B) | inbound lead |
| | C) | qualified prospect |
| | D) | endless chain |
| | E) | listed lead |
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| 6 | |
Sales people sometimes find small, informal groups of people in similar positions with different companies, who meet and communicate regularly. For a sales person, these groups represent a potential: |
| | A) | buying community. |
| | B) | budgeting panel. |
| | C) | borrowing bureau. |
| | D) | bounce-back barricade. |
| | E) | better business bureau. |
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| 7 | |
A package of postcards from a number of different firms sent as a group that allow recipients to fill in their names and addresses to request more information about the products advertised is a: |
| | A) | drop shipping mailing. |
| | B) | lead qualifier pack. |
| | C) | bounce-back bundle. |
| | D) | house of cards mailing. |
| | E) | postcard pack. |
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| 8 | |
NAICS means: |
| | A) | North American inventory center system. |
| | B) | North American inbound call system. |
| | C) | North American industry community standard. |
| | D) | North American industry classification system. |
| | E) | none of the above. |
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| 9 | |
Data mining by salespeople means: |
| | A) | digging deep into their client lists and determining who are the most valuable customers. |
| | B) | assessing the cost of lists of prospects. |
| | C) | using statistical methods to learn more from existing data. |
| | D) | collecting primary data to be assessed by corporate computer systems. |
| | E) | digging for gold in the company's data mines. |
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| 10 | |
Rebecca has been given sample magazines and order forms, and been instructed to start knocking on doors to see if she can find someone who is interested in buying a subscription. Rebecca is engaged in: |
| | A) | lead qualification. |
| | B) | the endless-chain method of prospecting. |
| | C) | personalized telemarketing. |
| | D) | bounce-back prospecting. |
| | E) | cold calling. |
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| 11 | |
Which of the following statements about telemarketing is true? |
| | A) | Telemarketing is often used with spotters. |
| | B) | Personnel who work in an inbound telemarketing center spend most of their time calling people who might be leads and trying to qualify them as prospects. |
| | C) | Telemarketing is actually a form of the endless-chain method of prospecting. |
| | D) | Firms are increasingly relying on salespeople to perform many functions that telemarketers used to perform. |
| | E) | Outbound telemarketing is used to generate and then qualify leads. |
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| 12 | |
When writing a sales letter, The _________________ should grab the reader's attention. |
| | A) | envelope |
| | B) | closing |
| | C) | salutation |
| | D) | body of the letter |
| | E) | first paragraph |
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