Sales II 2.01

When prospecting, salespeople must first identify potential customers and then

• telephone each lead.

• call on all prospects.

• qualify their leads.

• construct a prospect list.

A life-insurance salesperson has sold a policy to a client and obtained from the client the names of two friends who might want insurance. What method of prospecting is taking place?

• Center of influence

• Group

• Bird dog

• Endless chain

A person or business with the potential to purchase a good, service, or idea is called a

• lead.

• prospect.

• buyer.

•   customer.

The degree to which salespeople prospect varies based on several factors including the

•   salesperson's preference.

•   number of referrals.

•   prospects' locations.

•   product's price.

Extensive prospecting for potential customers is usually necessary if your product is

•   sold in a retail setting.

•   low priced.

•   tangible.

•   high priced.

A salesperson asks a dominant member of a group to use or endorse her/his products. What prospecting method is the salesperson using?

•   Endless chain

•   Center of influence

•   Personal observation

•   Bird dog

Which of the following is an example of promotion that can be used to generate prospects:

•   Employing bird dogs to identify prospects

•   Qualifying leads

•   Participating in industry-sponsored trade shows

•   Making cold calls

Jack is a salesperson who uses his spare time to make unannounced visits to businesses that might have an interest in the products he sells. When Jack does this, he is

•   making a cold call.

•   qualifying leads.

•   wasting his time.

•   using a bird dog.

The form of prospecting that can be used by all salespeople is

•   personal observation.

•   center of influence.

•   referral.

•   endless chain.

Prospecting is a sales technique that should be practiced

•   when sales are low.

•   only by beginning salespeople.

•   on an ongoing basis.

•   when other techniques don't work.