When prospecting, salespeople must first identify potential customers and then
Sales II 2.01

Quiz
•
Business
•
9th - 12th Grade
•
Medium
T Richardson
Used 1+ times
FREE Resource
10 questions
Show all answers
1.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
telephone each lead.
call on all prospects.
qualify their leads.
construct a prospect list.
2.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
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
3.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
A person or business with the potential to purchase a good, service, or idea is called a
lead.
prospect.
buyer.
customer.
4.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
The degree to which salespeople prospect varies based on several factors including the
salesperson's preference.
number of referrals.
prospects' locations.
product's price.
5.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Extensive prospecting for potential customers is usually necessary if your product is
sold in a retail setting.
low priced.
tangible.
high priced.
6.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
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
7.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
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
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