Entrepreneurial selling skills

___________ is the lifeblood of sales because it identifies potential customers.

• customer mapping

• prospects

• the pre approach

• data mining

The process of qualifying prospects includes answering all of the following questions. EXCEPT?

• does the prospect have a need for my product?

• can the prospect make the buying decision?

• is this the senior executive?

• can the prospect pay for the purchase?

To the salesperson, referrals are....

• pre-qualified customers

• competitor's customers

• suspects

• recommended by others

The two best sources of future sales are:

• customers and customer's referrals

• colleagues and centers of influence

• customers and center of influence

• sales lead clubs and referrals

Which of the following questions in NOT a question for a sales person to ask of himself or herself to determine if a lead is actually a qualifies prospects?

• does the prospects have the time to buy?

• does the prospects have money to buy?

• does the prospect have the desire to buy?

• does the prospect have the authority to buy?

Which are the following is a true statement regarding prospecting?

• personal observation is an unlikely prospecting technique.

• cold calling prospecting is a systematic approach to identify prospects.

• salespeople cannot afford to spent time calling on persons who are not legitimate prospects.

• salespeople should not use friends as a sources of prospects.

The two reasons why a salesperson must constantly look for new prospects are to replace customers lost over time and to....

• fill-in otherwise unproductive part of the day

• gain additional sales presentation experience.

• prevent current customers buying from someone else

• increase sales

There are three types of prospects, except..

• hottest

• cold

• warm

• winner

qualified prospect who are ready to buy is called:

• cold prospects

• warm prospects

• future prospects

• hot prospect

unqualified prospects who may engage with your content and brand, but are unlikely to buy...

• warm prospects

• hot prospects

• cold prospects

• new prospects