Digging for Sales LAP Quiz

When prospecting, salespeople must first identify potential customers and then

 

•   construct a prospect list.

•   call on all prospects.

• telephone each lead.

• qualify their leads.

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

 

• customer.

•   lead.

• prospect.

•   buyer.

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

 

•   salesperson's preference.

•   prospects' locations.

• number of referrals.

• product's price.

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

 

• low priced.

   

• tangible.

• high priced.

   

• sold in a retail setting.

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

 

 

 

• Employing bird dogs to identify prospects

• Participating in industry-sponsored trade shows

• Qualifying leads

• Making cold calls

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

• Personal observation

• Bird dog

• Center of influence

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.

•   using a bird dog.

•   qualifying leads.

• wasting his time.

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

• personal observation.

•   referral.

   

• endless chain.

   

• center of influence.

Prospecting is a sales technique that should be practiced

 

 

• only by beginning salespeople.

• when other techniques don't work.

•   when sales are low.

• on an ongoing basis.