Digging for Sales LAP Test

Which of the following is a true statement about prospecting:

           

• It is less significant for intangible products.

• It is very important in retail settings.

• It offers very few benefits to businesses.

• Not every salesperson needs to prospect.

The type of selling involved, the nature of the product being sold, and the price of the product influence the

         

•   customer's need for the product.

• customer's ability to pay for the product.

• degree to which a salesperson uses prospecting.

• degree to which salespeople use personal observation.

Which of the following products would be most likely to require prospecting:

           

• A shoe-shining service      

• A microwave      

• A scarf

• An antique sports car

Salespeople are more likely to use prospecting for selling a product such as insurance than for selling a product such as clothing because consumers are more likely to

           

• want to compare product features.

• expect to pay less for intangibles.

• need an explanation of the product's benefits.

• demand the salesperson's time and attention.

Prospecting will help salespeople focus their selling efforts on people who

           

• are most likely to buy.    

• have time for meetings.     

• have a positive attitude.

• know about their products.

If salespeople use list brokers to generate prospect lists, they should be sure that the information received is

           

• up to date.            

• unavailable to others.    

• at least five years old.

• competitive.

Often, salespeople who are prospecting can obtain lists of current and past customers, credit records, and inquiries from

           

• noncompeting salespeople.  

• The Wall Street Journal.  

• trade associations.

• their own companies.

Salespeople can often identify prospects from the inquiries made by potential customers who

        

• are members of marketing clubs.

• visit trade-show exhibits.     

• buy from competitors.

• register with list brokers.

Personal conversations, travel, and social gatherings can all be used to identify prospects through the __________ method of prospecting.

           

• endless-chain

• cold-call   

• referral

• personal observation

The method of prospecting that can take the form of a personal introduction, a letter or email, or a phone call is a(n)

           

• referral.   

• center of influence.        

• cold call.

• endless chain.