Sales Course- Module 2 Quiz

True or False: A Prospect is a potential customer, client, or purchaser.

• True

• False

The process whereby we identify and locate potential customers or leads is called__________________.

• Qualification

• First Contact

• Prospecting

• Wrap up and Follow up

A ________ channel is a source, or channel, that generates leads or prospects.

• prospect

• lead

• probable

• excellent

True or False: The first step to prospecting is to develop the profile of a customer who wants what you have.

• True

• False

The "Features" of a product relates to a "Buyer's Needs" while the "Benefits" of a product relates to a ______________________.

• Buyer's Wants

• Buyer's Criteria

• Buyer's Mission

• Buyer's Motives

Channel________ are used to locate your ideal customer.

• ratings

• leads

• networks

• targets

Internet, Published Materials, Industry Events, and Referrals are all examples of _________________.

• Channel Ratings

• Channel Networks

• Lead Channels

• Lead Targets

True or False: You can go to the First Contact stage without the customer's contact information.

• True

• False

The ________________ is the individual who makes the direct decision to buy or not to buy.

• administrative Assistant

• boss

• accountant

• decision maker

This person is more concerned with the user friendliness of your product and whether or not the product helps accomplish the job.

• boss

• accountant

• end-user

• owner