Unit 6 Quiz

True or False: One element of the MAD method when qualifying a lead is to determine the location of the company.

• True

• False

A sales funnel represents a company’s model of what?

• The goals a company has for sales volume of a product

• A pre-calling process that involves researching competitors

• The approach sales representatives will take from a customer’s initial interest to their purchase of the product

• The number of times customers interact with a social media post or article online

Companies create sales quotas in order to accomplish what?

• Setting sales goals

• Responding to objections

• Determining marketing avenues

• Discovering the amount of time it takes to sell a product

Researching a competitor’s product is an example of which part of the sales process?

• A. Presenting

• B. Pre-call planning

• C. Discovering needs

• D. Obtaining a commitment

True or False: Pre-call planning involves strategizing and learning how to adapt to a customer’s needs before a presentation.

• True

• False

How receptive a company is to hearing about a product or service is a necessary factor in the ANAR method for qualifying leads.

• True

• False

A company contact wants to hear more about your product, and their company has the money to afford it. Using the MAD method, what do you still need to determine to qualify the lead?

• A. The company’s need for the product

• B. The contact’s ability to qualify the purchase

• C. The contact’s authority to purchase

• D. The size of the company’s customer base.

After a lead is determined to be qualified, it becomes a (a)   .

• lead prospect

• lead potential

• lead purchaser

• lead point of contact

Which of the following is not a step in the sales process?

• Following up

• Planning

• Posting on social media

• Responding to objections

Pre-call planning is an important part of the sales process because:

• A. it gives the representative a chance to ask the potential customer for a commitment

• B. it provides the chance to prepare for meeting the needs and goals of the customer

• C. it allows representatives to follow up with the potential customer

• D. it provides an avenue for lead qualification.