Chapter 9 - Developing and quantifying prospects and accounts.

 Discuss the importance of developing a prospect or account base.

 Identity and assess important sources of prospects and accounts.
 Describe the criteria for qualifying prospects and accounts.
 Explain common methods of collecting and organizing prospects.
 Describe the steps in managing a prospects or account list.

Non-sales employees such as receptionists and service true

technicians should also be involved in prospecting.

true
Effective prospecting involves increasing the number and
quality of prospects, and reducing the sales cycle of potential
customers.

he ability to conduct sophisticated sales data analysis and Pipeline analytics

modelling is called:

After closing the sale, it would be inappropriate to ask for the

name of potential buyers.
false

Which one of the following efforts is used by progressive shorten the sales cycle by
marketers to improve the quality of the prospecting process? quickly determining which of
the new prospects are
qualified prospects

in business-to-business marketing, the method which has the direct response advertising.
greatest inquiry generating power is:

true
Account analysis is conducted to estimate the sales potential of
each prospect.

Rebecca's source of prospects comes mainly from referrals. prospects recommended by

Referrals are: a current customer.

The ability to conduct sophisticated sales data analysis and Pipeline analytics
modelling is called

Prospecting refers to the process of: identifying potential

customers.

which one of the following efforts is used by progressive shorten the sales cycle by
marketers to improve the quality of the prospecting process? quickly determining which of
the new prospects are
qualified prospects

Sabrina is the new sales representative for the ABC Company. have a need for the product.
She wants to increase the number of "qualified" prospects in
her prospects base. These will include prospects that:

true
Prospecting is necessary for all businesses because of the
high level of customer attrition.

Trade shows are useful to salespeople because: they can invite friends and
family.

Improved prospect planning involves not only improving the qualifying

number and quality of

prospects, but reducing the sales cycle by __________ the

prospect.

the "endless chain" prospecting technique is easy to use true

because it fits naturally into most sales presentations.

A major barrier to prospecting is time. Therefore, salespeople integrate some prospect

should: identification with regular
selling duties

By collecting sales intelligence on their prospects, a force competition out of the

salesperson can achieve all of the following, except: market.

Improving the quality of prospects implies: finding prospects who have

high profit potential.

All of the following statements about prospecting are true, Prospecting should not be
except: integrated into a regular
sales call.

Emma knows that a potential customer has four basic they will return for other
qualifications: 1) they need the product, 2) they are able to products.
afford the purchase, 3) they are willing to buy the product, and
4) __________________________.

Networking skills are of special importance to established false

salespeople who must find new prospects to maintain their
sales growth.

Trade shows are useful to salespeople because: they can demonstrate their
 newest products.

What is a systematic process of identifying potential customers Prospecting

is called?

Why are trade shows useful to salespeople? They can demonstrate their
newest products

In some situations, qualifying is done during the______ stage Need discovery

of the sales process.

One strategy salespeople can use in order to make make a joint call involving a
connections with upper-level executives of an organization is: higher-level executive of
their own company.

A 30-second message that summarizes what you want people An elevator pitch
to know about you, your company, and your product line is
called:

Which of the following is true regarding prospecting at trade It is easier to identify good
shows? prospects and close a sale
at a trade show.

The probability of achieving better closing rates, larger sales, referrals

and shorter sales cycles is through

Networking is the act of: making and using contacts.

Which one of the following sources would be best if you were Export Development
considering exporting to an international country and needed Corporation
foreign country and market information?