1

When J. R. Wright began selling his Blue True Texas barbecue sauce, he went from store to store asking retailers to buy a case of sauce to sell in their stores. Before selling to these retailers, Wright did not try to learn anything about them. He believed that if he could get any kind of store to carry his sauce, he had made a good sale. Which of the following prospecting techniques best describes the method Wright used?

Networking method

MAD

Center of influence method

Cold canvassing method

Endless chain referral method

2

Sandy's father introduced her to a friend of his outside the post office. When Sandy sold candy bars for a school fund-raiser to her father's friend, she asked him if he knew of others who would buy her candy. He suggested she go to the post office counter and sell a box to Sam, one of the postal employees. She then asked Sam who else to try, and he suggested a park bench near the post office where his wife and some of her friends gathered for lunch. Using the _____ method of prospecting, Sandy was soon sold out of candy bars.

ndless chain referral

parallel canvassing

networking

cold canvassing

sales lead club

3

Which of the following statements about sales lead clubs is most likely true?

Sales lead clubs rely on cold canvassing

Sales lead clubs are typically developed and maintained by Better Business Bureaus in order to maintain high ethical standards within a community

Sales lead clubs should be made up of salespeople who sell in related but noncompetitive fields

Sales lead clubs are only useful in industries where there is a high turnover in sales personnel

Sales lead clubs should be competitive

4

Ian sells Koch processing, packaging, and labeling equipment to supermarkets, delicatessens, bakeries, and other businesses that prepare food for sale to final consumers. He has written a series of articles on market trends within the food industry that have appeared in a number of trade journals. Since Ian does not get paid for writing these articles, why does he most likely do it?

Writing the articles gives him something to do while he waits for customers.

Becoming an expert is a good way of prospecting.

Writing articles is an easy way to engage in cold canvassing.

As an expert, he will now only have to visit qualified prospects.

According to the law of averages, becoming an expert will provide him with a certain percentage of guaranteed sales.

5

Ganji sells designer wedding dresses. She has a close relationship with several wedding planners who provide her with the names of engaged couples. Which method of prospecting does Ganji use?

Endless chain

Networking

Observation

Center of influence

Cold canvassing

6

Shawna is a sales representative at a uniform rental company. She continually looks for workers in uniforms and assesses the uniform's fit, quality, and style to form conclusions about the workers' employers. What prospecting method is Shawna using?

Endless chain

Cold canvassing

Center of influence

Observation

Networking

7

Which of the following statements about parallel referral sales is true

The product sale is much more important than the parallel referral sale.

The referral sale is as important as the product sale. .

The parallel referral sale is an excellent tool for overcoming call reluctance.

Parallel referral sales are the primary benefit of joining sales lead clubs.

Parallel referral sales should be addressed during follow-up.

8

You need to call a prospect and ask for a sales appointment. Which of the following would be LEAST effective when making a telephone appointment

Always stating the purpose of your call.

Using spontaneity when dealing with the prospect.

Clearly identifying yourself and your company.

Briefly outlining how the prospect may benefit from your sales call.

Preparing a brief sales message to stimulate interest in your product.

9

The American Greetings salesperson has arrived at the prospect's office 15 minutes before his scheduled appointment. The prospective customer's secretary tells him that the prospect is currently in a meeting and asks the salesperson to wait. To promote the development of a strong customer relationship, the salesperson should:

visit with the secretary until her boss is available.

refuse to ever call that prospect again.

accuse the prospect of irresponsibility and leave the office immediately.

blame the secretary for poor planning.

determine how long his wait will be and decide if he can afford to wait that long.