If a salesperson seeks to avoid customer interactions, what are they suffering from? Multiple Choice call nerves call reluctance call myopia Customer avoidance customer denial Why is prospecting so important in sales? . Salespeople may lose some of their current customers because they go out of business. Salespeople may lose some of their current customers because they cease operations in the category they sell in Salespeople may lose some of their current customers because they become dissatisfied All of these answers are correct Salespeople must be able to sell more to their existing customers while also identifying and engaging new customers. Why is prospecting so challenging in sales? Buyers are inundated with requests for meetings from salespeople but also are limited by time constraints. Salespeople may have to overcome issues based on the company they sell for or the products and/or services they sell All of these answers are correct Buyers are often hesitant to explore the possibility that they have a need for the product or service Prospecting can be a very inefficient activity compared to others performed by salespeople If a salesperson randomly stops someone at a trade show to initiate a conversation about the products and/or services your company sells. the individual he or she is talking to would be categorized as a Multinle Choice hot lead target hot prospect cold lead cold prospect If you are working a trade show and an individual steps into your booth to have a conversation with you about the products and/or services your company sells, this individual would be categorized as a cold lead. hot lead. cold prospect hot prospect target Which of the following captures the correct sequence of steps in the prospecting process? Multiple Choice lead generation, lead prioritization prospect prioritization, lead qualification, call planning lead generation, lead prioritization, lead qualification, coll planning, prospect prioritization lead generation lead qualification lead prioritization, prospect prioritization call planning lead generation lead prioritization, lead qualification, prospect prioritization call planning lead prioritization, lead generation lead qualification, prospect prioritization call planning Which of the following is not required in order for a lead to be transitioned to a prospect? If Meghan asks a current customer for the name of another individual or organization who may benefit from the products and/or service her company offers, she is seeking a The lead must demonstrate a need for the product or service being offered. O The lead must demonstrate adequate potential. The lead must possess the authority and the ability to purchase All of these are required in order for a lead to be transitioned to a prospect There must be purchasing alignment between the lead and selling company. target. virtual lead referral center of influence noncompeting salesperson When a salesperson utilizes Linkedin in an attempt to generate sales leads, the salesperson is utilizing what lead-generation technique? Multiple Choice virtual networking sales directories cold-calling referrals traditional networking Which of the following lead-generation methods is most likely to product hot leads? networking O virtual networking O sales directories trade shows cold-calling Jim is a financial planning expert. He writes columns in the local newspaper, and even makes radio and television appearances to discuss the importance of financial planning. He also holds seminars in which he talks with audiences about specific things they should be doing to ensure their financial security into retirement. As described, Jim operates as a virtual lead virtual expert center of influence referral noncompeting salesperson Which of the following software technologies are particularly useful in helping salespeople track their prospecting results? Multiple Choice O project management (PM) software customer relationship management (CRM) software enterprise resource planning (ERP) software resource management (RM) software customer growth intelligence (CGI) software In the absence of a plan, it is unlikely that the salesperson will do what is required to acquire new business. 5 Multiple Choice hunting prospecting customer survey relationship management farming Melanie is taking the time to go back and examine her success rates with the different cold-calling scripts she utilizes. In doing so, which of the following prospecting strategy steps is Melanie addressing? Multiple Choice O maintain a positive attitude develop a prospecting plan O evaluate lead-generation methods and overall prospecting processes track results allocate adequate time to the prospecting process As an ethical foundation when prospecting, salespeople must be prospects with their communications when initially interacting with loud meticulous deliberate verbose factual