Question $1($Mandatory$)(1$ point$)$

Saved

Social Media surfing is a great source of prospects. There are rules and norms when using social media sites. One of these is NOT necessarily true

Question $1$ options:

A$)$

People on most on social media sites get that people on the platforms they are on are sales people. They expect sales pitches or they wouldn't be there

B$)$

Sites like LinkedIn are good for on$-$line business$/$career networking

C$)$

Twitter, Instagram and Facebook can be used to 'collect' followers and develop relationships but careful when using them as selling venues.

Question $2($Mandatory$)(1$ point$)$

Saved

Prospecting is important but when push comes to shove, a salesperson's priority is to always opt to take care of the customers they have. Prospecting can happen, when it happens...

Question $2$ options:

A$)$

True

B$)$

False

Question $3($Mandatory$)(1$ point$)$

A salesperson must develop good prospecting practices. Pick the incorrect statement below.

Question $3$ options:

A$)$

Developing a Strategic Prospecting Plan includes....Set goals: Allocate time: Keep records: Stay positive: Evaluate

B$)$

The right order of the Strategic Prospecting Process stated in the PPT slides is$...\mathrm{.}1.$ Generate sales leads: $2.$ Prioritize sales prospects: $3.$ Qualify each prospect

C$)$

The words prospects and leads are often used interchangeably.... Prospects or leads are people a salesperson 'meets' who may inevitable end up being customers.

Question $4($Mandatory$)(1$ point$)$

Networking is NOT easy for everyone. Which answer is NOT true

Question $4$ options:

A$)$

Networking is a skill that can, and should be developed. A person can get better at it if they practise.

B$)$

If you find a lead while networking, the same process applies in that you must qualify them just like any other lead you find.

C$)$

Networking includes talking to people, in your company, in your industry, and even outside of your industry.

D$)$

A true sales person gets that every occasion is a good occasion to drum up business so talking business is an acceptable activity wherever you are.

Question $5($Mandatory$)(1$ point$)$

If you are sending an e$-$mail to a potential client it should include certain pieces of information. Which list of items below is not totally correct?

Question $5$ options:

A$)$

Your name and contact information, a great subject line, and a few paragraphs that include the main points of your business$/$product

B$)$

Your name, your contact information, a reference to another client reference, an explanation as to what the benefits are in meeting with you. and the price of your product$/$service$.$

C$)$

Your name, your contact information, your company name and the purpose of the e$-$mail

Question $6($Mandatory$)(1$ point$)$

There is a six step plan to a Sales call. According to the PowerPoint what is the correct order of the $6$ steps?

Question $6$ options:

A$)$

Approach, Needs Discovery, Product Presentation, Negotiation, Close, Follow$-$up

B$)$

Approach, Needs Discovery, Product Presentation, Negotiation, Follow$-$up$,$ Close

C$)$

Needs Discovery, Approach, Product Presentation, Negotiation, Close, Follow$-$up

D$)$

Approach, Product Presentation, Needs Discovery, Negotiation, Close, Follow$-$up

Question $7($Mandatory$)(1$ point$)$

Qualifying your leads is very important. You have to find out information pertaining to each lead to establish the priority one lead has over another. Below are $4$ questions you need to determine the priority. One is not a key question. Pick it$.$

Question $7$ options:

A$)$

Does the lead have the authority to purchase my product?

B$)$

Does the lead $($company$)$ have the money to buy my product?

C$)$

Does the lead own the Business and for how long has he$/$she owed it$?$

D$)$

Does the lead have the need for my product?

Question $8($Mandatory$)(1$ point$)$

All of the following are true regarding the Strategic Processing Process except one. Pick it$.$

Question $8$ options:

The Strategic Prospecting represents the $6-$step sales process.

The Strategic Prospecting Process is a funnel$-$like representation of the trust$-$based sales process

The Strategic Prospecting Process designed to identify, qualify, and prioritize sales opportunities

Leads can represent potential new customers or opportunities to generate additional business from existing customers.