Why is it important for most salespeople to spend at least some time prospecting?

1.   Why is it important for most salespeople to spend at least some time prospecting?

a.	Because finding new customers is easier than keeping existing customers.
b.	Because it is likely that they will lose some of their existing customers over time.
c.	Because the existing customer base may not be sufficient to generate desired future revenues.
d.	All the above are correct.
e.	Both b and c are correct.

 

 

 

2.   With respect to prospecting, which of the following statements is untrue?

a.	Most salespeople need to engage in some activity designed to cultivate future business
b.	Salespeople often indicate they do not have enough time to prospect.
c.	Typically, salespeople enjoy prospecting because they like the positive feedback.
d.	Many of today’s buyers are busy and reluctant to see salespeople.
e.	All of the above are true.

 

 

 

3.   Which of the following describes a common reason why salespeople dislike prospecting?

a.	They have a fear of rejection.
b.	They dislike dealing with people.
c.	Actually, most salespeople like prospecting.
d.	All of the above are correct.
e.	None of the above is correct.

 

 

 

4.   Which of the following is not one of the reasons buyers may not want to see salespeople?

a.	They may have never heard of the salesperson’s firm.
b.	Buyers may have their own deadlines with other issues . . . and are not receptive.
c.	Buyers are looking for ways to solve problems, and salespeople add to the problems.
d.	Buyers are constantly getting calls from salespeople and do not have time to see them all.
e.	They may have just bought the salesperson’s product category, and there is presently no need.

 

 

 

5.   Steve is a salesperson for XYZ Corporation. His territory includes 50 established accounts which he calls on regularly. Although Steve is supposed to allocate some time to prospecting, he’d rather call on his existing accounts. Like many salespeople in his position, Steve resists prospecting because:

a.	He is afraid of rejection.
b.	He doesn’t believe it’s necessary.
c.	He’d rather use his spare time for paperwork.
d.	His established accounts are too important.
e.	He doesn’t need any new accounts.

 

 

 

6.   Which the following best describes the process of strategic prospecting?

a.	The process of locating new customers
b.	The process of generating leads
c.	The process of identifying, qualifying, and prioritizing sales opportunities
d.	The process of turning prospects into customers
e.	None of the above described prospecting

 

 

 

 

7.   Which of the following statements about strategic prospecting is untrue?

a.	An objective of strategic prospecting is to improve the salesperson’s efficiency.
b.	Prospecting can be very discouraging.
c.	With respect to business-to-business selling, most salespeople will never have to prospect.
d.	Prospecting involves generating and qualifying leads.
e.	All of the above statements are accurate.

 

 

 

 

8.   What is the goal of strategic prospecting?

a.	To generate the largest number of leads.
b.	To help salespeople identify the best sales opportunities in the most efficient way.
c.	To get past the gatekeeper.
d.	The haphazard screening-out of undesirable sales leads.
e.	To help salespeople identify the decision maker.