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2.02_SE1 Part B Sales II
Test Description: 2.02_SI1 Part B Review
Instructions: Answer all questions to get your test result.
1) Personal conversations, travel, and social gatherings can all be used to identify prospects through the __________ method of prospecting.
A
cold-call
B
referral
C
endless-chain
D
personal observation
2) The method of prospecting that can take the form of a personal introduction, a letter or email, or a phone call is a(n)
A
center of influence.
B
endless chain.
C
cold call.
D
referral.
3) The individuals who are best qualified to recommend the salesperson's products to others would be
A
noncompeting salespersons.
B
local government officials.
C
friends or acquaintances.
D
satisfied users of the products.
4) What method of prospecting involves asking every prospect to whom you make a presentation to give you the names of others who might be interested in your products?
A
Cold calls
B
Endless chain
C
Center of influence
D
Personal observation
5) What method of prospecting involves asking the dominant member of a group to use or endorse your products?
A
Center of influence
B
Referral
C
Endless chain
D
Cold calls
6) Which of the following characteristics indicates that a product could effectively be sold through the use of cold calls:
A
Expensive
B
Technical
C
Unsophisticated
D
Limited appeal
7) Using cold calls to sell consumer products such as Girl Scout cookies is often done in the form of a(n)
A
direct-mail campaign.
B
endless chain.
C
door-to-door campaign.
D
business lunch.
8) Meeting prospects and other sales associates at a trade show is an example of which method of prospecting?
A
Social media
B
Center of influence
C
Networking
D
Personal observation
9) Sam’s friend posted a picture on Facebook of her new favorite product, along with a related link. This caused Sam to visit the company’s website to learn more about it. This situation is an example of which method of prospecting that salespeople can
A
Personal observation
B
Cold calls
C
Social media
D
Networking
10) Determining whether a person or organization needs your product and has the ability to pay are factors to consider when
A
checking sources.
B
qualifying leads.
C
selecting prospecting methods.
D
constructing lead lists.
*select an answer for all questions
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