2.02_SE1 Part B Sales II Question Preview (ID: 58635)


2.02_SI1 Part B Review. TEACHERS: click here for quick copy question ID numbers.

Personal conversations, travel, and social gatherings can all be used to identify prospects through the __________ method of prospecting.
a) endless-chain
b) cold-call
c) referral
d) personal observation

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) referral.
b) center of influence.
c) cold call.
d) endless chain.

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.

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) Personal observation
b) Endless chain
c) Cold calls
d) Center of influence

What method of prospecting involves asking the dominant member of a group to use or endorse your products?
a) Referral
b) Endless chain
c) Center of influence
d) Cold calls

Which of the following characteristics indicates that a product could effectively be sold through the use of cold calls:
a) Limited appeal
b) Unsophisticated
c) Expensive
d) Technical

Using cold calls to sell consumer products such as Girl Scout cookies is often done in the form of a(n)
a) door-to-door campaign.
b) direct-mail campaign.
c) business lunch.
d) endless chain.

Meeting prospects and other sales associates at a trade show is an example of which method of prospecting?
a) Personal observation
b) Center of influence
c) Networking
d) Social media

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) Social media
c) Cold calls
d) Networking

Determining whether a person or organization needs your product and has the ability to pay are factors to consider when
a) qualifying leads.
b) constructing lead lists.
c) checking sources.
d) selecting prospecting methods.

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