1. Jagadishwar sells insurance for home owners and renters. Every weekend they go out looking for moving vans and people unloading U-Haul trucks. They write down the addresses of those who seem to be moving in. Every Monday they call the list they gathered during the weekend and ask if they are interested in insurance. What method of prospecting is Jagadishwar using? a. Centre of influence b. Observation c. Networking d. Pre-approach. e. Endless chain 2. Ashok works for CIBC bank. He is given a list of customers who might benefit from his financial advice. He immediately begins analyzing the prospects to see who he should reach out to. Which of the following terms best captures the process of converting a lead into a prospect? a. Scheduling b. Networking c. Qualifying d. Routing 3. Julyara releases a weekly blog talking about her sales experiences. She usually has conversations with followers. Without knowing it, Julyara is using which method of prospecting? a. Observation b. Centre of Influence c. Direct Mail d. Getting Published 4. Pradeep has been having a tough month of sales. He can't seem to book any meetings with prospects. Do you think he should: a. Tell his supervisor the product he has to sell needs to be better b. Panic and start looking for a new job c. Review his approach with his manager d. Get a new suit 5. The person who is control of the conversation a. Asks the questions. b. Answers the questions 6. You can buy contact lists which have position titles contact information for people in certain industries. a. True b. False