Answer all 40 multiple-choice questin be delivered to the potential customer, this person is using which prospecting metho A) telemarketing B) cold canvass C) networking D) mail inquiry E) referral 2) Which one of the following efforts is used by progressive marketers to improve the quality of the prospecting process? A) increase the use of cold calling to identify prospects B) avoid the temptation to develop quality standards that might interrupt the steady supply of prospects C) shorten the sales cycle by quickly determining which of the new prospects are qualified prospects D) increase the use of telemarketing to identify prospects E) reduce the number of prospects who "board the Ferris wheel 3) Stanley is the new sales representative for the ABC Company. He understand main purpose of a salesperson is to: A) educate himself about his company. B) create customers. C) keep former clients up to date on new products. D) educate himself about the products he sells. E) make the sale. 1) Studies show that the average company loses what percentage of custome A) 60-65 percent 3) 75-80 percent ) 15-20 percent ) 25-30 percent ) 5-10 percent 5) Networking is the act A) talking sut your busiaess to people outside your pople E) making and using contacts 6) Improved planning involves not only improving the number and quality of prospects, but A) developing the sales eycle by B) qualifying C) networking with D) screening E) investigating 7) The model used by salespeople which classifies prospects based on where they s the sales process is called A) the sales process model. B) the account analysis mode. C) the sales funnel model. D) the strategie/consultative model. E) the pipeline model. 8) The six-step presentation plan includes which of the following steps: A) approaching need discover, presentation, negotiating, closing, and servicn 5) initial contact, customer fitting, presentation, negotiating, closing, and ser custom fitting, presentation, demonstration, negotiating communicating D) initial contact, presenting, demonstrating, negotiating, closing, and servi E) initial contact, presentation, demonstration, prospect's at 9) Which method would be an inappropriate way to capture a A) Product demonstration approach B) Question approach C) Customer benefit approach D) Referral approach E) Putting down competition approach 10) When a customer's decision-making process is guided by a team,t use a approach. A) communication-style flexing B) pre-call planning C) consultative-selling D) team-selling E) multi-call sales presentation