By definition, a $\_\_\_\_\_\_\_\_$ is an individual or organization that exhibits characteristics similar in nature to those exhibited by current customers.

Group of answer choices

prospect

lead

target

contact

partner

Flag question: Question $3$

Question $31$ pts

Which of the following is not required in order for a lead to be transitioned to a prospect?

Group of answer choices

The lead must possess the authority and the ability to purchase.

The lead must demonstrate a need for the product or service being offered.

The lead must demonstrate adequate potential.

All of these are required in order for a lead to be transitioned to a prospect.

There must be purchasing alignment between the lead and selling company.

Flag question: Question $4$

Question $41$ pts

If you are working a trade show and an individual steps into your booth to have a conversation with you about the products and$/$or services your company sells, this individual would be categorized as a

Group of answer choices

hot lead.

target.

hot prospect.

cold lead.

cold prospect.

Flag question: Question $5$

Question $51$ pts

If a salesperson randomly stops someone at a trade show to initiate a conversation about the products and$/$or services your company sells, the individual he or she is talking to would be categorized as a

Group of answer choices

cold prospect.

target.

hot prospect.

cold lead.

hot lead.

Flag question: Question $6$

Question $61$ pts

If a salesperson develops a profile of organizational characteristics shared by current, highly desirable customers, and prioritizes prospects based on their level of similarity with this profile, the salesperson is utilizing a$($n$)$

Group of answer choices

targeting approach.

lead management system.

prospect pie chart.

ideal customer profile.

customer sketching technique.

Flag question: Question $7$

Question $71$ pts

Chris goes to a business conference to represent his company at which he talks face$-$to$-$face with many professionals in his field. This allows him to build several professional and social relationships. This is an example of

Group of answer choices

virtual networking.

cold$-$calling.

referrals.

traditional networking.

sales directories.

Flag question: Question $8$

Question $81$ pts

Prospecting refers to

Group of answer choices

the questing process salespeople use when determining customers$$ needs.

the process through which salespeople identify and engage with new customers or new areas of business with existing customers.

the service offering salespeople provide postsale.

the relationships salespeople establish within their own company to secure resources necessary for sales success.

the process sales managers engage in when seeking new sales hires.

Flag question: Question $9$

Question $91$ pts

$\_\_\_\_\_\_\_\_$ is a sales approach that develops, nurtures, and leverages relationships online to sell products or services.

Group of answer choices

Adaptive selling

Consultative selling

Social selling

Technological selling

Network sales

Flag question: Question $10$

Question $101$ pts

When a salesperson utilizes LinkedIn in an attempt to generate sales leads, the salesperson is utilizing what lead$-$generation technique?

Group of answer choices

referrals

sales directories

cold$-$calling

virtual networking

traditional networking

Flag question: Question $11$

Question $111$ pts

As noted in the text, the most important social platform for business networking is

Group of answer choices

Twitter.

Snapchat.

Facebook.

LinkedIn.

Instagram.

Flag question: Question $12$

Question $121$ pts

Which of the following lead$-$generation methods is most likely to product hot leads?

Group of answer choices

cold$-$calling

sales directories

networking

virtual networking

trade shows

Flag question: Question $13$

Question $131$ pts

Which of the following lead$-$generation methods has seen explosive growth $($in terms of use$)$ in recent years?

Group of answer choices

trade shows

networking

virtual networking

sales directories

cold$-$calling

Flag question: Question $14$

Question $141$ pts

If Meghan asks a current customer for the name of another individual or organization who may benefit from the products and$/$or service her company offers, she is seeking a

Group of answer choices

virtual lead.

referral.

noncompeting salesperson.

center of influence.

target.

Flag question: Question $15$

Question $151$ pts

Jim is a financial planning expert. He writes columns in the local newspaper, and even makes radio and television appearances to discuss the importance of financial planning. He also holds seminars in which he talks with audiences about specific things they should be doing to ensure their financial security into retirement. As described, Jim operates as a

Group of answer choices

virtual expert.

referral.

center of influence.

n