Chapter 2 Exercise Questions:

Developing Professional Selling Knowledge on Prospecting and Preparing for the Sales Dialogue.

1. Why is prospecting an important activity for salespeople?

2. What should be the objectives of strategic prospecting?

3. Why is prospecting difficult for some salespeople?

4. What are the disadvantages of cold canvassing prospecting methods?

5. What are the basic criteria used to qualify leads as sales prospects?

6. What approaches can be used to prioritize sales prospects?

7. What are the major components of a strategic prospecting plan?

8. What types of information should salespeople gather to prepare for sales dialogue?

9. How can salespeople use electronic networking as a prospecting method?

10. What company sources can be used for prospecting?

The actually course name is Professional Selling.