Which of the following is a way that companies use the Internet to generate leads? All of the
above
A salesperson may suffer from call reluctance if he or she experiences any or all of the above
Which of the following is an effective way in which a salesperson can overcome the reluctance
to call? Questioning the validity of the excuses made to avoid sales calls.
The primary purpose of webinars is to generate leads and provide information to prospective
customers
As Sharon concluded her sales interview with Burt, he said, "I was so happy with your products
that I spoke with other manufacturers in this area and they would like you to contact them in
this regard." For Sharon, Burt is a promoter.
Quentin and ten other students work three hours per day calling people on various lists Harold,
their employer, provides them. Their job is to determine if those individuals are interested in
buying vinyl siding for their homes and whether they qualify for a visit by one of Harold's field
representatives. Quentin is engaged in outbound telemarketing.
The purpose of a blitz is to generate leads for a local salesperson through cold calling.
Which of the following statements about lead qualification and management is true? All of the
above
As Sandra concluded her sales interview with Burt, she said, "I'm pleased you see the value of
this new software for managing your inventory. Can you suggest some other small business
owners who might like to see it?" Sandra is using the endless-chain method of prospecting.
The process of locating potential customers for a good or service is defined as prospecting.
Which of the following statements about the use of the Internet as an effective lead generator is
true? An advantage of Web-based promotions is their ability to attract numerous international
leads.
Horizon Gifts is involved in corporate gifting solutions for large companies. Cal is a long-time
user of the service provided by Horizon Gifts, and he often suggests possible clients to the
service's sales representatives. Every time the lead Cal has provided actually results in a
purchase, Cal receives a free gift, which might be anything from a can of assorted nuts to a wool
muffler. Cal acts as a spotter for Horizon Gifts.
In the case of insight selling, salespeople target those prospects who do not have a clear
understanding of what they need and are in a state of flux.
If a salesperson does not know the basics about a prospect's company, then the prospect may
justifiably refuse to take the deal forward.
As the first step in setting sales call objectives, a salesperson should review what has been
learned from the pre-call information gathered.
For making appointments, Barrett often calls the offices of his prospects after 5:30 p.m. He
knows executives frequently work late, and that after normal business hours they often answer
their own telephones. In this way, he avoids dealing with a secretary or receptionist who might
prevent him from seeing the executives. This method of dealing with barriers is called going
under the screen.
The most important step for a salesperson in planning a sales call is to set objectives for the call.
A salesperson who is unable to strike a proper balance between time spent in acquiring
information and time spent making sales calls is likely to be experiencing analysis paralysis.
To get the CEO's secretary to give him an appointment, Oscar mentioned an earlier discussion
he had with the president of the firm about what his company has to offer. Oscar is hoping that
this technique of going over the screen will allow him to see the CEO sooner.
The best time to make a sales call is dependent on the type of selling.
Flora is a chief supplier of flowers to retailers in Dallas. Haley, a salesperson at Flora, is planning
to call on a supermarket chain that stocks flowers but does not buy its supplies from Flora yet.
Why would Haley set multiple call objectives including the goals of getting the company to buy
its Valentine package for $129 and convincing them to display Flora's samples in some of its
stores for her first meeting itself? Multiple sales call objectives are usually self-correcting in
case the call objectives set are too high or too low.
Billy is a charming sales representative. He uses his skills and persuades the prospect's secretary
to get him a face-to-face meeting with the prospect. He convinces her that the product he is
selling will greatly benefit her company. The technique that Billy is using is known as going
through the screen.
Jonah, a salesperson, hears of a lead and decides to pursue it. He determines getting acquainted
with the client to be his call objective for the first sales call. As he reviews his notes after the
sales call, he realizes that he does not have much information about the needs and the business
potential of this lead despite having met most members of the buying center. Which of the
following drawbacks of his call objective is most likely to explain this shortage of information
faced by Jonah? It is not measurable
As a result of failing to plan her sales call, Glenda is likely to do all of the following EXCEPT
obtain the prospect's commitment.
Kerry, a sales representative from Spitz Inc., has a lead on a potential customer for her
company's line of vacuum cleaners. She calls the prospect's firm and speaks to the secretary.
What should be the primary goal of this call? To make an appointment with the prospect
