6-1
In Moore’s sales training class, he was told never to ask a current customer about anyone else
who could use the products he sold. He was also told that referrals were important to his
success as a salesperson. Explain to Moore how the two statements do not contradict each
other.
6-2.
Judith sells home security systems and has just been told by her sales manager to use the
observation method of prospecting. Being a recent college graduate, Judith is only familiar with
observation as a tool of marketing research. Give Judith a specific example of how she can use
the observation method to prospect.
6-3.
Amy is an inexperienced salesperson. She wants to be able to use the optimal prospecting
method for each particular sales situation. What three criteria should she use to determine what
the best prospecting method is for a situation?
6-4.
Most executives are so busy, that they have filtration systems to protect their time. How do
professional salespeople successfully navigate their way through such filtration systems?
7-1.
The text advises that when setting sales call objectives, the salesperson should think SMART.
What do the letters in this acronym advise the salesperson to do?
8-1.
What are three advantages of using the canned sales presentation method?
