ABC’s of Relationship Selling, 13e (Futrell)
Chapter 6 Prospecting—The Lifeblood of Selling
1) Preapproach is the first step in the selling process.
2) The sales process is a sequential series of actions by the salesperson that leads toward the
customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.
3) A guideline provided in the text states that good selling involves 40 percent presentation, 20
percent preparation, and 40 percent follow-up.
4) Success in selling requires a significant amount of preparation.
5) Networking is the second step in the selling process after preapproach planning.
6) A salesperson must always search for new prospects to increase sales and replace previous
customers.
7) A prospect is a qualified business that has the potential to buy a salesperson’s product.
8) A prospect can also be referred to as a lead.
9) A simple way to remember the steps of the sales process is to use the acronym MAD.
10) Selling a product to a prospect is usually easier than selling to a satisfied customer.
11) Successful prospecting requires a strategy.
12) The salesperson that uses the LinkedIn to find prospects is engaged in prospecting on the
Web
13) The salesperson who uses the cold canvass prospecting method usually knows something
about the prospect.
14) The endless chain referral method of prospecting is a very effective method for finding
customers.
15) In the two years Ronald has been selling, he has built up a list of inactive accounts. He
should now orphan these accounts and try to develop new prospects.
16) To be effective, the participants in a sales club should sell competing products.
17) Trade shows are rarely worth the salesperson’s time since there are only a few minutes to
qualify leads and get the information necessary to conduct a sales call later.
18) For success at trade shows, memorize your sales pitch so that you get your message across
succinctly.
19) Telephone prospecting is an excellent way to locate prospects and quickly determine if they
are qualified.
20) Telemarketing involves the use of trained personnel to conduct planned, measurable
marketing activities directed at targeted groups of consumers.
21) Networking can be the least reliable and most ineffective of all prospecting methods.
22) Cultivating a network involves meeting reputable people who have many valuable contacts.
23) Fifty percent of your first conversation with networking prospects should be about your
business.
24) One of the criteria for developing your own best prospecting method is to always call back
on prospects who did not buy.
25) A prospect pool generally includes orphaned customers.
26) In a parallel referral sale, salespeople must sell the product as well as the after-sales service.
27) Obtaining referrals is a continuous process for salespeople.
28) Many prospects will hang up the phone as soon as they suspect an attempt is being made to
sell them something.
29) The sales presentation provides salespeople with very little opportunity to influence a
prospect.
30) The presentation phase of the referral cycle begins when you sit down with your prospects
for a sales presentation.
31) The product delivery phase most likely represents the end of a relationship with a client if
continued service is unnecessary.
32) The most successful salespeople never experience call reluctance.
33) When the salesperson makes an appointment with a prospect, it is often viewed as a sign of
respect toward the prospect.
34) Successful use of the telephone in appointment scheduling requires a chatty message that
hints of a desire to establish a long-term relationship with the prospect.
35) One excellent way for a salesperson to obtain an appointment with a prospect is to have a
customer make the appointment for the salesperson.
36) Respect, trust, and friendship are three key elements of a successful sales career.
37) CRM technology can assist the firm and its salesforce in the prospecting process.
38) Time spent waiting to see a prospect is a good time for a salesperson to relax and get his
mind off business.
39) LinkedIn, a popular social networking website for businesses and their employees, has
emerged as a method to assist in the prospecting process.
40) According to the Core Principles of Professional Selling, referrals are gained by:
A) encouraging customers to hear to what you are saying.
B) demonstrating how much you want to succeed.
C) demonstrating integrity with customers.
D) following the 80/20 principle of selling.
E) making sure every sale results in a purchase.
41) ________ is defined as the series of sequential actions by a salesperson that leads toward the
customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.
A) The sales presentation
B) The prospecting process
C) The sales process
D) Networking
E) The preapproach
42) Which of the following statements about the selling process is true?
A) The selling process has 10 steps.
B) Some steps in the selling process occur simultaneously.
C) Prospecting is the second step in the selling process.
D) Preapproach planning is the third step in the selling process.
E) Trial close is the last step in the selling process.
43) If you learn about the sales process in the same order that a salesperson goes through the
process, the first thing you will study is:
A) the approach.
B) prospecting.
C) the close.
D) the pre-approach.
E) the trial close.
44) After the presentation, the next step in the selling process is:
A) the approach.
B) handling objections.
C) the follow-up.
D) the trial close.
E) meeting objections.
45) Which of the following occurs before the sales presentation?
A) Trial close
B) Determining objections
C) Preapproach
D) Follow-up
E) Meeting objections
46) Which of the following is the last step in the selling process?
A) Trial close
B) Determining objections
C) Follow-up
D) Preapproach
E) Close
47) A qualified person or organization that has the potential to buy your goods or services is a:
A) suspect.
B) volunteer.
C) lead.
D) partner.
E) prospect.
48) One of the reasons why a salesperson must constantly look for new prospects is to:
A) fill-in otherwise unproductive parts of the day.
B) gain additional sales presentation experience.
C) fulfill corporate social responsibilities.
D) prevent the loss of current customers.
E) increase product sales.
49) Why do salespeople constantly search for new prospects?
A) Conduct e-sales
B) Maintain sales licenses
C) Train new salespeople
D) Replace customers lost over time
E) Monitor the accounts of current customers
50) ________ is the lifeblood of sales because it identifies potential customers.
A) Customer mapping
B) Prospecting
C) E-selling
D) Data mining
E) Contact management
51) Danny runs a small business- offering handyman services to households. During a social
gathering within his neighborhood, he came to know that one of the residents, Dr. Robert’s
gutters need cleaning. For Danny, Dr. Robert is a:
A) target.
B) closer.
C) referral.
D) prospect.
E) gatekeeper.
52) ________ is the process of determining if a suspect is to become a prospect.
A) Scheduling
B) Networking
C) Qualifying
D) Routing
E) Characterizing
53) Linda’s attempt to open a salad bar in a small town failed. Her husband is trying to sell the
tables and chairs she purchased. He suspects that Al’s Deli may be a potential buyer for the
furniture. Linda’s husband should now engage in the ________ process to determine if it is worth
his time to try to convince Al to buy.
A) qualifying
B) closing
C) database marketing
D) bird dogging
E) leading