54) The sales manager at OBC Office Supplies has determined that the office manager of
Hoffman Realty has the money, desire, and authority to purchase a new copy machine. Hoffman
Realty would best be described as a:
A) potential referral.
B) qualified prospect.
C) network prospect.
D) qualified referral.
E) network agent.
55) A simple way to remember the qualifying process is to think of the word “MAD.” The letter
“M” reminds the salesperson to ask themselves if the prospect has the ________ to buy.
A) money
B) motivation
C) mission
D) mentality
E) mindset
56) What does the letter “A” represent in the acronym MAD?
A) Authority
B) Awareness
C) Audacity
D) Alacrity
E) Attitude
57) A simple way to remember the qualifying process is to think of the word “MAD.” The letter
“D” reminds the salesperson to ask if the prospect has:
A) discernment.
B) determination.
C) discretion.
D) desire.
E) dedication.
58) In which step of the prospecting process, leads and prospects are evaluated based on the
“MAD” questions?
A) Lead generation
B) Qualifying a lead
C) Lead development
D) Preapproach
E) Approach
59) Jessica has just earned her real estate license. She has decided to do a webinar for first time
home buyers. Which of the following would NOT be advisable to do as she prepares for her
webinar?
A) She should prioritize the information in a method that can be readily acted upon
B) She should make herself available via social media platforms and email after the webinar to
answer additional questions
C) She should be well versed in the technology and its application in a customer setting
D) She should be able to answer questions that may get asked during the webinar
E) Sell the product during the webinar
60) In many instances, customer attrition; the loss of customers over time, is not controllable
because of all the following reasons, EXCEPT?
A) The customers may believe a competitor’s services create more value
B) Some customers may literally go out of business
C) The customers may merge or be acquired
D) The customers feels that the salesperson is not responding to their calls
E) Certain customers may no longer need the salesperson’s services due to change of business
61) Which of the following statements holds true of e-mail marketing?
A) In order to generate leads, firms may purchase lists of potential contacts, including their email
addresses.
B) The firm e-mails opportunities, offers and invitations to potential customers.
C) If the e-mail garners interest, the customer may respond to the firm.
D) The salesperson contacts the lead, if customer shows interest in firm’s offers and invitations.
E) The salesperson contacts the prospects irrespective of their interest in offers and invitations.
62) Sharon Trevor has a collection of hand-tied fishing flies left to her by her great-grandfather.
She has been told they are valuable and would like to sell them. She has used LinkedIn and
Facebook to locate dealers of antique fishing gear who might be interested in purchasing the
fishing flies. In other words, Trevor has engaged in:
A) teleprospecting.
B) prospecting on the web.
C) direct marketing.
D) direct selling.
E) data mining.
63) All of the following are examples of prospecting methods EXCEPT:
A) social media platforms.
B) cold canvass.
C) experimentation.
D) endless chain.
E) observation.
64) Identify the prospecting method that is based on the law of averages.
A) Cold canvassing
B) Orphaned customers
C) Center of influence
D) Networking
E) Sales lead clubs
65) If past experience reveals that 1 person out of 10 will buy a product, then 50 sales calls could
result in five sales. This is an example of:
A) cold canvassing.
B) endless chain referral method.
C) center of influence.
D) networking.
E) one-to-one referral method.
66) When a customer refers the salesperson to someone she knows, it is called a(n):
A) limited chain referral method.
B) unlimited chain referral method.
C) chain referral method.
D) one-to-one referral method.
E) endless chain referral method.
67) Lydia sells an exclusive range of cosmetic products. She makes door-to-door sales calls. At
each house after a sale she asks the homeowner if they know anyone who would be interested in
her products. What prospecting method does Lydia use?
A) Center of influence
B) Cold canvas
C) Group
D) Endless chain
E) Observation
68) Which of the following is NOT a prospecting method?
A) Prospecting on the web
B) Center of influence
C) Endless chain
D) Social media platforms
E) Tracking
69) Abel, a teenager, is trying to earn money by operating a dog walking service. Abel is
knocking on the door of every dog owner within a six-block radius of his house and asking if the
homeowner would like to use his service. Abel is using the ________ method of prospecting.
A) Prospecting on the web
B) group
C) referral
D) cold canvass
E) endless chain
70) Nicole works for a reputed company that operates within the construction industry. Nicole
recently learned that a civil engineering company has secured a large account via the search
updates featured in LinkedIn. Nicole decides to send a congratulatory note to the engineering
firm and also initiate a communication regarding a new product line for the construction industry
that the company may find useful. Nicole is using the ________ method of prospecting.
A) public demonstration
B) group
C) referral
D) social media platforms
E) endless chain
71) Corrine is trying to make some extra money for college. She has made several handbags,
eyeglass cases, and bookmarks out of duct tape. She sells her crafts by going door-to-door in the
apartment complex where she lives. Corrine is using the ________ method of prospecting.
A) cold canvass
B) center of influence
C) concentration
D) endless chain
E) networking
72) Sandra Gonzalez has been an independent sales contractor for the past eight years. To remain
in touch with today’s tech savvy consumers and generate leads, she has decided to create brief
and easily accessible on-demand videos showing the different products and their use. Identify
this type of sales prospecting.
A) Cold canvassing
B) Prospecting on the web
C) Endless Chain
D) Customer referrals
E) Orphaned customers
73) Donald Williams sells home gutter systems guaranteed to last for 20 years. After every sale,
Williams asks his customers for the names of several friends who might be interested in learning
about his gutter products. Williams is using the ________ method of prospecting.
A) center of influence
B) cold canvass
C) group
D) endless chain
E) observation
74) Which of the following statements is NOT true about the endless chain referral method of
prospecting?
A) Satisfied customers are likely to buy again from the salesperson.
B) The customer often refers the salesperson to friends and acquaintances.
C) It is a very effective method for finding customers.
D) It involves asking the customer if they know others who might be interested in the product.
E) It involves a group of salespeople in related fields meeting regularly to share sales leads.
75) Which term refers to a person recommended as someone who would benefit from a
salesperson’s product or service?
A) Prequalified customer
B) Referral
C) Rival customer
D) Orphan
E) Telemarketing agent
76) The two best sources of future sales are:
A) customers and customers’ referrals.
B) colleagues and centers of influence.
C) customers and centers of influence.
D) sales lead clubs and referrals.
E) orphaned and current customers.
77) Orphaned customers are best described as the:
A) customers of a salesperson who has left the company.
B) prospects who have declined to make a purchase.
C) leads generated through a direct mail program.
D) solid referrals of long-term customers.
E) customers that have failed to pay.
78) When Janice Garcia left her pharmaceutical sales job to take a management position, her
customers became:
A) suspects.
B) repositioned.
C) new segments.
D) orphaned.
E) quarantined.
79) Kylie Lumberton was hired by a cosmetics company to replace a former employee. She did
not know where to start looking for customers to start her sales. The ideal place for her to start
would be:
A) sales lead clubs.
B) cold canvassing.
C) orphaned customers.
D) customer referrals.
E) prospecting on the web.
80) Duncan Stewart was hired to replace Orlando Burton as a sales representative for a local
television station. On his first day at work, Stewart was given a list of Burton’s previous
customers. Because Burton is no longer selling to these customers, they had become:
A) cold prospects.
B) orphaned.
C) uncommitted.
D) repositioned.
E) referred.
81) An insurance salesperson would most likely join a sales lead club to:
A) meet other insurance salespeople.
B) avoid having to make parallel referral sales.
C) share leads and prospecting tips.
D) practice new sales presentations.
E) evaluate her own sales call objectives.
82) In Hendersonville, a group of salespeople get together for breakfast on the first and third
Tuesday of each month. The purpose of their meeting is to share leads and prospecting tips. The
group charges each member dues of $65 per quarter and participants must sell noncompetitive
products. This group is an example of a(n):
A) business network.
B) sales lead club.
C) illegal pyramid scheme.
D) orphan prospect club.
E) list of prospects.
83) The members of a sales lead club most likely:
A) use the club for socialization.
B) sell in the same product categories.
C) sell highly competitive products.
D) are salespeople in related but noncompetitive fields.
E) are salespeople who are employed by the same company.
84) Luke Belington is an automotive parts salesperson. Each week he writes a column in a local
auto magazine about the car industry, its past, present, and future. One of the main reasons for
him indulging in writing on the side would be to:
A) encourage people to buy classic cars.
B) qualify leads in the market for a new car.
C) educate people on the mechanics of car design.
D) convince prospects of his automotive expertise.
E) gain additional remuneration during low sales periods.
85) Kenton is a busy insurance salesperson, yet twice a month he writes a column for the local
newspaper in which he addresses issues concerning financial security. The most logical reason
for such activity is to:
A) motivate other salespeople to sell more insurance.
B) protect his own personal financial investments.
C) show any stakeholders who read the column how intelligent he is.
D) create prospects.
E) qualify prospects.
86) A salesperson would most likely participate in a trade show to:
A) generate new leads.
B) learn how to accept rejection.
C) overcome call reluctance.
D) quickly qualify prospects.
E) practice giving sales presentations.
87) Terrell, the marketing manager of Tekna Tools, is planning to attend the Anaheim
Woodworking Trade Fair. Terrell will have a higher probability of success if he:
A) memorizes his sales pitch.
B) avoids the use of lead cards.
C) sets up in an area with little foot traffic.
D) acts assertively toward approaching passersby.
E) refuses to accept any rejections from leads and prospects.
88) Keri Marten has opened a day care center for children aged one to six. She seeks the
assistance of local pediatricians in identifying those in need of her services. Identify the method
of prospecting utilized by Keri.
A) Cold canvas
B) Center of influence
C) Group
D) Public exhibition
E) Endless chain
89) A company that manufactures truck bed liners will be sending representatives to a Dallas
automotive trade show. What advice should you give them to make sure their trip is a profitable
one?
A) Be prepared for rejection
B) Never be assertive in approaching trade show visitors
C) Avoid using lead cards because they are too time-consuming
D) Do not distract from your exhibit with attention-getting devices
E) Memorize your sales pitch word-for-word
90) In order to enlarge its prospect list, the West End Boarding Kennel seeks the assistance of
area veterinarians in identifying people who are likely to need its services. This is an example of
the ________ method of prospecting.
A) cold canvass
B) group
C) public exhibition
D) center of influence
E) endless chain
91) To enlarge its prospect list, Dunn Portrait Photographers seeks the assistance of area bridal
stores to identify engaged couples. This is an example of the ________ method of prospecting.
A) center of influence
B) cold canvas
C) group
D) public exhibition
E) endless chain
92) Prospecting via the ________ method involves finding and cultivating people in a
community who are willing to help a salesperson find prospects.
A) cold canvas
B) group
C) public exhibition
D) center of influence
E) endless chain
93) All of the following are individuals who may function as a center of influence EXCEPT:
A) salespeople who are selling competing products.
B) officers of community organizations like the chamber of commerce.
C) members of organizations such as the Lions Club.
D) country club members.
E) clergy.