1 Technology is always an excellent communication choice because it is so efficient. Time is
money.
(A) True
(B) False
2 It is better to wait until after the sales presentation to determine whether the prospect can
afford your product.
(A) True
(B) False
3 The success of a sales call depends, in part, upon the salesperson’s ability to distinguish the
behavioral type of the prospect.
(A) True
(B) False
4 Prospecting builds a salesperson’s pipeline.
(A) True
(B) False
5 In general, sellers are the ones usually expected to initiate customer relationships.
(A) True
(B) False
6 Your number one goal when making an initial sales call should be to make a sale.
(A) True
(B) False
7 When completing the steps for the preapproach, it is important to do them in order.
(A) True
(B) False
8 An excellent way to plan out the sales process in advance is through the use of written sales
proposals.
(A) True
(B) False
9 The “give first” approach refers to letting the prospect “win” by giving in.
(A) True
(B) False
10 The criteria applied to qualify potential prospects are consistent among companies in any
industry.
(A) True
(B) False