83.
Which of the following is an effective way in which a salesperson can overcome the
reluctance to call a prospect?
Short Answer Questions
84.
What is the first step a salesperson takes when he or she is prospecting?
85.
What is insight selling?
86.
What is the difference between an exclusive sales territory and a house account?
87.
Veridcom Inc. is a leader in the creation of fingerprint identification software and hardware
for laptops. It sells the technology to businesses that want to protect any intellectual
property they have stored on their computers. After overseeing the installation of the
system in 1,230 laptops for a large pharmaceutical company, the salesperson asked the
company’s vice president of information if he knew of another company that could use the
Veridcom technology? The VP suggested Max Jordan, a business acquaintance of his who
used laptops to communicate with a large, scattered work force. What method of
prospecting did the Veridcom salesperson use, and what term would be used to describe
Jordan?
88.
Other than camaraderie and public service, why would a computer salesperson belong to a
Rotary Club, participate in the local Chamber of Commerce, and volunteer at the local
library?
89.
Gina has met a well-known and influential engineer who is willing to provide the names of
several leads. In the context of sales prospecting, what is this person called?
90.
What are merchandise markets?
91.
What is a blitz?
92.
What is data mining?
93.
What part of their jobs do most salespeople dislike performing the most?
94.
What do salespeople usually do to determine if their leads meet the criteria of a prospect?
Essay Questions
95.
What is the difference between a lead and a prospect?
96.
What determines a good prospect?
97.
Where can salespeople find sales leads?
98.
Discuss the following statement: “A satisfied customer is a salesperson’s most profitable
resource.”
99.
James is a new salesperson. He is attending his first formal dinner party at the Chamber of
Commerce. He knows that he will meet a lot of people who can help him become a
successful salesperson, but he needs information on how to make the most of this
networking opportunity. What advice would you give him?
100.
Discuss the various ways in which companies are using the Internet to solicit leads.
101.
How can a firm’s marketing department act as a source of acquiring leads?
102.
A company that has developed biometric identification systems—using fingerprint and
retina measurements—for PCs wants to hold a webinar for entertainment lawyers who are
likely to have sensitive information stored on their computers. The webinar will focus on
the ways in which one can protect office computers from hackers. What advice can you
give the company as it sets up the webinar?
103.
A source for leads is selling lists containing individuals’ mailing addresses and phone
numbers. You can even buy a list as specific as Catholic postal employees between the
ages of 25 and 40. Even though lists are easy to obtain and use, many salespeople avoid
using them. Why?
104.
How can data mining assist sales prospecting?
105.
Explain the significance of the prequalification process in a lead qualification system.
106.
Why does a salesperson show reluctance to call a prospect?