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58.
Which of the following statements about the use of the Internet as an effective lead
generator is true?
59.
Which of the following is a way that companies use the Internet to generate leads?
60.
When Grant visited his supplier's Web site, he entered a code provided to him and went to
a customized site that listed his recent purchases, sale items, and complementary
products he might need. Grant was most likely visiting a(n) _____.
61.
Often the primary function of salespeople at trade shows is to:
62.
Identify an accurate statement about merchandise markets.
63.
The primary purpose of webinars is to:
64.
Which of the following is an example of a secondary source of sales leads?
65.
Which of the following statements about cold calling as a method of prospecting is true?
66.
Harold needs to sell a new drug to physicians and doctors in a locality. Without even
checking with the doctors and physicians, he visits the clinics and hospitals in the locality,
assuming that someone would be interested in buying the new drug. This is an example
of:
67.
In which of the following methods of prospecting is a salesperson likely to know the least
about the prospects called on before meeting them?
68.
Vindurem Inc. has developed a software that would reduce the time taken by
manufacturers to identify suppliers of raw materials and distributors of finished goods for
a particular region. The company assigns its sales team to call on all potential customers
that exist within a two-mile radius of the city's shipping port to market this new software.
The company conducts this cold calling for a period of two days. This type of cold
canvassing is called _____.
69.
The purpose of a blitz is to:
70.
A _____ is an individual who, for a fee, will provide the names of leads for a salesperson.
71.
Janice is a salesperson at a local computer store. She offers buyers a discount of $100 if
they provide her with the contact details of people who want to buy computers or
computer-related accessories. In this case, Janice wants these people to act as her:
72.
Horizon Gifts is involved in corporate gifting solutions for large companies. Cal is a long-
time user of the service provided by Horizon Gifts, and he often suggests possible clients
to the service's sales representatives. Every time the lead Cal has provided actually results
in a purchase, Cal receives a free gift, which might be anything from a can of assorted
nuts to a wool muffler. Cal acts as a _____ for Horizon Gifts.
73.
Which of the following statements is true about bird dogs?
74.
The opening paragraph of a sales letter should:
75.
After a sales letter gains a prospect's attention, the next thing it must do is:
76.
In the final paragraph of a sales letter, the writer should:
77.
Which of the following statements about the use of a postscript (PS) at the end of a sales
letter is true?
78.
Which of the following statements about lead qualification and management is true?
79.
Robert works in a marketing firm. He verifies the phone numbers and residential
addresses of all the leads generated by the firm before turning them over to the field
salespeople in his firm. Which of the following statements is true about the scenario?
80.
A lead management system is used to:
81.
All of the following are reasons why a salesperson may suffer from call reluctance
EXCEPT:
82.
A salesperson may suffer from call reluctance if he or she:
