CHAPTER 7: “What An Offer! Or is It?”
What is the most ethical action to take?
A. Take the information. It could really help you get started.
B. Thank your friend for the offer but refuse the information. It would
not be right to accept something that is marked con*dential.
C. Refuse the information and tell your friend that it was not in good
practice for him to offer it. Let him know that if anything like this
were to happen again, you would have to report him to the proper
people in his company.
CHAPTER 7
PROSPECTING—THE LIFEBLOOD OF SELLING
COMMENTS ON CHAPTER 7 SALES APPLICATION QUESTIONS
1. The prospect has been “quali”ed” as having the potential to buy. The lead,
or suspect, is suspected of being a prospect. To qualify a potential customer,
follow the MAD sequence:
A. Does the prospect have the Money to buy?
2. A. Prospects are found everywhere. Depending on what you sell,
3. Using the telephone Yellow Pages and observing the business are two of the
4. A. “I sell paper and metal containers designed to save your
back this afternoon or tomorrow?”
5. A. Local banks, Better Business Bureau, and Dun and Bradstreet can all
B. The customer bene”t plan would be similar for each sales call. Each
COMMENTS ON CASES
Case 7-1: Canadian Equipment Corporation
1. Five salespeople ranked the four alternatives, with “C” ranked the best.
Alternatives Ranking Dollar
Amount Sold
(Maximum =
$1,000)
A Second
$500
B Third -0-
Getting by the receptionist or switchboard operator, at times, requires a certain
A. This method is not as good as “C”, but it is a good second choice. Make her
feel important, build up her ego by taking time (if `she can afford it) to give
B. We’re afraid that under normal circumstances this answer will provoke the
C. This is the best answer because it’s direct and to the point. You really haven’t
told her what the product is so it’s diCcult for her to say the company
D. Same as B.
Case 7-2: Montreal Satellites
1. Salesperson: Hello Mr. Butler. My name is with Montreal Satellites. I met
Salesperson: I’d like to set up a time to stop by your home or oCce and visit
with you about our program you may “nd of great bene”t. It’s not really
important to me that we do business; all I ask is if you appreciate the time we
2. It’s often impossible to say exactly where the request for referrals should
come. However, somewhere say something like:
Salesperson: My success and the success of my business is totally dependent
upon getting quality referrals from my clients. I realize that you will introduce
3. Salesperson: Mr. and Mrs. Butler, I’m sure by now you realize I work through
recommend I contact?
4. Salesperson: Hello Mr. Butler. This is . As I promised when we “rst did
business, I’d check with you periodically. Do you have any questions? Is
there anything I can do for you?
requesting referrals one more time:
Salesperson: I’ll let you go now. Don’t forget, you’ve got my number if you
need any help. Please keep me in mind when talking to your friends and
