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Exam 6: Prospecting

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Question 31

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Identify an accurate statement about merchandise markets.

A) They involve the direct sale of goods to public.
B) They are places where defective goods received from customers are returned to the manufacturers.
C) They are places where only old and unsold stock is sold at low prices.
D) They involve the sale of goods to retailers.
E) They are places that typically exclude a supplier's sale office.

F) D) and E)
G) B) and C)

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Question 32

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What is the difference between an exclusive sales territory and a house account?

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The difference between an exclusive sale...

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Question 33

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The process of locating potential customers for a good or service is termed _____.

Extranets are external databases that salespeople use for data mining purposes.

The sales strategy of getting at least one additional lead from each person interviewed is called selling deeper.

Which of the following statements about lead qualification and management is true?

When using social media to find prospects,salespeople trying to apply a pull strategy should use tactics like seller blogs,wikis,and video blogs.

In a lead management system,salespeople are usually excluded from the process of qualifying leads.

What determines a good prospect?

Which of the following is an example of a secondary source of sales leads?

Cold calling is usually considered rude by many purchasing agents and other professionals today.

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 _____.

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?

A salesperson may suffer from call reluctance if he or she:

How can a firm's marketing department act as a source of acquiring leads?

The North American Industry Classification System (NAICS)code is useful for salespeople researching using secondary sources.

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?

Which of the following statements about the use of the Internet as an effective lead generator is true?

Satisfied customers,particularly those who are truly partners with the seller,are the most effective sources for leads.

When a customer account is specifically assigned to a sales executive rather than to a salesperson who handles the territory containing that customer account,that customer account is usually known as a _____.