When they do, their customers are:

When they do, their customers are:

a. disenfranchised
b. disqualified
c. orphaned
d. cold prospects
e. tepid prospects








Answer: C

They are always on the lookout for customers. Everyone they meet may be a prospect or that person may provide a name that could lead to a sale. The term given to making and using contacts is:

They are always on the lookout for customers. Everyone they meet may be a prospect or that person may provide a name that could lead to a sale. The term given to making and using contacts is:

a. center of influence
b. observation
c. networking
d. endless chain
e. preapproach








Answer: C

It is an appropriate time to ask your customers for a referral during:

It is an appropriate time to ask your customers for a referral during:

a. the preapproach
b. the sales presentation
c. service and follow-up
d. any of the above steps in the sales process
e. the product delivery stage











Answer: D

____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction

____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction

a. Networking
b. The prospecting process
c. The sales process
d. The sales presentation
e. The preapproach









Answer: C