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

The main sources for a prospect pool are:

The main sources for a prospect pool are:

a. industry directories, club rosters, and the Small Business Administration (SBA)
b. leads, referrals, and your competitor's customers
c. anyone who might use your product and anyone who has used your product or one like it in the past
d. telephone directories, Chambers of Commerce, and professional organizations
e. leads, referrals, orphans, and your customers







Answer: E

Evan recently installed computers at Harding Industries. He recommended the office manager call his friend Nissa over at Computer Services to hire instructions to teach Harding's employees how to use the computers. This is an example of:

Evan recently installed computers at Harding Industries. He recommended the office manager call his friend Nissa over at Computer Services to hire instructions to teach Harding's employees how to use the computers. This is an example of:

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









Answer: A