Sell 5th Edition By Thomas N – Test Bank
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Sell 5th Edition By Thomas N – Test Bank
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True / False |
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1. Salespeople need to spend some time prospecting on a regular basis because there is typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status. a. True b. False ANSWER: True |
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2. Today’s buyers have an abundance of time, and many are keen to see salespeople. a. True b. False ANSWER: False |
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3. In order for a lead to be considered a sales prospect, the lead must have a need for the salesperson’s product. a. True b. False ANSWER: True |
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4. Sales prospects who most closely fit an ideal customer profile are deemed to be the best sales prospects. a. True b. False ANSWER: True |
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5. Salespeople from noncompeting companies cannot be considered a source for getting leads. a. True b. False ANSWER: False |
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6. An organization’s records of former customers are usually a poor source for prospecting. a. True b. False ANSWER: False |
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7. Organizations today only use outbound telemarketing to generate leads because inbound telemarketing cannot be used to generate leads. a. True b. False ANSWER: False |
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8. A buyer’s name, title, and contact information constitute basic information about the buyer’s selling situation. a. True b. False ANSWER: False |
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9. Basic information about the prospect’s company makes it easier for the salesperson to ask questions during the sales dialogue. a. True b. False ANSWER: True |
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10. Prospects are typically impressed with salespeople who are prepared and know a lot about them and their company before the first meeting. a. True b. False ANSWER: True |
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Multiple Choice |
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11. Which of the following is a reason why salespeople get rejected by buyers? a. Salespeople do not have specific information about the buying situation. b. Buyers prefer talking to a selling firm directly, and not its salespeople. c. Today’s buyers are busy, and many are reluctant to see salespeople. d. Buyers do not find salespeople to be value oriented. e. Buyers are always well informed and do not rely on salespeople for information. ANSWER: c |
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