Sell 5th Edition By Thomas N – Test Bank

True / False

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

2. Today’s buyers have an abundance of time, and many are keen to see salespeople.

  a.  True

  b.  False

ANSWER:   False

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

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

5. Salespeople from noncompeting companies cannot be considered a source for getting leads.

  a.  True

  b.  False

ANSWER:   False

6. An organization’s records of former customers are usually a poor source for prospecting.

  a.  True

  b.  False

ANSWER:   False

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

8. A buyer’s name, title, and contact information constitute basic information about the buyer’s selling situation.

  a.  True

  b.  False

ANSWER:   False

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

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

Multiple Choice

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