Prospecting - Study guides, Class notes & Summaries

What is the difference between a prospect and a lead? Both describe a potential customer and have intertwined meanings that only differ based on who you are talking to. Instead of giving direct orders you should Use body language to show what you want Make suggestions by asking questions Tell one of their friends or co-workers to tell them the order Actually you should be very direct and assertive when giving orders Make suggestions by asking questions There's never too much ...

Marketing 3410 exam 1T/F 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 - correct answer True T/F Todays buyers have an abundance of time and many are keen to see salespeople - correct answer False T/F In order for a lead to be considered a sales prospect, the lead must have a need for the salespersons product - correct answer ...

Course Careers - Sales Technology Final Exam Questions and Answers Latest | Graded A+. What is the difference between a prospect and a lead? Both describe a potential customer and have intertwined meanings that only differ based on who you are talking to. Instead of giving direct orders you should Use body language to show what you want Make suggestions by asking questions Tell one of their friends or co-workers to tell them the order Actually you should be very direct and assertive when...

Complete Test Bank for SELL 7th Edition by Thomas N. Ingram, Raymond W. (Buddy) LaForge, Ramon A. Avila, Charles H. Schwepker, Michael R. Williams ; ISBN13: 9780357901380....(Full Chapters included Chapter 1 to 10)... 1. Overview of Personal Selling. 2. Building Trust and Sales Ethics. 3. Understanding Buyers. 4. Communication Skills. 5. Strategic Prospecting and Preparing for Sales Dialogue. 6. Planning Sales Dialogues and Presentations. 7. Sales Dialogue: Creating and Communicating Valu...

AGEC 535 exam 1 Questions with complete solution the 7 steps in the selling process: ___ & qualifying, ____, ____, presentation & ____, handling _____, ____, and _____ prospecting preapproach approach demonstration objections closing follow up step 1: prospecting and qualifying: prospecting = identifying _____ ____ qualifying = screening ____ potential customers leads Step 2: Preapproach: learning as much as possible about a ___ ___ prior to making a sales call prospective c...

What is one key benefit of a backlog refinement session? It is the main way in SAFe for achieving relentless improvement It serves a variety of purposes, including a dedicated time for planning, retrospecting, exploring, and innovating It allows the team to state the problem and think about what, where, when, and the impact It provides time to identify dependencies and issues that could impact the next Iteration Which statement is true about Features and Stories? Features can be larger th...

AGEC 535 Exam 1 Question and answers rated A+1. Prospecting and qualifying - correct answer - Prospecting: identifying potential customers - Qualifying: screening leads 2. Preapproach - correct answer Learning as much as possible about a prospective customer prior to making a sales call 3. Approach - correct answer Stage where the salesperson meets the customer for the first time 4. Presentation and demonstration - correct answer - Benefits of the product are presented and demo...

final exam course careers, Course Careers - Sales Technology Final Exam Study Set What is the difference between a prospect and a lead? Both describe a potential customer and have intertwined meanings that only differ based on who you are talking to. Instead of giving direct orders you should Use body language to show what you want Make suggestions by asking questions Tell one of their friends or co-workers to tell them the order Actually you should be very direct and assertive when g...

Which statement is false about prospecting for buyers? correct answers Prospecting for sellers is easier than prospecting for buyers. If a neighborhood has 160 homes and 12 homes sold there last year, what is the turnover percentage? correct answers 7.50% A good farm area includes all the following except: correct answers Less than 100 homes Martin joined a beach clean up group as a means to prospect. Which of the following would not help him reach his prospecting goals? correct answers Ta...

Productivity Management - correct answer Measuring the results from the use of available systems and tools for prospecting activities CRM - correct answer Contact Relationship Manager, a tool used to automate prospecting tasks and manage leads Geographic farming - correct answer A particular area that may include neighborhoods that a sales agent or broker markets for the solicitation of business Management plan - correct answer A schedule of activities that creates the ability to measure ...