Test 1

Question 1

Lead

Answer 1

A potential prospect that may have expressed an interest in your offerings through behaviors like visiting your website, subscribing to your blog, or downloading a white paper (opportunity, hearing something)

Question 2

Qualified lead

Answer 2

The process of determining whether a lead is in fact a prospect (person you have done research on, someone who has the ability to pay)

Question 3

Prospect

Answer 3

a lead that has been qualified as a good candidate for buying what the salesperson is selling (someone you get to meet with)

Question 4

Prospecting

Answer 4

the process of locating potential customers for a product or service

Question 5

Center-of-influence

Answer 5

prospecting method wherein the salesperson cultivates well-known, influential people in the territory who are willing to supply lead information (a person who is well known, respected, knowledgeable, this person can say something about a business without purchasing products/services)

Question 6

Cold call

Answer 6

prospecting method in which a sales representative tries to generate leads for new business by calling on totally unfamiliar organizations (where a person walks into a business without an appointment and little information)

Question 7

Endless Chain Method

Answer 7

prospecting method whereby a sales representative attempts to get at least one additional lead from each person he/she interviews

Question 8

Networking

Answer 8

establishing connections to other people and then using those networks to generate leads, gather information, and so on (putting yourself out there, less talk-more listen, creating personal connections and opportunities, almost the key to future professional growth )

Question 9

Referral

Answer 9

method of helpfully responding to objections in which the salesperson shows how others held similar views before trying the product or service (where a person suggests their service to another person, testimonials)

Question 10

Planning the sales call (7 Steps)

Answer 10

1. Analysis Paralysis
2. Focus on dissatisfaction
3. Focus of power
4. Focus of receptivity
5. Gatekeeper
6. Primary call objective
7. Secondary call objective

Question 11

Analysis paralysis

Answer 11

when a salesperson prefers to spend practically all his or her time analyzing the situation and gathering information instead of making sales calls (salesperson spends more time researching the business/person or at the desk rather than they spend in front of the person)

Question 12

Focus of dissatisfaction

Answer 12

the person in the organization who is most likely to perceive problems and dissatisfactions; leads to the focus of power

Question 13

Focus of power

Answer 13

the person in the organization who can approve, prevent, or influence action (ability to pay and make decisions)

Question 14

Focus of receptivity

Answer 14

the person in the organization who will listen receptively and provide a seller with valuable information: leads to the focus of dissatisfaction

Question 15

Gatekeeper

Answer 15

buying center member who influences the buying process by controlling the flow of information and/or limiting the alternatives considered (person who greets people, front-line, traffic cop for a business)

Question 16

Primary Call Objective

Answer 16

actual goal the salesperson hopes to achieve in an upcoming sales call (an introduction)

Question 17

Secondary Call Objective

Answer 17

goals a salesperson hopes to achieve during a sales call that have somewhat less priority than the primary call objective (secure and appointment, meet someone new, introducing other products/services)

Question 18

Customer Relationship Management (CRM)

Answer 18

a system to organize information about customers, their needs, company information, and sales information

Question 19

Uniform commercial code (UCC)

Answer 19

Legal guide to commercial practice in the US; rules salespeople have to abide by