Sell7 Chapter 9

It would be inappropriate to ask for the names of potential buyers immediately after closing a sale.

False

Which of the following is true regarding prospecting at trade shows?

It is easier to identify good prospects and close sales at a trade show.

Which of the following efforts is used by progressive marketers to improve the quality of the prospecting process?

Shorten the sales cycle by quickly determining which new prospects are qualified.

When you build value into your sales process, you increase the odds that the customer will give you a referral.

True

To increase the odds that customers will give referrals, a salesperson should most likely:

build value into the sales process

A balanced funnel involves:

having prospects at different stages of the sales cycle

Grackin Corporation is expanding into a new territory in which they are not as well-known as they are in their current territories. As part of this new push, the sales director decides to use a strategy that involves making aggressive cold-calls and hosting frequent educational seminars. How does Grackin most likely benefit from hosting educational seminars?

highlighting product benefits to potential prospects

Marco, a salesperson, prospects for new customers almost constantly but still has problems meeting his sales goals. Marco has consulted with his sales manager, who notices that once Marco has a meeting with a decision maker, he typically closes the sale.Marco asks his manager to listen in for one day while he makes calls in order to help him figure out where he could improve. The manager concludes that Marco is doing an excellent job of building rapport but is not qualifying prospects as he talks to them. The manager suggests that Marco spend less time talking about the prospect's personal details and:

keep a list of qualifying questions in front of him so he makes sure to ask each one of them during the call

At-a-glance visualizations that define, monitor, and analyze the relationships existing in the pipeline or sales funnel are referred to as:

pipeline dashboards

A sales manager runs what she calls "an all-out blitz" with her department to focus on closing sales in the last month of the third quarter. Her department exceeded its quota by 20%. The strategy involved a focus on closing as many pending sales as possible and moving customers in the evaluation stage to the buying stage. During the fourth quarter, the team closed fewer sales than in the third quarter and only generated 50% of the amount that was made in the third quarter.In the first quarter following these decreased fourth quarter sales, what should the sales manager focus on when building up pipelines?

qualifying prospects so salespeople don't waste effort