The purpose of the first call to a sales prospect by a salesperson is to understand the prospect's selling situation.
Answer the following statement true (T) or false (F)
False
Some information about a prospect is collected throughout the strategic prospecting process, but more is needed to be effective at each stage of the trust-based sales process. In many cases, the next step is for the salesperson to contact the prospect by telephone. Although the purpose of this call is usually to set up an appointment, salespeople are often able to collect additional useful information. See 5-5: Gathering Prospect Information to Prepare for Sales Dialogue
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Practicing an approach before making initial contact is most likely beneficial because:
A) optimism is crucial to successful selling efforts B) rehearsal reduces the chances of making a mistake C) practicing ensures that transactional sales are profitable D) anxiety is normal for both new and experienced salespeople E) developing a deeper commitment to sales goals is important
Which concept allows for either the company or the employee to break their work relationship at any time, with or without any particular reason as long as no law is broken?
A. Due process B. Employment-at-will C. Progressive discipline D. The right to free speech E. Code of conduct
Those who use RSS feeds to gather information and vote for websites online are classified as:
A. collectors. B. creators. C. spectators. D. joiners.
No matter how well you delivered your talk, your post-presentation activities should include
A) resolving to improve your performance next time. B) formulating questions to obtain audience feedback. C) comparing the results to your mental imagery. D) letting the audience know that you overcame your anxiety. E) varying your rate of speaking and the pitch of your voice.