COPY: Sales Prospecting process ch. 5

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Questions and Answers

Which of the following scenarios best illustrates a salesperson leveraging 'social selling' as a prospecting method?

Asking existing customers for referrals to new potential clients.
Using LinkedIn to identify and engage with potential clients based on their professional interests and activities. (correct)
Attending an industry conference and exchanging business cards with potential clients.
Making unannounced phone calls to businesses in a specific geographic area.

A company's best customers share common attributes. What is the document describing these characteristics called?

Target Market Segmentation Analysis
Ideal Customer Profile (correct)
Sales Lead Qualification Matrix
Strategic Prospecting Plan

A salesperson consistently updates their CRM with detailed notes after each interaction with a prospect, meticulously recording the methods used to contact them and the outcomes of those contacts. Which component of a strategic prospecting plan does this exemplify?

Sales Forecasting Model
Lead Generation Protocol
Prospect Qualification Framework
Tracking System (correct)

What is a key difference between a 'referral' and an 'introduction' as prospecting methods?

A referral involves getting contact information, while an introduction involves a facilitated connection. (D) Signup and view all the answers

Which of the following reasons for client loss is most directly related to the salesperson's performance?

Client dissatisfaction with the salesperson. (A) Signup and view all the answers

Which of the following is the MOST effective way for a salesperson to utilize basic information about a prospect company?

To determine the most relevant and impactful questions to ask during sales dialogue. (B) Signup and view all the answers

A company is evaluating new CRM software. Which piece of information about the 'selling situation' would be MOST relevant for a salesperson to know during the prospecting stage?

The prospect's current software vendor. (C) Signup and view all the answers

A company aiming to improve its sales team's prospecting efforts should focus on which of the following strategies to ensure long-term success?

Implementing a system for consistent follow-up, recognizing that most sales occur after multiple interactions. (A) Signup and view all the answers

A sales manager is reviewing a CRM entry filled out by a salesperson after a call with a prospect. What information would be LEAST relevant to include?

Personal opinions about the prospect's management team. (B) Signup and view all the answers

What is the primary goal of sales prospecting?

To identify and qualify potential customers to build a sales database. (A) Signup and view all the answers

A salesperson has identified a potential prospect but needs more information about their current technology infrastructure. Which source would MOST likely provide this information?

The prospect's website. (A) Signup and view all the answers

How does strategic prospecting contribute to a salesperson's success?

By identifying, qualifying, and prioritizing sales opportunities for both new and existing customers. (B) Signup and view all the answers

After a promising initial meeting, a prospect decides NOT to move forward with a salesperson's proposal. What would be the LEAST effective response for the salesperson?

Immediately blaming the prospect for wasting their time. (D) Signup and view all the answers

Which of the following actions is LEAST likely to help a salesperson effectively deal with a rejection?

Focusing solely on closing the next deal and ignoring the rejection. (B) Signup and view all the answers

A sales team is experiencing a decline in closed deals. Which prospecting-related action would most likely address this issue?

Implementing a more rigorous lead qualification process to improve the quality of the sales funnel. (A) Signup and view all the answers

Why is it important for salespeople to 'always be prospecting'?

To ensure a constant influx of potential customers, offset client losses, and position themselves as trusted advisors. (C) Signup and view all the answers

What BEST describes the strategic prospecting process?

A sales funnel. (C) Signup and view all the answers

A new salesperson is struggling to meet their prospecting goals. What strategy would be MOST effective in helping them continuously improve their prospecting effectiveness?

Adopting a strategic prospecting plan and regularly evaluating its effectiveness. (B) Signup and view all the answers

In the context of a sales funnel, what happens during the 'qualifying' stage?

Salespeople assess leads to determine if they are suitable candidates for a sale. (D) Signup and view all the answers

Which outcome indicates an effective strategic prospecting process?

A consistently growing sales funnel with qualified prospects moving through each stage. (A) Signup and view all the answers

A new salesperson is struggling to meet their quota. What is the most direct action they can take related to prospecting to improve their performance?

Refine their prospecting efforts to focus on higher-quality leads and consistent follow-up. (A) Signup and view all the answers

Flashcards

Social Selling

Using social media to find and connect with potential clients.

Ideal Customer Profile

A document detailing the characteristics of a company's best customers.