Chapter 06 Prospecting: The Lifeblood of Selling

Chapter 06 Prospecting: The Lifeblood of Selling

 

Complete Chapter Questions With Answers

 

Sample Questions Are Posted Below 

 

 

 

Chapter 06 Prospecting: The Lifeblood of Selling

True / False Questions

1. Preapproach is the first step in the selling process.
   Answer: False

Learning Objective: 06-01

Topic: The Sales Process Has 10 Steps

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: The first step in the sales process is prospecting. Preapproach and planning are the two components of the second step.

 

2. The sales process is a sequential series of actions by the salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.
   Answer: True

Learning Objective: 06-01

Topic: The Sales Process Has 10 Steps

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: The sales process refers to a sequential series of actions by the salesperson that leads toward the prospect or customer taking a desired action and ends with a follow-up to ensure purchase satisfaction. This selling process involves 10 basic steps.

 

3. A guideline provided in the text states that good salesmanship involves 40 percent presentation, 20 percent preparation, and 40 percent follow-up.
   Answer: False

Learning Objective: 06-01

Topic: Steps before the Sales Presentation

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: One rule of thumb states that a good sales process involves 20 percent presentation, 40 percent preparation, and 40 percent follow-up, especially when selling large accounts.

 

4. Success in selling requires a significant amount of preparation.

Answer: True

Learning Objective: 06-01

Topic: Steps before the Sales Presentation

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: As in most professions, success in selling often requires as much or more preparation before and between calls than is involved in actually making the calls themselves.

 

5. Networking is the second step in the selling process after preapproach planning.

Answer: False

Learning Objective: 06-01

Topic: Steps before the Sales Presentation

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: Prospecting is the first step in the sales process. After prospecting, a salesperson obtains an appointment and starts preparing for a presentation.