Opinion leaders have an influence primarily because they
a. dislike the products.
b. have a satisfaction with their present knowledge of a product category.
c. have a need to be alone.
d. have no vested interest in whether consumers actually heed their opinions.
e. have an intrinsic interest in and enjoyment of products.
Question 2A salesperson must generate leads before engaging in the prospecting process
Indicate whether the statement is true or false
Question 3Did you vote in the last presidential election? is an example of which of the following question types?
a. Filter question
b. Leading question
c. Multichotomous question
d. Double-barreled question
e. Telescoping question
Question 4People become opinion leaders because they
a. have no vested interest in whether consumers actually heed their opinions.
b. are dissatisfied with their present knowledge of a product category.
c. have an intrinsic interest in and enjoyment of products.
d. dislike the products.
e. have a need to be alone.
Question 5Which of the following bits of information about the prospect and/or the prospect's company is probably least important for the salesperson to know before making the first sales call?
a. The prospect's name and title.
b. The products (goods and services) the prospect's company makes or sells.
c. The prospect's current suppliers.
d. The prospect's birthday.
e. The prospect's personality type.
Question 6When determining content of individual questions, in general you want to capture the needed data using
a. the same question multiple times, but worded differently.
b. as few questions as possible.
c. generalizations and estimates.
d. sophisticated language, words and phrases.
e. All of the above.
Question 7Opinion leaders might have all of the following characteristics except that they
a. learn a lot about the products.
b. are close-mouthed.
c. are self confident.
d. tend to buy new product variants when they are first introduced to the market.
e. are willing to share product-relevant information.
Question 8Brian is an office manager for a small 30-person company with a large budget for office equipment. One of the copy machines that is not used very much has broken down and no longer functions. However, because the office has two other copy machines, productivity has not been affected. Although Brian meets the basic requirements of a qualified prospect, he may not be an ideal prospect for a copier salesperson because:
a. he doesn't have the financial wherewithal to purchase another copy machine.
b. he is probably not involved in the purchase decision process.
c. he probably doesn't have a sense of urgency with respect to purchasing a copy machine.
d. he isn't eligible to purchase a copy machine.
e. All of these choices are correct.
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