Which of the following forms of locating prospects brings the prospect to the salesperson?
a. Centers of influence
b. Outbound telemarketing
c. Tradeshows
d. Noncompeting salespeople
e. Cold canvassing
Question 2Sue reviewed Consumer Reports and Kelley Blue Book before buying her first car. These sources are examples of ________data.
a. primary
b. secondary
c. research
d. tertiary
Question 3Karen is a salesperson for a large industrial equipment company. Most of her existing and potential customers are geographically dispersed across North America. Which of the following would probably be her best method of prospecting?
a. Cold Canvassing
b. Trade Shows
c. Observation
d. Centers of influence
e. Industrial Customer Ranking Protocol
Question 4Gerbin Supplies has noticed that sales have been declining over the past year. In an effort to identify the cause and increase its sales, management decided to hire a marketing company to help determine the reason for the decline. Gerbin Supplies has just entered the ________ stage of the research process.
a. problem formulation
b. data collection
c. analyze data
d. sample design
Question 5Which of the following statements is untrue regarding cold canvassing?
a. Calls on prospects are unannounced
b. It is a relatively efficient form prospecting
c. Buyers may not be available
d. Buyers may not have the time to talk to the salesperson
e. It is probably the least successful form of prospecting
Question 6The element of a DSS that clearly separates it from an MIS is its diagram-driven system, also called a pictorial system.
Indicate whether the statement is true or false
Question 7Which of the following forms/sources of prospecting is probably least productive?
a. Observation
b. Organizations (e.g., Chamber of Commerce)
c. Cold canvassing
d. Company records
e. Community contacts
Question 8Erik Smith needed a system to monitor and control all of the company's resource requirements such as inventory, human resources, financial data, and production capacity. The company made the decision to purchase a(n) ________ system.
a. enterprise resource planning (ERP)
b. networking information system (NIS)
c. decision support system (DSS)
d. management information system (MIS)
Question 9Drew is a salesperson for a company that manufactures bed-liners for pick-up trucks. Drew relies on his friend Susan, a salesperson for a local truck dealership, for leads. Susan calls Drew and let's him know when someone has purchased a new pick-up truck. Drew's source of leads is called:
a. Company records.
b. A sales seminar.
c. Noncompeting salesperson.
d. Tradeshow
e. Center of influence
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