The notion that it only takes a few well-connected people to start an epidemic is called:
a. supply and demand.
b. the power of context.
c. the stickiness factor.
d. the law of the few.
Question 2Which of the following describes the most common reason why salespeople dislike prospecting?
a. They have a fear of rejection.
b. They dislike dealing with people.
c. Actually, most salespeople like prospecting.
d. All of the above are correct.
e. None of the above are correct.
Question 3In Japan, girls are often recruited to test-market, sample, and give their opinions about new products. When the girls go back to their schools, they often cheerlead the new products, and awareness of the brand spreads like wildfire. This phenomenon is referred to as:
a. kuchikomi.
b. kuchiochi.
c. tamagotchi.
d. tamikomi.
Question 4Which the following best describes the process of prospecting?
a. The process of locating new customers
b. The process of generating leads
c. The process of identifying, qualifying, and prioritizing sales opportunities
d. The process of turning prospects into customers
e. None of the above described prospecting
Question 5Roger Ebert reviews movies for the Chicago Sun Times and his reviews are reprinted on Web sites that are read by people all over the country. His opinion about a movie often influences whether or not a person would choose to see it. A person like Ebert, who frequently influences other individual's attitudes and behavior, is called a(n):
a. buzz maker.
b. logoist.
c. opinion leader.
d. trial runner.
Question 6The strategic prospecting process is also known as the:
a. Sales funnel
b. Easiest part of the selling process
c. Most difficult part of the selling process
d. Sales pipeline
e. Both a and d are correct.
Question 7When the iPod first came on the market in 2004, most people were uncertain of the technology and the expense of the player. By June, 2005, 22 million iPods had been sold. The term for how an innovation like the iPod is adopted and communicated through the marketplace is called:
a. distribution.
b. the diffusion process.
c. market mavenism.
d. adoption-influence.
Question 8With respect to prospecting, which of the following statements is untrue?
a. Most salespeople need to engage in some activity designed to cultivate future business
b. Salespeople often indicate they do not have enough time to prospect.
c. Typically, salespeople enjoy prospecting because they like the positive feedback.
d. Many of today's buyers are busy and reluctant to see salespeople.
e. All of the above are true.
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