Full file at http://testbankeasy.eu/Test-bank-for-Selling-Today-Partnering-to-
Create-Value,-13th-Edition---Manning
Selling Today
Chapter 9 Developing and Qualifying Prospects and Accounts
9.1 True/False Questions
1) The goal of prospecting is to build a prospect base made up of current and potential
customers.
Answer: TRUE
Diff: 1
Objective: LO1
2) The use of friends and acquaintances is not an acceptable way to build a prospect base.
Answer: FALSE
Diff: 1
Objective: LO2
3) When you build value into your sales process, you increase the odds that the customer will
give you a referral.
Answer: TRUE
Diff: 2
Objective: LO2
4) The "endless chain" prospecting technique is easy to use because it fits naturally into most
sales presentations.
Answer: TRUE
Diff: 1
Objective: LO2
5) It would be inappropriate to ask for the names of potential buyers immediately after closing
the sale.
Answer: FALSE
Diff: 1
AACSB: Written and Oral Communication
Objective: LO2
6) Using an existing customer as an intermediary (presentation of a letter or note) can reduce the
amount of time spent on prospecting.
Answer: TRUE
Diff: 2
Objective: LO2
7) Cold calls should not be used to introduce a new product or service.
Answer: FALSE
Diff: 2
AACSB: Written and Oral Communication
Objective: LO2
8) Joe Girard's "Ferris Wheel" concept illustrates how many calls it takes to close a sale.
full file at http://testbankeasy.com
,Full file at http://testbankeasy.eu/Test-bank-for-Selling-Today-Partnering-to-
Create-Value,-13th-Edition---Manning
Answer: FALSE
Diff: 2
Objective: LO1
9) CRM software cannot be used to track the likelihood that a sale will close.
Answer: FALSE
Diff: 2
AACSB: Information Technology
Objective: LO5
10) Experts recommend conducting business in the process of networking to ensure that solid
prospects are developed quickly and efficiently.
Answer: FALSE
Diff: 2
Objective: LO2
11) Qualifying is the process of identifying prospects who should be contacted.
Answer: TRUE
Diff: 1
Objective: LO1
12) In most selling situations, prospecting begins with a study of the market for your product or
service.
Answer: TRUE
Diff: 2
Objective: LO3
13) Many banks, accounting firms, and consulting companies use seminars to generate new
prospects.
Answer: TRUE
Diff: 2
Objective: LO2
14) In most cases, technicians, receptionists, bank tellers, and other non-sales personnel can do
little to help with prospecting.
Answer: FALSE
Diff: 3
Objective: LO2
15) Networking is another word for prospecting.
Answer: FALSE
Diff: 2
Objective: LO1
full file at http://testbankeasy.com
, Full file at http://testbankeasy.eu/Test-bank-for-Selling-Today-Partnering-to-
Create-Value,-13th-Edition---Manning
9.2 Multiple-Choice Questions
1) Which of the following questions is most relevant to qualifying a prospect?
A) How long has the prospect been interested in the product?
B) Does the prospect know the firm's decision maker?
C) Can the prospect make the buying decision?
D) Can the prospect pay in cash for the purchase?
E) Has the prospect purchased anything similar before?
Answer: C
Diff: 2
AACSB: Application of Knowledge
Objective: LO3
2) A typical company will lose approximately what percent of its customers every year?
A) 5 to 10
B) 15 to 20
C) 25 to 30
D) 35 to 40
E) 45 to 50
Answer: B
Diff: 2
Objective: LO1
3) Joe Girard's "Ferris Wheel" concept assumes which of the following?
A) The optimal ratio of customers to prospects is 66 percent.
B) If the customers are sold the correct product and given good service, a company will not lose
customers.
C) A certain number of customers will be lost every year by most companies.
D) Departing customers must be replaced by new customers at an equal rate.
E) Salespeople will do better prospecting when they think of the process as a roller coaster.
Answer: C
Diff: 3
Objective: LO1
4) When a salesperson asks a customer to prepare a note or letter of introduction that can be
delivered to the potential customer, this person is using which prospecting method?
A) networking
B) mail inquiry
C) cold canvass
D) referral
E) trade show
Answer: D
Diff: 1
Objective: LO2
full file at http://testbankeasy.com
Create-Value,-13th-Edition---Manning
Selling Today
Chapter 9 Developing and Qualifying Prospects and Accounts
9.1 True/False Questions
1) The goal of prospecting is to build a prospect base made up of current and potential
customers.
Answer: TRUE
Diff: 1
Objective: LO1
2) The use of friends and acquaintances is not an acceptable way to build a prospect base.
Answer: FALSE
Diff: 1
Objective: LO2
3) When you build value into your sales process, you increase the odds that the customer will
give you a referral.
Answer: TRUE
Diff: 2
Objective: LO2
4) The "endless chain" prospecting technique is easy to use because it fits naturally into most
sales presentations.
Answer: TRUE
Diff: 1
Objective: LO2
5) It would be inappropriate to ask for the names of potential buyers immediately after closing
the sale.
Answer: FALSE
Diff: 1
AACSB: Written and Oral Communication
Objective: LO2
6) Using an existing customer as an intermediary (presentation of a letter or note) can reduce the
amount of time spent on prospecting.
Answer: TRUE
Diff: 2
Objective: LO2
7) Cold calls should not be used to introduce a new product or service.
Answer: FALSE
Diff: 2
AACSB: Written and Oral Communication
Objective: LO2
8) Joe Girard's "Ferris Wheel" concept illustrates how many calls it takes to close a sale.
full file at http://testbankeasy.com
,Full file at http://testbankeasy.eu/Test-bank-for-Selling-Today-Partnering-to-
Create-Value,-13th-Edition---Manning
Answer: FALSE
Diff: 2
Objective: LO1
9) CRM software cannot be used to track the likelihood that a sale will close.
Answer: FALSE
Diff: 2
AACSB: Information Technology
Objective: LO5
10) Experts recommend conducting business in the process of networking to ensure that solid
prospects are developed quickly and efficiently.
Answer: FALSE
Diff: 2
Objective: LO2
11) Qualifying is the process of identifying prospects who should be contacted.
Answer: TRUE
Diff: 1
Objective: LO1
12) In most selling situations, prospecting begins with a study of the market for your product or
service.
Answer: TRUE
Diff: 2
Objective: LO3
13) Many banks, accounting firms, and consulting companies use seminars to generate new
prospects.
Answer: TRUE
Diff: 2
Objective: LO2
14) In most cases, technicians, receptionists, bank tellers, and other non-sales personnel can do
little to help with prospecting.
Answer: FALSE
Diff: 3
Objective: LO2
15) Networking is another word for prospecting.
Answer: FALSE
Diff: 2
Objective: LO1
full file at http://testbankeasy.com
, Full file at http://testbankeasy.eu/Test-bank-for-Selling-Today-Partnering-to-
Create-Value,-13th-Edition---Manning
9.2 Multiple-Choice Questions
1) Which of the following questions is most relevant to qualifying a prospect?
A) How long has the prospect been interested in the product?
B) Does the prospect know the firm's decision maker?
C) Can the prospect make the buying decision?
D) Can the prospect pay in cash for the purchase?
E) Has the prospect purchased anything similar before?
Answer: C
Diff: 2
AACSB: Application of Knowledge
Objective: LO3
2) A typical company will lose approximately what percent of its customers every year?
A) 5 to 10
B) 15 to 20
C) 25 to 30
D) 35 to 40
E) 45 to 50
Answer: B
Diff: 2
Objective: LO1
3) Joe Girard's "Ferris Wheel" concept assumes which of the following?
A) The optimal ratio of customers to prospects is 66 percent.
B) If the customers are sold the correct product and given good service, a company will not lose
customers.
C) A certain number of customers will be lost every year by most companies.
D) Departing customers must be replaced by new customers at an equal rate.
E) Salespeople will do better prospecting when they think of the process as a roller coaster.
Answer: C
Diff: 3
Objective: LO1
4) When a salesperson asks a customer to prepare a note or letter of introduction that can be
delivered to the potential customer, this person is using which prospecting method?
A) networking
B) mail inquiry
C) cold canvass
D) referral
E) trade show
Answer: D
Diff: 1
Objective: LO2
full file at http://testbankeasy.com
