UCF Professional Selling Exam 2 Review Questions and Answers Already Passed
How to Become a Rainmaker - Point System - Answers Use the Point System Every Day
1 Point - Answers Getting a lead, a referral, introduction to a decision maker
2 points - Answers Getting an appointment with a decision maker
3 points - Answers Meeting with a decision maker
4 points - Answers Getting a commitment to a close or to an action that directly leads to a close
How to Become a Rainmaker - Precall Planning - Answers Always precall plan
Precall Planning - Answers 90% of all sales are known or lost before the salesperson sees the customer.
What is prospecting? - Answers The process of locating potential customers for a product or service
Why is prospecting important? - Answers -Customers lost to competitors
-Customers move out of the territory
-customers die or go out of business
-need ceases
-mergers & aquisitions
-for growth
ABC's of prospecting - Answers Always Be Closing
The personal selling process - Answers 1. Prospecting & qualifying
2. Planning
3. The approach and needs id
4. Sales Presentation
5. Negotiating Objectives
6. Confirming & Closing
7. Follow up and servicing account
Most important part of the personal selling process? - Answers Prospecting and qualifying
Most important part of a sales call? - Answers Needs id
, Negotiating objectives - Answers 80% can be predicted, 20% is left to human nature
The process from lead to partner - Answers 1. Lead
2. Qualify
3. Prospect
4. Sell
5. Customer
6. Build relationship
7. Partner
Lead - Answers a potential prospect that may or may not have what it takes to be a true prospect
Qualify - Answers the process of determining whether a lead is in fact a prospect
Prospect - Answers A qualified lead; a lead that is a good candidate for buying what the salesperson is
selling
Characteristics of a good prospect - Answers 1. Authority to buy
2. Need or want
3. Approachability
4. Money to buy
5. Eligible to buy
Authority to buy - Answers - whose approval is needed for the purchase?
- who exerts influence?
Approachability - Answers The likelihood you could get a meeting with them
Eligibility - Answers The customer has to be in your territory, cannot be a house account, and has to
meet company minimums
House account - Answers Someone that's already taken care of by your company
Where do leads come from? - Answers 1. Satisfied customers
2. Endless chain
3. Center of influence
How to Become a Rainmaker - Point System - Answers Use the Point System Every Day
1 Point - Answers Getting a lead, a referral, introduction to a decision maker
2 points - Answers Getting an appointment with a decision maker
3 points - Answers Meeting with a decision maker
4 points - Answers Getting a commitment to a close or to an action that directly leads to a close
How to Become a Rainmaker - Precall Planning - Answers Always precall plan
Precall Planning - Answers 90% of all sales are known or lost before the salesperson sees the customer.
What is prospecting? - Answers The process of locating potential customers for a product or service
Why is prospecting important? - Answers -Customers lost to competitors
-Customers move out of the territory
-customers die or go out of business
-need ceases
-mergers & aquisitions
-for growth
ABC's of prospecting - Answers Always Be Closing
The personal selling process - Answers 1. Prospecting & qualifying
2. Planning
3. The approach and needs id
4. Sales Presentation
5. Negotiating Objectives
6. Confirming & Closing
7. Follow up and servicing account
Most important part of the personal selling process? - Answers Prospecting and qualifying
Most important part of a sales call? - Answers Needs id
, Negotiating objectives - Answers 80% can be predicted, 20% is left to human nature
The process from lead to partner - Answers 1. Lead
2. Qualify
3. Prospect
4. Sell
5. Customer
6. Build relationship
7. Partner
Lead - Answers a potential prospect that may or may not have what it takes to be a true prospect
Qualify - Answers the process of determining whether a lead is in fact a prospect
Prospect - Answers A qualified lead; a lead that is a good candidate for buying what the salesperson is
selling
Characteristics of a good prospect - Answers 1. Authority to buy
2. Need or want
3. Approachability
4. Money to buy
5. Eligible to buy
Authority to buy - Answers - whose approval is needed for the purchase?
- who exerts influence?
Approachability - Answers The likelihood you could get a meeting with them
Eligibility - Answers The customer has to be in your territory, cannot be a house account, and has to
meet company minimums
House account - Answers Someone that's already taken care of by your company
Where do leads come from? - Answers 1. Satisfied customers
2. Endless chain
3. Center of influence
