UCF Professional Selling Exam 2 Review
(latest update) questions n answers
How to Become a Rainmaker - Point System - correct answer ✔✔Use the Point System Every Day
1 Point - correct answer ✔✔Getting a lead, a referral, introduction to a decision maker
2 points - correct answer ✔✔Getting an appointment with a decision maker
3 points - correct answer ✔✔Meeting with a decision maker
4 points - correct answer ✔✔Getting a commitment to a close or to an action that directly leads to a
close
How to Become a Rainmaker - Precall Planning - correct answer ✔✔Always precall plan
Precall Planning - correct answer ✔✔90% of all sales are known or lost before the salesperson sees the
customer.
What is prospecting? - correct answer ✔✔The process of locating potential customers for a product or
service
Why is prospecting important? - correct answer ✔✔-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 - correct answer ✔✔Always Be Closing
The personal selling process - correct answer ✔✔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? - correct answer ✔✔Prospecting and qualifying
Most important part of a sales call? - correct answer ✔✔Needs id
Negotiating objectives - correct answer ✔✔80% can be predicted, 20% is left to human nature
The process from lead to partner - correct answer ✔✔1. Lead
2. Qualify
3. Prospect
4. Sell
5. Customer
6. Build relationship
7. Partner
Lead - correct answer ✔✔a potential prospect that may or may not have what it takes to be a true
prospect
Qualify - correct answer ✔✔the process of determining whether a lead is in fact a prospect
(latest update) questions n answers
How to Become a Rainmaker - Point System - correct answer ✔✔Use the Point System Every Day
1 Point - correct answer ✔✔Getting a lead, a referral, introduction to a decision maker
2 points - correct answer ✔✔Getting an appointment with a decision maker
3 points - correct answer ✔✔Meeting with a decision maker
4 points - correct answer ✔✔Getting a commitment to a close or to an action that directly leads to a
close
How to Become a Rainmaker - Precall Planning - correct answer ✔✔Always precall plan
Precall Planning - correct answer ✔✔90% of all sales are known or lost before the salesperson sees the
customer.
What is prospecting? - correct answer ✔✔The process of locating potential customers for a product or
service
Why is prospecting important? - correct answer ✔✔-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 - correct answer ✔✔Always Be Closing
The personal selling process - correct answer ✔✔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? - correct answer ✔✔Prospecting and qualifying
Most important part of a sales call? - correct answer ✔✔Needs id
Negotiating objectives - correct answer ✔✔80% can be predicted, 20% is left to human nature
The process from lead to partner - correct answer ✔✔1. Lead
2. Qualify
3. Prospect
4. Sell
5. Customer
6. Build relationship
7. Partner
Lead - correct answer ✔✔a potential prospect that may or may not have what it takes to be a true
prospect
Qualify - correct answer ✔✔the process of determining whether a lead is in fact a prospect
