Professional Selling Dr. Alkire Exam #2 Chapters 6-10
questions n answers A+ rated 2025 latest update
1. Chapter 6 Prospecting
2. Prospecting -Process of locating potential customers for a product or
service
-Begins with locating a lead
3. Lead Potential prospect that may or may not have what it takes
to be a true prospect.
4. Qualify the lead Process of determining whether a lead is in fact a prospect
5. What goes in the Sales
Fun- nel?
6. What are 3 Characteristics -Possesses a want or need
of a Good Prospect -Has the ability to pay -Has the authority to buy
7. Common Sources of
Leads part 1
8. Common Sources of
Leads part 2
9. Common Sources of
Leads part 3
10. Customer referral value Monetary value of the referrals and the costs to get and
maintain the referrals.
11. Promoters Loyal customers who urge their friends and
associates to buy from the firm as well.
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, Professional Selling Dr. Alkire Exam #2 Chapters 6-10
questions n answers A+ rated 2025 latest update
12. Evangelists -customers who are such fans of a brand that they try to
convince others to buy it, usually through word-of-
mouth, or in today's social media environment, word-of-
mouse.
NOTE: Current customers can be promoters or evangelists
13. Referral Events Gatherings designed to allow current customers to introduc
prospects to the salesperson.
14. Selling Deeper Satisfied customers can also be prospects for additional sal
15. Center-of-influence method Salesperson cultivates a relationship with well-known,
influential
people in the territory to get the names of leads.
16. Buying Community Small, informal group of people in similar positions who com
municate regularly.
17. Push Tactics Live question-and-answer sessions on the seller's
Instagram page, using LinkedIn to gather prospect
names, and so on.
18. Pull Tactics Use of seller blogs, wikis, video blogs, microblogs like
Twitter, and so on.
19. Trade Shows -Short, temporary exhibitions of products by manufacturers
and resellers
-Known as trade fairs in Europe.
20. Merchandise Markets Places where suppliers have sales oflces and buyers from
re-
sellers visit to purchase merchandise
21. Standard industrial classifica- Lists & Directories
tion or S I C code .
North America industry
2/
17
, Professional Selling Dr. Alkire Exam #2 Chapters 6-10
questions n answers A+ rated 2025 latest update
clas- sification system or
N A I C S code.
3/
17
questions n answers A+ rated 2025 latest update
1. Chapter 6 Prospecting
2. Prospecting -Process of locating potential customers for a product or
service
-Begins with locating a lead
3. Lead Potential prospect that may or may not have what it takes
to be a true prospect.
4. Qualify the lead Process of determining whether a lead is in fact a prospect
5. What goes in the Sales
Fun- nel?
6. What are 3 Characteristics -Possesses a want or need
of a Good Prospect -Has the ability to pay -Has the authority to buy
7. Common Sources of
Leads part 1
8. Common Sources of
Leads part 2
9. Common Sources of
Leads part 3
10. Customer referral value Monetary value of the referrals and the costs to get and
maintain the referrals.
11. Promoters Loyal customers who urge their friends and
associates to buy from the firm as well.
1/
17
, Professional Selling Dr. Alkire Exam #2 Chapters 6-10
questions n answers A+ rated 2025 latest update
12. Evangelists -customers who are such fans of a brand that they try to
convince others to buy it, usually through word-of-
mouth, or in today's social media environment, word-of-
mouse.
NOTE: Current customers can be promoters or evangelists
13. Referral Events Gatherings designed to allow current customers to introduc
prospects to the salesperson.
14. Selling Deeper Satisfied customers can also be prospects for additional sal
15. Center-of-influence method Salesperson cultivates a relationship with well-known,
influential
people in the territory to get the names of leads.
16. Buying Community Small, informal group of people in similar positions who com
municate regularly.
17. Push Tactics Live question-and-answer sessions on the seller's
Instagram page, using LinkedIn to gather prospect
names, and so on.
18. Pull Tactics Use of seller blogs, wikis, video blogs, microblogs like
Twitter, and so on.
19. Trade Shows -Short, temporary exhibitions of products by manufacturers
and resellers
-Known as trade fairs in Europe.
20. Merchandise Markets Places where suppliers have sales oflces and buyers from
re-
sellers visit to purchase merchandise
21. Standard industrial classifica- Lists & Directories
tion or S I C code .
North America industry
2/
17
, Professional Selling Dr. Alkire Exam #2 Chapters 6-10
questions n answers A+ rated 2025 latest update
clas- sification system or
N A I C S code.
3/
17
