Cha TRUE/FALSE 1. Good salespeople don\'t need to prospect 2. Salespeople need t

Question

Cha TRUE/FALSE 1. Good salespeople don't need to prospect 2. Salespeople need to spend some time prospecting on a regular basis because there's typically a considerable time lag between the con mencement of prospecting and the conversion of prospects to customer status. ANS: Although salespeople often dislike prospecting, it is the only way to increase revenue ANS: One of the reasons salespeople dislike prospecting is fear of rejection. ANS: Gatekeepers in any organizations screen ANS: Prospects may be reluctant to see a salesperson if they've never heard of the salesperson's firm. ANS 3. 4. 5. their bosses' calls and are sometime curt and even rude. 6. 7. In general, most prospects are eager to meet with salespeople. ANS The primary objective of strategic prospecting is to identify leads ANS: The primary objective of strategic prospecting is to identify qualified prospects. ANS: 8. 9. 10. After determining a list of sales prospects, a salesperson should prioritize those prospects ANS

Explanation / Answer

Correct answers are:

1. FALSE

2. TRUE

3. TRUE

4. TRUE

5.TRUE

6. TRUE

7. FALSE

8. TRUE

9. TRUE

10. TRUE

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