A Salesperson Is Prospecting for New Customers Almost Constantly,but Is

question 46

Multiple Choice

A salesperson is prospecting for new customers almost constantly,but is having problems meeting his sales goals.He has consulted with his sales manager,who concludes that once the salesperson has a meeting with a decisionmaker he does quite well and often closes the sale.
-What could the salesperson focus on to better meet his goals?

• A)more prospecting to make sure he has a steady supply of potential new customers to present the product to
• B)qualifying prospects to make sure that they have the desire and decisionmaking authority to make a purchase
• C)presenting to the prospect using a stronger emotional appeal and less logic
• D)presenting benefits to the prospect instead of features,and making sure the benefits are as specific as possible
• E)working with a more seasoned salesperson from his company to learn techniques for finding more prospects in less time

---

Definitions:

Newspapers

Publications containing written information on current events, features, analysis, and advertising, usually printed on cheap paper and distributed daily or weekly.

Data Reduction

The process of reducing “raw” data to a simpler form by using, for example, summary statistics, tables, or graphs.

Raw Data

This term refers to unprocessed data collected directly from sources, which has not yet been cleaned, sorted, or analyzed.

Patterns

Recurrent designs or sequences observed in data or phenomena.