Cherie is gathering information about a food brokerage company to prepare for sales dialogue. She knows their motivation for buying, whom they currently purchase supplies from, and the company’s available budget. Cherie has gathered information about the _____.

Hansel is gathering information about a prospect to prepare for a sales dialogue. He isn’t sure where to start. All of the following are examples of sources of information except ____.

Bodhi is required to make at least 25 calls per day to sales prospects. After each call, he enters information into his company’s customer relationship management (CRM) system including the date and time, whom he spoke with, notes on the conversation, and any other important information. This serves as Bodhi’s _____.

Pete is in the process of qualifying sales prospects. He has a list of more than 100 potential prospects, but in order to qualify them, he must be certain all of the following are true except ______.

Luca uses LinkedIn to engage and network with potential customers because he knows that one of the best prospecting methods is _____.

Hannah is working on strategic prospecting. After prioritizing sales prospects, the next step in the sales funnel is ______.

Information about the _____ would include their name, title, contact information, and preferred communication style.

___ would include information about the prospect, the method of contact used, and any information about the outcome of any conversation with the contact.

A strategic prospecting plan should not _____.

When gathering information about the prospect, a salesperson would gather which of the following about the buyer?

Many salespeople do not like to prospect because _____.

Strategic prospecting is a process designed to ________ sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers.

After qualifying sales prospects, the next step in the sales funnel is ______.

One of the best prospecting methods is _____.

The salesperson's act of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate for making a sale is called ___.

When using commercial sources to prospect, a salesperson would likely use _____.

Olivia is gathering information about a company prospect, so which of the following information would she gather about the company?

Antonia works for an organization that locates prospects through people that call the company to get information. Antonia’s company is using _____.

As a new salesperson, Jack has been told to prospect using commercial sources. He will likely use _____.

All of the following are examples of sources of information for the sales dialogue except ____.

Álvaro is preparing a comprehensive communication that conveys multiple points designed to persuade the customer to make a purchase. Álvaro is preparing a ____.

Vaughn is conducting a virtual meeting with a buyer at The Outside/In Corporation to build relationships and discuss business. Vaughn is engaged in a ______.

Santiago is a new salesperson who feels most comfortable when they can memorize the sales presentation and use it for every potential buyer. Santiago is using a(n) _______.

A sales manager at Nuvo is helping a salesperson determine which type of sales communication format to use. A written sales proposal is effective ____.

Clark is creating a written sales proposal. The ______ section will make it as easy as possible for the buyer to make a positive purchase decision.

Nikki has just finished writing a sales proposal for a prospective buyer. Nikki’s manager evaluates the sales proposal and looks specifically to see that the sales proposal focuses on the customer, provides a logical flow, and contains an Executive Summary. Nikki’s manager is checking for _____.

Yumi is working on a sales dialogue template for a coffee shop in town. He writes, “My company, Coffee Supplies Unlimited, will provide you with timely, exceptional service by delivering the highest quality coffee supplies for the best prices allowing you to maintain a proper inventory to best serve your customers.” Yumi has written a(n) ______.

Giovanni’s is a popular pizza restaurant in Albuquerque, New Mexico. The restaurant makes and sells more than 400 pizzas on Friday nights. The pizzeria could increase the speed with which it produces pizzas with a larger capacity pizza oven and therefore, improve customer service. These are considered ______ buying motives.

Riley hasn’t had much luck successfully setting sales appointments with potential customers. Her manager tells her that she can improve her chances of getting an appointment by doing all of the following except ____.

Requesting a sales appointment has all of the following desirable outcomes except _____.

A consumer that purchases a product because it gives them a sense of status is basing their purchase on ____ buying motives.

A(n) _____ states what salespeople want customers to do as a result of the sales call.

A proposal that presents the seller’s roles and responsibilities to fulfill the contract and a schedule with clear specification of major work activities illustrates the dimension of ____.

An advantage of the written sales proposal over a canned or organized sales presentation is _____.

When creating a written sales proposal, the ______ section will contain a situation analysis concisely explaining the salesperson’s understanding of the customer’s situation, problems, and needs.

While a canned sales presentation has limitations, it can be effective when _____.

A presentation that has a high level of customer involvement is called a(n) _____.

A _______ is a comprehensive communication that conveys multiple points designed to persuade the customer to make a purchase.

A _______ is a business conversation between buyers and sellers that takes place over time as salespeople attempt to initiate, develop, and enhance customer relationships.