MATCHING TYPE: How and where to obtain prospects

Question 1

Salesperson attempts to secure at least one additional lead from each person he/she interviews.

Answer 1

Endless-chain Method

Question 2

Salesperson cultivates well-known, influential people in the territory who are willing to supply lead information.

Answer 2

Center of Influence Method

Question 3

Salesperson uses personal relationships with those who are connected and cooperative to secure leads.

Answer 3

Networking

Question 4

Salesperson uses internet, advertising, direct mail
and other medium in obtaining prospects.

Answer 4

Promotional Activities

Question 5

Salesperson should develop prospect lists from different sources

Answer 5

List and Directories

Question 6

Salesperson tries to generate leads by calling on totally unfamiliar organizations

Answer 6

Canvassing

Question 7

Salesperson is paying someone to provide lead
information.

Answer 7

Spotters or Bird Dogs

Question 8

Program of communicating with customers/prospects
through telephone

Answer 8

Telemarketing

Question 9

TELEPHONES ARE USED TO GENERATE & QUALIFY NEEDS

Answer 9

INBOUND TELEMARKETING

Question 10

USES A TELEPHONE NUMBER THAT LEADS AND/OR CUSTOMER CAN CALL ADDITIONAL INFORMATION.

Answer 10

OUTBOUND TELEMARKETING