Why is prospecting so important in sales?Group of answer choicesSalespeople must be able to sell more to their existing customers while also identifying and engaging new customers.Salespeople may lose some of their current customers because they cease operations in the category they sell in.Salespeople may lose some of their current customers because they become dissatisfied.Salespeople may lose some of their current customers because they go out of business.All of these answers are correct. PreviousNext

Prospecting refers toGroup of answer choicesthe relationships salespeople establish within their own company to secure resources necessary for sales success.the process through which salespeople identify and engage with new customers or new areas of business with existing customers.the questing process salespeople use when determining customers’ needs.the process sales managers engage in when seeking new sales hires.the service offering salespeople provide postsale.

Since it is much more costly to acquire new customers than to retain existing ones, many firms are now emphasizing the importance ofGroup of answer choicesclosing deals more quickly.customer lifetime value.focusing on bigger deals.increasing the volume of sales transactions

Which of the following is NOT a risk of sales promotions?Group of answer choicesEncouraging short-term rather than long-term thinkingPotentially lowering the perceived value of the productConditioning buyers to expect a dealEncouraging a sale to happen sooner than later

A trait of a well-prepared salesperson is being able toMultiple choice question.approaching prospects without qualifyinganticipate objections by prospectsavoid having to make a presentationavoid having to "close" the sale

The process of finding and qualifying potential customers is known as ________.Group of answer choicesconsultative sellingconsumer promotionbehavioral targetingtrade promotionprospecting