Question

Continual prospecting is primarily important to:

		discount customer objections.
		increase customer turnover.
		prevent customers from being acquired by other firms.
		decrease customer retention rate.

A bonus is a type of incentive given to the sales force that is most likely to result in a potential performance outcome of:

		increased attention on selling new products.
		increased customer turnover.
		increased selling costs.
		increased full-line selling.

Which of the following is true of sales quotas?

		They are limited in the sense that they can be used only to evaluate salespersons' performances but not to evaluate and control their efforts.
		They are not representative of specific sales goals assigned to each territory or unit over a designated time period.
		They allow a management to pinpoint individuals and units that are performing above average and those experiencing difficulty.
		They allow a company to track the amount of profitable sales a company is engaging in.

The second step in the prospecting process of customers involves _____.

		generating leads
		customizing prospects
		screening prospects
		randomizing leads

Answer 1

Answer -1) Continual prospecting is primarily important to - prevent customers from being acquired by other firms. Continual prospecting means informing the customer continuously about the offers in our product or service. So this helps to prevent them from going to other competetors and as this prospective is always at the back of their head, they buy the product or service from our company only.

Answer-2) A bonus is a type of incentive given to sales force that is most likely to result in a potential performance outcome of - increased customer turnover. A bonus is like an additional payment given to sales people bringing more turnover or revenue to the company. It is not for gathering attention or Increasing selling costs.

Answer-3) True - They allow the management to pinpoint individuals and units that are performing above average and those experiencing difficulty. Sales quota are like sales target given to people to achieve in a certay period time. They also act as benchmark and can tell management which individual or unit is performing under the quota that means low standard and above the quota means moderately

Answer-4) The second step in the prospecting process involves - Screening prospect. The first step is generating leads and the second step which comes after that is to choose the potential prospects from that leads.