1. Classroom Response System Content to accompany Anderson/Dubinsky/Mehta Personal Selling, 2nd ed. CHAPTER 4

2. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 2 Instructor Notes All content comes from ACE quizzes and the test bank. “Notes page ” view displays exact source of content.

3. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 3 Question 1 In prospecting for customers, the acronym NAME refers to a)need, authority, money, eligibility. b)name, address, money, eligibility. c)name, authority, money, eligibility. d)need, address, money, eligibility.

4. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 4 Question 1 In prospecting for customers, the acronym NAME refers to a)need, authority, money, eligibility.*Correct Answer b)name, address, money, eligibility. c)name, authority, money, eligibility. d)need, address, money, eligibility.

5. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 5 Question 2 Of the following, identify which buyers are likely to contribute the highest profit for the selling firm? a)A customer who requires extensive and frequent service b)A customer who regularly buys in large volume with very little customer service needed c)A customer who is a hard negotiator (especially on price) d)A customer who has special purchasing requirements that are extraordinary and complicated

6. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 6 Question 2 Of the following, identify which buyers are likely to contribute the highest profit for the selling firm? a)A customer who requires extensive and frequent service b)A customer who regularly buys in large volume with very little customer service needed *Correct Answer c)A customer who is a hard negotiator (especially on price) d)A customer who has special purchasing requirements that are extraordinary and complicated

7. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 7 Question 3 A process whereby names and addresses of leads are generated by door-to-door canvassing or by advertising is referred to as a)blind lead searching. b)selective lead searching. c)simple lead searching. d)nonrepetitive lead searching.

8. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 8 Question 3 A process whereby names and addresses of leads are generated by door-to-door canvassing or by advertising is referred to as a)blind lead searching. *Correct Answer b)selective lead searching. c)simple lead searching. d)nonrepetitive lead searching.

9. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 9 Question 4 Which of the following lead generation methods is most likely to have ethical overtones? a)Newsletters b)Surveys c)Mailing lists d)Directories

10. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 10 Question 4 Which of the following lead generation methods is most likely to have ethical overtones? a)Newsletters b)Surveys *Correct Answer c)Mailing lists d)Directories

11. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 11 Question 5 The “railroad crossing technique” involves a)using personal observation to identify leads. b)asking friends, neighbors, and acquaintances to identify leads. c)using spotters or junior salespeople to provide leads. d)scanning web sites to identify leads.

12. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 12 Question 5 The “railroad crossing technique” involves a)using personal observation to identify leads. *Correct Answer b)asking friends, neighbors, and acquaintances to identify leads. c)using spotters or junior salespeople to provide leads. d)scanning web sites to identify leads.

13. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 13 Question 6 Using systematic strategies to generate leads from predetermined target markets, salespeople are using a)captive lead generation techniques b)selective lead generation techniques c)focused lead generation techniques d)captured lead generation techniques

14. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 14 Question 6 Using systematic strategies to generate leads from predetermined target markets, salespeople are using a)captive lead generation techniques b)selective lead generation techniques *Correct Answer c)focused lead generation techniques d)captured lead generation techniques

15. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 15 Question 7 Generally, more salesperson time is required for prospecting than any other selling activity. a)T b)F

16. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 16 Question 7 Generally, more salesperson time is required for prospecting than any other selling activity. a)T *Correct Answer b)F

17. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 17 Question 8 When names of leads are generated by random searching or by mass appeals to come forward, salespeople are using blind or random lead searching techniques. a)T b)F

18. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 18 Question 8 When names of leads are generated by random searching or by mass appeals to come forward, salespeople are using blind or random lead searching techniques. a)T *Correct Answer b)F

19. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 19 Question 9 Salespeople’s asking their most recent satisfied customers to refer them to other people who might be interested in the benefits of their product is called the “endless chain” prospecting technique. a)T b)F

20. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 20 Question 9 Salespeople’s asking their most recent satisfied customers to refer them to other people who might be interested in the benefits of their product is called the “endless chain” prospecting technique. a)T *Correct Answer b)F

21. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 21 Question 10 Health clubs, country clubs, university alumni associations, hobby groups, professional associations, or civic organizations offer salespeople opportunities to develop centers-of-influence that can lead to many potential customers. a)T b)F

22. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 4 | Slide 22 Question 10 Health clubs, country clubs, university alumni associations, hobby groups, professional associations, or civic organizations offer salespeople opportunities to develop centers-of-influence that can lead to many potential customers. a)T *Correct Answer b)F