Progressive Prospecting MCQ: Trivia Quiz

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| By Catherine Halcomb
Catherine Halcomb
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Progressive Prospecting MCQ: Trivia Quiz - Quiz


This is a business quiz about Progressive prospecting. There are different ways that businesses seek to ensure they get new clients, so the strategies they choose need to be the one to bring in more clients. In this quiz, you will get to test out what you know about this strategy and what makes it work. Do give it a shot and see if your prospecting should be to get the best results. All the best!


Questions and Answers
  • 1. 

    Choose the correct word to complete this statement: Consultative selling is communicating in a ______________ manner in order to gain acceptance for yourself and your ideas.

    • A.

      Persistent

    • B.

      Persuasive

    • C.

      Prudent

    Correct Answer
    B. Persuasive
    Explanation
    Consultative selling involves communicating in a persuasive manner to gain acceptance for yourself and your ideas. This means using effective communication techniques, such as presenting compelling arguments and addressing objections, to convince others of the value and benefits of your ideas. Being persuasive requires the ability to influence and persuade others to see things from your perspective and make a favorable decision.

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  • 2. 

    Choose the correct choice below to complete this statement: Identify clients' needs and delivering solutions to achieve _______________.

    • A.

      Market share growth

    • B.

      Their specific business goals

    • C.

      Increased revenue

    Correct Answer
    B. Their specific business goals
    Explanation
    The correct choice to complete the statement is "their specific business goals". This option aligns with the idea of identifying clients' needs and delivering solutions that are tailored to their specific objectives and targets. It emphasizes the importance of understanding and addressing the unique requirements and aspirations of the clients' businesses, rather than focusing solely on general market share growth or increased revenue.

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  • 3. 

    Choose the correct choice below to complete this statement: Always focus on ________________________.

    • A.

      Improving revenue

    • B.

      Improve competitive advantage

    • C.

      Delivering results for clients

    Correct Answer
    C. Delivering results for clients
    Explanation
    The statement suggests that one should always prioritize delivering results for clients. This implies that the focus should be on meeting the needs and expectations of clients, ensuring their satisfaction, and providing them with the desired outcomes. This approach is crucial for building strong client relationships, gaining their trust, and ultimately achieving success in business.

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  • 4. 

    What are the three methods of incorporating persuasive communication to emotionally involve the client?

    • A.

      Benefits, Losses and Testimonials

    • B.

      Need, Money, Desire

    • C.

      Testimonial, Consultative, Can Do

    Correct Answer
    A. Benefits, Losses and Testimonials
    Explanation
    The three methods of incorporating persuasive communication to emotionally involve the client are benefits, losses, and testimonials. By highlighting the benefits of a product or service, the client is emotionally engaged by imagining the positive outcomes they can experience. Similarly, emphasizing the potential losses they may incur if they do not take action can create a sense of urgency and emotional involvement. Lastly, testimonials from satisfied customers can evoke trust and credibility, making the client more emotionally connected to the product or service.

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  • 5. 

    What is the purpose of prospecting?

    • A.

      To ensure you have business at every stage of the sales cycle.

    • B.

      To make money for yourself and the company.

    • C.

      To schedule a Customer Needs Analysis meeting.

    • D.

      Both A and C

    Correct Answer
    D. Both A and C
    Explanation
    The purpose of prospecting is to ensure that you have business at every stage of the sales cycle and to schedule a Customer Needs Analysis meeting. By actively seeking and identifying potential customers, you can maintain a steady flow of business opportunities throughout the sales process. Additionally, scheduling a Customer Needs Analysis meeting allows you to understand the specific needs and requirements of potential customers, enabling you to tailor your approach and increase the likelihood of a successful sale. Therefore, the correct answer is "Both A and C."

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  • 6. 

    What is the first of the three-step process to addressing objections?

    • A.

      Provide a testimonial, such as "Business owners tell me that by incorporating our products with their current advertising plans, they gain many benefits."

    • B.

      Build a bridge to defuse emotions, such as "I can appreciate you are looking for the best value for your advertising investment."

    • C.

      Use persuasive language such as "Over XXX, XXXX people with significant buying power turn to our product each month to learn what is happening in our community. What this means to you is that your advertising message is speaking to a significant number of potential buyers."

    Correct Answer
    B. Build a bridge to defuse emotions, such as "I can appreciate you are looking for the best value for your advertising investment."
    Explanation
    The first step in addressing objections is to build a bridge to defuse emotions. This involves acknowledging and empathizing with the customer's concerns or desires, such as understanding their need for the best value for their advertising investment. By doing so, it helps create a connection and shows that the salesperson understands and respects their perspective, making it easier to address the objection effectively.

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  • 7. 

    What is the definition of a "feature" and a "benefit"?

    • A.

      A feature is a characteristic or fact about your product and a benefit is the discounted price and package.

    • B.

      A feature is a characteristic or fact about your product and a benefit is what it does for the advertiser in helping them achieve their specific goals.

    • C.

      A feature is a characteristic or fact about your product and a benefit is the how the advertiser can incorporate the elements into their media mix.

    Correct Answer
    B. A feature is a characteristic or fact about your product and a benefit is what it does for the advertiser in helping them achieve their specific goals.
    Explanation
    The correct answer explains that a feature refers to a characteristic or fact about a product, while a benefit refers to what the product does for the advertiser in helping them achieve their specific goals. This means that a feature is a descriptive aspect of the product, while a benefit focuses on the value or advantage it provides to the advertiser.

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  • 8. 

    What is the best method to determine if a prospect is a "hot" prospect?

    • A.

      All businesses need to advertise once you learn their needs; therefore, all businesses are hot prospects.

    • B.

      Businesses that have the need, money and desire to advertise are hot prospects.

    • C.

      Businesses that are entering their slow season are hot prospects.

    Correct Answer
    B. Businesses that have the need, money and desire to advertise are hot prospects.
    Explanation
    The best method to determine if a prospect is a "hot" prospect is by evaluating if the business has the need, money, and desire to advertise. This means that they not only have a need for advertising but also have the financial resources to invest in it and the willingness to do so. This ensures that the prospect is more likely to convert into a paying customer and make the advertising campaign successful.

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  • 9. 

    You should have prospects at every stage of the selling process to ensure you are closing business on a regular basis.  

    • A.

      True

    • B.

      False

    Correct Answer
    A. True
    Explanation
    Having prospects at every stage of the selling process is important to ensure a consistent flow of closed business. This means having potential customers at various stages, from initial contact to negotiation and closing the deal. By having prospects at each stage, sales professionals can maximize their chances of closing deals regularly and maintaining a steady stream of business.

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  • 10. 

    You should call on your active advertisers each week to ensure you are up to date on their needs and know when they want to advertise.  

    • A.

      True

    • B.

      False

    Correct Answer
    B. False
    Explanation
    The statement suggests that it is necessary to call on active advertisers every week to stay updated on their needs and advertising preferences. However, this is not necessarily true. While it is important to maintain regular communication with advertisers, calling them every week may not be practical or necessary. The frequency of communication should be determined based on the specific needs and preferences of each advertiser. Therefore, the correct answer is false.

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  • 11. 

    The first step to increasing sales is to call on as many businesses as you possibly can each day and convey to them the features and advantages of your product. 

    • A.

      True

    • B.

      False

    Correct Answer
    B. False
    Explanation
    The explanation for the answer "False" is that calling on as many businesses as possible each day and conveying the features and advantages of a product is not the first step to increasing sales. While it may be a strategy to reach out to potential customers, the first step to increasing sales is typically understanding the target market, identifying customer needs, and developing a marketing strategy that aligns with those needs. Simply making calls and promoting the product without a clear understanding of the market and customer needs may not lead to effective sales growth.

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  • 12. 

    Before you can sell your products or services, you must first sell yourself

    • A.

      True

    • B.

      False

    Correct Answer
    A. True
    Explanation
    The statement suggests that in order to successfully sell products or services, it is important to first establish trust and credibility with potential customers. By "selling yourself," it means presenting yourself as knowledgeable, trustworthy, and reliable, which can make customers more likely to buy from you. This concept is often emphasized in sales and marketing, as building a personal connection and demonstrating expertise can significantly impact the success of sales efforts. Therefore, the answer "True" aligns with this explanation.

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  • 13. 

    Selling is demonstrating a wide range of products so the client can determine the best fit for their business.  

    • A.

      True

    • B.

      False

    Correct Answer
    B. False
    Explanation
    The statement is false because selling is not just about demonstrating a wide range of products. Selling involves understanding the needs and preferences of the client, building a relationship, and providing solutions that best meet their requirements. It is not solely about showcasing products, but rather about providing value and meeting the client's specific needs.

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  • 14. 

    Select the benefit statements listed below:

    • A.

      Disposable income available

    • B.

      Significant buying power

    • C.

      Highly educated professionals

    • D.

      Rely on our product to assist in all their buying decisions

    • E.

      Seven out of ten adults turns to our product on a regular basis

    • F.

      Greatest number of people who have the means to purchase your goods and services

    Correct Answer(s)
    B. Significant buying power
    D. Rely on our product to assist in all their buying decisions
    F. Greatest number of people who have the means to purchase your goods and services
    Explanation
    The selected benefit statements highlight the advantages of targeting a specific group of consumers. "Significant buying power" suggests that this group has a considerable amount of money to spend, making them more likely to purchase goods and services. "Rely on our product to assist in all their buying decisions" indicates that this group trusts and depends on the product to guide their purchasing choices, increasing the likelihood of sales. "Greatest number of people who have the means to purchase your goods and services" emphasizes that this group has the highest number of individuals who can afford to buy the offered goods and services.

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  • Current Version
  • Mar 21, 2023
    Quiz Edited by
    ProProfs Editorial Team
  • May 01, 2015
    Quiz Created by
    Catherine Halcomb
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