Progressive Prospecting - Module 4 Quiz

5 Questions | Total Attempts: 1348

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Progressive Prospecting - Module 4 Quiz

Now that you have completed Module 4 of Progressive Prospecting, take this short retention quiz to test your comprehension of the terminology and practices covered.


Questions and Answers
  • 1. 
    Why is it important to develop a "three reasons why you should advertise with me and my company" presentation?
    • A. 

      It sets the tone for the meeting, allows time for discussion of products and closes the sale.

    • B. 

      Provides a short, benefit-driven explanation of the advantages of working with you and your company.

    • C. 

      This strategy is relatively new and has proven success in digital media in recent years.

  • 2. 
    It is important to build a relationship with the "gatekeeper" because of what reason? 
    • A. 

      The gatekeeper's responsibility is to determine interest and value for their boss before sales executives speak to them about advertising.

    • B. 

      They ultimately control the media buy.

    • C. 

      Gatekeepers maintain schedules for the decision-maker and can immediately set an appointment for the sales executive.

  • 3. 
    True or False? Always involve, respect and never lie to the gatekeeper.
    • A. 

      True

    • B. 

      False

  • 4. 
    True or False? Having a "professional exit strategy" is important because it continues to build the relationship with the potential advertiser.
    • A. 

      True

    • B. 

      False

  • 5. 
    If a prospect says to you "don't bother" when you try to continue to set an appointment, what are some of the most ideal ways to respond?
    • A. 

      No bother at all, I enjoy working with businesses in the area and helping them be successful. You have a great day!

    • B. 

      No bother but even if we never conduct business together, I enjoy helping businesses succeed and if I see something of interest for your business, I'll drop it in the mail for you. Thanks for your time.

    • C. 

      Have a nice day and good luck.

    • D. 

      Both A & B

    • E. 

      None of the above.