第二章单元测试
What is prospecting?
Which of the following is one of the three main questions when qualifying a prospect?
How is asking a prospect to rank his or her needs in order of importance helpful to a CVB salesperson?
A customer’s doubts that must be overcome during the sales process are called typically called:
An objection that deals with something a destination cannot provide is called a:
A:Networking and meeting with potential clients B:Using Internet marketing to attract new clients C:Searching for CVB funding sources D:Finding new potential members for a CVB
答案:Networking and meeting with potential clients
A:Does a need exist that the destination can satisfy? B:What kind of leisure activities will the event’s attendees want? C:How much revenue will the potential event bring to the destination? D:Does the destination have enough hotel rooms to satisfy the prospect’s requirements?
答案:Does a need exist that the destination can satisfy?
A:It allows the salesperson to help the prospect decide which destination venues would be best for the event. B:The prospect may think of more questions to ask during the process. C:It gives the salesperson the order in which to sell the destination’s strengths. D:The list can help the salesperson to decide whether the destination is a good fit for the prospect.
答案:It gives the salesperson the order in which to sell the destination’s strengths.
A:Objections. B:Opportunities. C:Liabilities. D:Concerns.
答案:Liabilities.
A:Physical objection. B:Limitation. C:Liability. D:Misunderstanding.
答案:Liability.
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