MAR3400 Exam 2 Complete Practice Question Bank Questions with Expert
Answers & Rationales
Course: MAR3400 Sales Management/Professional Selling
Institution: Florida State University (FSU) / Portage Learning Equivalent
Latest Updates: 2026 Edition
Part 1: Prospecting & Lead Qualification (Questions 1-25)
1. What is the primary purpose of prospecting in the sales process?
A. To close deals immediately
B. To fill in for the normal attrition of customers
C. To negotiate pricing with existing clients
D. To deliver products to customers
Answer: B
Rationale: There is always a normal attrition of customers due to switching to
competitors, bankruptcy, relocation, or mergers. Prospecting is critical work that
helps fill this gap to ensure the business continues to grow. Salespeople must
prospect even in existing accounts due to downsizing, job changes, or retirement
of buyers.
,2. What is the ratio of sales calls needed to get a new customer versus an existing
customer to make a sale?
A. 3:1 initial; 7:1 reorder
B. 5:1 initial; 5:1 reorder
C. 7:1 initial; 3:1 reorder
D. 10:1 initial; 1:1 reorder
Answer: C
Rationale: It takes approximately 7 sales calls to acquire a new customer but only
about 3 calls to get an existing customer to make a sale. This highlights the
importance of building and maintaining relationships with current customers.
3. Which of the following is NOT one of the five questions used to qualify leads?
A. Does a want or need exist?
B. Does the lead have the ability to pay?
C. Does the lead have social media presence?
D. Can the lead be approached favorably?
,Answer: C
Rationale: The five qualification questions are: 1) Does a want or need exist? 2)
Does the lead have the ability to pay? 3) Does the lead have the authority to buy?
4) Can the lead be approached favorably? 5) Is the lead eligible to buy? Social
media presence is not a qualification criterion.
4. A suspect is defined as:
A. A customer who has already purchased
B. A potential prospect who might have what it takes to be a true prospect
C. A competitor's customer
D. A former customer who stopped buying
Answer: B
Rationale: A suspect is a lead—a potential prospect that might have what it takes
to be a true prospect. Only after qualifying the lead (determining if they meet all
five qualification criteria) do they become a prospect.
5. What is the "endless chain method" of prospecting?
, A. Calling every business in the phone book
B. Attempting to get at least one additional lead from each person interviewed
C. Using social media exclusively
D. Purchasing leads from third-party vendors
Answer: B
Rationale: The endless chain method involves attempting to secure at least one
additional lead from each person you interview. This method works best when
the source is a satisfied customer.
6. The "center of influence method" involves:
A. Calling random businesses
B. Cultivating relationships with well-known, influential people in the territory
who can supply names of leads
C. Using only online advertising
D. Cold calling from a directory
Answer: B
Answers & Rationales
Course: MAR3400 Sales Management/Professional Selling
Institution: Florida State University (FSU) / Portage Learning Equivalent
Latest Updates: 2026 Edition
Part 1: Prospecting & Lead Qualification (Questions 1-25)
1. What is the primary purpose of prospecting in the sales process?
A. To close deals immediately
B. To fill in for the normal attrition of customers
C. To negotiate pricing with existing clients
D. To deliver products to customers
Answer: B
Rationale: There is always a normal attrition of customers due to switching to
competitors, bankruptcy, relocation, or mergers. Prospecting is critical work that
helps fill this gap to ensure the business continues to grow. Salespeople must
prospect even in existing accounts due to downsizing, job changes, or retirement
of buyers.
,2. What is the ratio of sales calls needed to get a new customer versus an existing
customer to make a sale?
A. 3:1 initial; 7:1 reorder
B. 5:1 initial; 5:1 reorder
C. 7:1 initial; 3:1 reorder
D. 10:1 initial; 1:1 reorder
Answer: C
Rationale: It takes approximately 7 sales calls to acquire a new customer but only
about 3 calls to get an existing customer to make a sale. This highlights the
importance of building and maintaining relationships with current customers.
3. Which of the following is NOT one of the five questions used to qualify leads?
A. Does a want or need exist?
B. Does the lead have the ability to pay?
C. Does the lead have social media presence?
D. Can the lead be approached favorably?
,Answer: C
Rationale: The five qualification questions are: 1) Does a want or need exist? 2)
Does the lead have the ability to pay? 3) Does the lead have the authority to buy?
4) Can the lead be approached favorably? 5) Is the lead eligible to buy? Social
media presence is not a qualification criterion.
4. A suspect is defined as:
A. A customer who has already purchased
B. A potential prospect who might have what it takes to be a true prospect
C. A competitor's customer
D. A former customer who stopped buying
Answer: B
Rationale: A suspect is a lead—a potential prospect that might have what it takes
to be a true prospect. Only after qualifying the lead (determining if they meet all
five qualification criteria) do they become a prospect.
5. What is the "endless chain method" of prospecting?
, A. Calling every business in the phone book
B. Attempting to get at least one additional lead from each person interviewed
C. Using social media exclusively
D. Purchasing leads from third-party vendors
Answer: B
Rationale: The endless chain method involves attempting to secure at least one
additional lead from each person you interview. This method works best when
the source is a satisfied customer.
6. The "center of influence method" involves:
A. Calling random businesses
B. Cultivating relationships with well-known, influential people in the territory
who can supply names of leads
C. Using only online advertising
D. Cold calling from a directory
Answer: B
