Question 1

Public libraries will be of little help to salespeople attempting to analyze their territories and classify their customers.

Accepted Answer

A) True 
 B)False

Question 2

Suppose you are salesperson for a company that manufactures and sells industrial equipment. Two or three of your key accounts periodically have special delivery needs that are difficult to accommodate. Which of the following represents the action you should probably take to avoid losing the accounts while at the same time ensuring customer satisfaction among those accounts?

Accepted Answer

A)  Form a close partnership with your customer service department and have them alert you when these customers complain because their special delivery needs cannot be met. 
B)  Work closely with these key accounts and explain to them the difficulty in meeting their special delivery requirements. 
C)  Form a close partnership with individuals in the marketing department to design special marketing incentives that will offset your company's inability to meet the special delivery requirements of those key accounts. 
D)  Form a close partnership with individuals involved in order fulfillment (e.g., shipping and transportation) in an effort to make sure they are committed to meeting the special delivery requirements of those key accounts. 
E)  None of the above are appropriate. 
A)  Form a close partnership with your customer service department and have them alert you when these customers complain because their special delivery needs cannot be met. 
B)  Work closely with these key accounts and explain to them the difficulty in meeting their special delivery requirements. 
C)  Form a close partnership with individuals in the marketing department to design special marketing incentives that will offset your company's inability to meet the special delivery requirements of those key accounts. 
D)  Form a close partnership with individuals involved in order fulfillment (e.g., shipping and transportation) in an effort to make sure they are committed to meeting the special delivery requirements of those key accounts. 
E)  None of the above are appropriate.

Question 3

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability "___________ the other individuals."

Accepted Answer

The answer of One of the six teamwork skills salespeople...

Question 4

Once salespeople are fully trained, they rarely need to "team-up" with anyone from inside the company.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is not one of the four levels at which salespeople should establish goals?

Accepted Answer

A)  Company goals 
B)  Personal goals 
C)  Sales call goals 
D)  Account goals 
E)  Territory goals 
A)  Company goals 
B)  Personal goals 
C)  Sales call goals 
D)  Account goals 
E)  Territory goals

Question 6

Sam wants to be an effective team leader. To improve his effectiveness, Sam should empower his team members by keeping his expectations ambiguous (allowing the team will be more creative).

Accepted Answer

A) True 
 B)False

Question 7

"Smart" sales force automation tools that analyze data on past customer behavior, cross-selling opportunities, and demographics to identify areas of opportunity are referred to collectively as?

Accepted Answer

A)  CRM 
B)  Cloud computing 
C)  Sales force automation 
D)  Deal analytics 
E)  None of the above 
A)  CRM 
B)  Cloud computing 
C)  Sales force automation 
D)  Deal analytics 
E)  None of the above

Question 8

Bill is in the process of reviewing his accounts. Bill classified his accounts using the Single-Factor Account analysis method and is now developing his sales strategy. Bill should:

Accepted Answer

A)  Spend most of his time attempting to develop B accounts into A accounts. 
B)  Turn over the A accounts to an account manager and begin looking for more C accounts. 
C)  Allocate the greatest portion of his time to the A and B accounts. 
D)  Allocate his time to the accounts designated as weak competitive position but high opportunity. 
E)  Divide his time equally among the accounts because each is as important as the other. 
A)  Spend most of his time attempting to develop B accounts into A accounts. 
B)  Turn over the A accounts to an account manager and begin looking for more C accounts. 
C)  Allocate the greatest portion of his time to the A and B accounts. 
D)  Allocate his time to the accounts designated as weak competitive position but high opportunity. 
E)  Divide his time equally among the accounts because each is as important as the other.

Question 9

Which of the following is not a type of internal partnership?

Accepted Answer

A)  Sales partnerships 
B)  Marketing partnerships 
C)  Administrative support partnerships 
D)  Management partnerships 
E)  Transportation partnerships 
A)  Sales partnerships 
B)  Marketing partnerships 
C)  Administrative support partnerships 
D)  Management partnerships 
E)  Transportation partnerships

Question 10

Rhonda is attempting to classify a new account. She believes the account could be very profitable, but she also believes she is in a weak competitive position. Which of the following best represents what Rhonda's selling effort strategy should be?

Accepted Answer

A)  Assign the account to a telemarketer until a breakthrough is made. 
B)  Make a heavy investment in the selling effort in an attempt to strengthen her competitive position. 
C)  Allocate a small portion of her time to the account until her competitive position improves. 
D)  Avoid calling on the account until her competitive position improves. 
E)  Attempt to maintain her competitive position while prospecting for new accounts. 
A)  Assign the account to a telemarketer until a breakthrough is made. 
B)  Make a heavy investment in the selling effort in an attempt to strengthen her competitive position. 
C)  Allocate a small portion of her time to the account until her competitive position improves. 
D)  Avoid calling on the account until her competitive position improves. 
E)  Attempt to maintain her competitive position while prospecting for new accounts.

Question 11

Most selling technology is expensive and not really needed by most salespeople.

Accepted Answer

A) True 
 B)False

Question 12

Steve is looking for a way to examine historical data from his territory in an effort to identify new opportunities for sales revenue growth. _______________ could help Steve with this task.

Accepted Answer

A)  conducting a sales audit 
B)  cloud computing 
C)  sales force automation 
D)  deal analytics 
E)  customer Relationship Management 
A)  conducting a sales audit 
B)  cloud computing 
C)  sales force automation 
D)  deal analytics 
E)  customer Relationship Management

Question 13

To maximize the effectiveness of a daily sales plan, salespeople should remember to "keep it current and __________.

Accepted Answer

The answer of To maximize the effectiveness of a daily...

Question 14

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability "___________ sincerely when a mistake is made."

Accepted Answer

The answer of One of the six teamwork skills salespeople...

Question 15

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

Accepted Answer

A) True 
 B)False

Question 16

It is very likely that you are either working in a group currently, or will before your formal education is complete. Which of the following things should you do to improve your value as a team member?

Accepted Answer

A)  Show personal integrity 
B)  Apologize sincerely when a mistake is made 
C)  Keep commitments 
D)  Clarify expectations 
E)  You should do all of the above 
A)  Show personal integrity 
B)  Apologize sincerely when a mistake is made 
C)  Keep commitments 
D)  Clarify expectations 
E)  You should do all of the above

Question 17

Anthony is a salesperson for ABC Supplies. Based on his annual territory sales goal, he has set his annual account sales goal for his top 30 accounts. Next he needs to:

Accepted Answer

A)  Set sales call goals for each account. 
B)  Call the accounts and tell them his objective. 
C)  Begin setting his personal goals. 
D)  Schedule his first sales call. 
E)  None of the above. 
A)  Set sales call goals for each account. 
B)  Call the accounts and tell them his objective. 
C)  Begin setting his personal goals. 
D)  Schedule his first sales call. 
E)  None of the above.

Question 18

An important part of self-leadership is the ability to perform an effective self-assessment.

Accepted Answer

A) True 
 B)False

Question 19

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability to "___________ commitments."

Accepted Answer

The answer of One of the six teamwork skills salespeople...

Question 20

_____________ skills are skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance.

Accepted Answer

The answer of _____________ skills are skills salespeople must learn...

Public libraries will be of little help to salespeople attempting to analyze their territories and classify their customers.

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability "___________ the other individuals."

Once salespeople are fully trained, they rarely need to "team-up" with anyone from inside the company.

Which of the following is not one of the four levels at which salespeople should establish goals?

Sam wants to be an effective team leader. To improve his effectiveness, Sam should empower his team members by keeping his expectations ambiguous (allowing the team will be more creative).

"Smart" sales force automation tools that analyze data on past customer behavior, cross-selling opportunities, and demographics to identify areas of opportunity are referred to collectively as?

Bill is in the process of reviewing his accounts. Bill classified his accounts using the Single-Factor Account analysis method and is now developing his sales strategy. Bill should:

Which of the following is not a type of internal partnership?

Rhonda is attempting to classify a new account. She believes the account could be very profitable, but she also believes she is in a weak competitive position. Which of the following best represents what Rhonda's selling effort strategy should be?

Most selling technology is expensive and not really needed by most salespeople.

Steve is looking for a way to examine historical data from his territory in an effort to identify new opportunities for sales revenue growth. _______________ could help Steve with this task.

To maximize the effectiveness of a daily sales plan, salespeople should remember to "keep it current and __________.

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability "___________ sincerely when a mistake is made."

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

It is very likely that you are either working in a group currently, or will before your formal education is complete. Which of the following things should you do to improve your value as a team member?

Anthony is a salesperson for ABC Supplies. Based on his annual territory sales goal, he has set his annual account sales goal for his top 30 accounts. Next he needs to:

An important part of self-leadership is the ability to perform an effective self-assessment.

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability to "___________ commitments."

_____________ skills are skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Sales Management and Sales 2.0

Filters

Exam 10: Adding Value: Self-Leadership and Teamwork

Public libraries will be of little help to salespeople attempting to analyze their territories and classify their customers.

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability "___________ the other individuals."

Once salespeople are fully trained, they rarely need to "team-up" with anyone from inside the company.

Which of the following is not one of the four levels at which salespeople should establish goals?

Sam wants to be an effective team leader. To improve his effectiveness, Sam should empower his team members by keeping his expectations ambiguous (allowing the team will be more creative).

"Smart" sales force automation tools that analyze data on past customer behavior, cross-selling opportunities, and demographics to identify areas of opportunity are referred to collectively as?

Bill is in the process of reviewing his accounts. Bill classified his accounts using the Single-Factor Account analysis method and is now developing his sales strategy. Bill should:

Which of the following is not a type of internal partnership?

Rhonda is attempting to classify a new account. She believes the account could be very profitable, but she also believes she is in a weak competitive position. Which of the following best represents what Rhonda's selling effort strategy should be?

Most selling technology is expensive and not really needed by most salespeople.

Steve is looking for a way to examine historical data from his territory in an effort to identify new opportunities for sales revenue growth. _______________ could help Steve with this task.

To maximize the effectiveness of a daily sales plan, salespeople should remember to "keep it current and __________.

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability "___________ sincerely when a mistake is made."

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

It is very likely that you are either working in a group currently, or will before your formal education is complete. Which of the following things should you do to improve your value as a team member?

Anthony is a salesperson for ABC Supplies. Based on his annual territory sales goal, he has set his annual account sales goal for his top 30 accounts. Next he needs to:

An important part of self-leadership is the ability to perform an effective self-assessment.

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability to "___________ commitments."

_____________ skills are skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Sales Management and Sales 2.0

Filters