Question 1

A salesperson's annual territory sales goals, annual account sales goals, and sales call goals should be interdependent.

Accepted Answer

A) True 
 B)False

Question 2

When Sam is calling on his accounts, he starts near his office and moves in an expanding pattern of concentric circles that spiral across the territory. Sam is using a ______________ routing plan.

Accepted Answer

The answer of When Sam is calling on his accounts,...

Question 3

Single-factor analysis is a common method used for account classification.

Accepted Answer

A) True 
 B)False

Question 4

PDA stands for __________ Data Assistant.

Accepted Answer

The answer of PDA stands for __________ Data Assistant....

Question 5

Sandy does an excellent job of setting objectives for herself. Unfortunately, she rarely devotes any time to developing and executing plans to achieve those objectives. Sandy is:

Accepted Answer

A)  still likely to be successful 
B)  an ineffective self-leader 
C)  goal-directed 
D)  an effective self-leader 
E)  all of the above 
A)  still likely to be successful 
B)  an ineffective self-leader 
C)  goal-directed 
D)  an effective self-leader 
E)  all of the above

Question 6

Setting clear goals help salespeople:

Accepted Answer

A)  focus on what's important 
B)  know where to begin and how to proceed 
C)  know when they've accomplished something important/strategic 
D)  avoid drifting from task to task making little strategic progress 
E)  All of the above 
A)  focus on what's important 
B)  know where to begin and how to proceed 
C)  know when they've accomplished something important/strategic 
D)  avoid drifting from task to task making little strategic progress 
E)  All of the above

Question 7

What is the last stage of the five stages of self-leadership?

Accepted Answer

A)  Setting goals and objectives 
B)  Implementation of strategies 
C)  Taking advantage of technology 
D)  Assessment and evaluation 
E)  Motivating others 
A)  Setting goals and objectives 
B)  Implementation of strategies 
C)  Taking advantage of technology 
D)  Assessment and evaluation 
E)  Motivating others

Question 8

Intranets and Extranets can each be considered an example of a specialized Internet.

Accepted Answer

A) True 
 B)False

Question 9

Effective sales plans should be rigid once established.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A)  Sales partnerships 
B)  Marketing partnerships 
C)  Administrative support partnerships 
D)  Transportation partnerships 
E)  All of the above are types of internal partnerships 
A)  Sales partnerships 
B)  Marketing partnerships 
C)  Administrative support partnerships 
D)  Transportation partnerships 
E)  All of the above are types of internal partnerships

Question 11

What is another name for a company's internal Internet?

Accepted Answer

A)  Mainframe 
B)  Intranet 
C)  Local Area Network (LAN) 
D)  Extranet 
E)  None of the above 
A)  Mainframe 
B)  Intranet 
C)  Local Area Network (LAN) 
D)  Extranet 
E)  None of the above

Question 12

For most salespeople involved in relational selling, their success is dependent upon their ability to create and maintain both external and internal relationships.

Accepted Answer

A) True 
 B)False

Question 13

Salespeople may use their buyers' public web sites as sources of information when classifying accounts and analyzing their territories.

Accepted Answer

A) True 
 B)False

Question 14

The process of placing existing customers and prospects into categories based on their sales potential is called ____________ classification.

Accepted Answer

The answer of The process of placing existing customers and...

Question 15

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

Accepted Answer

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

Question 16

Selling technology and automation have little to do with a salesperson's success.

Accepted Answer

A) True 
 B)False

Question 17

When working in teams, it's important to focus on the task at hand and not worry so much about "the little things."

Accepted Answer

A) True 
 B)False

Question 18

Synergistic teamwork requires a commitment on the part of all parties to look for win/win solutions.

Accepted Answer

A) True 
 B)False

Question 19

A salesperson's desire of selling a certain amount of product to one customer or account in order to achieve territory and personal goals is called a/an ___________ goal.

Accepted Answer

The answer of A salesperson's desire of selling a certain...

Question 20

Successful teamwork usually results in synergy. Which of the following best describes what this means?

Accepted Answer

A)  The output of the individuals is combined or "syn"thesized to increase productivity. 
B)  Working in teams saves energy. 
C)  The outcomes and results are greater for all parties than would be possible with multiple individuals acting independent of one another. 
D)  The outcomes and results are evenly shared among members resulting in greater harmony than would be possible with multiple individuals acting independent of one another. 
E)  None of the above are correct 
A)  The output of the individuals is combined or "syn"thesized to increase productivity. 
B)  Working in teams saves energy. 
C)  The outcomes and results are greater for all parties than would be possible with multiple individuals acting independent of one another. 
D)  The outcomes and results are evenly shared among members resulting in greater harmony than would be possible with multiple individuals acting independent of one another. 
E)  None of the above are correct

A salesperson's annual territory sales goals, annual account sales goals, and sales call goals should be interdependent.

When Sam is calling on his accounts, he starts near his office and moves in an expanding pattern of concentric circles that spiral across the territory. Sam is using a ______________ routing plan.

Single-factor analysis is a common method used for account classification.

PDA stands for __________ Data Assistant.

Sandy does an excellent job of setting objectives for herself. Unfortunately, she rarely devotes any time to developing and executing plans to achieve those objectives. Sandy is:

Setting clear goals help salespeople:

What is the last stage of the five stages of self-leadership?

Intranets and Extranets can each be considered an example of a specialized Internet.

Effective sales plans should be rigid once established.

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

What is another name for a company's internal Internet?

For most salespeople involved in relational selling, their success is dependent upon their ability to create and maintain both external and internal relationships.

Salespeople may use their buyers' public web sites as sources of information when classifying accounts and analyzing their territories.

The process of placing existing customers and prospects into categories based on their sales potential is called ____________ classification.

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

Selling technology and automation have little to do with a salesperson's success.

When working in teams, it's important to focus on the task at hand and not worry so much about "the little things."

Synergistic teamwork requires a commitment on the part of all parties to look for win/win solutions.

A salesperson's desire of selling a certain amount of product to one customer or account in order to achieve territory and personal goals is called a/an ___________ goal.

Successful teamwork usually results in synergy. Which of the following best describes what this means?

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

A salesperson's annual territory sales goals, annual account sales goals, and sales call goals should be interdependent.

When Sam is calling on his accounts, he starts near his office and moves in an expanding pattern of concentric circles that spiral across the territory. Sam is using a ______________ routing plan.

Single-factor analysis is a common method used for account classification.

PDA stands for __________ Data Assistant.

Sandy does an excellent job of setting objectives for herself. Unfortunately, she rarely devotes any time to developing and executing plans to achieve those objectives. Sandy is:

Setting clear goals help salespeople:

What is the last stage of the five stages of self-leadership?

Intranets and Extranets can each be considered an example of a specialized Internet.

Effective sales plans should be rigid once established.

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

What is another name for a company's internal Internet?

For most salespeople involved in relational selling, their success is dependent upon their ability to create and maintain both external and internal relationships.

Salespeople may use their buyers' public web sites as sources of information when classifying accounts and analyzing their territories.

The process of placing existing customers and prospects into categories based on their sales potential is called ____________ classification.

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

Selling technology and automation have little to do with a salesperson's success.

When working in teams, it's important to focus on the task at hand and not worry so much about "the little things."

Synergistic teamwork requires a commitment on the part of all parties to look for win/win solutions.

A salesperson's desire of selling a certain amount of product to one customer or account in order to achieve territory and personal goals is called a/an ___________ goal.

Successful teamwork usually results in synergy. Which of the following best describes what this means?

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