Question 1

_____________________ are "smart" sales force automation tools that analyze historical sales data in order to identify sales opportunities.

Accepted Answer

The answer of _____________________ are "smart" sales force automation tools...

Question 2

Relative Purchase Frequency (RPF) is a common method used for account classification.

Accepted Answer

A) True 
 B)False

Question 3

What is another name for a company's internal Internet that is securely linked up with its major customers and suppliers?

Accepted Answer

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

Question 4

A salesperson's annual territory sales goals should be based on his/her annual account sales goals.

Accepted Answer

A) True 
 B)False

Question 5

Before salespeople can establish effective territory routing plans, they must know the required call frequency for each account.

Accepted Answer

A) True 
 B)False

Question 6

Based on the interdependence of the four types of salesperson goals, what should a salesperson's sales call goals be based on?

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 7

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

Accepted Answer

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

Question 8

Carol classifies her accounts based on sales revenue. Carol is using ___________ analysis to classify her accounts.

Accepted Answer

The answer of Carol classifies her accounts based on sales...

Question 9

______________ are a form of intranet that is still restricted but links to specific suppliers and customers to allow them controlled access to the organization's network and databases.

Accepted Answer

The answer of ______________ are a form of intranet that...

Question 10

Goals should be __________ and quantifiable.

Accepted Answer

The answer of Goals should be __________ and quantifiable....

Question 11

During the process of account classification, it is not uncommon for salespeople to find ________?

Accepted Answer

A)  60 percent of their customers generate 30 percent of their sales potential. 
B)  20 percent of their customers generate 80 percent of their sale potential. 
C)  50 percent of their customers are high volume customers and 50 percent are low volume customers. 
D)  most accounts can be classified into one of two categories. 
E)  several accounts that generate little sales potential and even fewer that generate high sales potential. 
A)  60 percent of their customers generate 30 percent of their sales potential. 
B)  20 percent of their customers generate 80 percent of their sale potential. 
C)  50 percent of their customers are high volume customers and 50 percent are low volume customers. 
D)  most accounts can be classified into one of two categories. 
E)  several accounts that generate little sales potential and even fewer that generate high sales potential.

Question 12

The process of doing the right things and doing them well is called ______________.

Accepted Answer

The answer of The process of doing the right things...

Question 13

Which of the following is not one of the characteristics of properly developed goals?

Accepted Answer

A)  Time specific 
B)  Realistic 
C)  Specific 
D)  Quantifiable 
E)  All the above are characteristics of properly developed goals 
A)  Time specific 
B)  Realistic 
C)  Specific 
D)  Quantifiable 
E)  All the above are characteristics of properly developed goals

Question 14

Placing existing customers and prospects in categories based on their sales potential is called ____.

Accepted Answer

A)  Territory management 
B)  Prospecting 
C)  Account classification 
D)  Customer management 
E)  Sales management 
A)  Territory management 
B)  Prospecting 
C)  Account classification 
D)  Customer management 
E)  Sales management

Question 15

Suppose a salesperson tells you that one of their goals is to increase sales by the end of the month. Which of the following is probably your best response if the salesperson asked you for feedback related to the goal?

Accepted Answer

A)  That sounds like an effective goal, provided increasing sales is challenging to you. 
B)  That sounds like an ineffective goal because increasing sales is not realistic. 
C)  That sounds like an ineffective goal because it is not specific. 
D)  That sounds like an effective goal given that you've include a time frame. 
E)  None of the above are accurate. 
A)  That sounds like an effective goal, provided increasing sales is challenging to you. 
B)  That sounds like an ineffective goal because increasing sales is not realistic. 
C)  That sounds like an ineffective goal because it is not specific. 
D)  That sounds like an effective goal given that you've include a time frame. 
E)  None of the above are accurate.

Question 16

Some cell phones allow salespeople to access their CRM data without the use of a computer.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is not one of the six teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships?

Accepted Answer

A)  Understanding the other individuals 
B)  Attending to the little things 
C)  Keeping commitments 
D)  Clarifying expectations 
E)  Each of the above is one the six teamwork skills 
A)  Understanding the other individuals 
B)  Attending to the little things 
C)  Keeping commitments 
D)  Clarifying expectations 
E)  Each of the above is one the six teamwork skills

Question 18

It is not uncommon for salespeople to find that 20% of their customers generate __% of their sales potential.

Accepted Answer

The answer of It is not uncommon for salespeople to...

Question 19

To maximize the effectiveness of daily sales plans, salespeople should remember to "do them, and do them _____________".

Accepted Answer

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

Question 20

Extranets are generally accessible to the public.

Accepted Answer

A) True 
 B)False

_____________________ are "smart" sales force automation tools that analyze historical sales data in order to identify sales opportunities.

Relative Purchase Frequency (RPF) is a common method used for account classification.

What is another name for a company's internal Internet that is securely linked up with its major customers and suppliers?

A salesperson's annual territory sales goals should be based on his/her annual account sales goals.

Before salespeople can establish effective territory routing plans, they must know the required call frequency for each account.

Based on the interdependence of the four types of salesperson goals, what should a salesperson's sales call goals be based on?

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

Carol classifies her accounts based on sales revenue. Carol is using ___________ analysis to classify her accounts.

______________ are a form of intranet that is still restricted but links to specific suppliers and customers to allow them controlled access to the organization's network and databases.

Goals should be __________ and quantifiable.

During the process of account classification, it is not uncommon for salespeople to find ________?

The process of doing the right things and doing them well is called ______________.

Which of the following is not one of the characteristics of properly developed goals?

Placing existing customers and prospects in categories based on their sales potential is called ____.

Suppose a salesperson tells you that one of their goals is to increase sales by the end of the month. Which of the following is probably your best response if the salesperson asked you for feedback related to the goal?

Some cell phones allow salespeople to access their CRM data without the use of a computer.

Which of the following is not one of the six teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships?

It is not uncommon for salespeople to find that 20% of their customers generate __% of their sales potential.

To maximize the effectiveness of daily sales plans, salespeople should remember to "do them, and do them _____________".

Extranets are generally accessible to the public.

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

_____________________ are "smart" sales force automation tools that analyze historical sales data in order to identify sales opportunities.

Relative Purchase Frequency (RPF) is a common method used for account classification.

What is another name for a company's internal Internet that is securely linked up with its major customers and suppliers?

A salesperson's annual territory sales goals should be based on his/her annual account sales goals.

Before salespeople can establish effective territory routing plans, they must know the required call frequency for each account.

Based on the interdependence of the four types of salesperson goals, what should a salesperson's sales call goals be based on?

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

Carol classifies her accounts based on sales revenue. Carol is using ___________ analysis to classify her accounts.

______________ are a form of intranet that is still restricted but links to specific suppliers and customers to allow them controlled access to the organization's network and databases.

Goals should be __________ and quantifiable.

During the process of account classification, it is not uncommon for salespeople to find ________?

The process of doing the right things and doing them well is called ______________.

Which of the following is not one of the characteristics of properly developed goals?

Placing existing customers and prospects in categories based on their sales potential is called ____.

Suppose a salesperson tells you that one of their goals is to increase sales by the end of the month. Which of the following is probably your best response if the salesperson asked you for feedback related to the goal?

Some cell phones allow salespeople to access their CRM data without the use of a computer.

Which of the following is not one of the six teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships?

It is not uncommon for salespeople to find that 20% of their customers generate __% of their sales potential.

To maximize the effectiveness of daily sales plans, salespeople should remember to "do them, and do them _____________".

Extranets are generally accessible to the public.

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