Question 1

A salesperson's personal goals should be based on his/her sales call goals.

Accepted Answer

A) True 
 B)False

Question 2

The process of scheduling activities that can be used as a map for achieving objectives is called __________ planning.

Accepted Answer

The answer of The process of scheduling activities that can...

Question 3

Effective goals are those that are easy for salespeople to obtain.

Accepted Answer

A) True 
 B)False

Question 4

CRM stands for _________________________________________.

Accepted Answer

Customer R

Question 5

_____________ relationships are relationships salespeople have with other individuals in their own company.

Accepted Answer

The answer of _____________ relationships are relationships salespeople have with...

Question 6

Which of the following is not one of the types of software applications a salesperson is likely to use when taking advantage of computer technology?

Accepted Answer

A)  Presentation graphics 
B)  Word processing 
C)  Customer Relationship Management 
D)  Spreadsheets 
E)  They're likely to take advantage of all the above 
A)  Presentation graphics 
B)  Word processing 
C)  Customer Relationship Management 
D)  Spreadsheets 
E)  They're likely to take advantage of all the above

Question 7

A salesperson wanting a more insightful classification method should use single-factor analysis rather than portfolio analysis.

Accepted Answer

A) True 
 B)False

Question 8

It is extremely important that students wishing to pursue a career in professional selling be familiar with the various types of selling technology.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following is not one of the common sales call routing plan patterns?

Accepted Answer

A)  Straight line plan 
B)  Cloverleaf plan 
C)  Circular plan 
D)  Leapfrog plan 
E)  Sales volume aggregation plan (SVA Plan) 
A)  Straight line plan 
B)  Cloverleaf plan 
C)  Circular plan 
D)  Leapfrog plan 
E)  Sales volume aggregation plan (SVA Plan)

Question 10

One of the primary objectives of portfolio analysis is __________________________?

Accepted Answer

A)  to help salespeople better understand how to best allocate their resources. 
B)  to help salespeople eliminate the 10 percent of customers producing the least amount of sales. 
C)  to help salespeople develop a portfolio of customers. 
D)  to help salespeople divide their customer base by product type. 
E)  None of the above 
A)  to help salespeople better understand how to best allocate their resources. 
B)  to help salespeople eliminate the 10 percent of customers producing the least amount of sales. 
C)  to help salespeople develop a portfolio of customers. 
D)  to help salespeople divide their customer base by product type. 
E)  None of the above

Question 11

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

Accepted Answer

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

Question 12

______________ are secured networks within the organization using the Internet or commercial channels to provide direct linkages between company units and individuals.

Accepted Answer

The answer of ______________ are secured networks within the organization...

Question 13

Suppose a salesperson is classifying accounts based on the level of sales potential. Which common method for classifying accounts is the salesperson using?

Accepted Answer

A)  Single-factor analysis 
B)  Portfolio analysis 
C)  Sales volume analysis 
D)  Most Likely Sales (MLS) analysis 
E)  Least Likely Sales (LLS) analysis 
A)  Single-factor analysis 
B)  Portfolio analysis 
C)  Sales volume analysis 
D)  Most Likely Sales (MLS) analysis 
E)  Least Likely Sales (LLS) analysis

Question 14

In order to successfully establish territory routing plans, salespeople will need the information gained from ____.

Accepted Answer

A)  setting sales call goals 
B)  setting personal goals 
C)  territory analysis and account classification 
D)  prospecting 
E)  a territory routing plan calculator 
A)  setting sales call goals 
B)  setting personal goals 
C)  territory analysis and account classification 
D)  prospecting 
E)  a territory routing plan calculator

Question 15

Salespeople involved in relational selling are becoming increasingly more independent of their organizations.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following statements about sales technology automation is untrue?

Accepted Answer

A)  Many sales managers believe that the best salespeople are those who stay up with changes in, and developments of technologies with selling applications. 
B)  Sales force automation tools allow salespeople to expand their available resources for enhanced selling performance and outcomes. 
C)  For most salespeople, the use of sales technology improves their efficiency and productivity while reducing their creativity and ability to innovate. 
D)  Selling technology is changing rapidly. 
E)  All the above are true. 
A)  Many sales managers believe that the best salespeople are those who stay up with changes in, and developments of technologies with selling applications. 
B)  Sales force automation tools allow salespeople to expand their available resources for enhanced selling performance and outcomes. 
C)  For most salespeople, the use of sales technology improves their efficiency and productivity while reducing their creativity and ability to innovate. 
D)  Selling technology is changing rapidly. 
E)  All the above are true.

Question 17

Which of the following is not a source of information a salesperson can access when engaged in territory analysis and account classification?

Accepted Answer

A)  Individual company web sites 
B)  Trade directories 
C)  Professional associations 
D)  Public libraries 
E)  All the above are valid sources 
A)  Individual company web sites 
B)  Trade directories 
C)  Professional associations 
D)  Public libraries 
E)  All the above are valid sources

A salesperson's personal goals should be based on his/her sales call goals.

The process of scheduling activities that can be used as a map for achieving objectives is called __________ planning.

Effective goals are those that are easy for salespeople to obtain.

CRM stands for _________________________________________.

_____________ relationships are relationships salespeople have with other individuals in their own company.

Which of the following is not one of the types of software applications a salesperson is likely to use when taking advantage of computer technology?

A salesperson wanting a more insightful classification method should use single-factor analysis rather than portfolio analysis.

It is extremely important that students wishing to pursue a career in professional selling be familiar with the various types of selling technology.

Which of the following is not one of the common sales call routing plan patterns?

One of the primary objectives of portfolio analysis is __________________________?

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

______________ are secured networks within the organization using the Internet or commercial channels to provide direct linkages between company units and individuals.

Suppose a salesperson is classifying accounts based on the level of sales potential. Which common method for classifying accounts is the salesperson using?

In order to successfully establish territory routing plans, salespeople will need the information gained from ____.

Salespeople involved in relational selling are becoming increasingly more independent of their organizations.

Which of the following statements about sales technology automation is untrue?

Which of the following is not a source of information a salesperson can access when engaged in territory analysis and account classification?

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 personal goals should be based on his/her sales call goals.

The process of scheduling activities that can be used as a map for achieving objectives is called __________ planning.

Effective goals are those that are easy for salespeople to obtain.

CRM stands for _________________________________________.

_____________ relationships are relationships salespeople have with other individuals in their own company.

Which of the following is not one of the types of software applications a salesperson is likely to use when taking advantage of computer technology?

A salesperson wanting a more insightful classification method should use single-factor analysis rather than portfolio analysis.

It is extremely important that students wishing to pursue a career in professional selling be familiar with the various types of selling technology.

Which of the following is not one of the common sales call routing plan patterns?

One of the primary objectives of portfolio analysis is __________________________?

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

______________ are secured networks within the organization using the Internet or commercial channels to provide direct linkages between company units and individuals.

Suppose a salesperson is classifying accounts based on the level of sales potential. Which common method for classifying accounts is the salesperson using?

In order to successfully establish territory routing plans, salespeople will need the information gained from ____.

Salespeople involved in relational selling are becoming increasingly more independent of their organizations.

Which of the following statements about sales technology automation is untrue?

Which of the following is not a source of information a salesperson can access when engaged in territory analysis and account classification?

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