Question 1

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

Accepted Answer

Self-leadership

Question 2

The process of placing existing customers and prospects into categories based on their potential as customers is referred to as territory analysis.

Accepted Answer

A) True 
 B)False  False

Question 3

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  False

Question 4

_____________ 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...

Question 5

Which of the following common sales call routing plan patterns is best used when accounts are located in linear clusters that are some distance from one another?

Accepted Answer

A)  Straight line plan 
B)  Cloverleaf plan 
C)  Circular plan 
D)  Leapfrog plan 
E)  Major city plan 
A)  Straight line plan 
B)  Cloverleaf plan 
C)  Circular plan 
D)  Leapfrog plan 
E)  Major city plan

Question 6

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 7

Deal analytics help salespeople by analyzing historical sales data.

Accepted Answer

A) True 
 B)False

Question 8

Suppose a salesperson tells you that one of their goals is to increase sales by 5%.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 ineffective goal because it does not include a time frame. 
B)  That sounds like an effective goal, provided increasing sales is challenging to you. 
C)  That sounds like an ineffective goal because increasing sales is not realistic. 
D)  That sounds like an effective goal because it is specific. 
E)  None of the above is accurate. 
A)  That sounds like an ineffective goal because it does not include a time frame. 
B)  That sounds like an effective goal, provided increasing sales is challenging to you. 
C)  That sounds like an ineffective goal because increasing sales is not realistic. 
D)  That sounds like an effective goal because it is specific. 
E)  None of the above is accurate.

Question 9

When you begin working in a group, one of the first things you should do is to clarify expectations.

Accepted Answer

A) True 
 B)False

Question 10

Goals should be quantifiable, realistic, and ______ specific.

Accepted Answer

The answer of Goals should be quantifiable, realistic, and ______...

Question 11

CRM stands for _________________________________________.

Accepted Answer

Customer R

Question 12

Which common method for classifying accounts is popular because of its simplicity?

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 13

__________ analysis is the process of surveying an area to determine customers and prospects that are most likely to buy.

Accepted Answer

The answer of __________ analysis is the process of surveying...

Question 14

Increase sales by the end of the quarter, although realistic, is not an effective goal because it is not ___________.

Accepted Answer

The answer of Increase sales by the end of the...

Question 15

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 16

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

Accepted Answer

A) True 
 B)False

Question 17

The process of surveying an area to determine customers and prospects that are most likely to buy is referred to as territory analysis.

Accepted Answer

A) True 
 B)False

Question 18

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 19

______________ 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 20

The cloverleaf territory routing plan is the best method for creating an effective territory routing plan.

Accepted Answer

A) True 
 B)False

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

The process of placing existing customers and prospects into categories based on their potential as customers is referred to as territory analysis.

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).

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

Which of the following common sales call routing plan patterns is best used when accounts are located in linear clusters that are some distance from one another?

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

Deal analytics help salespeople by analyzing historical sales data.

Suppose a salesperson tells you that one of their goals is to increase sales by 5%.Which of the following is probably your best response if the salesperson asked you for feedback related to the goal?

When you begin working in a group, one of the first things you should do is to clarify expectations.

Goals should be quantifiable, realistic, and ______ specific.

CRM stands for _________________________________________.

Which common method for classifying accounts is popular because of its simplicity?

__________ analysis is the process of surveying an area to determine customers and prospects that are most likely to buy.

Increase sales by the end of the quarter, although realistic, is not an effective goal because it is not ___________.

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

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

The process of surveying an area to determine customers and prospects that are most likely to buy is referred to as territory analysis.

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

______________ 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.

The cloverleaf territory routing plan is the best method for creating an effective territory routing plan.

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

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

The process of placing existing customers and prospects into categories based on their potential as customers is referred to as territory analysis.

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).

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

Which of the following common sales call routing plan patterns is best used when accounts are located in linear clusters that are some distance from one another?

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

Deal analytics help salespeople by analyzing historical sales data.

Suppose a salesperson tells you that one of their goals is to increase sales by 5%.Which of the following is probably your best response if the salesperson asked you for feedback related to the goal?

When you begin working in a group, one of the first things you should do is to clarify expectations.

Goals should be quantifiable, realistic, and ______ specific.

CRM stands for _________________________________________.

Which common method for classifying accounts is popular because of its simplicity?

__________ analysis is the process of surveying an area to determine customers and prospects that are most likely to buy.

Increase sales by the end of the quarter, although realistic, is not an effective goal because it is not ___________.

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

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

The process of surveying an area to determine customers and prospects that are most likely to buy is referred to as territory analysis.

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

______________ 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.

The cloverleaf territory routing plan is the best method for creating an effective territory routing plan.

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