Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

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 3

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

Accepted Answer

A) True 
 B)False

Question 4

Goals should be realistic, yet ______________.

Accepted Answer

The answer of Goals should be realistic, yet ______________....

Question 5

Suppose a salesperson tells you that one of their goals is to increase sales 5% by the end of the year.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 such an increase it is realistic and challenging to you. 
C)  That sounds like an ineffective goal because it's very difficult to increase sales. 
D)  That sounds like an effective goal because it is objective. 
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 such an increase it is realistic and challenging to you. 
C)  That sounds like an ineffective goal because it's very difficult to increase sales. 
D)  That sounds like an effective goal because it is objective. 
E)  None of the above is accurate.

Question 6

Kim does an excellent job of setting objectives for herself. Unfortunately, she rarely devotes any time to developing and executing plans to achieve those objectives. Kim 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 7

Dwight classifies his accounts based on sales potential and competitive position. Dwight is using __________ analysis to classify his accounts.

Accepted Answer

Portfolio (Two-Facto

Question 8

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 9

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 10

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 by ensuring customer satisfaction among them?

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 is 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 is appropriate.

Question 11

The _______________ routing plan works best when accounts are located in clusters that are some distance apart.

Accepted Answer

The answer of The _______________ routing plan works best when...

Question 12

High-tech sales support offices are no longer needed because of the technology associate with laptop computers.

Accepted Answer

A) True 
 B)False

Question 13

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

Question 14

Steve is looking for a way to analyze customer 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 call auditing software 
D)  Deal analytics 
E)  Customer Relationship Management 
A)  Conducting a sales audit 
B)  Cloud computing 
C)  Sales call auditing software 
D)  Deal analytics 
E)  Customer Relationship Management

Question 15

Salespeople should base their daily plans on their what?

Accepted Answer

A)  Annual plans 
B)  Sales call goals 
C)  Weekly plans 
D)  Daily budget 
E)  Daily sales revenue goals 
A)  Annual plans 
B)  Sales call goals 
C)  Weekly plans 
D)  Daily budget 
E)  Daily sales revenue goals

Question 16

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 17

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 18

"Having the top territory in the company" is an example of an effective goal.

Accepted Answer

A) True 
 B)False

Question 19

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 20

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

Accepted Answer

A) True 
 B)False

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

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

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

Goals should be realistic, yet ______________.

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

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

Dwight classifies his accounts based on sales potential and competitive position. Dwight is using __________ analysis to classify his accounts.

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?

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."

The _______________ routing plan works best when accounts are located in clusters that are some distance apart.

High-tech sales support offices are no longer needed because of the technology associate with laptop computers.

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

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

Salespeople should base their daily plans on their what?

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?

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?

"Having the top territory in the company" is an example of an effective goal.

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

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

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

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

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

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

Goals should be realistic, yet ______________.

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

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

Dwight classifies his accounts based on sales potential and competitive position. Dwight is using __________ analysis to classify his accounts.

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?

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."

The _______________ routing plan works best when accounts are located in clusters that are some distance apart.

High-tech sales support offices are no longer needed because of the technology associate with laptop computers.

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

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

Salespeople should base their daily plans on their what?

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?

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?

"Having the top territory in the company" is an example of an effective goal.

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

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

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