Question 1

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 2

Setting clear goals helps 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 3

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 4

The process of scheduling activities that can be used as a map for achieving objectives is referred to as:

Accepted Answer

A)  Self-leadership 
B)  Territory analysis 
C)  Sales planning 
D)  Sales management 
E)  Portfolio analysis 
A)  Self-leadership 
B)  Territory analysis 
C)  Sales planning 
D)  Sales management 
E)  Portfolio analysis

Question 5

_____________________ 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 6

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

Accepted Answer

A) True 
 B)False

Question 7

Connie's accounts are evenly dispersed throughout her territory. She should probably utilize the circular route pattern when creating her territory routing plan.

Accepted Answer

A) True 
 B)False

Question 8

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 9

Effective sales plans should be rigid once established.

Accepted Answer

A) True 
 B)False

Question 10

A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals is referred to a territory goal.

Accepted Answer

A) True 
 B)False

Question 11

Increase sales by 10%, although realistic, is not an effective goal because it is not ____________.

Accepted Answer

The answer of Increase sales by 10%, although realistic, is...

Question 12

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

Accepted Answer

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

Question 13

Offices set up at multiple locations where salespeople can access a wide range of selling technologies are called:

Accepted Answer

A)  Web-based offices 
B)  High-tech sales support offices 
C)  Sales 2.O clouds 
D)  Extranet-enabled offices 
E)  None of the above 
A)  Web-based offices 
B)  High-tech sales support offices 
C)  Sales 2.O clouds 
D)  Extranet-enabled offices 
E)  None of the above

Question 14

Suppose a salesperson sets a personal goal to achieve an annual income of $100,000.What is the next goal the salesperson should set?

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 15

To maximize the effectiveness of a daily sales plan, salespeople should remember to "keep it current and __________.

Accepted Answer

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

Question 16

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 17

Which of the following common sales call routing plan patterns is best used when accounts are concentrated in different parts of the territory?

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 18

High performing salespeople with strong self-leadership skills:

Accepted Answer

A)  Treat time as a valuable and irreplaceable resource 
B)  Rarely plan out their days because sales requires schedule flexibility 
C)  Leave at least two hours open in their daily schedules because sales requires schedule flexibility 
D)  Often have trouble because they try to squeeze to many appointments into each day 
E)  Are known for working harder not smarter 
A)  Treat time as a valuable and irreplaceable resource 
B)  Rarely plan out their days because sales requires schedule flexibility 
C)  Leave at least two hours open in their daily schedules because sales requires schedule flexibility 
D)  Often have trouble because they try to squeeze to many appointments into each day 
E)  Are known for working harder not smarter

Question 19

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

Accepted Answer

A)  Sales partnerships 
B)  Marketing partnerships 
C)  Administrative support partnerships 
D)  Management partnerships 
E)  Transportation partnerships 
A)  Sales partnerships 
B)  Marketing partnerships 
C)  Administrative support partnerships 
D)  Management partnerships 
E)  Transportation partnerships

Question 20

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

Accepted Answer

A) True 
 B)False

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

Setting clear goals helps salespeople:

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.

The process of scheduling activities that can be used as a map for achieving objectives is referred to as:

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

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

Connie's accounts are evenly dispersed throughout her territory. She should probably utilize the circular route pattern when creating her territory routing plan.

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

Effective sales plans should be rigid once established.

A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals is referred to a territory goal.

Increase sales by 10%, although realistic, is not an effective goal because it is not ____________.

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

Offices set up at multiple locations where salespeople can access a wide range of selling technologies are called:

Suppose a salesperson sets a personal goal to achieve an annual income of $100,000.What is the next goal the salesperson should set?

To maximize the effectiveness of a daily sales plan, salespeople should remember to "keep it current and __________.

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

Which of the following common sales call routing plan patterns is best used when accounts are concentrated in different parts of the territory?

High performing salespeople with strong self-leadership skills:

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

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

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

Setting clear goals helps salespeople:

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.

The process of scheduling activities that can be used as a map for achieving objectives is referred to as:

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

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

Connie's accounts are evenly dispersed throughout her territory. She should probably utilize the circular route pattern when creating her territory routing plan.

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

Effective sales plans should be rigid once established.

A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals is referred to a territory goal.

Increase sales by 10%, although realistic, is not an effective goal because it is not ____________.

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

Offices set up at multiple locations where salespeople can access a wide range of selling technologies are called:

Suppose a salesperson sets a personal goal to achieve an annual income of $100,000.What is the next goal the salesperson should set?

To maximize the effectiveness of a daily sales plan, salespeople should remember to "keep it current and __________.

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

Which of the following common sales call routing plan patterns is best used when accounts are concentrated in different parts of the territory?

High performing salespeople with strong self-leadership skills:

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

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