Question 1

Sharon has set her goals and objectives for the year.According to the Five Sequential Stages of Self-Leadership model, Sharon should now:

Accepted Answer

A)  Seek her manager's input 
B)  Analyze her territory and classify accounts 
C)  Assess and evaluate her performance 
D)  Look for ways to automate the sales process 
E)  Make her first sales call for the new planning year 
A)  Seek her manager's input 
B)  Analyze her territory and classify accounts 
C)  Assess and evaluate her performance 
D)  Look for ways to automate the sales process 
E)  Make her first sales call for the new planning year

Question 2

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

Accepted Answer

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

Question 3

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 4

The _______________ routing plan works best when accounts are concentrated in different parts of the territory.

Accepted Answer

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

Question 5

In order to maintain high customer satisfaction, it is often important for salespeople to form close internal partnerships with their customer service personnel.

Accepted Answer

A) True 
 B)False

Question 6

According to the five sequential stages of self-leadership, what should salespeople do once they've completed their territory analysis and account classification?

Accepted Answer

A)  Establish and implement selling task and activity plans 
B)  Establish territory routing plans 
C)  Tap into technology and automation 
D)  Both a and b are correct 
E)  None of the above 
A)  Establish and implement selling task and activity plans 
B)  Establish territory routing plans 
C)  Tap into technology and automation 
D)  Both a and b are correct 
E)  None of the above

Question 7

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 8

Ethan is a salesperson who likes to set goals and objectives. Within the context of effective self-leadership, Ethan sets goals and objectives because:

Accepted Answer

A)  He is required to do so by his manager 
B)  Doing so helps him make better planning decisions 
C)  He wants to impress his manager 
D)  He wants to challenge himself to work harder 
E)  Each of the above is correct 
A)  He is required to do so by his manager 
B)  Doing so helps him make better planning decisions 
C)  He wants to impress his manager 
D)  He wants to challenge himself to work harder 
E)  Each of the above is correct

Question 9

Extranets are generally accessible to the public.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A)  Setting objectives 
B)  Self-leadership 
C)  Setting goals 
D)  Territory management 
E)  Sales management 
A)  Setting objectives 
B)  Self-leadership 
C)  Setting goals 
D)  Territory management 
E)  Sales management

Question 12

Anthony is a salesperson for ABC Supplies.Based on his annual territory sales goal, he has set his annual account sales goals for his top 30 accounts.Next he needs to:

Accepted Answer

A)  Set sales call goals for each account. 
B)  Call the accounts and tell them his objective. 
C)  Begin setting his personal goals. 
D)  Schedule his first sales call. 
E)  None of the above. 
A)  Set sales call goals for each account. 
B)  Call the accounts and tell them his objective. 
C)  Begin setting his personal goals. 
D)  Schedule his first sales call. 
E)  None of the above.

Question 13

Synergy refers to the value of the whole being greater than the value of the some of the parts.

Accepted Answer

A) True 
 B)False

Question 14

What are the two commonly used methods for classifying accounts?

Accepted Answer

A)  Single-factor analysis and ABC analysis 
B)  Single-factor analysis and portfolio analysis 
C)  Sales volume analysis and potential volume analysis 
D)  Potential sales analysis and Most Likely Sales (MLS) analysis 
E)  Most Likely Sales (MLS) analysis and Least Likely Sales (LLS) analysis 
A)  Single-factor analysis and ABC analysis 
B)  Single-factor analysis and portfolio analysis 
C)  Sales volume analysis and potential volume analysis 
D)  Potential sales analysis and Most Likely Sales (MLS) analysis 
E)  Most Likely Sales (MLS) analysis and Least Likely Sales (LLS) analysis

Question 15

Synergistic teamwork requires a commitment on the part of all parties to look for win/win solutions.

Accepted Answer

A) True 
 B)False

Question 16

Effective goals need to be challenging and not constrained by time.

Accepted Answer

A) True 
 B)False

Question 17

The most effective teams are the ones in which team members compete against each other to produce the best performance outcome.

Accepted Answer

A) True 
 B)False

Question 18

Bill is in the process of reviewing his accounts.Bill classified his accounts using the Single-Factor Analysis method and is now developing his sales strategy.Bill should:

Accepted Answer

A)  Spend most of his time attempting to develop B accounts into A accounts. 
B)  Turn over the A accounts to an account manager and begin looking for more C accounts. 
C)  Allocate the greatest portion of his time to the A and B accounts. 
D)  Allocate his time to the accounts designated as weak competitive position but high opportunity. 
E)  Divide his time equally among the accounts because each is as important as the other. 
A)  Spend most of his time attempting to develop B accounts into A accounts. 
B)  Turn over the A accounts to an account manager and begin looking for more C accounts. 
C)  Allocate the greatest portion of his time to the A and B accounts. 
D)  Allocate his time to the accounts designated as weak competitive position but high opportunity. 
E)  Divide his time equally among the accounts because each is as important as the other.

Question 19

The process of placing existing customers and prospects into categories based on their sales potential is called ____________ classification.

Accepted Answer

The answer of The process of placing existing customers and...

Question 20

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

Sharon has set her goals and objectives for the year.According to the Five Sequential Stages of Self-Leadership model, Sharon should now:

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

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

The _______________ routing plan works best when accounts are concentrated in different parts of the territory.

In order to maintain high customer satisfaction, it is often important for salespeople to form close internal partnerships with their customer service personnel.

According to the five sequential stages of self-leadership, what should salespeople do once they've completed their territory analysis and account classification?

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

Ethan is a salesperson who likes to set goals and objectives. Within the context of effective self-leadership, Ethan sets goals and objectives because:

Extranets are generally accessible to the public.

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

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

Anthony is a salesperson for ABC Supplies.Based on his annual territory sales goal, he has set his annual account sales goals for his top 30 accounts.Next he needs to:

Synergy refers to the value of the whole being greater than the value of the some of the parts.

What are the two commonly used methods for classifying accounts?

Synergistic teamwork requires a commitment on the part of all parties to look for win/win solutions.

Effective goals need to be challenging and not constrained by time.

The most effective teams are the ones in which team members compete against each other to produce the best performance outcome.

Bill is in the process of reviewing his accounts.Bill classified his accounts using the Single-Factor Analysis method and is now developing his sales strategy.Bill should:

The process of placing existing customers and prospects into categories based on their sales potential is called ____________ classification.

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

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

Sharon has set her goals and objectives for the year.According to the Five Sequential Stages of Self-Leadership model, Sharon should now:

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

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

The _______________ routing plan works best when accounts are concentrated in different parts of the territory.

In order to maintain high customer satisfaction, it is often important for salespeople to form close internal partnerships with their customer service personnel.

According to the five sequential stages of self-leadership, what should salespeople do once they've completed their territory analysis and account classification?

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

Ethan is a salesperson who likes to set goals and objectives. Within the context of effective self-leadership, Ethan sets goals and objectives because:

Extranets are generally accessible to the public.

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

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

Anthony is a salesperson for ABC Supplies.Based on his annual territory sales goal, he has set his annual account sales goals for his top 30 accounts.Next he needs to:

Synergy refers to the value of the whole being greater than the value of the some of the parts.

What are the two commonly used methods for classifying accounts?

Synergistic teamwork requires a commitment on the part of all parties to look for win/win solutions.

Effective goals need to be challenging and not constrained by time.

The most effective teams are the ones in which team members compete against each other to produce the best performance outcome.

Bill is in the process of reviewing his accounts.Bill classified his accounts using the Single-Factor Analysis method and is now developing his sales strategy.Bill should:

The process of placing existing customers and prospects into categories based on their sales potential is called ____________ classification.

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

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