Exam 10: Adding Value: Self-Leadership and Teamwork

Which of the following common sales call routing plan patterns is best used when the territory is large and accounts are clustered in the several widely dispersed groups?

(Multiple Choice)

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Question 101

Setting objectives is a critical component of self-leadership.

(True/False)

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Question 102

Placing existing customers and prospects in categories based on their sales potential is called ____.

(Multiple Choice)

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Question 103

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

(True/False)

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Question 104

Which of the following is not one of the four levels at which salespeople should establish goals?

(Multiple Choice)

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Question 105

What is the last stage of the five stages of self-leadership?

(Multiple Choice)

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Question 106

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

(Short Answer)

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Question 107

Portfolio analysis is more complex than single-factor analysis.

(True/False)

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Question 108

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

(True/False)

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Question 109

Common courtesy is important to successful teamwork.

(True/False)

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Question 110

______________ relationships are relationships salespeople build with customers outside the organization and working environment.

(Short Answer)

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Question 111

Steve's works his territory by starting at his office and working out in one direction until he reaches the end of his territory. Steve is using a _______________ routing plan.

(Short Answer)

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Question 112

Portfolio analysis is a common method used for account classification because of its simplicity.

(True/False)

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Question 113

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

(Short Answer)

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Question 114

Which of the following is not one of the six teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships?

(Multiple Choice)

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Question 115

Carol classifies her accounts based on sales revenue. Carol is using ___________ analysis to classify her accounts.

(Short Answer)

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Question 116

Public libraries will be of little help to salespeople attempting to analyze their territories and classify their customers.

(True/False)

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Question 117

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

(Multiple Choice)

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Question 118

Which the following is not one of the sequential stages of self-leadership?

(Multiple Choice)

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Question 119

It is not uncommon for salespeople to find that 20% of their customers generate __% of their sales potential.

(Short Answer)

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Question 120

Showing 101 - 120 of 154

Which of the following common sales call routing plan patterns is best used when the territory is large and accounts are clustered in the several widely dispersed groups?

Setting objectives is a critical component of self-leadership.

Placing existing customers and prospects in categories based on their sales potential is called ____.

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

Which of the following is not one of the four levels at which salespeople should establish goals?

What is the last stage of the five stages of self-leadership?

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

Portfolio analysis is more complex than single-factor analysis.

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

Common courtesy is important to successful teamwork.

______________ relationships are relationships salespeople build with customers outside the organization and working environment.

Steve's works his territory by starting at his office and working out in one direction until he reaches the end of his territory. Steve is using a _______________ routing plan.

Portfolio analysis is a common method used for account classification because of its simplicity.

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

Which of the following is not one of the six teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships?

Carol classifies her accounts based on sales revenue. Carol is using ___________ analysis to classify her accounts.

Public libraries will be of little help to salespeople attempting to analyze their territories and classify their customers.

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

Which the following is not one of the sequential stages of self-leadership?

It is not uncommon for salespeople to find that 20% of their customers generate __% of their sales potential.

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

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