Question 1

Goals should be __________ and quantifiable.

Accepted Answer

The answer of Goals should be __________ and quantifiable....

Question 2

Which common method for classifying accounts is growing in popularity because it is flexible and incorporates multiple variables?

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 3

Scott is a salesperson with a very large territory and whose accounts are clustered in the several widely dispersed groups?

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 4

The process of scheduling activities that can be used as a map for achieving objectives is called __________ planning.

Accepted Answer

The answer of The process of scheduling activities that can...

Question 5

A goal of selling $30,000 in products to an account over the next 12 months is an example of an account goal.

Accepted Answer

A) True 
 B)False

Question 6

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 an account goal.

Accepted Answer

A) True 
 B)False

Question 7

The first stage of self-leadership is territory analysis.

Accepted Answer

A) True 
 B)False

Question 8

The _______________ routing plan works best when the territory is large and accounts are clustered into several widely dispersed groups.

Accepted Answer

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

Question 9

Single-factor analysis is a common method used for account classification.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is not one of the characteristics of properly developed goals?

Accepted Answer

A)  Easily obtainable 
B)  Realistic 
C)  Specific 
D)  Quantifiable 
E)  Time specific 
A)  Easily obtainable 
B)  Realistic 
C)  Specific 
D)  Quantifiable 
E)  Time specific

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

Grace is attempting to classify a new account using portfolio analysis.She believes she is in a strong competitive position, but she also believes the account opportunity is low compared to other opportunities. Which of the following best represents what Grace'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)  Allocate a moderate level of selling effort in order to maintain the current competitive position. 
E)  Both A and C above are good options 
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)  Allocate a moderate level of selling effort in order to maintain the current competitive position. 
E)  Both A and C above are good options

Question 13

The last stage of Self-Leadership is _____________________.

Accepted Answer

Assessment and Evalu

Question 14

A salesperson's annual territory sales goals, annual account sales goals, and sales call goals should be interdependent.

Accepted Answer

A) True 
 B)False

Goals should be __________ and quantifiable.

Which common method for classifying accounts is growing in popularity because it is flexible and incorporates multiple variables?

Scott is a salesperson with a very large territory and whose accounts are clustered in the several widely dispersed groups?

The process of scheduling activities that can be used as a map for achieving objectives is called __________ planning.

A goal of selling $30,000 in products to an account over the next 12 months is an example of an account goal.

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 an account goal.

The first stage of self-leadership is territory analysis.

The _______________ routing plan works best when the territory is large and accounts are clustered into several widely dispersed groups.

Single-factor analysis is a common method used for account classification.

Which of the following is not one of the characteristics of properly developed goals?

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

Grace is attempting to classify a new account using portfolio analysis.She believes she is in a strong competitive position, but she also believes the account opportunity is low compared to other opportunities. Which of the following best represents what Grace's selling effort strategy should be?

The last stage of Self-Leadership is _____________________.

A salesperson's annual territory sales goals, annual account sales goals, and sales call goals should be interdependent.

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

Goals should be __________ and quantifiable.

Which common method for classifying accounts is growing in popularity because it is flexible and incorporates multiple variables?

Scott is a salesperson with a very large territory and whose accounts are clustered in the several widely dispersed groups?

The process of scheduling activities that can be used as a map for achieving objectives is called __________ planning.

A goal of selling $30,000 in products to an account over the next 12 months is an example of an account goal.

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 an account goal.

The first stage of self-leadership is territory analysis.

The _______________ routing plan works best when the territory is large and accounts are clustered into several widely dispersed groups.

Single-factor analysis is a common method used for account classification.

Which of the following is not one of the characteristics of properly developed goals?

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

Grace is attempting to classify a new account using portfolio analysis.She believes she is in a strong competitive position, but she also believes the account opportunity is low compared to other opportunities. Which of the following best represents what Grace's selling effort strategy should be?

The last stage of Self-Leadership is _____________________.

A salesperson's annual territory sales goals, annual account sales goals, and sales call goals should be interdependent.

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