Question 1

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

Accepted Answer

External relationships​

Question 2

Which of the following stages of self-leadership is referred to as "beginning with the end in mind"?​

Accepted Answer

A) ​Development and implementation of strategies 
B) Tapping technology and automation​ 
C) Territory analysis and account classification 
D) Setting goals and objectives​ 
E) ​Assessment and evaluation 
A) ​Development and implementation of strategies 
B) Tapping technology and automation​ 
C) Territory analysis and account classification 
D) Setting goals and objectives​ 
E) ​Assessment and evaluation D

Question 3

Which of the following is true of framing long-term plans?​

Accepted Answer

A) ​They do not require scheduled meetings and training sessions. 
B) They save time by eliminating checkpoints.​ 
C) They are not suited for meeting commitments and deadlines. 
D) They provide the basis for shorter time frame plans.​ 
E) They do not allow for the revision of strategies once in process.​ 
A) ​They do not require scheduled meetings and training sessions. 
B) They save time by eliminating checkpoints.​ 
C) They are not suited for meeting commitments and deadlines. 
D) They provide the basis for shorter time frame plans.​ 
E) They do not allow for the revision of strategies once in process.​ D

Question 4

Which of the following is a difference between ABC analysis and Portfolio analysis?​

Accepted Answer

A) ​ABC analysis requires statistical analysis, whereas portfolio analysis does not. 
B) ABC analysis uses only one factor, whereas portfolio analysis uses two factors.​ 
C) ABC analysis facilitates data manipulation, whereas portfolio analysis uses exact data. 
D) ABC analysis is represented in a matrix form, whereas portfolio analysis is represented as a table.​ 
E) ​ABC analysis is complex and less common, whereas portfolio analysis is simple and most often used. 
A) ​ABC analysis requires statistical analysis, whereas portfolio analysis does not. 
B) ABC analysis uses only one factor, whereas portfolio analysis uses two factors.​ 
C) ABC analysis facilitates data manipulation, whereas portfolio analysis uses exact data. 
D) ABC analysis is represented in a matrix form, whereas portfolio analysis is represented as a table.​ 
E) ​ABC analysis is complex and less common, whereas portfolio analysis is simple and most often used.

Question 5

Salespeople should know the objectives of only their own functional areas.​

Accepted Answer

A) True 
 B)False

Question 6

High-tech sales support offices provide points of access to the various networks,intranets,and extranets the organization maintains.​

Accepted Answer

A) True 
 B)False

Question 7

Salespeople teaming with individuals in the marketing department helps:​

Accepted Answer

A) ​in generating new market offerings. 
B) salespeople meet performance and delivery commitments.​ 
C) facilitate express delivery of goods to customers. 
D) in performing territory analysis of customers.​ 
E) in transferring customer feedback and complaints.​ 
A) ​in generating new market offerings. 
B) salespeople meet performance and delivery commitments.​ 
C) facilitate express delivery of goods to customers. 
D) in performing territory analysis of customers.​ 
E) in transferring customer feedback and complaints.​

Question 8

Partnerships with sales managers and other sales executives are important in winning support for developing innovative responses to customer needs.​

Accepted Answer

A) True 
 B)False

Question 9

Stage Three of self-leadership involves developing strategies and plans that will guide salespeople toward achieving their goals.​

Accepted Answer

A) True 
 B)False

Question 10

_________ are tools that streamline the selling process,generate improved selling opportunities,facilitate cross-functional teaming and intra-organizational communication,and enhance communication and follow-up with customers.​

Accepted Answer

Selling te

Question 11

Sales planning should ideally start with a short-term plan.​

Accepted Answer

A) True 
 B)False

Question 12

Kayla,a salesperson,suggests to her team that the straight-line routing plan would be most appropriate for their accounts.However,Sandra disagrees and says the cloverleaf model would work best for their accounts.Which of the following,if true,would strengthen Kayla's argument?​

Accepted Answer

A) ​Accounts are concentrated in different parts of the territory. 
B) Accounts are located in clusters that are some distance from one another.​ 
C) The territory is highly concentrated with locations controlled by a grid of city blocks. 
D) The territory is large, and accounts are clustered into several widely dispersed groups.​ 
E) ​Accounts are evenly dispersed throughout the territory. 
A) ​Accounts are concentrated in different parts of the territory. 
B) Accounts are located in clusters that are some distance from one another.​ 
C) The territory is highly concentrated with locations controlled by a grid of city blocks. 
D) The territory is large, and accounts are clustered into several widely dispersed groups.​ 
E) ​Accounts are evenly dispersed throughout the territory.

Question 13

The process of sales planning should ideally start with a long-term plan because:​

Accepted Answer

A) ​short-term plans do not include checkpoints. 
B) they do not require scheduled meetings and training sessions.​ 
C) short-term plans are usually ineffective. 
D) they eliminate the requirement for shorter time frame plans.​ 
E) they highlight commitments and deadlines.​ 
A) ​short-term plans do not include checkpoints. 
B) they do not require scheduled meetings and training sessions.​ 
C) short-term plans are usually ineffective. 
D) they eliminate the requirement for shorter time frame plans.​ 
E) they highlight commitments and deadlines.​

Question 14

Technology and automation help today's salespeople to constantly keep in touch with customers,with sales support,and with sales data and information.​

Accepted Answer

A) True 
 B)False

Question 15

The use of Internet- and intranet-based technologies:​

Accepted Answer

A) ​fails to build customer relationships. 
B) decreases productivity.​ 
C) increases sales meeting durations. 
D) ​shortens the sales cycle. 
E) ​circumvents the need for sales presentations. 
A) ​fails to build customer relationships. 
B) decreases productivity.​ 
C) increases sales meeting durations. 
D) ​shortens the sales cycle. 
E) ​circumvents the need for sales presentations.

Question 16

Properly developed goals should be:​

Accepted Answer

A) ​generic and unspecific. 
B) exaggerated.​ 
C) time specific. 
D) ambiguous and not challenging.​ 
E) ​unmeasurable. 
A) ​generic and unspecific. 
B) exaggerated.​ 
C) time specific. 
D) ambiguous and not challenging.​ 
E) ​unmeasurable.

Question 17

Ella is a salesperson at SalesQuarter Inc.She performs a two-factor analysis for account classification and finds that the accounts are less attractive,offering low opportunity.Ella realizes that her accounts are in a weak competitive position.In this scenario,which of the following selling strategies should Ella follow?​

Accepted Answer

A) ​She should engage in heavy investment on the resources in this account. 
B) she should allocate a moderate level of selling effort in order to maintain the current competitive position.​ 
C) She should make heavy investment in the selling effort in an attempt to strengthen her competitive position. 
D) She should use alternatives like telemarketing, direct mail, and the Internet.​ 
E) ​she should advertise through telemarketing, direct mail, and the Internet. 
A) ​She should engage in heavy investment on the resources in this account. 
B) she should allocate a moderate level of selling effort in order to maintain the current competitive position.​ 
C) She should make heavy investment in the selling effort in an attempt to strengthen her competitive position. 
D) She should use alternatives like telemarketing, direct mail, and the Internet.​ 
E) ​she should advertise through telemarketing, direct mail, and the Internet.

Question 18

In the context of tapping technology and automation,desktops,notebooks,laptops,tablets,andsmartphones are examples of _________.​

Accepted Answer

mobile sal

Question 19

Which of the following is a requirement of synergistic teamwork?​

Accepted Answer

A) ​Arbitrary requests by salespeople for special productions 
B) Focusing on achieving one's own goal​ 
C) Commitment and mutual trust of all parties 
D) The attitude: "Not my way, but your way"​ 
E) Attending only to the big things and neglecting small things​ 
A) ​Arbitrary requests by salespeople for special productions 
B) Focusing on achieving one's own goal​ 
C) Commitment and mutual trust of all parties 
D) The attitude: "Not my way, but your way"​ 
E) Attending only to the big things and neglecting small things​

Question 20

_________ are relationships salespeople have with other individuals in their own company.​

Accepted Answer

Internal r

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

Which of the following stages of self-leadership is referred to as "beginning with the end in mind"?

Which of the following is true of framing long-term plans?

Which of the following is a difference between ABC analysis and Portfolio analysis?

Salespeople should know the objectives of only their own functional areas.

High-tech sales support offices provide points of access to the various networks,intranets,and extranets the organization maintains.

Salespeople teaming with individuals in the marketing department helps:

Partnerships with sales managers and other sales executives are important in winning support for developing innovative responses to customer needs.

Stage Three of self-leadership involves developing strategies and plans that will guide salespeople toward achieving their goals.

_________ are tools that streamline the selling process,generate improved selling opportunities,facilitate cross-functional teaming and intra-organizational communication,and enhance communication and follow-up with customers.

Sales planning should ideally start with a short-term plan.

Kayla,a salesperson,suggests to her team that the straight-line routing plan would be most appropriate for their accounts.However,Sandra disagrees and says the cloverleaf model would work best for their accounts.Which of the following,if true,would strengthen Kayla's argument?

The process of sales planning should ideally start with a long-term plan because:

Technology and automation help today's salespeople to constantly keep in touch with customers,with sales support,and with sales data and information.

The use of Internet- and intranet-based technologies:

Properly developed goals should be:

In the context of tapping technology and automation,desktops,notebooks,laptops,tablets,andsmartphones are examples of _________.

Which of the following is a requirement of synergistic teamwork?

_________ are relationships salespeople have with other individuals in their own company.

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 Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Filters

Exam 10: Adding Value: Self-Leadership and Teamwork

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

Which of the following stages of self-leadership is referred to as "beginning with the end in mind"?​

Which of the following is true of framing long-term plans?​

Which of the following is a difference between ABC analysis and Portfolio analysis?​

Salespeople should know the objectives of only their own functional areas.​

High-tech sales support offices provide points of access to the various networks,intranets,and extranets the organization maintains.​

Salespeople teaming with individuals in the marketing department helps:​

Partnerships with sales managers and other sales executives are important in winning support for developing innovative responses to customer needs.​

Stage Three of self-leadership involves developing strategies and plans that will guide salespeople toward achieving their goals.​

_________ are tools that streamline the selling process,generate improved selling opportunities,facilitate cross-functional teaming and intra-organizational communication,and enhance communication and follow-up with customers.​

Sales planning should ideally start with a short-term plan.​

Kayla,a salesperson,suggests to her team that the straight-line routing plan would be most appropriate for their accounts.However,Sandra disagrees and says the cloverleaf model would work best for their accounts.Which of the following,if true,would strengthen Kayla's argument?​

The process of sales planning should ideally start with a long-term plan because:​

Technology and automation help today's salespeople to constantly keep in touch with customers,with sales support,and with sales data and information.​

The use of Internet- and intranet-based technologies:​

Properly developed goals should be:​

In the context of tapping technology and automation,desktops,notebooks,laptops,tablets,andsmartphones are examples of _________.​

Which of the following is a requirement of synergistic teamwork?​

_________ are relationships salespeople have with other individuals in their own company.​

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 Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Filters

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

Which of the following stages of self-leadership is referred to as "beginning with the end in mind"?

Which of the following is true of framing long-term plans?

Which of the following is a difference between ABC analysis and Portfolio analysis?

Salespeople should know the objectives of only their own functional areas.

High-tech sales support offices provide points of access to the various networks,intranets,and extranets the organization maintains.

Salespeople teaming with individuals in the marketing department helps:

Partnerships with sales managers and other sales executives are important in winning support for developing innovative responses to customer needs.

Stage Three of self-leadership involves developing strategies and plans that will guide salespeople toward achieving their goals.

_________ are tools that streamline the selling process,generate improved selling opportunities,facilitate cross-functional teaming and intra-organizational communication,and enhance communication and follow-up with customers.

Sales planning should ideally start with a short-term plan.

Kayla,a salesperson,suggests to her team that the straight-line routing plan would be most appropriate for their accounts.However,Sandra disagrees and says the cloverleaf model would work best for their accounts.Which of the following,if true,would strengthen Kayla's argument?

The process of sales planning should ideally start with a long-term plan because:

Technology and automation help today's salespeople to constantly keep in touch with customers,with sales support,and with sales data and information.

The use of Internet- and intranet-based technologies:

Properly developed goals should be:

In the context of tapping technology and automation,desktops,notebooks,laptops,tablets,andsmartphones are examples of _________.

Which of the following is a requirement of synergistic teamwork?

_________ are relationships salespeople have with other individuals in their own company.