Exam 10: Adding Value: Self-Leadership and Teamwork

Kim does an excellent job of setting objectives for herself.Unfortunately,she rarely devotes any time to strategizing plans to achieve those objectives.In this scenario,Kim is:

(Multiple Choice)

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Question 41

Dave is a sales executive at Windsor Stock.His current task is to find the customers and prospects who would buy the company's products,discover the location of such customers,and pinpoint those who can influence purchase decisions.In this scenario,Dave is involved in:

(Multiple Choice)

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Question 42

Which of the following is a benefit of single-factor analysis?

(Multiple Choice)

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Question 43

A salesperson's account goal is directly dependent on his or her personal goal.

(True/False)

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Question 44

Jamie,a salesperson,is discussing her goals with her coworker.She mentions that she has set an account goal of $30,000.In order to achieve her account goal,Jamie should first set a(n)_____.

(Multiple Choice)

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Question 45

In order to expedite the process of shipping a product to a customer,a sales team should engage in designing and manufacturing partnership.

(True/False)

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Question 46

A salesperson's success depends on the degree of support he or she receives from others in the various functional areas of an organization.

(True/False)

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Question 47

In the context of a territory routing plan,the _________ moves in concentric circles that spirals across the territory.

(Short Answer)

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Question 48

Sharon has set a goal of selling her company's product to at least 100 customers and earning $50,000 during the current financial year.According to the five sequential stages of self-leadership model,Sharon's next step should be to:

(Multiple Choice)

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Question 49

Establishing objectives is a critical component of self-leadership.

(True/False)

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Question 50

Written plans are better developed and provide more motivation and commitment for salespeople to carry them through to completion.

(True/False)

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Question 51

Stage Two of self-leadership identifies and establishes the priority and potential of each account in the territory along with the relative location of each account.

(True/False)

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Question 52

When competitive position is strong:

(Multiple Choice)

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Question 53

After developing strategies and plans,Alice,a salesperson,was asked to analyze her customers' past behaviors,any opportunities to sell complementary products,and the makeups of various customer groups in order to identify areas of opportunity and high interest to customers.In this scenario,which of the following should Alice adopt to perform this task?

(Multiple Choice)

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Question 54

Stage One of self-leadership is territory analysis.

(True/False)

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Question 55

Which of the following is true of territory analysis?

(Multiple Choice)

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Question 56

Which of the following is a feature of portfolio analysis?

(Multiple Choice)

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Question 57

In the self-leadership process,assessment and evaluation must be done only at the end of the project period.

(True/False)

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Question 58

_____ is a teamwork skill that salespeople must apply in the process of building internal partnerships.

(Multiple Choice)

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Question 59

In Stage Five of self-leadership,assessment checkpoints should be built into plans at progressive points in time to encourage and facilitate the evaluation of one's progress.

(True/False)

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Question 60

Showing 41 - 60 of 73

Kim does an excellent job of setting objectives for herself.Unfortunately,she rarely devotes any time to strategizing plans to achieve those objectives.In this scenario,Kim is:

Dave is a sales executive at Windsor Stock.His current task is to find the customers and prospects who would buy the company's products,discover the location of such customers,and pinpoint those who can influence purchase decisions.In this scenario,Dave is involved in:

Which of the following is a benefit of single-factor analysis?

A salesperson's account goal is directly dependent on his or her personal goal.

Jamie,a salesperson,is discussing her goals with her coworker.She mentions that she has set an account goal of $30,000.In order to achieve her account goal,Jamie should first set a(n)_____.

In order to expedite the process of shipping a product to a customer,a sales team should engage in designing and manufacturing partnership.

A salesperson's success depends on the degree of support he or she receives from others in the various functional areas of an organization.

In the context of a territory routing plan,the _________ moves in concentric circles that spirals across the territory.

Sharon has set a goal of selling her company's product to at least 100 customers and earning $50,000 during the current financial year.According to the five sequential stages of self-leadership model,Sharon's next step should be to:

Establishing objectives is a critical component of self-leadership.

Written plans are better developed and provide more motivation and commitment for salespeople to carry them through to completion.

Stage Two of self-leadership identifies and establishes the priority and potential of each account in the territory along with the relative location of each account.

When competitive position is strong:

Stage One of self-leadership is territory analysis.

Which of the following is true of territory analysis?

Which of the following is a feature of portfolio analysis?

In the self-leadership process,assessment and evaluation must be done only at the end of the project period.

_____ is a teamwork skill that salespeople must apply in the process of building internal partnerships.

In Stage Five of self-leadership,assessment checkpoints should be built into plans at progressive points in time to encourage and facilitate the evaluation of one's progress.

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

Kim does an excellent job of setting objectives for herself.Unfortunately,she rarely devotes any time to strategizing plans to achieve those objectives.In this scenario,Kim is:​

Dave is a sales executive at Windsor Stock.His current task is to find the customers and prospects who would buy the company's products,discover the location of such customers,and pinpoint those who can influence purchase decisions.In this scenario,Dave is involved in:​

Which of the following is a benefit of single-factor analysis?​

A salesperson's account goal is directly dependent on his or her personal goal.​

Jamie,a salesperson,is discussing her goals with her coworker.She mentions that she has set an account goal of $30,000.In order to achieve her account goal,Jamie should first set a(n)_____.​

In order to expedite the process of shipping a product to a customer,a sales team should engage in designing and manufacturing partnership.​

A salesperson's success depends on the degree of support he or she receives from others in the various functional areas of an organization.​

In the context of a territory routing plan,the _________ moves in concentric circles that spirals across the territory.​

Sharon has set a goal of selling her company's product to at least 100 customers and earning $50,000 during the current financial year.According to the five sequential stages of self-leadership model,Sharon's next step should be to:​

Establishing objectives is a critical component of self-leadership.​

Written plans are better developed and provide more motivation and commitment for salespeople to carry them through to completion.

Stage Two of self-leadership identifies and establishes the priority and potential of each account in the territory along with the relative location of each account.​

When competitive position is strong:​

Stage One of self-leadership is territory analysis.​

Which of the following is true of territory analysis?​

Which of the following is a feature of portfolio analysis?​

In the self-leadership process,assessment and evaluation must be done only at the end of the project period.​

_____ is a teamwork skill that salespeople must apply in the process of building internal partnerships.​

In Stage Five of self-leadership,assessment checkpoints should be built into plans at progressive points in time to encourage and facilitate the evaluation of one's progress.​

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

Kim does an excellent job of setting objectives for herself.Unfortunately,she rarely devotes any time to strategizing plans to achieve those objectives.In this scenario,Kim is:

Dave is a sales executive at Windsor Stock.His current task is to find the customers and prospects who would buy the company's products,discover the location of such customers,and pinpoint those who can influence purchase decisions.In this scenario,Dave is involved in:

Which of the following is a benefit of single-factor analysis?

A salesperson's account goal is directly dependent on his or her personal goal.

Jamie,a salesperson,is discussing her goals with her coworker.She mentions that she has set an account goal of $30,000.In order to achieve her account goal,Jamie should first set a(n)_____.

In order to expedite the process of shipping a product to a customer,a sales team should engage in designing and manufacturing partnership.

A salesperson's success depends on the degree of support he or she receives from others in the various functional areas of an organization.

In the context of a territory routing plan,the _________ moves in concentric circles that spirals across the territory.

Sharon has set a goal of selling her company's product to at least 100 customers and earning $50,000 during the current financial year.According to the five sequential stages of self-leadership model,Sharon's next step should be to:

Establishing objectives is a critical component of self-leadership.

Stage Two of self-leadership identifies and establishes the priority and potential of each account in the territory along with the relative location of each account.

When competitive position is strong:

Stage One of self-leadership is territory analysis.

Which of the following is true of territory analysis?

Which of the following is a feature of portfolio analysis?

In the self-leadership process,assessment and evaluation must be done only at the end of the project period.

_____ is a teamwork skill that salespeople must apply in the process of building internal partnerships.

In Stage Five of self-leadership,assessment checkpoints should be built into plans at progressive points in time to encourage and facilitate the evaluation of one's progress.