Question 1

The presence of clear goals and objectives leads a salesperson to drift from task to task.​

Accepted Answer

A) True 
 B)False

Question 2

An extranet is a special form of intranet that is accessible to the public.​

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is a user-friendly program that provides salespeople with a convenient option to catalog,search,and access comprehensive information regarding individual accounts?​

Accepted Answer

A) ​Human capital management software applications 
B) Customer relationship management software applications​ 
C) Product lifecycle management software applications 
D) Enterprise resource planning software applications​ 
E) Advanced planning and optimization software applications​ 
A) ​Human capital management software applications 
B) Customer relationship management software applications​ 
C) Product lifecycle management software applications 
D) Enterprise resource planning software applications​ 
E) Advanced planning and optimization software applications​

Question 4

While building relationships,demonstrating personal integrity generates trust,whereas a lack of integrity can quickly undermine the best of teamwork orientations.​

Accepted Answer

A) True 
 B)False

Question 5

Roger,a sales executive,has completed a survey of his selling area; he has located existing customers and prospects,discovered their interests,and understands their motivation for buying products.He has also segregated these customers and prospects into categories based on their potential as customers.In this scenario,Roger's next step should be to:​

Accepted Answer

A) ​establish a territory routing plan. 
B) assess and evaluate his product.​ 
C) tap technology and automation processes. 
D) set goals and objectives.​ 
E) ​develop and implement plans. 
A) ​establish a territory routing plan. 
B) assess and evaluate his product.​ 
C) tap technology and automation processes. 
D) set goals and objectives.​ 
E) ​develop and implement plans.

Question 6

RidgeCut is a manufacturing company that has several stakeholders all over the world.The company maintains a secure website which is password protected and is not accessible to people outside the organization.Since this affects the company's marketing opportunities,RidgeCut decides to provide secured access to their stakeholders.In this case,RidgeCut should use _____.​

Accepted Answer

A) ​telecom 
B) cybernet​ 
C) intercom 
D) extranet​ 
E) intranet​ 
A) ​telecom 
B) cybernet​ 
C) intercom 
D) extranet​ 
E) intranet​

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

The process of placing existing customers and prospects into categories based on their potential as customers is known as territory analysis.​

Accepted Answer

A) True 
 B)False

Question 9

If a customer places an order for a product which is an urgent requirement,the concerned salesperson should engage in a(n)_____ to meet the customer requirement.​

Accepted Answer

A) ​design and manufacturing partnership 
B) shipping and transportation partnership​ 
C) marketing partnership 
D) administrative support partnership​ 
E) sales partnership​ 
A) ​design and manufacturing partnership 
B) shipping and transportation partnership​ 
C) marketing partnership 
D) administrative support partnership​ 
E) sales partnership​

Question 10

Effective goals for self-leadership are those that are easy for salespeople to achieve.​

Accepted Answer

A) True 
 B)False

Question 11

_________ integrate multiple communication and customer contact channels-including the Web,e-mail,call center,and social media applications in order to maximize customer interactions.​

Accepted Answer

Customer r

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

Salesperson effectiveness in building internal and external partnerships is a key driver of customer satisfaction.​

Accepted Answer

A) True 
 B)False

The presence of clear goals and objectives leads a salesperson to drift from task to task.

An extranet is a special form of intranet that is accessible to the public.

Which of the following is a user-friendly program that provides salespeople with a convenient option to catalog,search,and access comprehensive information regarding individual accounts?

While building relationships,demonstrating personal integrity generates trust,whereas a lack of integrity can quickly undermine the best of teamwork orientations.

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

The process of placing existing customers and prospects into categories based on their potential as customers is known as territory analysis.

If a customer places an order for a product which is an urgent requirement,the concerned salesperson should engage in a(n)_____ to meet the customer requirement.

Effective goals for self-leadership are those that are easy for salespeople to achieve.

_________ integrate multiple communication and customer contact channels-including the Web,e-mail,call center,and social media applications in order to maximize customer interactions.

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

Salesperson effectiveness in building internal and external partnerships is a key driver of customer satisfaction.

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

The presence of clear goals and objectives leads a salesperson to drift from task to task.​

An extranet is a special form of intranet that is accessible to the public.​

Which of the following is a user-friendly program that provides salespeople with a convenient option to catalog,search,and access comprehensive information regarding individual accounts?​

While building relationships,demonstrating personal integrity generates trust,whereas a lack of integrity can quickly undermine the best of teamwork orientations.​

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

The process of placing existing customers and prospects into categories based on their potential as customers is known as territory analysis.​

If a customer places an order for a product which is an urgent requirement,the concerned salesperson should engage in a(n)_____ to meet the customer requirement.​

Effective goals for self-leadership are those that are easy for salespeople to achieve.​

_________ integrate multiple communication and customer contact channels-including the Web,e-mail,call center,and social media applications in order to maximize customer interactions.​

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

Salesperson effectiveness in building internal and external partnerships is a key driver of customer satisfaction.​

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

The presence of clear goals and objectives leads a salesperson to drift from task to task.

An extranet is a special form of intranet that is accessible to the public.

Which of the following is a user-friendly program that provides salespeople with a convenient option to catalog,search,and access comprehensive information regarding individual accounts?

While building relationships,demonstrating personal integrity generates trust,whereas a lack of integrity can quickly undermine the best of teamwork orientations.

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

The process of placing existing customers and prospects into categories based on their potential as customers is known as territory analysis.

If a customer places an order for a product which is an urgent requirement,the concerned salesperson should engage in a(n)_____ to meet the customer requirement.

Effective goals for self-leadership are those that are easy for salespeople to achieve.

_________ integrate multiple communication and customer contact channels-including the Web,e-mail,call center,and social media applications in order to maximize customer interactions.

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

Salesperson effectiveness in building internal and external partnerships is a key driver of customer satisfaction.