Question 1

Which of the following organizational strategies serve as guidelines for the salesforce?

Accepted Answer

A)  Marketing strategies 
B)  Design strategies 
C)  Research strategies 
D)  Manufacturing strategies 
E)  Operational strategies 
A)  Marketing strategies 
B)  Design strategies 
C)  Research strategies 
D)  Manufacturing strategies 
E)  Operational strategies

Question 2

_____ refer to a salesperson's desire of selling a certain amount of product within an area in order to achieve personal goals.

Accepted Answer

A)  Territory goals 
B)  Relation goals 
C)  Account goals 
D)  Sales call goals 
E)  Conversion goals 
A)  Territory goals 
B)  Relation goals 
C)  Account goals 
D)  Sales call goals 
E)  Conversion goals

Question 3

In the context of interdependent levels of salesperson objectives, which of the following goals must be achieved to accomplish account, territory, and personal goals?

Accepted Answer

A)  Organizational goals 
B)  Sales call goals 
C)  Qualitative goals 
D)  Team goals 
E)  Conversion goals 
A)  Organizational goals 
B)  Sales call goals 
C)  Qualitative goals 
D)  Team goals 
E)  Conversion goals

Question 4

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)  wide area networks 
B)  cybernets 
C)  local area networks 
D)  extranets 
E)  metropolitan area networks 
A)  wide area networks 
B)  cybernets 
C)  local area networks 
D)  extranets 
E)  metropolitan area networks

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

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 7

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

Accepted Answer

A) True 
 B)False

Question 8

A salesperson's desire of selling a certain amount of product within an area in order to achieve personal goals is referred to as a territory goal.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

_____ refer to a salesperson's individual desired accomplishments, such as achieving a desired annual income over a specific period of time.

Accepted Answer

A)  Territory goals 
B)  Personal goals 
C)  Account goals 
D)  Sales call goals 
E)  Conversion goals 
A)  Territory goals 
B)  Personal goals 
C)  Account goals 
D)  Sales call goals 
E)  Conversion goals

Question 11

In the context of account classification, which of the following is a characteristic of single-factor analysis?

Accepted Answer

A)  It employs a complex matrix system. 
B)  Its usage recommends data manipulation. 
C)  It requires extensive statistical analysis. 
D)  It gives equal weightage to every account. 
E)  It groups accounts on the basis of sales potential. 
A)  It employs a complex matrix system. 
B)  Its usage recommends data manipulation. 
C)  It requires extensive statistical analysis. 
D)  It gives equal weightage to every account. 
E)  It groups accounts on the basis of sales potential.

Question 12

Juan, a sales executive, is involved in sales planning for the next eight months. In this scenario, Juan is making a(n) _____.

Accepted Answer

A)  short-term plan 
B)  long-term plan 
C)  annual plan 
D)  quarterly plan 
E)  fortnightly plan 
A)  short-term plan 
B)  long-term plan 
C)  annual plan 
D)  quarterly plan 
E)  fortnightly plan

Question 13

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 14

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

Accepted Answer

A) True 
 B)False

Question 15

In a major city routing plan, the territory is split into a series of geometric shapes reflecting each one's concentration. Identify a true statement about accounts in the major city routing pattern.

Accepted Answer

A)  Accounts in downtown segments are placed in a square area. 
B)  Accounts in downtown segments are placed in a triangle area. 
C)  Accounts in outlying segments are placed in a rectangle area. 
D)  Accounts in outlying segments are worked in a leapfrog pattern. 
E)  Accounts in downtown segments are worked in a cloverleaf pattern. 
A)  Accounts in downtown segments are placed in a square area. 
B)  Accounts in downtown segments are placed in a triangle area. 
C)  Accounts in outlying segments are placed in a rectangle area. 
D)  Accounts in outlying segments are worked in a leapfrog pattern. 
E)  Accounts in downtown segments are worked in a cloverleaf pattern.

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Roger, a sales manager at Pacto Corp., has been assigned a new client for selling Pacto's products and is collaborating with the marketing team to generate a sales proposal. In this scenario, Roger collaborates with the marketing team:

Accepted Answer

A)  because it is the task of marketing executives to develop sales proposals. 
B)  to gather information about new offerings in the market. 
C)  to facilitate immediate delivery of Pacto's products to customers. 
D)  because it is the marketing team that deals with product performance. 
E)  to ensure that the product quality meets the required standards. 
A)  because it is the task of marketing executives to develop sales proposals. 
B)  to gather information about new offerings in the market. 
C)  to facilitate immediate delivery of Pacto's products to customers. 
D)  because it is the marketing team that deals with product performance. 
E)  to ensure that the product quality meets the required standards.

Question 18

Salesforce.com, Microsoft Dynamics, and SalesLogix are examples of _____.

Accepted Answer

A)  territory analysis and account classification tools 
B)  mobile salesperson customer relationship management solutions 
C)  internal sales partnerships 
D)  d eal analytics 
E)  high-tech sales support offices 
A)  territory analysis and account classification tools 
B)  mobile salesperson customer relationship management solutions 
C)  internal sales partnerships 
D)  d eal analytics 
E)  high-tech sales support offices

Question 19

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 20

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

Which of the following organizational strategies serve as guidelines for the salesforce?

_____ refer to a salesperson's desire of selling a certain amount of product within an area in order to achieve personal goals.

In the context of interdependent levels of salesperson objectives, which of the following goals must be achieved to accomplish account, territory, and personal goals?

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

The use of Internet- and intranet-based technologies:

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

A salesperson's desire of selling a certain amount of product within an area in order to achieve personal goals is referred to as a territory goal.

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

_____ refer to a salesperson's individual desired accomplishments, such as achieving a desired annual income over a specific period of time.

In the context of account classification, which of the following is a characteristic of single-factor analysis?

Juan, a sales executive, is involved in sales planning for the next eight months. In this scenario, Juan is making a(n) _____.

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

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

In a major city routing plan, the territory is split into a series of geometric shapes reflecting each one's concentration. Identify a true statement about accounts in the major city routing pattern.

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

Roger, a sales manager at Pacto Corp., has been assigned a new client for selling Pacto's products and is collaborating with the marketing team to generate a sales proposal. In this scenario, Roger collaborates with the marketing team:

Salesforce.com, Microsoft Dynamics, and SalesLogix are examples of _____.

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

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

Overview of Personal Selling

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialog

Planning Sales Dialog and Presentations

Sales Dialog: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Filters

Exam 10: Adding Value: Self-Leadership and Teamwork

Which of the following organizational strategies serve as guidelines for the salesforce?

_____ refer to a salesperson's desire of selling a certain amount of product within an area in order to achieve personal goals.

In the context of interdependent levels of salesperson objectives, which of the following goals must be achieved to accomplish account, territory, and personal goals?

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

The use of Internet- and intranet-based technologies:

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

A salesperson's desire of selling a certain amount of product within an area in order to achieve personal goals is referred to as a territory goal.

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

_____ refer to a salesperson's individual desired accomplishments, such as achieving a desired annual income over a specific period of time.

In the context of account classification, which of the following is a characteristic of single-factor analysis?

Juan, a sales executive, is involved in sales planning for the next eight months. In this scenario, Juan is making a(n) _____.

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

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

In a major city routing plan, the territory is split into a series of geometric shapes reflecting each one's concentration. Identify a true statement about accounts in the major city routing pattern.

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

Roger, a sales manager at Pacto Corp., has been assigned a new client for selling Pacto's products and is collaborating with the marketing team to generate a sales proposal. In this scenario, Roger collaborates with the marketing team:

Salesforce.com, Microsoft Dynamics, and SalesLogix are examples of _____.

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

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

Overview of Personal Selling

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialog

Planning Sales Dialog and Presentations

Sales Dialog: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Filters