Question 1

In building relationships, the little kindnesses and courtesies are often insignificant.

Accepted Answer

A) True 
 B)False

Question 2

_____ are defined as relationships that salespeople build with customers outside the organization and working environment.

Accepted Answer

A)  External relationships 
B)  Internal relationships 
C)  Long-term relationships 
D)  Short-term relationships 
E)  Courtship relationships 
A)  External relationships 
B)  Internal relationships 
C)  Long-term relationships 
D)  Short-term relationships 
E)  Courtship relationships

Question 3

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 4

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)  in the 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)  in the express delivery of goods to customers. 
D)  in performing territory analysis of customers. 
E)  in transferring customer feedback and complaints.

Question 5

In a(n) _____, each team member contributes his or her special expertise toward maximizing the understanding of the customer's situation and needs, and then working together to create a unique, value-added solution.

Accepted Answer

A)  external relationship 
B)  internal relationship 
C)  mentoring relationship 
D)  service relationship 
E)  courtship relationship 
A)  external relationship 
B)  internal relationship 
C)  mentoring relationship 
D)  service relationship 
E)  courtship relationship

Question 6

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 7

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

Accepted Answer

A) True 
 B)False

Question 8

High-tech sales support offices are set up:

Accepted Answer

A)  to limit access to company networks. 
B)  specifically to minimize the use of technology by salespeople. 
C)  to minimize salespeople's need to travel. 
D)  for both resident and nonresident salespeople. 
E)  specifically for salespeople employed in multinational companies. 
A)  to limit access to company networks. 
B)  specifically to minimize the use of technology by salespeople. 
C)  to minimize salespeople's need to travel. 
D)  for both resident and nonresident salespeople. 
E)  specifically for salespeople employed in multinational companies.

Question 9

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 10

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

Accepted Answer

A) True 
 B)False

Question 11

Which of the following provides salespeople with an opportunity to consider revisions or modifications in their sales plans?

Accepted Answer

A)  Incorporation of technology in sales process 
B)  Establishment of customer relationship through rigorous follow-up 
C)  Frequent comparisons of actual performance with periodic checkpoints 
D)  Classification of accounts on the basis of sales potential 
E)  Analysis of customers' needs and interests 
A)  Incorporation of technology in sales process 
B)  Establishment of customer relationship through rigorous follow-up 
C)  Frequent comparisons of actual performance with periodic checkpoints 
D)  Classification of accounts on the basis of sales potential 
E)  Analysis of customers' needs and interests

Question 12

Properly developed goals are _____.

Accepted Answer

A)  easy to achieve and profit oriented 
B)  spontaneous and creative 
C)  flexible and accommodating 
D)  specific and quantifiable 
E)  tested and proven 
A)  easy to achieve and profit oriented 
B)  spontaneous and creative 
C)  flexible and accommodating 
D)  specific and quantifiable 
E)  tested and proven

Question 13

In the context of account classification, unlike ABC analysis, portfolio analysis:

Accepted Answer

A)  does not require statistical analysis. 
B)  uses two factors to analyze accounts. 
C)  does not require data manipulation. 
D)  analyzes accounts based on the level of sales potential. 
E)  is the simplest and most often used method for classifying accounts. 
A)  does not require statistical analysis. 
B)  uses two factors to analyze accounts. 
C)  does not require data manipulation. 
D)  analyzes accounts based on the level of sales potential. 
E)  is the simplest and most often used method for classifying accounts.

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

Salespeople who follow _____ work downtown on a basis of street grids and work outlying areas using a cloverleaf or straight-line pattern.

Accepted Answer

A)  a straight-line territory routing pattern 
B)  the cloverleaf territory routing pattern 
C)  a circular territory routing pattern 
D)  a major city territory routing pattern 
E)  the leapfrog territory routing pattern 
A)  a straight-line territory routing pattern 
B)  the cloverleaf territory routing pattern 
C)  a circular territory routing pattern 
D)  a major city territory routing pattern 
E)  the leapfrog territory routing pattern

Question 16

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.

Question 17

Maria has placed an order for a tea table at Furnitup Inc. and has specified the shape and dimensions of the table she requires. In this scenario, the sales team at Furnitup should engage in a partnership with the _____ to meet the specific customer requirement.

Accepted Answer

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

Question 18

Richa, a sales manager at TM Resources, needs to find new markets to sell her company's products. Richa assigns her team of salespeople the task of finding out the location of existing customers and prospects, the products they buy, why they buy, and what influences their purchasing decision. This scenario indicates that the team is currently involved in _____.

Accepted Answer

A)  assessment and evaluation of strategies 
B)  setting goals and objectives 
C)  account classification 
D)  territory analysis 
E)  development and implementation of strategies 
A)  assessment and evaluation of strategies 
B)  setting goals and objectives 
C)  account classification 
D)  territory analysis 
E)  development and implementation of strategies

Question 19

Salespeople must engage in a partnership with the _____ when they are required to offer flexible credit policies to customers.

Accepted Answer

A)  customer service team 
B)  marketing team 
C)  administrative support team 
D)  manufacturing team 
E)  shipping and transportation team 
A)  customer service team 
B)  marketing team 
C)  administrative support team 
D)  manufacturing team 
E)  shipping and transportation team

Question 20

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

Accepted Answer

A)  Territory routing software 
B)  Portfolio analysis tools 
C)  Account and sales call goal planners 
D)  Single-factor analysis tools 
E)  Selling technology and automation 
A)  Territory routing software 
B)  Portfolio analysis tools 
C)  Account and sales call goal planners 
D)  Single-factor analysis tools 
E)  Selling technology and automation

In building relationships, the little kindnesses and courtesies are often insignificant.

_____ are defined as relationships that salespeople build with customers outside the organization and working environment.

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:

In a(n) _____, each team member contributes his or her special expertise toward maximizing the understanding of the customer's situation and needs, and then working together to create a unique, value-added solution.

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?

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

High-tech sales support offices are set up:

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

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

Which of the following provides salespeople with an opportunity to consider revisions or modifications in their sales plans?

Properly developed goals are _____.

In the context of account classification, unlike ABC analysis, portfolio analysis:

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

Salespeople who follow _____ work downtown on a basis of street grids and work outlying areas using a cloverleaf or straight-line pattern.

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

Maria has placed an order for a tea table at Furnitup Inc. and has specified the shape and dimensions of the table she requires. In this scenario, the sales team at Furnitup should engage in a partnership with the _____ to meet the specific customer requirement.

Salespeople must engage in a partnership with the _____ when they are required to offer flexible credit policies to customers.

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

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

In building relationships, the little kindnesses and courtesies are often insignificant.

_____ are defined as relationships that salespeople build with customers outside the organization and working environment.

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:

In a(n) _____, each team member contributes his or her special expertise toward maximizing the understanding of the customer's situation and needs, and then working together to create a unique, value-added solution.

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?

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

High-tech sales support offices are set up:

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

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

Which of the following provides salespeople with an opportunity to consider revisions or modifications in their sales plans?

Properly developed goals are _____.

In the context of account classification, unlike ABC analysis, portfolio analysis:

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

Salespeople who follow _____ work downtown on a basis of street grids and work outlying areas using a cloverleaf or straight-line pattern.

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

Maria has placed an order for a tea table at Furnitup Inc. and has specified the shape and dimensions of the table she requires. In this scenario, the sales team at Furnitup should engage in a partnership with the _____ to meet the specific customer requirement.

Salespeople must engage in a partnership with the _____ when they are required to offer flexible credit policies to customers.

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

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