Question 1

In the context of territory routing plans, _____ moves in concentric loops that spirals across the territory.

Accepted Answer

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

Question 2

Salespeople can develop a personal relationship with production staff to meet customer demands by engaging in a partnership with the _____.

Accepted Answer

A)  design and manufacturing team 
B)  shipping and transportation team 
C)  customer service team 
D)  marketing team 
E)  maintenance team 
A)  design and manufacturing team 
B)  shipping and transportation team 
C)  customer service team 
D)  marketing team 
E)  maintenance team

Question 3

Which of the following is true of territory analysis?

Accepted Answer

A)  It uses single-factor analysis. 
B)  It involves placing customers into categories. 
C)  It demands setting realistic goals. 
D)  It requires achieving territory goals. 
E)  It provides the input for account classification. 
A)  It uses single-factor analysis. 
B)  It involves placing customers into categories. 
C)  It demands setting realistic goals. 
D)  It requires achieving territory goals. 
E)  It provides the input for account classification.

Question 4

Stage One of self-leadership is territory analysis.

Accepted Answer

A) True 
 B)False

Question 5

As part of their training, salespeople actually work in production facilities in order to:

Accepted Answer

A)  gather information about new offerings in the market. 
B)  understand what has to be done to meet product design and delivery requirements. 
C)  access account classification information from the production team. 
D)  ensure that products are safely shipped to customers. 
E)  gather organizational marketing strategies that serve as guidelines for salespeople. 
A)  gather information about new offerings in the market. 
B)  understand what has to be done to meet product design and delivery requirements. 
C)  access account classification information from the production team. 
D)  ensure that products are safely shipped to customers. 
E)  gather organizational marketing strategies that serve as guidelines for salespeople.

Question 6

Convenience and productive time are maximized by high-tech sales support offices .

Accepted Answer

A) True 
 B)False

Question 7

For a salesperson, achieving personal goals depends directly upon achieving his or her _____.

Accepted Answer

A)  qualitative goals 
B)  conversion goals 
C)  emotional goals 
D)  organizational goals 
E)  territory goals 
A)  qualitative goals 
B)  conversion goals 
C)  emotional goals 
D)  organizational goals 
E)  territory goals

Question 8

In the context of account characteristics and suggested selling effort allocations for a typical portfolio analysis incorporating the factors of account opportunity and seller's competitive position, accounts should receive a heavy moderate level of selling effort when future opportunity is:

Accepted Answer

A)  high for moderately attractive accounts. 
B)  low for very attractive accounts. 
C)  low for accounts with strong competitive positions. 
D)  high for accounts with weak competitive positions. 
E)  high for very attractive accounts. 
A)  high for moderately attractive accounts. 
B)  low for very attractive accounts. 
C)  low for accounts with strong competitive positions. 
D)  high for accounts with weak competitive positions. 
E)  high for very attractive accounts.

Question 9

Dave is a sales executive at Windsor Stock. His tasks include finding the customers and prospects who would buy the company's products, locating them, and to pinpoint those who can influence purchase decisions. In this scenario, Dave is involved in:

Accepted Answer

A)  territory analysis. 
B)  account classification. 
C)  sales partnership. 
D)  assessment and evaluation. 
E)  setting goals and objectives. 
A)  territory analysis. 
B)  account classification. 
C)  sales partnership. 
D)  assessment and evaluation. 
E)  setting goals and objectives.

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

Deal analytics utilize _____ to access and analyze data on past customer behavior, cross selling opportunities, and demographics to identify areas of opportunity and high interest to a customer.

Accepted Answer

A)  portfolio analysis 
B)  high-tech sales support offices 
C)  mobile customer relationship management systems 
D)  territory routing plans 
E)  internal relationships 
A)  portfolio analysis 
B)  high-tech sales support offices 
C)  mobile customer relationship management systems 
D)  territory routing plans 
E)  internal relationships

Question 12

After developing strategies and plans, Alice, a salesperson, was asked to analyze her customers' past behavior, cross selling opportunities, and demographics to identify areas of opportunity and high interest to customers. In this scenario, which of the following should Alice use to perform this task?

Accepted Answer

A)  Deal analytics 
B)  ABC analysis 
C)  Portfolio analysis 
D)  Two-factor analysis 
E)  Security analytics 
A)  Deal analytics 
B)  ABC analysis 
C)  Portfolio analysis 
D)  Two-factor analysis 
E)  Security analytics

Question 13

Identify a true statement about the cloverleaf routing plan pattern.

Accepted Answer

A)  Salespeople travel back to the starting point in a loop before each trip. 
B)  The pattern covers accounts that are located at equal distance from one another. 
C)  The pattern covers accounts that are clustered into several widely dispersed groups. 
D)  The pattern covers accounts that are located in a single direction from the starting point. 
E)  Salespeople travel in an expanding pattern of concentric circles. 
A)  Salespeople travel back to the starting point in a loop before each trip. 
B)  The pattern covers accounts that are located at equal distance from one another. 
C)  The pattern covers accounts that are clustered into several widely dispersed groups. 
D)  The pattern covers accounts that are located in a single direction from the starting point. 
E)  Salespeople travel in an expanding pattern of concentric circles.

Question 14

To an effective salesperson, goals and objectives:

Accepted Answer

A)  are the strategies and plans laid out by the salesperson. 
B)  are the tasks successfully carried out by the salesperson. 
C)  refer to something the salesperson sets out to accomplish. 
D)  are independent of account classification and territory analysis. 
E)  are based only on the purchasing power of the customers. 
A)  are the strategies and plans laid out by the salesperson. 
B)  are the tasks successfully carried out by the salesperson. 
C)  refer to something the salesperson sets out to accomplish. 
D)  are independent of account classification and territory analysis. 
E)  are based only on the purchasing power of the customers.

Question 15

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)  Setting up of a hierarchy within the team 
E)  Attending to the customers with maximum sales potential 
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)  Setting up of a hierarchy within the team 
E)  Attending to the customers with maximum sales potential

Question 16

Properly developed goals should be _____.

Accepted Answer

A)  easy to achieve 
B)  flexible 
C)  time specific 
D)  ambiguous 
E)  unmeasurable 
A)  easy to achieve 
B)  flexible 
C)  time specific 
D)  ambiguous 
E)  unmeasurable

Question 17

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

Question 18

Before spending valuable time and resources to implement a strategic plan, salespeople must:

Accepted Answer

A)  establish priorities in the form of objectives. 
B)  select a technology that they will use to achieve their targets. 
C)  engage in customer relationship management. 
D)  maximize the effectiveness of the selected resources. 
E)  conduct assessment activities to measure performance. 
A)  establish priorities in the form of objectives. 
B)  select a technology that they will use to achieve their targets. 
C)  engage in customer relationship management. 
D)  maximize the effectiveness of the selected resources. 
E)  conduct assessment activities to measure performance.

Question 19

In the context of sales territory routing plans, a straight-line routing plan works best when:

Accepted Answer

A)  accounts are evenly dispersed throughout the territory. 
B)  accounts are concentrated in different parts of the territory. 
C)  accounts are located in linear clusters that are some distance from one another. 
D)  accounts are held in major metropolitan areas. 
E)  accounts are highly concentrated with locations controlled by a grid of city blocks. 
A)  accounts are evenly dispersed throughout the territory. 
B)  accounts are concentrated in different parts of the territory. 
C)  accounts are located in linear clusters that are some distance from one another. 
D)  accounts are held in major metropolitan areas. 
E)  accounts are highly concentrated with locations controlled by a grid of city blocks.

Question 20

_____ are skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance.

Accepted Answer

A)  Teamwork skills 
B)  Communication skills 
C)  Marketing skills 
D)  Administrative skills 
E)  Leadership skills 
A)  Teamwork skills 
B)  Communication skills 
C)  Marketing skills 
D)  Administrative skills 
E)  Leadership skills

In the context of territory routing plans, _____ moves in concentric loops that spirals across the territory.

Salespeople can develop a personal relationship with production staff to meet customer demands by engaging in a partnership with the _____.

Which of the following is true of territory analysis?

Stage One of self-leadership is territory analysis.

As part of their training, salespeople actually work in production facilities in order to:

Convenience and productive time are maximized by high-tech sales support offices .

For a salesperson, achieving personal goals depends directly upon achieving his or her _____.

In the context of account characteristics and suggested selling effort allocations for a typical portfolio analysis incorporating the factors of account opportunity and seller's competitive position, accounts should receive a heavy moderate level of selling effort when future opportunity is:

Dave is a sales executive at Windsor Stock. His tasks include finding the customers and prospects who would buy the company's products, locating them, and to pinpoint those who can influence purchase decisions. In this scenario, Dave is involved in:

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

Deal analytics utilize _____ to access and analyze data on past customer behavior, cross selling opportunities, and demographics to identify areas of opportunity and high interest to a customer.

Identify a true statement about the cloverleaf routing plan pattern.

To an effective salesperson, goals and objectives:

Which of the following is a requirement of synergistic teamwork?

Properly developed goals should be _____.

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

Before spending valuable time and resources to implement a strategic plan, salespeople must:

In the context of sales territory routing plans, a straight-line routing plan works best when:

_____ are skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance.

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 the context of territory routing plans, _____ moves in concentric loops that spirals across the territory.

Salespeople can develop a personal relationship with production staff to meet customer demands by engaging in a partnership with the _____.

Which of the following is true of territory analysis?

Stage One of self-leadership is territory analysis.

As part of their training, salespeople actually work in production facilities in order to:

Convenience and productive time are maximized by high-tech sales support offices .

For a salesperson, achieving personal goals depends directly upon achieving his or her _____.

In the context of account characteristics and suggested selling effort allocations for a typical portfolio analysis incorporating the factors of account opportunity and seller's competitive position, accounts should receive a heavy moderate level of selling effort when future opportunity is:

Dave is a sales executive at Windsor Stock. His tasks include finding the customers and prospects who would buy the company's products, locating them, and to pinpoint those who can influence purchase decisions. In this scenario, Dave is involved in:

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

Deal analytics utilize _____ to access and analyze data on past customer behavior, cross selling opportunities, and demographics to identify areas of opportunity and high interest to a customer.

Identify a true statement about the cloverleaf routing plan pattern.

To an effective salesperson, goals and objectives:

Which of the following is a requirement of synergistic teamwork?

Properly developed goals should be _____.

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

Before spending valuable time and resources to implement a strategic plan, salespeople must:

In the context of sales territory routing plans, a straight-line routing plan works best when:

_____ are skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance.

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