Question 1

Salespeople may use their buyers' public web sites as sources of information when classifying accounts and analyzing their territories.

Accepted Answer

A) True 
 B)False

Question 2

CRM stands for _________________________________________.

Accepted Answer

Customer R

Question 3

It is extremely important that students wishing to pursue a career in professional selling be familiar with the various types of selling technology.

Accepted Answer

A) True 
 B)False

Question 4

The process of doing the right things and doing them well is called ______________.

Accepted Answer

The answer of The process of doing the right things...

Question 5

To maximize the effectiveness of a daily sales plan, salespeople should remember to "keep it current and __________.

Accepted Answer

The answer of To maximize the effectiveness of a daily...

Question 6

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

Accepted Answer

The answer of _____________ skills are skills salespeople must learn...

Question 7

Which the following is not one of the sequential stages of self-leadership?

Accepted Answer

A)  Setting goals and objectives 
B)  Implementation of strategies 
C)  Taking advantage of technology 
D)  Assessment and evaluation 
E)  Each of the above is one of the sequential stages of self-leadership 
A)  Setting goals and objectives 
B)  Implementation of strategies 
C)  Taking advantage of technology 
D)  Assessment and evaluation 
E)  Each of the above is one of the sequential stages of self-leadership

Question 8

__________ analysis is the process of surveying an area to determine customers and prospects who are most likely to buy.

Accepted Answer

The answer of __________ analysis is the process of surveying...

Question 9

The most effective teams are the ones in which team members compete against each other to produce the best performance outcome.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following statements about sales technology automation is untrue?

Accepted Answer

A)  Many sales managers believe that the best salespeople are those who stay up with changes in, and developments of technologies with selling applications. 
B)  Sales force automation tools allow salespeople to expand their available resources for enhanced selling performance and outcomes. 
C)  For most salespeople, the use of sales technology improves their efficiency and productivity while reducing their creativity and ability to innovate. 
D)  Selling technology is changing rapidly. 
E)  All the above are true. 
A)  Many sales managers believe that the best salespeople are those who stay up with changes in, and developments of technologies with selling applications. 
B)  Sales force automation tools allow salespeople to expand their available resources for enhanced selling performance and outcomes. 
C)  For most salespeople, the use of sales technology improves their efficiency and productivity while reducing their creativity and ability to innovate. 
D)  Selling technology is changing rapidly. 
E)  All the above are true.

Question 11

Portfolio analysis is more complex than single-factor analysis.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is not one of the six teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships?

Accepted Answer

A)  Understanding the other individuals 
B)  Attending to the little things 
C)  Keeping commitments 
D)  Clarifying expectations 
E)  Each of the above is one the six teamwork skills 
A)  Understanding the other individuals 
B)  Attending to the little things 
C)  Keeping commitments 
D)  Clarifying expectations 
E)  Each of the above is one the six teamwork skills

Question 13

Which of the following is not one of the types of software applications a salesperson is likely to use when taking advantage of computer technology?

Accepted Answer

A)  Presentation graphics 
B)  Word processing 
C)  Customer Relationship Management 
D)  Spreadsheets 
E)  They're likely to take advantage of all the above 
A)  Presentation graphics 
B)  Word processing 
C)  Customer Relationship Management 
D)  Spreadsheets 
E)  They're likely to take advantage of all the above

Question 14

______________ are a form of intranet that is still restricted but links to specific suppliers and customers to allow them controlled access to the organization's network and databases.

Accepted Answer

The answer of ______________ are a form of intranet that...

Question 15

Public libraries will be of little help to salespeople attempting to analyze their territories and classify their customers.

Accepted Answer

A) True 
 B)False

Question 16

Although some internal partnerships are important, it is unlikely that salespeople would ever need to form relationships with personnel working in the selling organization's shipping and transportation area.

Accepted Answer

A) True 
 B)False

Question 17

The last stage of Self-Leadership is _____________________.

Accepted Answer

Assessment

Question 18

It is very likely that you are either working in a group currently, or will before your formal education is complete. Which of the following things should you do to improve your value as a team member?

Accepted Answer

A)  Show personal integrity 
B)  Apologize sincerely when a mistake is made 
C)  Keep commitments 
D)  Clarify expectations 
E)  You should do all of the above 
A)  Show personal integrity 
B)  Apologize sincerely when a mistake is made 
C)  Keep commitments 
D)  Clarify expectations 
E)  You should do all of the above

Question 19

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

Accepted Answer

A) True 
 B)False

Question 20

An effective sales plan should include periodic checkpoints for assessing progress toward goals.

Accepted Answer

A) True 
 B)False

Salespeople may use their buyers' public web sites as sources of information when classifying accounts and analyzing their territories.

CRM stands for _________________________________________.

It is extremely important that students wishing to pursue a career in professional selling be familiar with the various types of selling technology.

The process of doing the right things and doing them well is called ______________.

To maximize the effectiveness of a daily sales plan, salespeople should remember to "keep it current and __________.

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

Which the following is not one of the sequential stages of self-leadership?

__________ analysis is the process of surveying an area to determine customers and prospects who are most likely to buy.

The most effective teams are the ones in which team members compete against each other to produce the best performance outcome.

Which of the following statements about sales technology automation is untrue?

Portfolio analysis is more complex than single-factor analysis.

Which of the following is not one of the six teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships?

Which of the following is not one of the types of software applications a salesperson is likely to use when taking advantage of computer technology?

______________ are a form of intranet that is still restricted but links to specific suppliers and customers to allow them controlled access to the organization's network and databases.

Public libraries will be of little help to salespeople attempting to analyze their territories and classify their customers.

Although some internal partnerships are important, it is unlikely that salespeople would ever need to form relationships with personnel working in the selling organization's shipping and transportation area.

The last stage of Self-Leadership is _____________________.

It is very likely that you are either working in a group currently, or will before your formal education is complete. Which of the following things should you do to improve your value as a team member?

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

An effective sales plan should include periodic checkpoints for assessing progress toward goals.

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 Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Sales Management and Sales 2.0

Filters

Exam 10: Adding Value: Self Leadership and Teamwork

Salespeople may use their buyers' public web sites as sources of information when classifying accounts and analyzing their territories.

CRM stands for _________________________________________.

It is extremely important that students wishing to pursue a career in professional selling be familiar with the various types of selling technology.

The process of doing the right things and doing them well is called ______________.

To maximize the effectiveness of a daily sales plan, salespeople should remember to "keep it current and __________.

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

Which the following is not one of the sequential stages of self-leadership?

__________ analysis is the process of surveying an area to determine customers and prospects who are most likely to buy.

The most effective teams are the ones in which team members compete against each other to produce the best performance outcome.

Which of the following statements about sales technology automation is untrue?

Portfolio analysis is more complex than single-factor analysis.

Which of the following is not one of the six teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships?

Which of the following is not one of the types of software applications a salesperson is likely to use when taking advantage of computer technology?

______________ are a form of intranet that is still restricted but links to specific suppliers and customers to allow them controlled access to the organization's network and databases.

Public libraries will be of little help to salespeople attempting to analyze their territories and classify their customers.

Although some internal partnerships are important, it is unlikely that salespeople would ever need to form relationships with personnel working in the selling organization's shipping and transportation area.

The last stage of Self-Leadership is _____________________.

It is very likely that you are either working in a group currently, or will before your formal education is complete. Which of the following things should you do to improve your value as a team member?

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

An effective sales plan should include periodic checkpoints for assessing progress toward goals.

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 Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Sales Management and Sales 2.0

Filters