Question 1

Goals should be quantifiable, realistic, and ______ specific.

Accepted Answer

The answer of Goals should be quantifiable, realistic, and ______...

Question 2

Based on the interdependence of the four types of salesperson goals, what should a salesperson's sales call goals be based on?

Accepted Answer

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

Question 3

______________ relationships are relationships salespeople build with customers outside the organization and working environment.

Accepted Answer

The answer of ______________ relationships are relationships salespeople build with...

Question 4

Keeping commitments is essential for successful teamwork.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is not a type of internal partnership?

Accepted Answer

A)  Sales partnerships 
B)  Marketing partnerships 
C)  Administrative support partnerships 
D)  Transportation partnerships 
E)  All of the above are types of internal partnerships 
A)  Sales partnerships 
B)  Marketing partnerships 
C)  Administrative support partnerships 
D)  Transportation partnerships 
E)  All of the above are types of internal partnerships

Question 6

In order to successfully establish territory routing plans, salespeople will need the information gained from ____.

Accepted Answer

A)  setting sales call goals 
B)  setting personal goals 
C)  territory analysis and account classification 
D)  prospecting 
E)  a territory routing plan calculator 
A)  setting sales call goals 
B)  setting personal goals 
C)  territory analysis and account classification 
D)  prospecting 
E)  a territory routing plan calculator

Question 7

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability to "show personal __________ ."

Accepted Answer

The answer of One of the six teamwork skills salespeople...

Question 8

The _______________ routing plan works best when accounts are concentrated in different parts of the territory.

Accepted Answer

The answer of The _______________ routing plan works best when...

Question 9

Offices set up at multiple locations where salespeople can access a wide range of selling technologies are called:

Accepted Answer

A)  Web-based offices 
B)  High-tech sales support offices 
C)  Sales 2.O clouds 
D)  Extranet-enabled offices 
E)  None of the above 
A)  Web-based offices 
B)  High-tech sales support offices 
C)  Sales 2.O clouds 
D)  Extranet-enabled offices 
E)  None of the above

Question 10

Bill is in the process of reviewing his accounts. Bill classified his accounts using the Single-Factor Account analysis method and is now developing his sales strategy. Bill should:

Accepted Answer

A)  Spend most of his time attempting to develop B accounts into A accounts. 
B)  Turn over the A accounts to an account manager and begin looking for more C accounts. 
C)  Allocate the greatest portion of his time to the A and B accounts. 
D)  Allocate his time to the accounts designated as weak competitive position but high opportunity. 
E)  Divide his time equally among the accounts because each is as important as the other. 
A)  Spend most of his time attempting to develop B accounts into A accounts. 
B)  Turn over the A accounts to an account manager and begin looking for more C accounts. 
C)  Allocate the greatest portion of his time to the A and B accounts. 
D)  Allocate his time to the accounts designated as weak competitive position but high opportunity. 
E)  Divide his time equally among the accounts because each is as important as the other.

Question 11

Single-factor analysis is a common method used for account classification.

Accepted Answer

A) True 
 B)False

Question 12

The cloverleaf territory routing plan is the best method for creating an effective territory routing plan.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is not one of the four levels at which salespeople should establish goals?

Accepted Answer

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

Question 14

Which of the following common sales call routing plan patterns is best used when accounts are concentrated in different parts of the territory?

Accepted Answer

A)  Straight line plan 
B)  Cloverleaf plan 
C)  Circular plan 
D)  Leapfrog plan 
E)  Major city plan 
A)  Straight line plan 
B)  Cloverleaf plan 
C)  Circular plan 
D)  Leapfrog plan 
E)  Major city plan

Question 15

Which common method for classifying accounts is popular because of its simplicity?

Accepted Answer

A)  Single-factor analysis 
B)  Portfolio analysis 
C)  Sales volume analysis 
D)  Most Likely Sales (MLS) analysis 
E)  Least Likely Sales (LLS) analysis 
A)  Single-factor analysis 
B)  Portfolio analysis 
C)  Sales volume analysis 
D)  Most Likely Sales (MLS) analysis 
E)  Least Likely Sales (LLS) analysis

Question 16

Which of the following is not a source of information a salesperson can access when engaged in territory analysis and account classification?

Accepted Answer

A)  Individual company web sites 
B)  Trade directories 
C)  Professional associations 
D)  Public libraries 
E)  All the above are valid sources 
A)  Individual company web sites 
B)  Trade directories 
C)  Professional associations 
D)  Public libraries 
E)  All the above are valid sources

Question 17

Intranets and Extranets can each be considered an example of a specialized Internet.

Accepted Answer

A) True 
 B)False

Question 18

What is another name for a company's internal Internet that is securely linked up with its major customers and suppliers?

Accepted Answer

A)  Mainframe 
B)  Intranet 
C)  Wide Area Network (WAN) 
D)  Extranet 
E)  None of the above 
A)  Mainframe 
B)  Intranet 
C)  Wide Area Network (WAN) 
D)  Extranet 
E)  None of the above

Question 19

When you begin working in a group, one of the first things you should do is to clarify expectations.

Accepted Answer

A) True 
 B)False

Question 20

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability "___________ the other individuals."

Accepted Answer

The answer of One of the six teamwork skills salespeople...

Goals should be quantifiable, realistic, and ______ specific.

Based on the interdependence of the four types of salesperson goals, what should a salesperson's sales call goals be based on?

______________ relationships are relationships salespeople build with customers outside the organization and working environment.

Keeping commitments is essential for successful teamwork.

Which of the following is not a type of internal partnership?

In order to successfully establish territory routing plans, salespeople will need the information gained from ____.

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability to "show personal __________ ."

The _______________ routing plan works best when accounts are concentrated in different parts of the territory.

Offices set up at multiple locations where salespeople can access a wide range of selling technologies are called:

Bill is in the process of reviewing his accounts. Bill classified his accounts using the Single-Factor Account analysis method and is now developing his sales strategy. Bill should:

Single-factor analysis is a common method used for account classification.

The cloverleaf territory routing plan is the best method for creating an effective territory routing plan.

Which of the following is not one of the four levels at which salespeople should establish goals?

Which of the following common sales call routing plan patterns is best used when accounts are concentrated in different parts of the territory?

Which common method for classifying accounts is popular because of its simplicity?

Which of the following is not a source of information a salesperson can access when engaged in territory analysis and account classification?

Intranets and Extranets can each be considered an example of a specialized Internet.

What is another name for a company's internal Internet that is securely linked up with its major customers and suppliers?

When you begin working in a group, one of the first things you should do is to clarify expectations.

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability "___________ the other individuals."

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

Goals should be quantifiable, realistic, and ______ specific.

Based on the interdependence of the four types of salesperson goals, what should a salesperson's sales call goals be based on?

______________ relationships are relationships salespeople build with customers outside the organization and working environment.

Keeping commitments is essential for successful teamwork.

Which of the following is not a type of internal partnership?

In order to successfully establish territory routing plans, salespeople will need the information gained from ____.

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability to "show personal __________ ."

The _______________ routing plan works best when accounts are concentrated in different parts of the territory.

Offices set up at multiple locations where salespeople can access a wide range of selling technologies are called:

Bill is in the process of reviewing his accounts. Bill classified his accounts using the Single-Factor Account analysis method and is now developing his sales strategy. Bill should:

Single-factor analysis is a common method used for account classification.

The cloverleaf territory routing plan is the best method for creating an effective territory routing plan.

Which of the following is not one of the four levels at which salespeople should establish goals?

Which of the following common sales call routing plan patterns is best used when accounts are concentrated in different parts of the territory?

Which common method for classifying accounts is popular because of its simplicity?

Which of the following is not a source of information a salesperson can access when engaged in territory analysis and account classification?

Intranets and Extranets can each be considered an example of a specialized Internet.

What is another name for a company's internal Internet that is securely linked up with its major customers and suppliers?

When you begin working in a group, one of the first things you should do is to clarify expectations.

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability "___________ the other individuals."

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