Question 1

Sharon has set her goals and objectives for the year. According to the Five Sequential Stages of Self-Leadership model, Sharon should now:

Accepted Answer

A)  Seek her manager's input 
B)  Analyze her territory and classify accounts 
C)  Assess and evaluate her performance 
D)  Look for ways to automate the sales process 
E)  Make her first sales call for the new planning year 
A)  Seek her manager's input 
B)  Analyze her territory and classify accounts 
C)  Assess and evaluate her performance 
D)  Look for ways to automate the sales process 
E)  Make her first sales call for the new planning year

Question 2

Most selling technology is expensive and not really needed by most salespeople.

Accepted Answer

A) True 
 B)False

Question 3

________ goals should be set immediately prior to territory goals.

Accepted Answer

The answer of ________ goals should be set immediately prior...

Question 4

The process of placing existing customers and prospects into categories based on their sales potential is called ____________ classification.

Accepted Answer

The answer of The process of placing existing customers and...

Question 5

Suppose a salesperson tells you that one of their goals is to increase sales 5% by the end of the year. Which of the following is probably your best response if the salesperson asked you for feedback related to the goal?

Accepted Answer

A)  That sounds like an ineffective goal because it does not include a time frame. 
B)  That sounds like an effective goal, provided such an increase it is realistic and challenging to you. 
C)  That sounds like an ineffective goal because it's very difficult to increase sales. 
D)  That sounds like an effective goal because it is objective. 
E)  None of the above are accurate. 
A)  That sounds like an ineffective goal because it does not include a time frame. 
B)  That sounds like an effective goal, provided such an increase it is realistic and challenging to you. 
C)  That sounds like an ineffective goal because it's very difficult to increase sales. 
D)  That sounds like an effective goal because it is objective. 
E)  None of the above are accurate.

Question 6

According to the five sequential stages of self-leadership, what should salespeople do once they've completed their territory analysis and account classification?

Accepted Answer

A)  Establish and implement selling task and activity plans 
B)  Establish territory routing plans 
C)  Tap into technology and automation 
D)  Both a and b are correct 
E)  None of the above 
A)  Establish and implement selling task and activity plans 
B)  Establish territory routing plans 
C)  Tap into technology and automation 
D)  Both a and b are correct 
E)  None of the above

Question 7

Effective goals need to be challenging and not constrained by time.

Accepted Answer

A) True 
 B)False

Question 8

To maximize the effectiveness of daily plans, salespeople should adhere to which two guiding principles?

Accepted Answer

A)  Make them clear and say them out loud 
B)  Make them clear and set them monthly 
C)  Put them in writing and say them out loud 
D)  Put them in writing and keep them current and flexible 
E)  All the above 
A)  Make them clear and say them out loud 
B)  Make them clear and set them monthly 
C)  Put them in writing and say them out loud 
D)  Put them in writing and keep them current and flexible 
E)  All the above

Question 9

What is another name for a company's internal Internet?

Accepted Answer

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

Question 10

Common courtesy is important to successful teamwork.

Accepted Answer

A) True 
 B)False

Question 11

Dwight classifies his accounts based on sales potential and competitive position. Dwight is using __________ analysis to classify his accounts.

Accepted Answer

Portfolio

Question 12

Steve is looking for a way to examine historical data from his territory in an effort to identify new opportunities for sales revenue growth. _______________ could help Steve with this task.

Accepted Answer

A)  conducting a sales audit 
B)  cloud computing 
C)  sales force automation 
D)  deal analytics 
E)  customer Relationship Management 
A)  conducting a sales audit 
B)  cloud computing 
C)  sales force automation 
D)  deal analytics 
E)  customer Relationship Management

Question 13

Increase sales by the end of the quarter, although realistic, is not an effective goal because it is not ___________.

Accepted Answer

The answer of Increase sales by the end of the...

Question 14

Effective goals are those that are easy for salespeople to obtain.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following common sales call routing plan patterns is best used when accounts are located in clusters that are some distance from one another?

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 16

Synergy refers to the value of the whole being greater than the value of the some of the parts.

Accepted Answer

A) True 
 B)False

Question 17

"Having the top territory in the company" is an example of an effective goal.

Accepted Answer

A) True 
 B)False

Question 18

A salesperson wanting a more insightful classification method should use portfolio analysis rather than single-factor analysis.

Accepted Answer

A) True 
 B)False

Question 19

In order to maintain high customer satisfaction, it is often important for salespeople to form close internal partnerships with their customer service personnel.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following is not one of the common sales call routing plan patterns?

Accepted Answer

A)  Straight line plan 
B)  Cloverleaf plan 
C)  Circular plan 
D)  Leapfrog plan 
E)  Sales volume aggregation plan (SVA Plan) 
A)  Straight line plan 
B)  Cloverleaf plan 
C)  Circular plan 
D)  Leapfrog plan 
E)  Sales volume aggregation plan (SVA Plan)

Sharon has set her goals and objectives for the year. According to the Five Sequential Stages of Self-Leadership model, Sharon should now:

Most selling technology is expensive and not really needed by most salespeople.

________ goals should be set immediately prior to territory goals.

The process of placing existing customers and prospects into categories based on their sales potential is called ____________ classification.

Suppose a salesperson tells you that one of their goals is to increase sales 5% by the end of the year. Which of the following is probably your best response if the salesperson asked you for feedback related to the goal?

According to the five sequential stages of self-leadership, what should salespeople do once they've completed their territory analysis and account classification?

Effective goals need to be challenging and not constrained by time.

To maximize the effectiveness of daily plans, salespeople should adhere to which two guiding principles?

What is another name for a company's internal Internet?

Common courtesy is important to successful teamwork.

Dwight classifies his accounts based on sales potential and competitive position. Dwight is using __________ analysis to classify his accounts.

Steve is looking for a way to examine historical data from his territory in an effort to identify new opportunities for sales revenue growth. _______________ could help Steve with this task.

Increase sales by the end of the quarter, although realistic, is not an effective goal because it is not ___________.

Effective goals are those that are easy for salespeople to obtain.

Which of the following common sales call routing plan patterns is best used when accounts are located in clusters that are some distance from one another?

Synergy refers to the value of the whole being greater than the value of the some of the parts.

"Having the top territory in the company" is an example of an effective goal.

A salesperson wanting a more insightful classification method should use portfolio analysis rather than single-factor analysis.

In order to maintain high customer satisfaction, it is often important for salespeople to form close internal partnerships with their customer service personnel.

Which of the following is not one of the common sales call routing plan patterns?

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

Sharon has set her goals and objectives for the year. According to the Five Sequential Stages of Self-Leadership model, Sharon should now:

Most selling technology is expensive and not really needed by most salespeople.

________ goals should be set immediately prior to territory goals.

The process of placing existing customers and prospects into categories based on their sales potential is called ____________ classification.

Suppose a salesperson tells you that one of their goals is to increase sales 5% by the end of the year. Which of the following is probably your best response if the salesperson asked you for feedback related to the goal?

According to the five sequential stages of self-leadership, what should salespeople do once they've completed their territory analysis and account classification?

Effective goals need to be challenging and not constrained by time.

To maximize the effectiveness of daily plans, salespeople should adhere to which two guiding principles?

What is another name for a company's internal Internet?

Common courtesy is important to successful teamwork.

Dwight classifies his accounts based on sales potential and competitive position. Dwight is using __________ analysis to classify his accounts.

Steve is looking for a way to examine historical data from his territory in an effort to identify new opportunities for sales revenue growth. _______________ could help Steve with this task.

Increase sales by the end of the quarter, although realistic, is not an effective goal because it is not ___________.

Effective goals are those that are easy for salespeople to obtain.

Which of the following common sales call routing plan patterns is best used when accounts are located in clusters that are some distance from one another?

Synergy refers to the value of the whole being greater than the value of the some of the parts.

"Having the top territory in the company" is an example of an effective goal.

A salesperson wanting a more insightful classification method should use portfolio analysis rather than single-factor analysis.

In order to maintain high customer satisfaction, it is often important for salespeople to form close internal partnerships with their customer service personnel.

Which of the following is not one of the common sales call routing plan patterns?

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