Question 1

Which common method for classifying accounts is growing in popularity because it is flexible and incorporates multiple variables?

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 2

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

Accepted Answer

A) True 
 B)False

Question 3

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)  Motivating others 
A)  Setting goals and objectives 
B)  Implementation of strategies 
C)  Taking advantage of technology 
D)  Assessment and evaluation 
E)  Motivating others

Question 4

Suppose a salesperson sets a personal goal to achieve an annual income of $100,000. What is the next goal the salesperson should set?

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 5

Suppose a salesperson is classifying accounts based on the level of sales potential and strength of relationship (buyer-seller). Which common method for classifying accounts is the salesperson using?

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 6

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

Accepted Answer

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

Question 7

Sandy does an excellent job of setting objectives for herself. Unfortunately, she rarely devotes any time to developing and executing plans to achieve those objectives. Sandy is:

Accepted Answer

A)  still likely to be successful 
B)  an ineffective self-leader 
C)  goal-directed 
D)  an effective self-leader 
E)  all of the above 
A)  still likely to be successful 
B)  an ineffective self-leader 
C)  goal-directed 
D)  an effective self-leader 
E)  all of the above

Question 8

Effective sales plans should be rigid once established.

Accepted Answer

A) True 
 B)False

Question 9

Suppose a salesperson tells you that one of their goals is to increase sales by the end of the month. 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 effective goal, provided increasing sales is challenging to you. 
B)  That sounds like an ineffective goal because increasing sales is not realistic. 
C)  That sounds like an ineffective goal because it is not specific. 
D)  That sounds like an effective goal given that you've include a time frame. 
E)  None of the above are accurate. 
A)  That sounds like an effective goal, provided increasing sales is challenging to you. 
B)  That sounds like an ineffective goal because increasing sales is not realistic. 
C)  That sounds like an ineffective goal because it is not specific. 
D)  That sounds like an effective goal given that you've include a time frame. 
E)  None of the above are accurate.

Question 10

A salesperson's personal goals should be based on his/her sales call goals.

Accepted Answer

A) True 
 B)False

Question 11

During the process of account classification, it is not uncommon for salespeople to find ________?

Accepted Answer

A)  60 percent of their customers generate 30 percent of their sales potential. 
B)  20 percent of their customers generate 80 percent of their sale potential. 
C)  50 percent of their customers are high volume customers and 50 percent are low volume customers. 
D)  most accounts can be classified into one of two categories. 
E)  several accounts that generate little sales potential and even fewer that generate high sales potential. 
A)  60 percent of their customers generate 30 percent of their sales potential. 
B)  20 percent of their customers generate 80 percent of their sale potential. 
C)  50 percent of their customers are high volume customers and 50 percent are low volume customers. 
D)  most accounts can be classified into one of two categories. 
E)  several accounts that generate little sales potential and even fewer that generate high sales potential.

Question 12

Relative Purchase Frequency (RPF) is a common method used for account classification.

Accepted Answer

A) True 
 B)False

Question 13

PDA stands for __________ Data Assistant.

Accepted Answer

The answer of PDA stands for __________ Data Assistant....

Question 14

It is not uncommon for salespeople to find that 20% of their customers generate __% of their sales potential.

Accepted Answer

The answer of It is not uncommon for salespeople to...

Question 15

Salespeople should base their daily plans on their what?

Accepted Answer

A)  Annual plans 
B)  Sales call goals 
C)  Weekly plans 
D)  Daily budget 
E)  Daily sales revenue goals 
A)  Annual plans 
B)  Sales call goals 
C)  Weekly plans 
D)  Daily budget 
E)  Daily sales revenue goals

Question 16

The first stage of self-leadership is territory analysis.

Accepted Answer

A) True 
 B)False

Question 17

When a team member makes a mistake, he/she should apologize even if it's insincere.

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

A)  setting objectives 
B)  self-leadership 
C)  setting goals 
D)  territory management 
E)  sales management 
A)  setting objectives 
B)  self-leadership 
C)  setting goals 
D)  territory management 
E)  sales management

Question 19

Portfolio analysis is a common method used for account classification because of its simplicity.

Accepted Answer

A) True 
 B)False

Question 20

Deal analytics refers to a new set of "smart" tools in the area of salesforce automation.

Accepted Answer

A) True 
 B)False

Which common method for classifying accounts is growing in popularity because it is flexible and incorporates multiple variables?

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

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

Suppose a salesperson sets a personal goal to achieve an annual income of $100,000. What is the next goal the salesperson should set?

Suppose a salesperson is classifying accounts based on the level of sales potential and strength of relationship (buyer-seller). Which common method for classifying accounts is the salesperson using?

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

Sandy does an excellent job of setting objectives for herself. Unfortunately, she rarely devotes any time to developing and executing plans to achieve those objectives. Sandy is:

Effective sales plans should be rigid once established.

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

A salesperson's personal goals should be based on his/her sales call goals.

During the process of account classification, it is not uncommon for salespeople to find ________?

Relative Purchase Frequency (RPF) is a common method used for account classification.

PDA stands for __________ Data Assistant.

It is not uncommon for salespeople to find that 20% of their customers generate __% of their sales potential.

Salespeople should base their daily plans on their what?

The first stage of self-leadership is territory analysis.

When a team member makes a mistake, he/she should apologize even if it's insincere.

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

Portfolio analysis is a common method used for account classification because of its simplicity.

Deal analytics refers to a new set of "smart" tools in the area of salesforce automation.

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

Which common method for classifying accounts is growing in popularity because it is flexible and incorporates multiple variables?

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

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

Suppose a salesperson sets a personal goal to achieve an annual income of $100,000. What is the next goal the salesperson should set?

Suppose a salesperson is classifying accounts based on the level of sales potential and strength of relationship (buyer-seller). Which common method for classifying accounts is the salesperson using?

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

Sandy does an excellent job of setting objectives for herself. Unfortunately, she rarely devotes any time to developing and executing plans to achieve those objectives. Sandy is:

Effective sales plans should be rigid once established.

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

A salesperson's personal goals should be based on his/her sales call goals.

During the process of account classification, it is not uncommon for salespeople to find ________?

Relative Purchase Frequency (RPF) is a common method used for account classification.

PDA stands for __________ Data Assistant.

It is not uncommon for salespeople to find that 20% of their customers generate __% of their sales potential.

Salespeople should base their daily plans on their what?

The first stage of self-leadership is territory analysis.

When a team member makes a mistake, he/she should apologize even if it's insincere.

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

Portfolio analysis is a common method used for account classification because of its simplicity.

Deal analytics refers to a new set of "smart" tools in the area of salesforce automation.

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