Question 1

Goals should be __________ and quantifiable.

Accepted Answer

The answer of Goals should be __________ and quantifiable....

Question 2

Salespeople involved in relational selling are becoming increasingly more independent of their organizations.

Accepted Answer

A) True 
 B)False

Question 3

Some cell phones allow salespeople to access their CRM data without the use of a computer.

Accepted Answer

A) True 
 B)False

Question 4

Anthony is a salesperson for ABC Supplies. Based on his annual territory sales goal, he has set his annual account sales goal for his top 30 accounts. Next he needs to:

Accepted Answer

A)  Set sales call goals for each account. 
B)  Call the accounts and tell them his objective. 
C)  Begin setting his personal goals. 
D)  Schedule his first sales call. 
E)  None of the above. 
A)  Set sales call goals for each account. 
B)  Call the accounts and tell them his objective. 
C)  Begin setting his personal goals. 
D)  Schedule his first sales call. 
E)  None of the above.

Question 5

Suppose a salesperson tells you that one of their goals is to increase sales by 5%. 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 increasing sales is challenging to you. 
C)  That sounds like an ineffective goal because increasing sales is not realistic. 
D)  That sounds like an effective goal because it is specific. 
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 increasing sales is challenging to you. 
C)  That sounds like an ineffective goal because increasing sales is not realistic. 
D)  That sounds like an effective goal because it is specific. 
E)  None of the above are accurate.

Question 6

A salesperson's annual territory sales goals should be based on his/her annual account sales goals.

Accepted Answer

A) True 
 B)False

Question 7

High-tech sales support offices are no longer needed because of the technology associate with laptop computers.

Accepted Answer

A) True 
 B)False

Question 8

Rhonda is attempting to classify a new account. She believes the account could be very profitable, but she also believes she is in a weak competitive position. Which of the following best represents what Rhonda's selling effort strategy should be?

Accepted Answer

A)  Assign the account to a telemarketer until a breakthrough is made. 
B)  Make a heavy investment in the selling effort in an attempt to strengthen her competitive position. 
C)  Allocate a small portion of her time to the account until her competitive position improves. 
D)  Avoid calling on the account until her competitive position improves. 
E)  Attempt to maintain her competitive position while prospecting for new accounts. 
A)  Assign the account to a telemarketer until a breakthrough is made. 
B)  Make a heavy investment in the selling effort in an attempt to strengthen her competitive position. 
C)  Allocate a small portion of her time to the account until her competitive position improves. 
D)  Avoid calling on the account until her competitive position improves. 
E)  Attempt to maintain her competitive position while prospecting for new accounts.

Question 9

One of the primary objectives of portfolio analysis is __________________________?

Accepted Answer

A)  to help salespeople better understand how to best allocate their resources. 
B)  to help salespeople eliminate the 10 percent of customers producing the least amount of sales. 
C)  to help salespeople develop a portfolio of customers. 
D)  to help salespeople divide their customer base by product type. 
E)  None of the above 
A)  to help salespeople better understand how to best allocate their resources. 
B)  to help salespeople eliminate the 10 percent of customers producing the least amount of sales. 
C)  to help salespeople develop a portfolio of customers. 
D)  to help salespeople divide their customer base by product type. 
E)  None of the above

Question 10

An important part of self-leadership is the ability to perform an effective self-assessment.

Accepted Answer

A) True 
 B)False

Question 11

Increase sales by 10%, although realistic, is not an effective goal because it is not ____________.

Accepted Answer

The answer of Increase sales by 10%, although realistic, is...

Question 12

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

Accepted Answer

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

Question 13

To maximize the effectiveness of daily sales plans, salespeople should remember to "do them, and do them _____________".

Accepted Answer

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

Question 14

Suppose a salesperson is classifying accounts based on the level of sales potential. 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 15

Selling technology and automation have little to do with a salesperson's success.

Accepted Answer

A) True 
 B)False

Question 16

Carol classifies her accounts based on sales revenue. Carol is using ___________ analysis to classify her accounts.

Accepted Answer

The answer of Carol classifies her accounts based on sales...

Question 17

The _______________ routing plan works best when accounts are located in clusters that are some distance apart.

Accepted Answer

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

Question 18

Which of the following is not one of the characteristics of properly developed goals?

Accepted Answer

A)  Time specific 
B)  Realistic 
C)  Specific 
D)  Quantifiable 
E)  All the above are characteristics of properly developed goals 
A)  Time specific 
B)  Realistic 
C)  Specific 
D)  Quantifiable 
E)  All the above are characteristics of properly developed goals

Question 19

Synergistic teamwork requires a commitment on the part of all parties to look for win/win solutions.

Accepted Answer

A) True 
 B)False

Question 20

Suppose you are salesperson for a company that manufactures and sells industrial equipment. Two or three of your key accounts periodically have special delivery needs that are difficult to accommodate. Which of the following represents the action you should probably take to avoid losing the accounts while at the same time ensuring customer satisfaction among those accounts?

Accepted Answer

A)  Form a close partnership with your customer service department and have them alert you when these customers complain because their special delivery needs cannot be met. 
B)  Work closely with these key accounts and explain to them the difficulty in meeting their special delivery requirements. 
C)  Form a close partnership with individuals in the marketing department to design special marketing incentives that will offset your company's inability to meet the special delivery requirements of those key accounts. 
D)  Form a close partnership with individuals involved in order fulfillment (e.g., shipping and transportation) in an effort to make sure they are committed to meeting the special delivery requirements of those key accounts. 
E)  None of the above are appropriate. 
A)  Form a close partnership with your customer service department and have them alert you when these customers complain because their special delivery needs cannot be met. 
B)  Work closely with these key accounts and explain to them the difficulty in meeting their special delivery requirements. 
C)  Form a close partnership with individuals in the marketing department to design special marketing incentives that will offset your company's inability to meet the special delivery requirements of those key accounts. 
D)  Form a close partnership with individuals involved in order fulfillment (e.g., shipping and transportation) in an effort to make sure they are committed to meeting the special delivery requirements of those key accounts. 
E)  None of the above are appropriate.

Goals should be __________ and quantifiable.

Salespeople involved in relational selling are becoming increasingly more independent of their organizations.

Some cell phones allow salespeople to access their CRM data without the use of a computer.

Anthony is a salesperson for ABC Supplies. Based on his annual territory sales goal, he has set his annual account sales goal for his top 30 accounts. Next he needs to:

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

A salesperson's annual territory sales goals should be based on his/her annual account sales goals.

High-tech sales support offices are no longer needed because of the technology associate with laptop computers.

Rhonda is attempting to classify a new account. She believes the account could be very profitable, but she also believes she is in a weak competitive position. Which of the following best represents what Rhonda's selling effort strategy should be?

One of the primary objectives of portfolio analysis is __________________________?

An important part of self-leadership is the ability to perform an effective self-assessment.

Increase sales by 10%, although realistic, is not an effective goal because it is not ____________.

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

To maximize the effectiveness of daily sales plans, salespeople should remember to "do them, and do them _____________".

Suppose a salesperson is classifying accounts based on the level of sales potential. Which common method for classifying accounts is the salesperson using?

Selling technology and automation have little to do with a salesperson's success.

Carol classifies her accounts based on sales revenue. Carol is using ___________ analysis to classify her accounts.

The _______________ routing plan works best when accounts are located in clusters that are some distance apart.

Which of the following is not one of the characteristics of properly developed goals?

Synergistic teamwork requires a commitment on the part of all parties to look for win/win solutions.

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 __________ and quantifiable.

Salespeople involved in relational selling are becoming increasingly more independent of their organizations.

Some cell phones allow salespeople to access their CRM data without the use of a computer.

Anthony is a salesperson for ABC Supplies. Based on his annual territory sales goal, he has set his annual account sales goal for his top 30 accounts. Next he needs to:

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

A salesperson's annual territory sales goals should be based on his/her annual account sales goals.

High-tech sales support offices are no longer needed because of the technology associate with laptop computers.

Rhonda is attempting to classify a new account. She believes the account could be very profitable, but she also believes she is in a weak competitive position. Which of the following best represents what Rhonda's selling effort strategy should be?

One of the primary objectives of portfolio analysis is __________________________?

An important part of self-leadership is the ability to perform an effective self-assessment.

Increase sales by 10%, although realistic, is not an effective goal because it is not ____________.

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

To maximize the effectiveness of daily sales plans, salespeople should remember to "do them, and do them _____________".

Suppose a salesperson is classifying accounts based on the level of sales potential. Which common method for classifying accounts is the salesperson using?

Selling technology and automation have little to do with a salesperson's success.

Carol classifies her accounts based on sales revenue. Carol is using ___________ analysis to classify her accounts.

The _______________ routing plan works best when accounts are located in clusters that are some distance apart.

Which of the following is not one of the characteristics of properly developed goals?

Synergistic teamwork requires a commitment on the part of all parties to look for win/win solutions.

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