Exam 10: Adding Value: Self-Leadership and Teamwork

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

(Multiple Choice)

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Question 41

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?

(Multiple Choice)

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Question 42

Once salespeople are fully trained, they rarely need to "team-up" with anyone from inside the company.

(True/False)

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Question 43

To plan effectively, salespeople should derive their long-term plans from their short-term plans.

(True/False)

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Question 44

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

(Multiple Choice)

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Question 45

The last stage of Self-Leadership is:

(Multiple Choice)

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Question 46

The _______________ routing plan works best when the territory is large and accounts are clustered into several widely dispersed groups.

(Short Answer)

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Question 47

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

(True/False)

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Question 48

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

(True/False)

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Question 49

The process of placing existing customers and prospects into categories based on their potential as customers is referred to as territory analysis.

(True/False)

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Question 50

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

(Short Answer)

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Question 51

Goals should be __________ and quantifiable.

(Short Answer)

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Question 52

The first stage of Self-Leadership is _____________________.

(Short Answer)

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Question 53

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

(Multiple Choice)

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Question 54

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

(Short Answer)

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Question 55

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

(Multiple Choice)

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Question 56

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.

(True/False)

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Question 57

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

(Short Answer)

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Question 58

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

(True/False)

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Question 59

High performing salespeople with strong self-leadership skills:

(Multiple Choice)

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Question 60

Showing 41 - 60 of 154

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

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?

Once salespeople are fully trained, they rarely need to "team-up" with anyone from inside the company.

To plan effectively, salespeople should derive their long-term plans from their short-term plans.

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

The last stage of Self-Leadership is:

The _______________ routing plan works best when the territory is large and accounts are clustered into several widely dispersed groups.

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

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

The process of placing existing customers and prospects into categories based on their potential as customers is referred to as territory analysis.

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

Goals should be __________ and quantifiable.

The first stage of Self-Leadership is _____________________.

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

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

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

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.

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

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

High performing salespeople with strong self-leadership skills:

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

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