Question 1

______________ 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 2

_____________ relationships are relationships salespeople have with other individuals in their own company.

Accepted Answer

The answer of _____________ relationships are relationships salespeople have with...

Question 3

________ goals should be set immediately prior to territory goals.

Accepted Answer

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

Question 4

Before salespeople can establish effective territory routing plans, they must know the required call frequency for each account.

Accepted Answer

A) True 
 B)False

Question 5

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 6

Keeping commitments is essential for successful teamwork.

Accepted Answer

A) True 
 B)False

Question 7

A salesperson's annual territory sales goals, annual account sales goals, and sales call goals should be interdependent.

Accepted Answer

A) True 
 B)False

Question 8

It is very likely that you are either working in a group currently, or will before your formal education is complete. Which of the following things should you do to improve your value as a team member?

Accepted Answer

A)  Show personal integrity 
B)  Apologize sincerely when a mistake is made 
C)  Keep commitments 
D)  Clarify expectations 
E)  You should do all of the above 
A)  Show personal integrity 
B)  Apologize sincerely when a mistake is made 
C)  Keep commitments 
D)  Clarify expectations 
E)  You should do all of the above

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

Written plans are generally more effective than plans not written down.

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

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

A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals is referred to an account goal.

Accepted Answer

A) True 
 B)False

Question 14

What is the last stage of the five 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 15

Goals should be quantifiable, realistic, and ______ specific.

Accepted Answer

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

Question 16

Which of the following statements about sales technology automation is untrue?

Accepted Answer

A)  Many sales managers believe that the best salespeople are those who stay up with changes in, and developments of technologies with selling applications. 
B)  Sales force automation tools allow salespeople to expand their available resources for enhanced selling performance and outcomes. 
C)  For most salespeople, the use of sales technology improves their efficiency and productivity while reducing their creativity and ability to innovate. 
D)  Selling technology is changing rapidly. 
E)  All the above are true. 
A)  Many sales managers believe that the best salespeople are those who stay up with changes in, and developments of technologies with selling applications. 
B)  Sales force automation tools allow salespeople to expand their available resources for enhanced selling performance and outcomes. 
C)  For most salespeople, the use of sales technology improves their efficiency and productivity while reducing their creativity and ability to innovate. 
D)  Selling technology is changing rapidly. 
E)  All the above are true.

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

CRM stands for _________________________________________.

Accepted Answer

Customer R

Question 19

Grace is attempting to classify a new account using portfolio analysis. She believes she is in a strong competitive position, but she also believes the account opportunity is low compared to other opportunities. Which of the following best represents what Grace'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)  Allocate a moderate level of selling effort in order to maintain the current competitive position. 
E)  Both A and C above are good options 
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)  Allocate a moderate level of selling effort in order to maintain the current competitive position. 
E)  Both A and C above are good options

Question 20

Portfolio analysis is more complex than single-factor analysis.

Accepted Answer

A) True 
 B)False

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

_____________ relationships are relationships salespeople have with other individuals in their own company.

________ goals should be set immediately prior to territory goals.

Before salespeople can establish effective territory routing plans, they must know the required call frequency for each account.

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

Keeping commitments is essential for successful teamwork.

A salesperson's annual territory sales goals, annual account sales goals, and sales call goals should be interdependent.

It is very likely that you are either working in a group currently, or will before your formal education is complete. Which of the following things should you do to improve your value as a team member?

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

Written plans are generally more effective than plans not written down.

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

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."

A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals is referred to an account goal.

What is the last stage of the five stages of self-leadership?

Goals should be quantifiable, realistic, and ______ specific.

Which of the following statements about sales technology automation is untrue?

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

CRM stands for _________________________________________.

Grace is attempting to classify a new account using portfolio analysis. She believes she is in a strong competitive position, but she also believes the account opportunity is low compared to other opportunities. Which of the following best represents what Grace's selling effort strategy should be?

Portfolio analysis is more complex than single-factor analysis.

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

Filters

Exam 10: Adding Value: Self-Leadership and Teamwork

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

_____________ relationships are relationships salespeople have with other individuals in their own company.

________ goals should be set immediately prior to territory goals.

Before salespeople can establish effective territory routing plans, they must know the required call frequency for each account.

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

Keeping commitments is essential for successful teamwork.

A salesperson's annual territory sales goals, annual account sales goals, and sales call goals should be interdependent.

It is very likely that you are either working in a group currently, or will before your formal education is complete. Which of the following things should you do to improve your value as a team member?

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

Written plans are generally more effective than plans not written down.

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

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."

A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals is referred to an account goal.

What is the last stage of the five stages of self-leadership?

Goals should be quantifiable, realistic, and ______ specific.

Which of the following statements about sales technology automation is untrue?

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

CRM stands for _________________________________________.

Grace is attempting to classify a new account using portfolio analysis. She believes she is in a strong competitive position, but she also believes the account opportunity is low compared to other opportunities. Which of the following best represents what Grace's selling effort strategy should be?

Portfolio analysis is more complex than single-factor analysis.

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

Filters