Question 1

Setting objectives is a critical component of self-leadership.

Accepted Answer

A) True 
 B)False

Question 2

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?

Accepted Answer

A)  Understanding the other individuals 
B)  Attending to the little things 
C)  Keeping commitments 
D)  Clarifying expectations 
E)  Each of the above is one the six teamwork skills 
A)  Understanding the other individuals 
B)  Attending to the little things 
C)  Keeping commitments 
D)  Clarifying expectations 
E)  Each of the above is one the six teamwork skills

Question 3

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 4

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

Accepted Answer

A) True 
 B)False

Question 5

Which common method for classifying accounts is popular because of its simplicity?

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

The cloverleaf territory routing plan is the best method for creating an effective territory routing plan.

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

Suppose a salesperson tells you that one of his/her 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 is 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 is accurate.

Question 9

Which of the following is not a source of information a salesperson can access when engaged in territory analysis and account classification?

Accepted Answer

A)  Individual company web sites 
B)  Trade directories 
C)  Professional associations 
D)  Public libraries 
E)  All the above are valid sources 
A)  Individual company web sites 
B)  Trade directories 
C)  Professional associations 
D)  Public libraries 
E)  All the above are valid sources

Question 10

Placing existing customers and prospects in categories based on their sales potential is called ____.

Accepted Answer

A)  Territory management 
B)  Prospecting 
C)  Account classification 
D)  Customer management 
E)  Sales management 
A)  Territory management 
B)  Prospecting 
C)  Account classification 
D)  Customer management 
E)  Sales management

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

Salespeople may use their buyers' public web sites as sources of information when classifying accounts and analyzing their territories.

Accepted Answer

A) True 
 B)False

Question 13

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

Accepted Answer

A) True 
 B)False

Question 14

A salesperson's desire to sell a certain amount of product to one customer or account in order to achieve territory and personal goals is called a/an ___________ goal.

Accepted Answer

The answer of A salesperson's desire to sell a certain...

Question 15

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 a territory goal.

Accepted Answer

A) True 
 B)False

Question 16

What are the two commonly used methods for classifying accounts?

Accepted Answer

A)  Single-factor analysis and ABC analysis 
B)  Single-factor analysis and portfolio analysis 
C)  Sales volume analysis and potential volume analysis 
D)  Potential sales analysis and Most Likely Sales (MLS) analysis 
E)  Most Likely Sales (MLS) analysis and Least Likely Sales (LLS) analysis 
A)  Single-factor analysis and ABC analysis 
B)  Single-factor analysis and portfolio analysis 
C)  Sales volume analysis and potential volume analysis 
D)  Potential sales analysis and Most Likely Sales (MLS) analysis 
E)  Most Likely Sales (MLS) analysis and Least Likely Sales (LLS) analysis

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

Single-factor analysis is a common method used for account classification.

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

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

Question 20

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

Accepted Answer

A) True 
 B)False

Setting objectives is a critical component of self-leadership.

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?

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

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

Which common method for classifying accounts is popular because of its simplicity?

The cloverleaf territory routing plan is the best method for creating an effective territory routing plan.

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

Suppose a salesperson tells you that one of his/her 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?

Which of the following is not a source of information a salesperson can access when engaged in territory analysis and account classification?

Placing existing customers and prospects in categories based on their sales potential is called ____.

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

Salespeople may use their buyers' public web sites as sources of information when classifying accounts and analyzing their territories.

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

A salesperson's desire to sell a certain amount of product to one customer or account in order to achieve territory and personal goals is called a/an ___________ goal.

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 a territory goal.

What are the two commonly used methods for classifying accounts?

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

Single-factor analysis is a common method used for account classification.

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

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

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

Setting objectives is a critical component of self-leadership.

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?

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

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

Which common method for classifying accounts is popular because of its simplicity?

The cloverleaf territory routing plan is the best method for creating an effective territory routing plan.

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

Suppose a salesperson tells you that one of his/her 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?

Which of the following is not a source of information a salesperson can access when engaged in territory analysis and account classification?

Placing existing customers and prospects in categories based on their sales potential is called ____.

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

Salespeople may use their buyers' public web sites as sources of information when classifying accounts and analyzing their territories.

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

A salesperson's desire to sell a certain amount of product to one customer or account in order to achieve territory and personal goals is called a/an ___________ goal.

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 a territory goal.

What are the two commonly used methods for classifying accounts?

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

Single-factor analysis is a common method used for account classification.

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

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

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