Question 1

A goal of selling $30,000 in products to an account over the next 12 months is an example of an account goal.

Accepted Answer

A) True 
 B)False

Question 2

Sharon has set her goals and objectives for the year. According to the Five Sequential Stages of Self-Leadership model, Sharon should now:

Accepted Answer

A)  Seek her manager's input 
B)  Analyze her territory and classify accounts 
C)  Assess and evaluate her performance 
D)  Look for ways to automate the sales process 
E)  Make her first sales call for the new planning year 
A)  Seek her manager's input 
B)  Analyze her territory and classify accounts 
C)  Assess and evaluate her performance 
D)  Look for ways to automate the sales process 
E)  Make her first sales call for the new planning year

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)  Each of the above is one of the sequential stages of self-leadership 
A)  Setting goals and objectives 
B)  Implementation of strategies 
C)  Taking advantage of technology 
D)  Assessment and evaluation 
E)  Each of the above is one of the sequential stages of self-leadership

Question 4

Public libraries will be of little help to salespeople attempting to analyze their territories and classify their customers.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

The answer of The process of doing the right things...

Question 6

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

Accepted Answer

A)  Easily obtainable 
B)  Realistic 
C)  Specific 
D)  Quantifiable 
E)  Time specific 
A)  Easily obtainable 
B)  Realistic 
C)  Specific 
D)  Quantifiable 
E)  Time specific

Question 7

Increase sales by the end of the quarter, although realistic, is not an effective goal because it is not ___________.

Accepted Answer

The answer of Increase sales by the end of the...

Question 8

Extranets are generally accessible to the public.

Accepted Answer

A) True 
 B)False

Question 9

__________ analysis is the process of surveying an area to determine customers and prospects that are most likely to buy.

Accepted Answer

The answer of __________ analysis is the process of surveying...

Question 10

Bill is in the process of reviewing his accounts. Bill classified his accounts using the Single-Factor Analysis method and is now developing his sales strategy. Bill should:

Accepted Answer

A)  Spend most of his time attempting to develop B accounts into A accounts. 
B)  Turn over the A accounts to an account manager and begin looking for more C accounts. 
C)  Allocate the greatest portion of his time to the A and B accounts. 
D)  Allocate his time to the accounts designated as weak competitive position but high opportunity. 
E)  Divide his time equally among the accounts because each is as important as the other. 
A)  Spend most of his time attempting to develop B accounts into A accounts. 
B)  Turn over the A accounts to an account manager and begin looking for more C accounts. 
C)  Allocate the greatest portion of his time to the A and B accounts. 
D)  Allocate his time to the accounts designated as weak competitive position but high opportunity. 
E)  Divide his time equally among the accounts because each is as important as the other.

Question 11

Goals should be realistic, yet ______________.

Accepted Answer

The answer of Goals should be realistic, yet ______________....

Question 12

The _______________ routing plan works best when accounts are concentrated in different parts of the territory.

Accepted Answer

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

Question 13

The process of placing existing customers and prospects into categories based on their sales potential is called ____________ classification.

Accepted Answer

The answer of The process of placing existing customers and...

Question 14

______________ are a form of intranet that is still restricted but links to specific suppliers and customers to allow them controlled access to the organization's network and databases.

Accepted Answer

The answer of ______________ are a form of intranet that...

Question 15

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

Accepted Answer

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

Question 16

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 17

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 18

Effective goals are those that are easy for salespeople to obtain.

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

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

A goal of selling $30,000 in products to an account over the next 12 months is an example of an account goal.

Sharon has set her goals and objectives for the year. According to the Five Sequential Stages of Self-Leadership model, Sharon should now:

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

Public libraries will be of little help to salespeople attempting to analyze their territories and classify their customers.

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

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

Increase sales by the end of the quarter, although realistic, is not an effective goal because it is not ___________.

Extranets are generally accessible to the public.

__________ analysis is the process of surveying an area to determine customers and prospects that are most likely to buy.

Bill is in the process of reviewing his accounts. Bill classified his accounts using the Single-Factor Analysis method and is now developing his sales strategy. Bill should:

Goals should be realistic, yet ______________.

The _______________ routing plan works best when accounts are concentrated in different parts of the territory.

The process of placing existing customers and prospects into categories based on their sales potential is called ____________ classification.

______________ are a form of intranet that is still restricted but links to specific suppliers and customers to allow them controlled access to the organization's network and databases.

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

Salespeople should base their daily plans on their what?

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

Effective goals are those that are easy for salespeople to obtain.

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

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?

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

A goal of selling $30,000 in products to an account over the next 12 months is an example of an account goal.

Sharon has set her goals and objectives for the year. According to the Five Sequential Stages of Self-Leadership model, Sharon should now:

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

Public libraries will be of little help to salespeople attempting to analyze their territories and classify their customers.

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

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

Increase sales by the end of the quarter, although realistic, is not an effective goal because it is not ___________.

Extranets are generally accessible to the public.

__________ analysis is the process of surveying an area to determine customers and prospects that are most likely to buy.

Bill is in the process of reviewing his accounts. Bill classified his accounts using the Single-Factor Analysis method and is now developing his sales strategy. Bill should:

Goals should be realistic, yet ______________.

The _______________ routing plan works best when accounts are concentrated in different parts of the territory.

The process of placing existing customers and prospects into categories based on their sales potential is called ____________ classification.

______________ are a form of intranet that is still restricted but links to specific suppliers and customers to allow them controlled access to the organization's network and databases.

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

Salespeople should base their daily plans on their what?

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

Effective goals are those that are easy for salespeople to obtain.

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

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?

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