Exam 10: Adding Value

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

What is the term for tools that streamline the selling process, generate improved selling opportunities, facilitate cross-functional teaming and intraorganizational communication, and enhance communication and follow-up with customers?

The computer is at the centre of virtually every selling technology and automation.

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

What is the term for the process of surveying an area to determine customers and prospects who are most likely to buy?

A salesperson's job will become much easier when mobile CRM solutions are finally introduced to the market sometime in the next five years.

Which type of goal is a salesperson's desire to sell a certain amount of product within a given area so as to achieve personal goals?

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

Ivan is a salesperson for a large farm equipment manufacturer that sells to a wide variety of distributors, which are characterized by rapidly changing needs in response to their customer requests. To be successful selling in this environment, which of the following internal partnerships should Ivan look to develop?

Based on the interdependence of the four types of salesperson goals, what should a salesperson's sales call goals be based on?

When using a two-factor analysis to classify accounts based on account opportunity and competitive position, which of the following should a salesperson allocate most of his or her selling effort to?

Single-factor analysis such as sales potential is a common method used for account classification.

According to the textbook, what is the last stage of self-leadership?

When in the tapping technology and automation stage of self-leadership, which of the following would a salesperson looking to improve his or her productivity while away from the home office be most interested in?

A sales objective of "Doing your best in the next 12 months" fails on which characteristic of properly developed goals?

What does setting proper goals and objectives as part of the self-leadership process do for a salesperson?

According to the textbook, which of the following best summarizes the teamwork skills a salesperson needs to learn in order to reap the benefits of synergistic teamwork?

According to the textbook, what is a territory routing plan in which the salesperson works a different part of the territory and travels in a loop back to the starting point?

To be effective, a salesperson's annual territory sales goals, annual account sales goals, and sales call goals should be interdependent.

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