Question 1

Where does the information needed for salespeople to successfully establish territory routing plans come from?

Accepted Answer

A)  sales call activity plans 
B)  prospecting goals 
C)  territory analysis and account classification 
D)  revenue maximization programs 
A)  sales call activity plans 
B)  prospecting goals 
C)  territory analysis and account classification 
D)  revenue maximization programs

Question 2

Which of the following best summarizes how a salesperson should approach the process of sales planning?

Accepted Answer

A)  The salesperson should start with short-term objectives and work forward to determine what needs to be done. 
B)  Sales planning should be completed on a weekly basis to ensure maximum flexibility to cope with unplanned events or priorities. 
C)  The salesperson should start with long-term objectives and work backward to determine what needs to be done. 
D)  Sales plans should be put in writing once agreed upon by the salesperson and management. 
A)  The salesperson should start with short-term objectives and work forward to determine what needs to be done. 
B)  Sales planning should be completed on a weekly basis to ensure maximum flexibility to cope with unplanned events or priorities. 
C)  The salesperson should start with long-term objectives and work backward to determine what needs to be done. 
D)  Sales plans should be put in writing once agreed upon by the salesperson and management.

Question 3

What is the term for the method for analyzing accounts that is based on one single factor, typically the level of sales potential?

Accepted Answer

A)  ABC analysis 
B)  portfolio analysis 
C)  sales volume analysis 
D)  target market analysis 
A)  ABC analysis 
B)  portfolio analysis 
C)  sales volume analysis 
D)  target market analysis

Question 4

Isa is in the process of reviewing his accounts. Isa classified his accounts using the single-factor analysis method and is now developing his sales strategy. What should he do?

Accepted Answer

A)  spend most of his time attempting to develop B accounts into A accounts 
B)  divide his time equally among the accounts because each is as important as the other 
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 
A)  spend most of his time attempting to develop B accounts into A accounts 
B)  divide his time equally among the accounts because each is as important as the other 
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

Question 5

Calls made per day, week, and month, and by account are examples of customer service goals.

Accepted Answer

A) True 
 B)False

Question 6

A salesperson using portfolio analysis would regard an account that was high in opportunity but weak in competitive position as a waste of time to call on.

Accepted Answer

A) True 
 B)False

Question 7

According to the textbook, what territory routing plan is used when the territory is composed of a large metropolitan area and the territory is split into a series of geometric shapes reflecting each one's concentration and pattern of accounts?

Accepted Answer

A)  a cloverleaf routing plan 
B)  an urban routing plan 
C)  a leapfrog routing plan 
D)  a major city routing plan 
A)  a cloverleaf routing plan 
B)  an urban routing plan 
C)  a leapfrog routing plan 
D)  a major city routing plan

Question 8

Deal analytics help salespeople by analyzing historical sales data.

Accepted Answer

A) True 
 B)False

Question 9

According to the textbook, the process of self-leadership effectively translates into which of the following?

Accepted Answer

A)  deciding what is to be accomplished and then putting into motion the proper plan designed to achieve those objectives 
B)  assessing territory potential to determine what sales objectives should be proposed to management 
C)  efficient implementation of strategies and plans as proposed by management 
D)  a salesperson taking the initiative to manage his or her time in the most productive manner 
A)  deciding what is to be accomplished and then putting into motion the proper plan designed to achieve those objectives 
B)  assessing territory potential to determine what sales objectives should be proposed to management 
C)  efficient implementation of strategies and plans as proposed by management 
D)  a salesperson taking the initiative to manage his or her time in the most productive manner

Question 10

An important part of self-leadership is the ability to perform an effective self-assessment.

Accepted Answer

A) True 
 B)False

Question 11

Mitchell is a salesperson for a large manufacturer that sells to a wide variety of retailers, which often require integrated solutions to meet their needs over the long term. To be successful selling in this environment, which of the following internal partnerships should Mitchell look to develop?

Accepted Answer

A)  sales partnerships 
B)  marketing partnerships 
C)  design and manufacturing partnerships 
D)  administrative support partnerships 
A)  sales partnerships 
B)  marketing partnerships 
C)  design and manufacturing partnerships 
D)  administrative support partnerships

Question 12

A common sales career advancement goal is to work in a chosen field with advancement opportunities.

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A)  setting goals and objectives 
B)  territory analysis and account classification 
C)  development and implementation of strategies and plans 
D)  assess and evaluate 
A)  setting goals and objectives 
B)  territory analysis and account classification 
C)  development and implementation of strategies and plans 
D)  assess and evaluate

Question 14

Olga does an excellent job of setting her own objectives but rarely devotes any time to developing and executing plans to achieve those objectives. How would Olga best be characterized?

Accepted Answer

A)  as a procrastinator 
B)  as an ineffective self-leader 
C)  as goal directed but implementation impaired 
D)  as an effective self-leader 
A)  as a procrastinator 
B)  as an ineffective self-leader 
C)  as goal directed but implementation impaired 
D)  as an effective self-leader

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

According to the textbook, what does the process of classifying accountsreveal?

Accepted Answer

A)  The majority of sales volume in a given territory comes from a small number of customers. 
B)  The variation in sales by account depends upon the level of sales effort expended. 
C)  The majority of sales in a given territory are made to a large number of customers. 
D)  A single factor is inadequate to represent the variation in sales per account for most territories. 
A)  The majority of sales volume in a given territory comes from a small number of customers. 
B)  The variation in sales by account depends upon the level of sales effort expended. 
C)  The majority of sales in a given territory are made to a large number of customers. 
D)  A single factor is inadequate to represent the variation in sales per account for most territories.

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

A)  territory analysis and account classification 
B)  development and implementation of strategies and plans 
C)  tapping technology and automation 
D)  assessment and evaluation 
A)  territory analysis and account classification 
B)  development and implementation of strategies and plans 
C)  tapping technology and automation 
D)  assessment and evaluation

Question 19

Which of the following best explains why goals and objectives should be realistic, yet challenging?

Accepted Answer

A)  Challenging goals tend to be motivating, but unrealistic goals become a disincentive to performance. 
B)  Salespeople tend to be motivated by goals they know they cannot achieve. 
C)  Salespeople vary in how they view the difference between challenging and unrealistic. 
D)  Salespeople tend to give up very quickly after a goal has been achieved. 
A)  Challenging goals tend to be motivating, but unrealistic goals become a disincentive to performance. 
B)  Salespeople tend to be motivated by goals they know they cannot achieve. 
C)  Salespeople vary in how they view the difference between challenging and unrealistic. 
D)  Salespeople tend to give up very quickly after a goal has been achieved.

Question 20

A salesperson's effectiveness in building internal and external partnerships is the key driver to customer satisfaction.

Accepted Answer

A) True 
 B)False

Where does the information needed for salespeople to successfully establish territory routing plans come from?

Which of the following best summarizes how a salesperson should approach the process of sales planning?

What is the term for the method for analyzing accounts that is based on one single factor, typically the level of sales potential?

Isa is in the process of reviewing his accounts. Isa classified his accounts using the single-factor analysis method and is now developing his sales strategy. What should he do?

Calls made per day, week, and month, and by account are examples of customer service goals.

A salesperson using portfolio analysis would regard an account that was high in opportunity but weak in competitive position as a waste of time to call on.

According to the textbook, what territory routing plan is used when the territory is composed of a large metropolitan area and the territory is split into a series of geometric shapes reflecting each one's concentration and pattern of accounts?

Deal analytics help salespeople by analyzing historical sales data.

According to the textbook, the process of self-leadership effectively translates into which of the following?

An important part of self-leadership is the ability to perform an effective self-assessment.

Mitchell is a salesperson for a large manufacturer that sells to a wide variety of retailers, which often require integrated solutions to meet their needs over the long term. To be successful selling in this environment, which of the following internal partnerships should Mitchell look to develop?

A common sales career advancement goal is to work in a chosen field with advancement opportunities.

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

Olga does an excellent job of setting her own objectives but rarely devotes any time to developing and executing plans to achieve those objectives. How would Olga best be characterized?

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

According to the textbook, what does the process of classifying accountsreveal?

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

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

Which of the following best explains why goals and objectives should be realistic, yet challenging?

A salesperson's effectiveness in building internal and external partnerships is the key driver to customer satisfaction.

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

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Sales Management and Sales 2.0

Filters

Exam 10: Adding Value

Where does the information needed for salespeople to successfully establish territory routing plans come from?

Which of the following best summarizes how a salesperson should approach the process of sales planning?

What is the term for the method for analyzing accounts that is based on one single factor, typically the level of sales potential?

Isa is in the process of reviewing his accounts. Isa classified his accounts using the single-factor analysis method and is now developing his sales strategy. What should he do?

Calls made per day, week, and month, and by account are examples of customer service goals.

A salesperson using portfolio analysis would regard an account that was high in opportunity but weak in competitive position as a waste of time to call on.

According to the textbook, what territory routing plan is used when the territory is composed of a large metropolitan area and the territory is split into a series of geometric shapes reflecting each one's concentration and pattern of accounts?

Deal analytics help salespeople by analyzing historical sales data.

According to the textbook, the process of self-leadership effectively translates into which of the following?

An important part of self-leadership is the ability to perform an effective self-assessment.

Mitchell is a salesperson for a large manufacturer that sells to a wide variety of retailers, which often require integrated solutions to meet their needs over the long term. To be successful selling in this environment, which of the following internal partnerships should Mitchell look to develop?

A common sales career advancement goal is to work in a chosen field with advancement opportunities.

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

Olga does an excellent job of setting her own objectives but rarely devotes any time to developing and executing plans to achieve those objectives. How would Olga best be characterized?

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

According to the textbook, what does the process of classifying accountsreveal?

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

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

Which of the following best explains why goals and objectives should be realistic, yet challenging?

A salesperson's effectiveness in building internal and external partnerships is the key driver to customer satisfaction.

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

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Sales Management and Sales 2.0

Filters