Deck 10: Adding Value: Self-Leadership and Teamwork

Question 1

Customer relationship management software applications are used for account classification.​

Answer 1

False

Question 2

Sales planning should ideally start with a short-term plan.​

Answer 2

False

Question 3

Effective goals for self-leadership are those that are easy for salespeople to achieve.​

Answer 3

False

Question 4

Salesperson effectiveness in building internal and external partnerships is a key driver of customer satisfaction.​

Question 5

The presence of clear goals and objectives leads a salesperson to drift from task to task.​

Question 6

A salesperson's account goal is directly dependent on his or her personal goal.​

Question 7

Stage Three of self-leadership involves developing strategies and plans that will guide salespeople toward achieving their goals.​

Question 8

Technology and automation help today's salespeople to constantly keep in touch with customers,with sales support,and with sales data and information.​

Question 9

Written plans are better developed and provide more motivation and commitment for salespeople to carry them through to completion.

Question 10

In the self-leadership process,assessment and evaluation must be done only at the end of the project period.​

Question 11

In Stage Five of self-leadership,assessment checkpoints should be built into plans at progressive points in time to encourage and facilitate the evaluation of one's progress.​

Question 12

Stage Two of self-leadership identifies and establishes the priority and potential of each account in the territory along with the relative location of each account.​

Question 13

Convenience and productive time are maximized by high-tech sales support offices.​

Question 14

An extranet is a special form of intranet that is accessible to the public.​

Question 15

Portfolio analysis is the most often used method for account classification and is analyzed on the basis of a single factor.​

Question 16

Establishing objectives is a critical component of self-leadership.​

Question 17

Stage One of self-leadership is territory analysis.​

Question 18

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

Question 19

The process of placing existing customers and prospects into categories based on their potential as customers is known as territory analysis.​

Question 20

High-tech sales support offices provide points of access to the various networks,intranets,and extranets the organization maintains.​

Question 21

In order to expedite the process of shipping a product to a customer,a sales team should engage in designing and manufacturing partnership.​

Question 22

Which of the following is characteristic of single-factor analysis?​

A)​It employs a complex matrix system.
B)Its usage recommends data manipulation.​
C)It requires extensive statistical analysis.
D)​Its complexity has made it less popular.
E)​It classifies accounts on the basis of sales potential.

Question 23

Which of the following stages of self-leadership is referred to as "beginning with the end in mind"?​

A)​Development and implementation of strategies
B)Tapping technology and automation​
C)Territory analysis and account classification
D)Setting goals and objectives​
E)​Assessment and evaluation

Question 24

A salesperson's success depends on the degree of support he or she receives from others in the various functional areas of an organization.​

Question 25

Salespeople should know the objectives of only their own functional areas.​

Question 26

For a salesperson,achieving personal goals depends directly upon achieving his or her _____.​

A)​relationship goals
B)enabling goals​
C)emotional goals
D)lifetime goals​
E)​territory goals

Question 27

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

Question 28

In self-leadership,the objective of establishing priorities in the form of objectives is to:​

A)​achieve goals regardless of implementing plans.
B)make better strategic plans.​
C)impress one's manager.
D)sell more at low profit.​
E)achieve maximum profit.​

Question 29

While building relationships,demonstrating personal integrity generates trust,whereas a lack of integrity can quickly undermine the best of teamwork orientations.​

Question 30

Properly developed goals should be:​

A)​generic and unspecific.
B)exaggerated.​
C)time specific.
D)ambiguous and not challenging.​
E)​unmeasurable.

Question 31

Dave is a sales executive at Windsor Stock.His current task is to find the customers and prospects who would buy the company's products,discover the location of such customers,and pinpoint those who can influence purchase decisions.In this scenario,Dave is involved in:​

A)​territory analysis.
B)account classification.​
C)sales planning.
D)assessment and evaluation.​
E)​implementation of plan.

Question 32

In building relationships,the little kindnesses and courtesies are often insignificant.​

Question 33

Partnerships with sales managers and other sales executives are important in winning support for developing innovative responses to customer needs.​

Question 34

Which of the following is a benefit of single-factor analysis?​

A)​It employs a matrix system.
B)It is used for goal setting.​
C)It requires no data manipulation.
D)It need not consider several factors.​
E)It uses statistical analysis.​

Question 35

Kim does an excellent job of setting objectives for herself.Unfortunately,she rarely devotes any time to strategizing plans to achieve those objectives.In this scenario,Kim is:​

A)​most likely to be successful.
B)an ineffective self-leader.​
C)goal directed.
D)an ineffective route planner.​
E)​a smart seller.

Question 36

Sharon has set a goal of selling her company's product to at least 100 customers and earning $50,000 during the current financial year.According to the five sequential stages of self-leadership model,Sharon's next step should be to:​

A)​plot a detailed sales plan.
B)analyze her territory and classify her accounts.​
C)assess and evaluate her performance.
D)look for ways to automate the sales process.​
E)​implement strategies to achieve her goals.

Question 37

Jamie,a salesperson,is discussing her goals with her coworker.She mentions that she has set an account goal of $30,000.In order to achieve her account goal,Jamie should first set a(n)_____.​

A)​personal goal
B)sales call goal​
C)territory goal
D)enabling goal​
E)​relationship goal

Question 38

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

Question 39

Which of the following is true of territory analysis?​

A)​It employs single-factor analysis.
B)It involves placing customers into categories.​
C)It demands setting realistic goals.
D)It requires achieving territory goals.​
E)​It provides the input for account classification.

Question 40

Richa,a sales manager at TM Resources,needs to find new markets in which to sell her company's products.Richa assigns her team of salespeople the task of finding out the location of existing customers and prospects,the products they buy,why they buy,and what influences their purchasing decision.This scenario indicates that the team is currently involved in _____.​

A)​assessment and evaluation
B)setting goals and objectives​
C)account classification
D)territory analysis​
E)development and implementation​

Question 41

The use of Internet- and intranet-based technologies:​

A)​fails to build customer relationships.
B)decreases productivity.​
C)increases sales meeting durations.
D)​shortens the sales cycle.
E)​circumvents the need for sales presentations.

Question 42

Maria has placed an order for a tea table at Furnitup Inc.and has specified the shape and dimensions of the table she requires.In this scenario,the sales team at Furnitup should engage in a(n)_____ to meet the specific customer requirement.​

A)​design and manufacturing partnership
B)shipping and transportation partnership​
C)marketing partnership
D)administrative support partnership​
E)sales partnership​

Question 43

Which of the following is a user-friendly program that provides salespeople with a convenient option to catalog,search,and access comprehensive information regarding individual accounts?​

A)​Human capital management software applications
B)Customer relationship management software applications​
C)Product lifecycle management software applications
D)Enterprise resource planning software applications​
E)Advanced planning and optimization software applications​

Question 44

Salespeople teaming with individuals in the marketing department helps:​

A)​in generating new market offerings.
B)salespeople meet performance and delivery commitments.​
C)facilitate express delivery of goods to customers.
D)in performing territory analysis of customers.​
E)in transferring customer feedback and complaints.​

Question 45

Roger,a sales manager at Pacto Corp.,has been assigned a new client for selling Pacto's products and is collaborating with the marketing team to generate a sales proposal.In this scenario,Roger collaborates with the marketing team:​

A)​because it is the task of marketing executives to develop sales proposals.
B)to gather information about new offerings in the market.​
C)to facilitate immediate delivery of Pacto's products to customers.
D)because it is the marketing team that deals with product performance.​
E)to ensure that the product quality meets external standards.​

Question 46

Juan,a sales executive,is involved in sales planning for the next eight months.In this case,Juan is making a(n)_____.​

A)​short-term plan
B)long-term plan​
C)annual plan
D)quarterly plan​
E)fortnightly plan​

Question 47

After developing strategies and plans,Alice,a salesperson,was asked to analyze her customers' past behaviors,any opportunities to sell complementary products,and the makeups of various customer groups in order to identify areas of opportunity and high interest to customers.In this scenario,which of the following should Alice adopt to perform this task?​

A)​Deal analytics
B)ABC analysis​
C)Portfolio analysis
D)Two-factor analysis​
E)​Big data analytics

Question 48

Which of the following is a difference between ABC analysis and Portfolio analysis?​

A)​ABC analysis requires statistical analysis, whereas portfolio analysis does not.
B)ABC analysis uses only one factor, whereas portfolio analysis uses two factors.​
C)ABC analysis facilitates data manipulation, whereas portfolio analysis uses exact data.
D)ABC analysis is represented in a matrix form, whereas portfolio analysis is represented as a table.​
E)​ABC analysis is complex and less common, whereas portfolio analysis is simple and most often used.

Question 49

If a customer places an order for a product which is an urgent requirement,the concerned salesperson should engage in a(n)_____ to meet the customer requirement.​

A)​design and manufacturing partnership
B)shipping and transportation partnership​
C)marketing partnership
D)administrative support partnership​
E)sales partnership​

Question 50

Roger,a sales executive,has completed a survey of his selling area; he has located existing customers and prospects,discovered their interests,and understands their motivation for buying products.He has also segregated these customers and prospects into categories based on their potential as customers.In this scenario,Roger's next step should be to:​

A)​establish a territory routing plan.
B)assess and evaluate his product.​
C)tap technology and automation processes.
D)set goals and objectives.​
E)​develop and implement plans.

Question 51

Ella is a salesperson at SalesQuarter Inc.She performs a two-factor analysis for account classification and finds that the accounts are less attractive,offering low opportunity.Ella realizes that her accounts are in a weak competitive position.In this scenario,which of the following selling strategies should Ella follow?​

A)​She should engage in heavy investment on the resources in this account.
B)she should allocate a moderate level of selling effort in order to maintain the current competitive position.​
C)She should make heavy investment in the selling effort in an attempt to strengthen her competitive position.
D)She should use alternatives like telemarketing, direct mail, and the Internet.​
E)​she should advertise through telemarketing, direct mail, and the Internet.

Question 52

The Cloverleaf sales call routing plan is best used when:​

A)​accounts are located in a straight line.
B)accounts are concentrated in different parts of the territory.​
C)accounts are located in linear clusters that are some distance from one another.
D)accounts are in major metropolitan areas.​
E)accounts are highly concentrated with locations controlled by a grid of city blocks.​

Question 53

When competitive position is strong:​

A)​accounts should advertise through telemarketing, direct mail, and the Internet.
B)accounts should advertise through posters, radios, billboards, and newspapers.​
C)accounts should receive minimal personal selling effort since their competitive position is already strong.
D)​accounts should receive a heavy investment where it is possible to strengthen the seller's competitive position.
E)​accounts should receive a heavy investment of effort and resources.

Question 54

High-tech sales support offices are set up:​

A)​to limit access to company networks.
B)specifically to minimize the use of technology.​
C)to minimize salespeople's need to travel.
D)for both resident and nonresident salespeople.​
E)specifically for salespeople employed in IBM.​

Question 55

Which of the following is true of framing long-term plans?​

A)​They do not require scheduled meetings and training sessions.
B)They save time by eliminating checkpoints.​
C)They are not suited for meeting commitments and deadlines.
D)They provide the basis for shorter time frame plans.​
E)They do not allow for the revision of strategies once in process.​

Question 56

Which of the following is a feature of portfolio analysis?​

A)​It is less complex compared to ABC analysis.
B)It is a highly rigid system.​
C)It uses only one factor for analysis.
D)It is represented in the form of a matrix.​
E)​It excludes the competitive position of the seller.

Question 57

RidgeCut is a manufacturing company that has several stakeholders all over the world.The company maintains a secure website which is password protected and is not accessible to people outside the organization.Since this affects the company's marketing opportunities,RidgeCut decides to provide secured access to their stakeholders.In this case,RidgeCut should use _____.​

A)​telecom
B)cybernet​
C)intercom
D)extranet​
E)intranet​

Question 58

Kayla,a salesperson,suggests to her team that the straight-line routing plan would be most appropriate for their accounts.However,Sandra disagrees and says the cloverleaf model would work best for their accounts.Which of the following,if true,would strengthen Kayla's argument?​

A)​Accounts are concentrated in different parts of the territory.
B)Accounts are located in clusters that are some distance from one another.​
C)The territory is highly concentrated with locations controlled by a grid of city blocks.
D)The territory is large, and accounts are clustered into several widely dispersed groups.​
E)​Accounts are evenly dispersed throughout the territory.

Question 59

As part of their training,salespeople actually work in production facilities in order to:​

A)​access and understand the different customer complaints received.
B)understand what has to be done to meet product design and delivery requirements.​
C)access account classification information from the production team.
D)ensure that products are safely shipped to customers.​
E)gather organizational marketing strategies that serve as guidelines for salespeople.​

Question 60

The process of sales planning should ideally start with a long-term plan because:​

A)​short-term plans do not include checkpoints.
B)they do not require scheduled meetings and training sessions.​
C)short-term plans are usually ineffective.
D)they eliminate the requirement for shorter time frame plans.​
E)they highlight commitments and deadlines.​

Question 61

Kara has an urgent requirement for a power bank and places an order online.She specifies that she looks forward to receiving the power bank within three days.However,the actual time the company takes to process the request itself is three days.In this scenario,the sales team should engage in a(n)_____ to meet Kara's requirement.​

A)​sales partnership
B)administrative support partnership​
C)marketing partnership
D)shipping and transportation partnership​
E)design and manufacturing partnership​

Question 62

_________ integrate multiple communication and customer contact channels-including the Web,e-mail,call center,and social media applications in order to maximize customer interactions.​

Question 63

_____ is a teamwork skill that salespeople must apply in the process of building internal partnerships.​

A)​Attending to the little things
B)Focusing on one's own goal​
C)Maintaining the attitude: "Not my way, but your way"
D)Driving a win or lose situation​
E)Making the maximum number of sales calls​

Question 64

In the context of a territory routing plan,the _________ moves in concentric circles that spirals across the territory.​

Question 65

_________ are tools that streamline the selling process,generate improved selling opportunities,facilitate cross-functional teaming and intra-organizational communication,and enhance communication and follow-up with customers.​

Question 66

In the context of tapping technology and automation,desktops,notebooks,laptops,tablets,andsmartphones are examples of _________.​

Question 67

A(n)_________ is a territory routing plan in which salespeople start from their offices and make calls in one direction until they reach the end of the territory.​

Question 68

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

Question 69

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

Question 70

In the process of self-leadership,the _________ stage involves frequent comparisons of actual performance with periodic checkpoints.​

Question 71

Salesforce.com,Microsoft Dynamics,and SalesLogix are examples of _________.​

Question 72

Single-factor analysis,also referred to as ABC analysis,is the simplest and most often used method for _________.​

Question 73

Which of the following is a requirement of synergistic teamwork?​

A)​Arbitrary requests by salespeople for special productions
B)Focusing on achieving one's own goal​
C)Commitment and mutual trust of all parties
D)The attitude: "Not my way, but your way"​
E)Attending only to the big things and neglecting small things​