Question 1

CRM applications are very similar to the spreadsheet applications.

Accepted Answer

A) True 
 B)False  False

Question 2

Julie, a salesperson, has just set as a personal goal to achieve an annual income of $100,000 next year. She now needs to set her ____________ goals.

Accepted Answer

Territory

Question 3

Effective goals need to be challenging and not constrained by time.

Accepted Answer

A) True 
 B)False  False

Question 4

Dwight classifies his accounts based on sales potential and competitive position. Dwight is using __________ analysis to classify his accounts.

Accepted Answer

The answer of Dwight classifies his accounts based on sales...

Question 5

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

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

The answer of ______________ relationships are relationships salespeople build with...

Question 8

Common courtesy is important to successful teamwork.

Accepted Answer

A) True 
 B)False

Question 9

Setting objectives is a critical component of self-leadership.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following common sales call routing plan patterns is best used when accounts are located in clusters that are some distance from one another?

Accepted Answer

A)   Straight line plan
B)   Cloverleaf plan
C)   Circular plan
D)   Leapfrog plan
E)   Major city plan

Question 11

Suppose a salesperson tells you that one of their goals is to increase sales 5% by the end of the year. 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 ineffective goal because it does not include a time frame.
B)   That sounds like an effective goal, provided such an increase it is realistic and challenging to you.
C)   That sounds like an ineffective goal because it's very difficult to increase sales.
D)   That sounds like an effective goal because it is objective.
E)   None of the above are accurate.

Question 12

________ goals should be set immediately prior to territory goals.

Accepted Answer

The answer of ________ goals should be set immediately prior...

Question 13

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

Question 14

The last stage of Self-Leadership is:

Accepted Answer

A)   Tapping Technology
B)   Territory Analysis
C)   Reviewing goals with manager
D)   Assessment and Evaluation
E)   None of the above

Question 15

An effective sales plan should include periodic checkpoints for assessing progress toward goals.

Accepted Answer

A) True 
 B)False

Question 16

To maximize the effectiveness of daily plans, salespeople should adhere to which two guiding principles?

Accepted Answer

A)   Make them clear and say them out loud
B)   Make them clear and set them monthly
C)   Put them in writing and say them out loud
D)   Put them in writing and keep them current and flexible
E)   All the above

Question 17

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

Question 18

Keeping commitments is essential for successful teamwork.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following common sales call routing plan patterns is best used when the territory is large and accounts are clustered in the several widely dispersed groups?

Accepted Answer

A)   Straight line plan
B)   Cloverleaf plan
C)   Circular plan
D)   Leapfrog plan
E)   Major city plan

Question 20

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

Exam 10: Adding Value: Self-Leadership and Teamwork

CRM applications are very similar to the spreadsheet applications.

Julie, a salesperson, has just set as a personal goal to achieve an annual income of $100,000 next year. She now needs to set her ____________ goals.

Effective goals need to be challenging and not constrained by time.

Dwight classifies his accounts based on sales potential and competitive position. Dwight is using __________ analysis to classify his accounts.

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

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

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

Common courtesy is important to successful teamwork.

Setting objectives is a critical component of self-leadership.

Which of the following common sales call routing plan patterns is best used when accounts are located in clusters that are some distance from one another?

Suppose a salesperson tells you that one of their goals is to increase sales 5% by the end of the year. Which of the following is probably your best response if the salesperson asked you for feedback related to the goal?

________ goals should be set immediately prior to territory goals.

Salespeople should base their daily plans on their what?

The last stage of Self-Leadership is:

An effective sales plan should include periodic checkpoints for assessing progress toward goals.

To maximize the effectiveness of daily plans, salespeople should adhere to which two guiding principles?

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

Keeping commitments is essential for successful teamwork.

Which of the following common sales call routing plan patterns is best used when the territory is large and accounts are clustered in the several widely dispersed groups?

What are the two commonly used methods for classifying accounts?