Question 1

Which common method for classifying accounts is growing in popularity because it is flexible and incorporates multiple variables?

Accepted Answer

A)  single-factor analysis 
B)  portfolio analysis 
C)  sales volume analysis 
D)  territory analysis

Question 2

What is the main limitation of using the single-factor analysis method for classifying accounts?

Accepted Answer

A)  The importance of small customers tends to be overrepresented in single-factor analysis. 
B)  The single-factor method for classifying accounts does not take into account any variation in sales effort expended by the previous salesperson. 
C)  Accounts with high sales potential tend to be overemphasized by the single-factor analysis method. 
D)  A single factor such as sales potential is often inadequate to properly allocate selling effort between accounts.

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

When in the tapping technology and automation stage of self-leadership, which of the following would an organization looking to provide salespeople and customers with secure access to detailed product, service, and account information from anywhere at any time most likely be interested in?

Accepted Answer

A)  mobile salesperson CRM solutions 
B)  deal analytics 
C)  portfolio analysis programs 
D)  the Internet, intranets, and extranets

Question 5

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

Accepted Answer

A)  high opportunity and strong competitive position 
B)  high opportunity and weak competitive position 
C)  low opportunity and strong competitive position 
D)  low opportunity and weak competitive position

Question 6

According to the textbook, to reap the benefits of synergistic teamwork, which of the following does a salesperson needs to build internal relationships based on?

Accepted Answer

A)  reciprocal trust 
B)  mutually exclusive objectives 
C)  parallel deadlines and priorities 
D)  high levels of customer satisfaction

Question 7

Synergy refers to the value of the whole being greater than the value of the sum of the parts.

Accepted Answer

A) True 
 B)False

Question 8

Dollar or unit sales, number of orders, and aggregates or by groups are examples of profitability goals.

Accepted Answer

A) True 
 B)False

Question 9

How is the first stage of self-leadership described in the textbook?

Accepted Answer

A)  focusing on what is most important 
B)  knowing where to begin and how to proceed 
C)  beginning with the end in mind 
D)  maintaining focus to avoid drifting from task to task

Question 10

A sales objective of "Sell 150 percent more over the next 12 months" likely fails on which characteristic of properly developed goals?

Accepted Answer

A)  realistic, yet challenging 
B)  specific and quantifiable 
C)  time specific 
D)  consistent with organizational mission

Question 11

The introduction to Chapter 10 discusses a recent study by the Industrial Performance Group Inc. What finding is pointed out in this study?

Accepted Answer

A)  Most salespeople find setting their own productivity objectives to be very difficult. 
B)  Self-leadership by salespeople works only when sales managers buy into the process. 
C)  Most salespeople fail to use their time effectively. 
D)  Territory management is a big challenge for salespeople.

Question 12

As customer expectations and needs have increased in complexity, which of the following have selling organizations used to provide high levels of customer service?

Accepted Answer

A)  self-service 
B)  technology solutions 
C)  teamwork 
D)  menu-driven pricing

Question 13

Sam wants to be an effective team leader. To improve his effectiveness, Sam should empower his team members by keeping his expectations ambiguous.

Accepted Answer

A) True 
 B)False

Question 14

In today's increasingly complex selling environments, which of the following best summarizes why a salesperson should put effort into developing good internal relationships?

Accepted Answer

A)  Research has shown that customers prefer to deal with a salesperson with the capability of developing good working relationships. 
B)  A salesperson's success depends on the degree of support he or she receives from others in the various functional areas of the organization. 
C)  It is important for a salesperson to get along with anyone in the prospect's organization that he or she may come in contact with. 
D)  Research has shown that success in developing internal relationships translates into successful external relationships.

Question 15

According to the textbook, which common sales call routing plan pattern is best used when accounts are evenly dispersed throughout the territory?

Accepted Answer

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

Question 16

Nina is a salesperson in the parts division of an automotive manufacturer that sells through an exclusive dealer network. To maintain high levels of customer satisfaction, parts availability is a top priority for both the manufacturer and dealer. To be successful selling in this environment, which of the following internal partnerships should Nina look to develop?

Accepted Answer

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

Question 17

According to the textbook, what should salespeople base their daily sales plans on?

Accepted Answer

A)  annual plans 
B)  monthly plans 
C)  weekly plans 
D)  daily budget

Question 18

In order to maximize the effectiveness of daily sales plans, which two guiding principles should salespeople follow?

Accepted Answer

A)  make them clear and share with management 
B)  put them in writing and say them out loud 
C)  make them clear and set them monthly 
D)  put them in writing and keep them current and flexible

Question 19

Intranets and extranets can each be considered an example of a specialized Internet.

Accepted Answer

A) True 
 B)False

Question 20

Setting goals and objectives is a critical component of self-leadership.

Accepted Answer

A) True 
 B)False

Exam 10: Adding Value

Which common method for classifying accounts is growing in popularity because it is flexible and incorporates multiple variables?

What is the main limitation of using the single-factor analysis method for classifying accounts?

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

When in the tapping technology and automation stage of self-leadership, which of the following would an organization looking to provide salespeople and customers with secure access to detailed product, service, and account information from anywhere at any time most likely be interested in?

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

According to the textbook, to reap the benefits of synergistic teamwork, which of the following does a salesperson needs to build internal relationships based on?

Synergy refers to the value of the whole being greater than the value of the sum of the parts.

Dollar or unit sales, number of orders, and aggregates or by groups are examples of profitability goals.

How is the first stage of self-leadership described in the textbook?

A sales objective of "Sell 150 percent more over the next 12 months" likely fails on which characteristic of properly developed goals?

The introduction to Chapter 10 discusses a recent study by the Industrial Performance Group Inc. What finding is pointed out in this study?

As customer expectations and needs have increased in complexity, which of the following have selling organizations used to provide high levels of customer service?

Sam wants to be an effective team leader. To improve his effectiveness, Sam should empower his team members by keeping his expectations ambiguous.

In today's increasingly complex selling environments, which of the following best summarizes why a salesperson should put effort into developing good internal relationships?

According to the textbook, which common sales call routing plan pattern is best used when accounts are evenly dispersed throughout the territory?

According to the textbook, what should salespeople base their daily sales plans on?

In order to maximize the effectiveness of daily sales plans, which two guiding principles should salespeople follow?

Intranets and extranets can each be considered an example of a specialized Internet.

Setting goals and objectives is a critical component of self-leadership.