Question 1

Most selling technology is expensive and not really needed by most salespeople.

Accepted Answer

A) True 
 B)False

Question 2

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 
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 3

________ goals should be set immediately prior to territory goals.

Accepted Answer

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

Question 4

An effective plan works like a map showing the way from where you are to where you want to go - your objectives.

Accepted Answer

A) True 
 B)False

Question 5

A salesperson's annual territory sales goals should be dependent upon his/her annual account sales goals.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is not a source of information a salesperson can access when engaged in territory analysis and account classification?

Accepted Answer

A)  Individual company web sites 
B)  Trade directories 
C)  Professional associations 
D)  Public libraries 
E)  All the above are valid sources 
A)  Individual company web sites 
B)  Trade directories 
C)  Professional associations 
D)  Public libraries 
E)  All the above are valid sources

Question 7

Once salespeople are fully trained, they rarely need to "team-up" with anyone from inside the company.

Accepted Answer

A) True 
 B)False

Question 8

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 
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 9

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

Question 10

"Smart" sales force automation tools that analyze data on past customer behavior, cross-selling opportunities, and demographics to identify areas of opportunity are referred to collectively as?

Accepted Answer

A)  CRM 
B)  Cloud computing 
C)  Sales force automation 
D)  Deal analytics 
E)  None of the above 
A)  CRM 
B)  Cloud computing 
C)  Sales force automation 
D)  Deal analytics 
E)  None of the above

Question 11

A salesperson's desire to sell a certain amount of product to one customer or account in order to achieve territory and personal goals is called a/an ___________ goal.

Accepted Answer

The answer of A salesperson's desire to sell a certain...

Question 12

Selling technology and automation have little to do with a salesperson's success.

Accepted Answer

A) True 
 B)False

Question 13

Suppose a salesperson is classifying accounts based on the level of sales potential and strength of relationship (buyer-seller).Which common method for classifying accounts is the salesperson using?

Accepted Answer

A)  Single-factor analysis 
B)  Portfolio analysis 
C)  Sales volume analysis 
D)  Most Likely Sales (MLS) analysis 
E)  Least Likely Sales (LLS) analysis 
A)  Single-factor analysis 
B)  Portfolio analysis 
C)  Sales volume analysis 
D)  Most Likely Sales (MLS) analysis 
E)  Least Likely Sales (LLS) analysis

Question 14

Keeping commitments is essential for successful teamwork.

Accepted Answer

A) True 
 B)False

Question 15

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

Accepted Answer

A) True 
 B)False

Question 16

A goal of selling $30,000 in products to an account over the next 12 months is an example of a sales call goal.

Accepted Answer

A) True 
 B)False

Question 17

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

The answer of Julie, a salesperson, has just set as...

Question 18

When a team member makes a mistake, he/she should apologize even if it's insincere.

Accepted Answer

A) True 
 B)False

Question 19

Effective goals are those that are easy for salespeople to obtain.

Accepted Answer

A) True 
 B)False

Question 20

Although some internal partnerships are important, it is unlikely that salespeople would ever need to form relationships with personnel working in the selling organization's shipping and transportation area.

Accepted Answer

A) True 
 B)False

Most selling technology is expensive and not really needed by most salespeople.

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

________ goals should be set immediately prior to territory goals.

An effective plan works like a map showing the way from where you are to where you want to go - your objectives.

A salesperson's annual territory sales goals should be dependent upon his/her annual account sales goals.

Which of the following is not a source of information a salesperson can access when engaged in territory analysis and account classification?

Once salespeople are fully trained, they rarely need to "team-up" with anyone from inside the company.

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

The last stage of Self-Leadership is:

"Smart" sales force automation tools that analyze data on past customer behavior, cross-selling opportunities, and demographics to identify areas of opportunity are referred to collectively as?

A salesperson's desire to sell a certain amount of product to one customer or account in order to achieve territory and personal goals is called a/an ___________ goal.

Selling technology and automation have little to do with a salesperson's success.

Suppose a salesperson is classifying accounts based on the level of sales potential and strength of relationship (buyer-seller).Which common method for classifying accounts is the salesperson using?

Keeping commitments is essential for successful teamwork.

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

A goal of selling $30,000 in products to an account over the next 12 months is an example of a sales call goal.

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.

When a team member makes a mistake, he/she should apologize even if it's insincere.

Effective goals are those that are easy for salespeople to obtain.

Although some internal partnerships are important, it is unlikely that salespeople would ever need to form relationships with personnel working in the selling organization's shipping and transportation area.

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: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Sales Management and Sales 2.0

Filters

Exam 10: Adding Value: Self-Leadership and Teamwork

Most selling technology is expensive and not really needed by most salespeople.

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

________ goals should be set immediately prior to territory goals.

An effective plan works like a map showing the way from where you are to where you want to go - your objectives.

A salesperson's annual territory sales goals should be dependent upon his/her annual account sales goals.

Which of the following is not a source of information a salesperson can access when engaged in territory analysis and account classification?

Once salespeople are fully trained, they rarely need to "team-up" with anyone from inside the company.

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

The last stage of Self-Leadership is:

"Smart" sales force automation tools that analyze data on past customer behavior, cross-selling opportunities, and demographics to identify areas of opportunity are referred to collectively as?

A salesperson's desire to sell a certain amount of product to one customer or account in order to achieve territory and personal goals is called a/an ___________ goal.

Selling technology and automation have little to do with a salesperson's success.

Suppose a salesperson is classifying accounts based on the level of sales potential and strength of relationship (buyer-seller).Which common method for classifying accounts is the salesperson using?

Keeping commitments is essential for successful teamwork.

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

A goal of selling $30,000 in products to an account over the next 12 months is an example of a sales call goal.

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.

When a team member makes a mistake, he/she should apologize even if it's insincere.

Effective goals are those that are easy for salespeople to obtain.

Although some internal partnerships are important, it is unlikely that salespeople would ever need to form relationships with personnel working in the selling organization's shipping and transportation area.

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: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Sales Management and Sales 2.0

Filters