Question 1

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

Accepted Answer

A)  Attending to the little things 
B)  Focusing on one's own goal 
C)  Setting personal goals 
D)  Driving a win or lose situation 
E)  Making the maximum number of sales calls 
A)  Attending to the little things 
B)  Focusing on one's own goal 
C)  Setting personal goals 
D)  Driving a win or lose situation 
E)  Making the maximum number of sales calls

Question 2

Which of the following is a difference between the straight-line routing pattern and the cloverleaf routing pattern?

Accepted Answer

A)  With a straight-line pattern, salespeople move in a straight line until they change their direction, whereas the cloverleaf routing pattern moves across different parts of the territory in a series of circular loops. 
B)  With a straight-line pattern, salespeople proceed in a single direction, whereas the cloverleaf routing pattern changes its direction after every account. 
C)  A straight-line pattern is best applied when a territory is large, whereas the cloverleaf routing pattern is best applied when a territory is small. 
D)  A straight-line pattern is best used in urban areas, whereas the cloverleaf routing pattern is best used in rural areas. 
E)  A straight-line pattern is best used when accounts are equidistant to each other, whereas the cloverleaf routing pattern is best used when accounts are concentrated to one point of the territory. 
A)  With a straight-line pattern, salespeople move in a straight line until they change their direction, whereas the cloverleaf routing pattern moves across different parts of the territory in a series of circular loops. 
B)  With a straight-line pattern, salespeople proceed in a single direction, whereas the cloverleaf routing pattern changes its direction after every account. 
C)  A straight-line pattern is best applied when a territory is large, whereas the cloverleaf routing pattern is best applied when a territory is small. 
D)  A straight-line pattern is best used in urban areas, whereas the cloverleaf routing pattern is best used in rural areas. 
E)  A straight-line pattern is best used when accounts are equidistant to each other, whereas the cloverleaf routing pattern is best used when accounts are concentrated to one point of the territory.

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

In the context of territory routing plans, a circular routing plan is best used when:

Accepted Answer

A)  accounts are evenly dispersed throughout the territory. 
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 held in major metropolitan areas. 
E)  accounts are highly concentrated with locations controlled by a grid of city blocks. 
A)  accounts are evenly dispersed throughout the territory. 
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 held in major metropolitan areas. 
E)  accounts are highly concentrated with locations controlled by a grid of city blocks.

Question 5

_____ , also referred to as ABC analysis, is the simplest and most often used method for account classification.

Accepted Answer

A)  Single-factor analysis 
B)  Territory analysis 
C)  Predictive analysis 
D)  Portfolio Analysis 
E)  Two-factor analysis 
A)  Single-factor analysis 
B)  Territory analysis 
C)  Predictive analysis 
D)  Portfolio Analysis 
E)  Two-factor analysis

Question 6

Establishing priorities in the form of objectives is a critical component of self-leadership.

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

On each trip of _____, a salesperson works a different part of the territory and travels in a circular loop back to the starting point.

Accepted Answer

A)  a circular routing plan 
B)  the cloverleaf routing plan 
C)  a straight-line routing plan 
D)  the leapfrog routing plan 
E)  a major city routing plan 
A)  a circular routing plan 
B)  the cloverleaf routing plan 
C)  a straight-line routing plan 
D)  the leapfrog routing plan 
E)  a major city routing plan

Question 9

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.

Accepted Answer

A) True 
 B)False

Question 10

In single-factor analysis, accounts are typically classified based on _____.

Accepted Answer

A)  sales potential 
B)  customer relationship 
C)  production costs 
D)  market trends 
E)  profit margins 
A)  sales potential 
B)  customer relationship 
C)  production costs 
D)  market trends 
E)  profit margins

Question 11

In the context of sales territory routing plans, the cloverleaf routing plan is best used when:

Accepted Answer

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 held in major metropolitan areas. 
E)  accounts are highly concentrated with locations controlled by a grid of city blocks. 
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 held in major metropolitan areas. 
E)  accounts are highly concentrated with locations controlled by a grid of city blocks.

Question 12

Kim, a salesperson, has set an annual sales target of $350,000 for herself . However, she rarely devotes any time to strategize plans to achieve her target. In this scenario, Kim is:

Accepted Answer

A)  most likely to be successful. 
B)  less likely to be an effective self-leader. 
C)  most likely to incorporate technology in her sales techniques. 
D)  an efficient route planner. 
E)  less likely to minimize the effectiveness of her resources. 
A)  most likely to be successful. 
B)  less likely to be an effective self-leader. 
C)  most likely to incorporate technology in her sales techniques. 
D)  an efficient route planner. 
E)  less likely to minimize the effectiveness of her resources.

Question 13

Which of the following goals must a salesperson achieve in order to achieve territory goals?

Accepted Answer

A)  Qualitative goals 
B)  Personal goals 
C)  Account goals 
D)  Organizational goals 
E)  Conversion goals 
A)  Qualitative goals 
B)  Personal goals 
C)  Account goals 
D)  Organizational goals 
E)  Conversion goals

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is a difference between a circular routing pattern and the leapfrog routing pattern?

Accepted Answer

A)  A circular routing pattern moves across different parts of the territory in a series of circular loops, whereas the leapfrog routing pattern covers the territory in an equilateral triangle. 
B)  A circular routing pattern proceeds in a clockwise direction, whereas the leapfrog routing pattern proceeds in an anticlockwise direction. 
C)  A circular routing pattern is best applied when a territory is large, whereas the leapfrog routing pattern is best applied when a territory is small. 
D)  A circular routing pattern is best used in urban areas, whereas the leapfrog routing pattern is best used in rural areas. 
E)  A circular pattern is best used when accounts are evenly dispersed across the territory, whereas the leapfrog routing pattern is best used when accounts are clustered into several widely dispersed groups. 
A)  A circular routing pattern moves across different parts of the territory in a series of circular loops, whereas the leapfrog routing pattern covers the territory in an equilateral triangle. 
B)  A circular routing pattern proceeds in a clockwise direction, whereas the leapfrog routing pattern proceeds in an anticlockwise direction. 
C)  A circular routing pattern is best applied when a territory is large, whereas the leapfrog routing pattern is best applied when a territory is small. 
D)  A circular routing pattern is best used in urban areas, whereas the leapfrog routing pattern is best used in rural areas. 
E)  A circular pattern is best used when accounts are evenly dispersed across the territory, whereas the leapfrog routing pattern is best used when accounts are clustered into several widely dispersed groups.

Question 16

Salespeople, sales managers, and customers are unanimous in their agreement that the best salespeople are those who:

Accepted Answer

A)  prefer traditional selling methods and minimize the use of technology. 
B)  schedule multiple meetings with customers to influence a purchase decision. 
C)  adapt to changes in technologies with selling applications. 
D)  request for repeated feedback from customers. 
E)  adopt the single-factor analysis method for accounts classification. 
A)  prefer traditional selling methods and minimize the use of technology. 
B)  schedule multiple meetings with customers to influence a purchase decision. 
C)  adapt to changes in technologies with selling applications. 
D)  request for repeated feedback from customers. 
E)  adopt the single-factor analysis method for accounts classification.

Question 17

Kayla, a salesperson, suggests to her team that a 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?

Accepted Answer

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. 
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 18

_____ are a special form of intranet that is still for proprietary and restricted use but links to specific suppliers and customers to allow them controlled and secure access to an organization's network to facilitate communication and exchange.

Accepted Answer

A)  Cybernets 
B)  Wide area networks 
C)  Intercoms 
D)  Local area networks 
E)  Extranets 
A)  Cybernets 
B)  Wide area networks 
C)  Intercoms 
D)  Local area networks 
E)  Extranets

Question 19

_____ 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.

Accepted Answer

A)  A circular routing plan 
B)  The cloverleaf routing plan 
C)  A straight-line routing plan 
D)  The leapfrog routing plan 
E)  A major city routing plan 
A)  A circular routing plan 
B)  The cloverleaf routing plan 
C)  A straight-line routing plan 
D)  The leapfrog routing plan 
E)  A major city routing plan

Question 20

_____ are defined as relationships that salespeople have with other individuals in their own company.

Accepted Answer

A)  External relationships 
B)  Internal relationships 
C)  Long-term relationships 
D)  Short-term relationships 
E)  Courtship relationships 
A)  External relationships 
B)  Internal relationships 
C)  Long-term relationships 
D)  Short-term relationships 
E)  Courtship relationships

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

Which of the following is a difference between the straight-line routing pattern and the cloverleaf routing pattern?

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

In the context of territory routing plans, a circular routing plan is best used when:

_____ , also referred to as ABC analysis, is the simplest and most often used method for account classification.

Establishing priorities in the form of objectives is a critical component of self-leadership.

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

On each trip of _____, a salesperson works a different part of the territory and travels in a circular loop back to the starting point.

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.

In single-factor analysis, accounts are typically classified based on _____.

In the context of sales territory routing plans, the cloverleaf routing plan is best used when:

Kim, a salesperson, has set an annual sales target of $350,000 for herself . However, she rarely devotes any time to strategize plans to achieve her target. In this scenario, Kim is:

Which of the following goals must a salesperson achieve in order to achieve territory goals?

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

Which of the following is a difference between a circular routing pattern and the leapfrog routing pattern?

Salespeople, sales managers, and customers are unanimous in their agreement that the best salespeople are those who:

Kayla, a salesperson, suggests to her team that a 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?

_____ are a special form of intranet that is still for proprietary and restricted use but links to specific suppliers and customers to allow them controlled and secure access to an organization's network to facilitate communication and exchange.

_____ 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.

_____ are defined as relationships that salespeople have with other individuals in their own company.

Overview of Personal Selling

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialog

Planning Sales Dialog and Presentations

Sales Dialog: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Filters

Exam 10: Adding Value: Self-Leadership and Teamwork

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

Which of the following is a difference between the straight-line routing pattern and the cloverleaf routing pattern?

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

In the context of territory routing plans, a circular routing plan is best used when:

_____ , also referred to as ABC analysis, is the simplest and most often used method for account classification.

Establishing priorities in the form of objectives is a critical component of self-leadership.

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

On each trip of _____, a salesperson works a different part of the territory and travels in a circular loop back to the starting point.

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.

In single-factor analysis, accounts are typically classified based on _____.

In the context of sales territory routing plans, the cloverleaf routing plan is best used when:

Kim, a salesperson, has set an annual sales target of $350,000 for herself . However, she rarely devotes any time to strategize plans to achieve her target. In this scenario, Kim is:

Which of the following goals must a salesperson achieve in order to achieve territory goals?

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

Which of the following is a difference between a circular routing pattern and the leapfrog routing pattern?

Salespeople, sales managers, and customers are unanimous in their agreement that the best salespeople are those who:

Kayla, a salesperson, suggests to her team that a 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?

_____ are a special form of intranet that is still for proprietary and restricted use but links to specific suppliers and customers to allow them controlled and secure access to an organization's network to facilitate communication and exchange.

_____ 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.

_____ are defined as relationships that salespeople have with other individuals in their own company.

Overview of Personal Selling

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialog

Planning Sales Dialog and Presentations

Sales Dialog: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Filters