Question 1

The process of surveying an area to determine customers and prospects that are most likely to buy is referred to as account classification.

Accepted Answer

A) True 
 B)False

Question 2

It is not uncommon for salespeople to find that 20% of their customers generate __% of their sales potential.

Accepted Answer

The answer of It is not uncommon for salespeople to...

Question 3

Which of the following is not a type of internal partnership?

Accepted Answer

A)  Sales partnerships 
B)  Marketing partnerships 
C)  Administrative support partnerships 
D)  Transportation partnerships 
E)  All of the above are types of internal partnerships 
A)  Sales partnerships 
B)  Marketing partnerships 
C)  Administrative support partnerships 
D)  Transportation partnerships 
E)  All of the above are types of internal partnerships

Question 4

Rhonda is attempting to classify a new account. She believes the account could be very profitable, but she also believes she is in a weak competitive position. Which of the following best represents what Rhonda's selling effort strategy should be?

Accepted Answer

A)  Assign the account to a telemarketer until a breakthrough is made. 
B)  Make a heavy investment in the selling effort in an attempt to strengthen her competitive position. 
C)  Allocate a small portion of her time to the account until her competitive position improves. 
D)  Avoid calling on the account until her competitive position improves. 
E)  Attempt to maintain her competitive position while prospecting for new accounts. 
A)  Assign the account to a telemarketer until a breakthrough is made. 
B)  Make a heavy investment in the selling effort in an attempt to strengthen her competitive position. 
C)  Allocate a small portion of her time to the account until her competitive position improves. 
D)  Avoid calling on the account until her competitive position improves. 
E)  Attempt to maintain her competitive position while prospecting for new accounts.

Question 5

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 6

Based on the interdependence of the four types of salesperson goals, what should a salesperson's sales call goals be based on?

Accepted Answer

A)  Company goals 
B)  Personal goals 
C)  Sales call goals 
D)  Account goals 
E)  Territory goals 
A)  Company goals 
B)  Personal goals 
C)  Sales call goals 
D)  Account goals 
E)  Territory goals

Question 7

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 is accurate. 
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 is accurate.

Question 8

Connie's accounts are evenly dispersed throughout her territory. She should probably utilize the circular route pattern when creating her territory routing plan.

Accepted Answer

A) True 
 B)False

Question 9

During the process of account classification, it is not uncommon for salespeople to find ________?

Accepted Answer

A)  60 percent of their customers generate 30 percent of their sales potential. 
B)  20 percent of their customers generate 80 percent of their sale potential. 
C)  50 percent of their customers are high volume customers and 50 percent are low volume customers. 
D)  Most accounts can be classified into one of two categories. 
E)  Several accounts that generate little sales potential and even fewer that generate high sales potential. 
A)  60 percent of their customers generate 30 percent of their sales potential. 
B)  20 percent of their customers generate 80 percent of their sale potential. 
C)  50 percent of their customers are high volume customers and 50 percent are low volume customers. 
D)  Most accounts can be classified into one of two categories. 
E)  Several accounts that generate little sales potential and even fewer that generate high sales potential.

Question 10

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability "___________ sincerely when a mistake is made."

Accepted Answer

The answer of One of the six teamwork skills salespeople...

Question 11

___________ is a territory routing plan in which the salesperson, on each trip, works a different part of the territory and travels in a circular loop back to the starting point.

Accepted Answer

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

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

Effective sales plans should be rigid once established.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is not a type of internal partnership?

Accepted Answer

A)  Sales partnerships 
B)  Marketing partnerships 
C)  Administrative support partnerships 
D)  Management partnerships 
E)  Transportation partnerships 
A)  Sales partnerships 
B)  Marketing partnerships 
C)  Administrative support partnerships 
D)  Management partnerships 
E)  Transportation partnerships

The process of surveying an area to determine customers and prospects that are most likely to buy is referred to as account classification.

It is not uncommon for salespeople to find that 20% of their customers generate __% of their sales potential.

Which of the following is not a type of internal partnership?

Rhonda is attempting to classify a new account. She believes the account could be very profitable, but she also believes she is in a weak competitive position. Which of the following best represents what Rhonda's selling effort strategy should be?

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.

Based on the interdependence of the four types of salesperson goals, what should a salesperson's sales call goals be based on?

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?

Connie's accounts are evenly dispersed throughout her territory. She should probably utilize the circular route pattern when creating her territory routing plan.

During the process of account classification, it is not uncommon for salespeople to find ________?

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability "___________ sincerely when a mistake is made."

___________ is a territory routing plan in which the salesperson, on each trip, works a different part of the territory and travels in a circular loop back to the starting point.

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

Effective sales plans should be rigid once established.

Which of the following is not a type of internal partnership?

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

Filters

Exam 10: Adding Value: Self-Leadership and Teamwork

The process of surveying an area to determine customers and prospects that are most likely to buy is referred to as account classification.

It is not uncommon for salespeople to find that 20% of their customers generate __% of their sales potential.

Which of the following is not a type of internal partnership?

Rhonda is attempting to classify a new account. She believes the account could be very profitable, but she also believes she is in a weak competitive position. Which of the following best represents what Rhonda's selling effort strategy should be?

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.

Based on the interdependence of the four types of salesperson goals, what should a salesperson's sales call goals be based on?

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?

Connie's accounts are evenly dispersed throughout her territory. She should probably utilize the circular route pattern when creating her territory routing plan.

During the process of account classification, it is not uncommon for salespeople to find ________?

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability "___________ sincerely when a mistake is made."

___________ is a territory routing plan in which the salesperson, on each trip, works a different part of the territory and travels in a circular loop back to the starting point.

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

Effective sales plans should be rigid once established.

Which of the following is not a type of internal partnership?

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

Filters