Question 1

Which of the following is not one of the types of software applications a salesperson is likely to use when taking advantage of computer technology?
A) Presentation graphics
B) Word processing
C) Customer Relationship Management
D) Spreadsheets
E) They're likely to take advantage of all the above

Accepted Answer

A salesperson is likely to use all the listed types of software applications when taking advantage of computer technology. Presentation graphics can be used to create visually appealing presentations to showcase products or services, word processing can be used to create proposals or product descriptions, Customer Relationship Management (CRM) software can be used to manage customer information and interactions, and spreadsheets can be used for tracking sales data and forecasting.

Question 2

Which of the following is not a type of internal partnership?
A) Sales partnerships
B) Marketing partnerships
C) Administrative support partnerships
D) Transportation partnerships
E) All of the above are types of internal partnerships

Accepted Answer

The answer of Which of the following is not a...

Question 3

Setting objectives is a critical component of self-leadership.

Accepted Answer

Setting objectives helps individuals take control of their own direction and work towards achieving their goals. It is one of the key components of self-leadership.

Question 4

The first stage of self-leadership is territory analysis.

Accepted Answer

The answer of The first stage of self-leadership is territory...

Question 5

Which of the following is not one of the six teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships?
A) Understanding the other individuals
B) Attending to the little things
C) Keeping commitments
D) Expecting the best from each member
E) Clarifying expectations

Accepted Answer

The five teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships are understanding the other individuals, attending to the little things, keeping commitments, clarifying expectations, and seeking feedback. "Expecting the best from each member" is not one of the listed skills.

Question 6

What is another name for a company's internal Internet?
A) Mainframe
B) Intranet
C) Local Area Network (LAN)
D) Extranet
E) None of the above

Accepted Answer

An intranet is a private network within a company or organization that functions similarly to the Internet but is only accessible to authorized personnel. It is used for communication, collaboration, and sharing of resources within the company. Mainframe refers to a large and centralized computer system typically used by large organizations, LAN refers to a network that connects devices within a limited area such as an office or building, and an extranet is a network that allows limited access to external users or partners.

Question 7

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

Accepted Answer

Effective goals should challenge salespeople to strive for improvement and growth, not be too easy to achieve. Setting easily attainable goals can lead to complacency and a lack of motivation. However, the goals should still be realistic and achievable with effort and hard work.

Question 8

Successful teamwork usually results in synergy.Which of the following best describes what this means?
A) The output of the individuals is combined or "syn"thesized to increase productivity.
B) Working in teams saves energy.
C) The outcomes and results are greater for all parties than would be possible with multiple individuals acting independent of one another.
D) The outcomes and results are evenly shared among members resulting in greater harmony than would be possible with multiple individuals acting independent of one another.
E) None of the above are correct

Accepted Answer

Synergy means that the combined results or outcomes of the teamwork are greater than what would be possible with each individual working separately. This suggests that working in a team can create greater success than working independently.

Question 9

Which of the following is not one of the six teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships?
A) Understanding the other individuals
B) Attending to the little things
C) Keeping commitments
D) Clarifying expectations
E) Each of the above is one the six teamwork skills

Accepted Answer

Each of the four options listed (understanding the other individuals, attending to the little things, keeping commitments, and clarifying expectations) is one of the six teamwork skills that salespeople must learn and apply in building internal partnerships. Therefore, the answer is E.

Question 10

Which of the following is not a type of internal partnership?
A) Sales partnerships
B) Marketing partnerships
C) Administrative support partnerships
D) Management partnerships
E) Transportation partnerships

Accepted Answer

The answer of Which of the following is not a...

Question 11

It is very likely that you are either working in a group currently, or will before your formal education is complete.Which of the following things should you do to improve your value as a team member?
A) Show personal integrity
B) Apologize sincerely when a mistake is made
C) Keep commitments
D) Clarify expectations
E) You should do all of the above

Accepted Answer

All of the above are important to improve your value as a team member. Showing personal integrity builds trust with your teammates, apologizing sincerely when a mistake is made shows accountability and ownership, keeping commitments helps establish reliability, and clarifying expectations ensures everyone is on the same page and reduces misunderstandings. Doing all of these things will make you a valuable member of any team.

Question 12

What is another name for a company's internal Internet that is securely linked up with its major customers and suppliers?
A) Mainframe
B) Intranet
C) Wide Area Network (WAN)
D) Extranet
E) None of the above

Accepted Answer

An extranet is a private network that is securely linked up with a company's major customers and suppliers, allowing them to access certain parts of the company's internal systems and information. It is a type of network that extends the company's internal intranet out to authorized external parties.

Question 13

Suppose you are salesperson for a company that manufactures and sells industrial equipment.Two or three of your key accounts periodically have special delivery needs that are difficult to accommodate.Which of the following represents the action you should probably take to avoid losing the accounts by ensuring customer satisfaction among them?
A) Form a close partnership with your customer service department and have them alert you when these customers complain because their special delivery needs cannot be met.
B) Work closely with these key accounts and explain to them the difficulty in meeting their special delivery requirements.
C) Form a close partnership with individuals in the marketing department to design special marketing incentives that will offset your company's inability to meet the special delivery requirements of those key accounts.
D) Form a close partnership with individuals involved in order fulfillment (e.g., shipping and transportation) in an effort to make sure they are committed to meeting the special delivery requirements of those key accounts.
E) None of the above is appropriate.

Accepted Answer

Forming a partnership with individuals involved in order fulfillment will help ensure that the special delivery needs of the key accounts are met. This is a proactive approach that addresses the root of the problem rather than just reacting to complaints from customers. Working closely with the customer service department (option A) or marketing department (option C) may help with customer satisfaction, but will not solve the underlying delivery issue. Explaining the difficulty in meeting the requirements (option B) may not appease the customers and could potentially cause them to seek other suppliers.

Question 14

Steve is looking for a way to analyze customer data from his territory in an effort to identify new opportunities for sales revenue growth. _______________ could help Steve with this task.
A) Conducting a sales audit
B) Cloud computing
C) Sales call auditing software
D) Deal analytics
E) Customer Relationship Management

Accepted Answer

Customer Relationship Management (CRM) systems can help Steve analyze customer data to identify new sales opportunities by providing insights into customer behavior, preferences, and trends.

Question 15

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

Accepted Answer

These tools are commonly known as deal analytics, as they help sales teams identify new opportunities and analyze past deals to optimize future sales strategies. While they may be a part of a broader CRM or sales force automation system, they specifically focus on data analysis for improving sales performance.

Question 16

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

Accepted Answer

Effective goals need to have a specific and measurable time frame attached to them, otherwise there is no sense of urgency or accountability for achieving the goal. While goals should be challenging, they also need to be achievable within a reasonable time frame.

Question 17

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

Accepted Answer

The leapfrog plan is the best option when the territory is large and accounts are clustered in several widely dispersed groups. This plan involves skipping over some accounts in order to efficiently cover the entire territory. It helps salespeople save time by reducing travel time and increasing productivity.

Question 18

Which of the following statements about sales technology automation is untrue?
A) Many sales managers believe that the best salespeople are those who stay up with changes in, and developments of technologies with selling applications.
B) Sales force automation tools allow salespeople to expand their available resources for enhanced selling performance and outcomes.
C) For most salespeople, the use of sales technology improves their efficiency and productivity while reducing their creativity and ability to innovate.
D) Selling technology is changing rapidly.
E) All the above are true.

Accepted Answer

The statement that the use of sales technology reduces creativity and ability to innovate for most salespeople is not true. While some salespeople may rely too heavily on technology and become less creative, the use of sales technology can also enhance creativity by providing new insights and data for sales strategies.

Question 19

What is the last stage of the five stages of self-leadership?
A) Setting goals and objectives
B) Implementation of strategies
C) Taking advantage of technology
D) Assessment and evaluation
E) Motivating others

Accepted Answer

The last stage of the five stages of self-leadership is assessment and evaluation. This stage involves reflecting on the progress made towards achieving the set goals and objectives, identifying areas that need improvement, and making necessary adjustments to enhance future performance.

Question 20

Offices set up at multiple locations where salespeople can access a wide range of selling technologies are called:
A) Web-based offices
B) High-tech sales support offices
C) Sales 2.O clouds
D) Extranet-enabled offices
E) None of the above

Accepted Answer

Offices set up at multiple locations where salespeople can access a wide range of selling technologies are called high-tech sales support offices. These offices are equipped with advanced tools and technologies that help salespeople to effectively engage with customers, manage sales activities, and close deals. They may also provide training and support to salespeople, as well as access to customer data and analytics.

Quiz 10: Adding Value: Self-Leadership and Teamwork

Which of the following is not one of the types of software applications a salesperson is likely to use when taking advantage of computer technology?

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

Setting objectives is a critical component of self-leadership.

The first stage of self-leadership is territory analysis.

Which of the following is not one of the six teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships?

What is another name for a company's internal Internet?

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

Successful teamwork usually results in synergy.Which of the following best describes what this means?

Which of the following is not one of the six teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships?

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

It is very likely that you are either working in a group currently, or will before your formal education is complete.Which of the following things should you do to improve your value as a team member?

What is another name for a company's internal Internet that is securely linked up with its major customers and suppliers?

Steve is looking for a way to analyze customer data from his territory in an effort to identify new opportunities for sales revenue growth. _______________ could help Steve with this task.

"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?

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

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?

Which of the following statements about sales technology automation is untrue?

What is the last stage of the five stages of self-leadership?

Offices set up at multiple locations where salespeople can access a wide range of selling technologies are called: