Question 1

_____ are tools that streamline the sales process, generate improved selling opportunities, facilitate cross-functional teaming and intraorganizational communication, and enhance communication and follow-up with customers.
A) Territory routing software
B) Portfolio analysis tools
C) Account and sales call goal planners
D) Single-factor analysis tools
E) Selling technology and automation

Accepted Answer

The answer of _____ are tools that streamline the sales...

Question 2

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

Accepted Answer

Adapting to changes in technologies with selling applications is crucial for salespeople to stay relevant and effective in today's rapidly evolving market. This allows them to leverage new tools and platforms to better understand customer needs, streamline the sales process, and ultimately close more deals.

Question 3

The use of Internet- and intranet-based technologies:
A) fails to build customer relationships.
B) decreases productivity.
C) increases sales meeting durations.
D) shortens the sales cycle.
E) circumvents the need for sales presentations.

Accepted Answer

The use of Internet- and intranet-based technologies can significantly shorten the sales cycle by providing instant access to product information, enabling faster communication, and facilitating quicker decision-making processes.

Question 4

_____ integrate multiple communication and customer contact channels-including the Web, e-mail, call center, and social media applications in order to maximize client interactions.
A) Customer relationship management applications
B) Mobile sales technologies
C) Deal analytics
D) High-tech sales support offices
E) Internal sales partnership

Accepted Answer

Customer relationship management (CRM) applications are designed to integrate various communication and customer contact channels, such as the Web, e-mail, call center, and social media applications, to enhance and maximize client interactions.

Question 5

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

Accepted Answer

A circular routing plan is most effective when accounts are evenly dispersed throughout the territory, allowing for efficient travel and coverage by moving in a circular pattern.

Question 6

Salespeople who follow _____ work accounts clustered in one location and then jump to a different cluster of accounts.
A) a straight-line territory routing plan
B) the cloverleaf territory routing plan
C) a circular territory routing plan
D) a major city territory routing plan
E) the leapfrog territory routing plan

Accepted Answer

The leapfrog territory routing plan involves salespeople working accounts that are clustered in one location before jumping to a different cluster of accounts, much like a frog leaps from one spot to another. This approach allows for focused work within one area before moving on to another distinct area.

Question 7

Deal analytics utilize _____ to access and analyze data on past customer behavior, cross selling opportunities, and demographics to identify areas of opportunity and high interest to a customer.
A) portfolio analysis
B) high-tech sales support offices
C) mobile customer relationship management systems
D) territory routing plans
E) internal relationships

Accepted Answer

Mobile customer relationship management systems are designed to access and analyze data on past customer behavior, cross-selling opportunities, and demographics. This helps in identifying areas of opportunity and high interest to customers by leveraging the mobility and flexibility of these systems to gather and process information in real-time.

Question 8

In the context of territory routing plans, the leapfrog routing plan is best applied when:
A) accounts are evenly dispersed throughout the territory.
B) accounts are clustered into several widely dispersed groups.
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.

Accepted Answer

The leapfrog routing plan is best applied when accounts are clustered into several widely dispersed groups, allowing for efficient travel between these clusters.

Question 9

After developing strategies and plans, Alice, a salesperson, was asked to analyze her customers' past behavior, cross selling opportunities, and demographics to identify areas of opportunity and high interest to customers. In this scenario, which of the following should Alice use to perform this task?
A) Deal analytics
B) ABC analysis
C) Portfolio analysis
D) Two-factor analysis
E) Security analytics

Accepted Answer

Deal analytics involves analyzing customer data, including past behavior and demographics, to identify sales opportunities and areas of high interest, making it suitable for Alice's task.

Question 10

Which of the following is a user-friendly program that provides salespeople with a convenient option to catalog, search, and access comprehensive information regarding individual accounts?
A) Human capital management software applications
B) Customer relationship management software applications
C) Product lifecycle management  software applications
D) Enterprise resource planning  software applications
E) Advanced planning and optimization  software applications

Accepted Answer

Customer relationship management (CRM) software applications are designed to help businesses manage their interactions with current and potential customers. They provide salespeople with tools for organizing, tracking, and managing customer information, making it easier to access comprehensive details about individual accounts, which enhances the sales process and customer service.

Question 11

RidgeCut is a manufacturing company that has several stakeholders all over the world. The company maintains a secure website which is password protected and is not accessible to people outside the organization. Since this affects the company's marketing opportunities, RidgeCut decides to provide secured access to their stakeholders. In this case, RidgeCut should use _____.
A) wide area networks
B) cybernets
C) local area networks
D) extranets
E) metropolitan area networks

Accepted Answer

Extranets are used to provide secure access to a company's network for external users, such as stakeholders, without granting them access to the entire internal network. This makes it an ideal solution for RidgeCut to share specific information securely with its stakeholders worldwide.

Question 12

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

Accepted Answer

The leapfrog routing pattern is designed to efficiently cover territories where accounts are clustered into several widely dispersed groups, by "leaping" over areas with no accounts to focus on the clusters. The circular routing pattern, on the other hand, is more suited for territories where accounts are evenly dispersed, as it moves in circular loops to cover the area systematically.

Question 13

Mobile CRM applications utilize _____ access to enable users to view, create, and modify data on any Internet-capable device
A) local area networks
B) virtual private networks
C) wireless broadband
D) dial-up networks
E) wide area networks

Accepted Answer

Mobile CRM applications primarily rely on wireless broadband access to enable users to access, view, create, and modify data on any Internet-capable device, providing the necessary speed and flexibility for mobile access.

Question 14

Which of the following is true of deal analytics?
A) It is used for analyzing accounts that allow two factors to be considered simultaneously.
B) It is used to access and compare competitive information such as pricing and bundled offers.
C) It is used for analyzing accounts that are based on the level of the sales potential.
D) It is used for providing wireless connectivity to salespeople to access customer relevant information.
E) It is used in developing territory routing patterns.

Accepted Answer

Deal analytics involves accessing and comparing competitive information, such as pricing and bundled offers, to make informed decisions in sales negotiations.

Question 15

In a major city routing plan, the territory is split into a series of geometric shapes reflecting each one's concentration. Identify a true statement about accounts in the major city routing pattern.
A) Accounts in downtown segments are placed in a square area.
B) Accounts in downtown segments are placed in a triangle area.
C) Accounts in outlying segments are placed in a rectangle area.
D) Accounts in outlying segments are worked in a leapfrog pattern.
E) Accounts in downtown segments are worked in a cloverleaf pattern.

Accepted Answer

Accounts in downtown segments are placed in a square area.

Question 16

Which of the following is most likely to generate buyer loyalty?
A) Effective use of visual aids in a sales presentation
B) Effective customer relationship
C) Gradual decrease of product and service cost
D) Effective use of technology in the sales process
E) Timely evaluation of the salesperson's performance

Accepted Answer

Effective customer relationships are key to generating buyer loyalty because they build trust and satisfaction, encouraging customers to return and make future purchases.

Question 17

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

Accepted Answer

Extranets are designed to extend the reach of an organization's intranet to selected external users, such as suppliers and customers, providing them with controlled access to the organization's private network for secure communication and information exchange.

Question 18

Salesforce.com, Microsoft Dynamics, and SalesLogix are examples of _____.
A) territory analysis and account classification tools
B) mobile salesperson customer relationship management solutions
C) internal sales partnerships
D) d eal analytics
E) high-tech sales support offices

Accepted Answer

These are examples of customer relationship management (CRM) solutions, which are used by salespeople to manage and analyze customer interactions and data throughout the customer lifecycle.

Question 19

Salespeople who follow _____ work downtown on a basis of street grids and work outlying areas using a cloverleaf or straight-line pattern.
A) a straight-line territory routing pattern
B) the cloverleaf territory routing pattern
C) a circular territory routing pattern
D) a major city territory routing pattern
E) the leapfrog territory routing pattern

Accepted Answer

Salespeople who follow a major city territory routing pattern work downtown on a basis of street grids and work outlying areas using a cloverleaf or straight-line pattern.

Question 20

In the context of tapping technology and automation, desktops, notebooks, laptops, tablets, and smartphones are examples of _____.
A) mobile sales technology
B) customer relationship management
C) deal analytics
D) high-tech sales support offices
E) secured networks

Accepted Answer

These devices are examples of mobile sales technology, as they enable sales professionals to access information and communicate with clients from anywhere, enhancing mobility and productivity in sales activities.

Quiz 10: Adding Value: Self-Leadership and Teamwork

_____ are tools that streamline the sales process, generate improved selling opportunities, facilitate cross-functional teaming and intraorganizational communication, and enhance communication and follow-up with customers.

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

The use of Internet- and intranet-based technologies:

_____ integrate multiple communication and customer contact channels-including the Web, e-mail, call center, and social media applications in order to maximize client interactions.

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

Salespeople who follow _____ work accounts clustered in one location and then jump to a different cluster of accounts.

Deal analytics utilize _____ to access and analyze data on past customer behavior, cross selling opportunities, and demographics to identify areas of opportunity and high interest to a customer.

In the context of territory routing plans, the leapfrog routing plan is best applied when:

Which of the following is a user-friendly program that provides salespeople with a convenient option to catalog, search, and access comprehensive information regarding individual accounts?

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

Mobile CRM applications utilize _____ access to enable users to view, create, and modify data on any Internet-capable device

Which of the following is true of deal analytics?

In a major city routing plan, the territory is split into a series of geometric shapes reflecting each one's concentration. Identify a true statement about accounts in the major city routing pattern.

Which of the following is most likely to generate buyer loyalty?

_____ 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.

Salesforce.com, Microsoft Dynamics, and SalesLogix are examples of _____.

Salespeople who follow _____ work downtown on a basis of street grids and work outlying areas using a cloverleaf or straight-line pattern.

In the context of tapping technology and automation, desktops, notebooks, laptops, tablets, and smartphones are examples of _____.