Deck 10: Adding Value: Self-Leadership and Teamwork

Question 1

Properly developed goals are _____.

A) easy to achieve and profit oriented
B) spontaneous and creative
C) flexible and accommodating
D) specific and quantifiable
E) tested and proven

Answer 1

D

Question 2

For a salesperson, achieving personal goals depends directly upon achieving his or her _____.

A) qualitative goals
B) conversion goals
C) emotional goals
D) organizational goals
E) territory goals

Answer 2

E

Question 3

Dave is a sales executive at Windsor Stock. His tasks include finding the customers and prospects who would buy the company's products, locating them, and to pinpoint those who can influence purchase decisions. In this scenario, Dave is involved in:

A) territory analysis.
B) account classification.
C) sales partnership.
D) assessment and evaluation.
E) setting goals and objectives.

Answer 3

A

Question 4

In the context of interdependent levels of salesperson objectives, which of the following goals must be achieved to accomplish account, territory, and personal goals?

A) Organizational goals
B) Sales call goals
C) Qualitative goals
D) Team goals
E) Conversion goals

Question 5

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

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

Question 6

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:

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 7

In the context of account classification, which of the following is a characteristic of single-factor analysis?

A) It employs a complex matrix system.
B) Its usage recommends data manipulation.
C) It requires extensive statistical analysis.
D) It gives equal weightage to every account.
E) It groups accounts on the basis of sales potential.

Question 8

To an effective salesperson, goals and objectives:

A) are the strategies and plans laid out by the salesperson.
B) are the tasks successfully carried out by the salesperson.
C) refer to something the salesperson sets out to accomplish.
D) are independent of account classification and territory analysis.
E) are based only on the purchasing power of the customers.

Question 9

Martha, a salesperson, discusses her goals with her coworker. She mentions that she has set an account goal of $30,000. In order to achieve her account goal, Martha should first achieve a _____.

A) personal goal
B) sales call goal
C) territory goal
D) qualitative goal
E) conversion goal

Question 10

Which of the following stages of self-leadership is referred to as " beginning with the end in mind"?

A) Development and implementation of strategies
B) Tapping technology and automation
C) Territory analysis and account classification
D) Setting goals and objectives
E) Assessment and evaluation

Question 11

Which of the following is true of territory analysis?

A) It uses single-factor analysis.
B) It involves placing customers into categories.
C) It demands setting realistic goals.
D) It requires achieving territory goals.
E) It provides the input for account classification.

Question 12

Before spending valuable time and resources to implement a strategic plan, salespeople must:

A) establish priorities in the form of objectives.
B) select a technology that they will use to achieve their targets.
C) engage in customer relationship management.
D) maximize the effectiveness of the selected resources.
E) conduct assessment activities to measure performance.

Question 13

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

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

Question 14

_____ refer to a salesperson's desire of selling a certain amount of product within an area in order to achieve personal goals.

A) Territory goals
B) Relation goals
C) Account goals
D) Sales call goals
E) Conversion goals

Question 15

_____ refer to a salesperson's individual desired accomplishments, such as achieving a desired annual income over a specific period of time.

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

Question 16

Sharon has set a goal to earn $50,000 in the current financial year by selling her company's products to at least 1000 customers. According to the five sequential stages of self-leadership, Sharon's next step should be to:

A) plot a detailed sales plan.
B) analyze her territory and classify her accounts.
C) assess and evaluate her performance.
D) look for ways to automate the sales process.
E) implement strategies to achieve her goals.

Question 17

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

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

Question 18

In the context of account classification, which of the following is a benefit of single-factor analysis?

A) It employs a matrix system.
B) It is used for goal setting.
C) It requires no data manipulation.
D) It provides equal weightage to all categories of accounts.
E) It uses statistical analysis.

Question 19

Properly developed goals should be _____.

A) easy to achieve
B) flexible
C) time specific
D) ambiguous
E) unmeasurable

Question 20

Richa, a sales manager at TM Resources, needs to find new markets to sell her company's products. Richa assigns her team of salespeople the task of finding out the location of existing customers and prospects, the products they buy, why they buy, and what influences their purchasing decision. This scenario indicates that the team is currently involved in _____.

A) assessment and evaluation of strategies
B) setting goals and objectives
C) account classification
D) territory analysis
E) development and implementation of strategies

Question 21

Which of the following is true of framing long-term plans?

A) They do not require scheduled meetings and training sessions.
B) They save time by eliminating checkpoints.
C) They are not suited for meeting commitments and deadlines.
D) They provide the basis for shorter time frame plans.
E) They do not allow for the revision of strategies once in process.

Question 22

Roger, a sales executive, has completed a survey of his selling area; he has located existing customers and prospects, discovered their interests, and understands their motivation for buying products. He has also segregated these customers and prospects into categories based on their potential as customers. In this scenario, Roger's next step should be to:

A) engage in preselling with prospects.
B) assess and evaluate his product.
C) tap technology and automation processes.
D) set goals and objectives.
E) develop and implement plans to achieve his goals.

Question 23

To maximize the effectiveness of sales plans, salespeople should keep sales plans current and flexible because:

A) flexible and varying plans provide more motivation and commitment to salespeople.
B) sales plans tend to divert from the planned schedule.
C) customers do not approve a rigid sales plan.
D) salespeople tend to forget long-term plans that are not flexible.
E) rigid sales plans cannot be assessed and evaluated.

Question 24

_____ 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.

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 25

Identify a true statement about the cloverleaf routing plan pattern.

A) Salespeople travel back to the starting point in a loop before each trip.
B) The pattern covers accounts that are located at equal distance from one another.
C) The pattern covers accounts that are clustered into several widely dispersed groups.
D) The pattern covers accounts that are located in a single direction from the starting point.
E) Salespeople travel in an expanding pattern of concentric circles.

Question 26

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

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 27

_____ is the process of scheduling activities that can be used as a map for achieving sales objectives.

A) Account classification
B) Sales planning
C) Portfolio analysis
D) Route scheduling
E) Territory analysis

Question 28

Juan, a sales executive, is involved in sales planning for the next eight months. In this scenario, Juan is making a(n) _____.

A) short-term plan
B) long-term plan
C) annual plan
D) quarterly plan
E) fortnightly plan

Question 29

Ella is a salesperson at SalesQuarter Inc. She performs a two-factor analysis for classifying an account and finds that the account is less attractive, offering low opportunity. In this scenario, which of the following selling strategies should Ella follow?

A) She should make a heavy investment of resources in this account .
B) She should allocate a moderate level of selling effort in order to maintain the current competitive position.
C) She should make a heavy investment in the selling effort in an attempt to strengthen her competitive position.
D) She should use alternatives like telemarketing, direct mail, and the Internet.
E) She should engage in a moderate level of investment on the resources in this account.

Question 30

_____ is a method for analyzing accounts that allows two factors to be considered simultaneously.

A) Quantitative analysis
B) Territory analysis
C) Predictive analysis
D) Portfolio analysis
E) ABC analysis

Question 31

In the context of account characteristics and suggested selling effort allocations for a typical portfolio analysis incorporating the factors of account opportunity and seller's competitive position, when competitive position is strong:

A) accounts should advertise through telemarketing, direct mail, and the Internet.
B) accounts should advertise through posters, radio channels, billboards, and newspapers.
C) accounts should receive minimal personal selling effort since their competitive position is already strong.
D) accounts should receive a heavy investment where it is possible to further strengthen the seller's competitive position.
E) accounts should receive a heavy investment of effort and resources.

Question 32

In the context of territory routing plans, _____ moves in concentric loops that spirals across the territory.

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

Question 33

In the context of account classification, which of the following is a feature of portfolio analysis?

A) It is less complex compared to ABC analysis.
B) It requires no statistical data to classify the accounts.
C) It uses only one factor to analyze an account.
D) It is represented in the form of a matrix.
E) It excludes the competitive position of the seller.

Question 34

The process of sales planning should ideally start with a long-term plan because:

A) short-term plans do not include checkpoints.
B) it does not require scheduled meetings and training sessions.
C) short-term plans are usually ineffective.
D) it eliminates the requirement for shorter time frame plans.
E) it highlights commitments and deadlines.

Question 35

In the context of sales territory routing plans, a straight-line routing plan works best 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.

Question 36

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

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 37

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

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 38

In the context of account characteristics and suggested selling effort allocations for a typical portfolio analysis incorporating the factors of account opportunity and seller's competitive position, accounts should receive a heavy moderate level of selling effort when future opportunity is:

A) high for moderately attractive accounts.
B) low for very attractive accounts.
C) low for accounts with strong competitive positions.
D) high for accounts with weak competitive positions.
E) high for very attractive accounts.

Question 39

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?

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 40

In the context of account classification, unlike ABC analysis, portfolio analysis:

A) does not require statistical analysis.
B) uses two factors to analyze accounts.
C) does not require data manipulation.
D) analyzes accounts based on the level of sales potential.
E) is the simplest and most often used method for classifying accounts.

Question 41

_____ 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

Question 42

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.

Question 43

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.

Question 44

_____ 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

Question 45

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.

Question 46

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

Question 47

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

Question 48

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.

Question 49

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

Question 50

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

Question 51

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

Question 52

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.

Question 53

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

Question 54

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.

Question 55

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.

Question 56

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

Question 57

_____ 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

Question 58

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

Question 59

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

Question 60

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

Question 61

Maria has placed an order for a tea table at Furnitup Inc. and has specified the shape and dimensions of the table she requires. In this scenario, the sales team at Furnitup should engage in a partnership with the _____ to meet the specific customer requirement.

A) design and manufacturing team
B) shipping and transportation team
C) marketing team
D) administrative support team
E) sales team

Question 62

As part of their training, salespeople actually work in production facilities in order to:

A) gather information about new offerings in the market.
B) understand what has to be done to meet product design and delivery requirements.
C) access account classification information from the production team.
D) ensure that products are safely shipped to customers.
E) gather organizational marketing strategies that serve as guidelines for salespeople.

Question 63

_____ are defined as relationships that salespeople build with customers outside the organization and working environment.

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

Question 64

Roger, a sales manager at Pacto Corp., has been assigned a new client for selling Pacto's products and is collaborating with the marketing team to generate a sales proposal. In this scenario, Roger collaborates with the marketing team:

A) because it is the task of marketing executives to develop sales proposals.
B) to gather information about new offerings in the market.
C) to facilitate immediate delivery of Pacto's products to customers.
D) because it is the marketing team that deals with product performance.
E) to ensure that the product quality meets the required standards.

Question 65

High-tech sales support offices are set up:

A) to limit access to company networks.
B) specifically to minimize the use of technology by salespeople.
C) to minimize salespeople's need to travel.
D) for both resident and nonresident salespeople.
E) specifically for salespeople employed in multinational companies.

Question 66

Which of the following organizational strategies serve as guidelines for the salesforce?

A) Marketing strategies
B) Design strategies
C) Research strategies
D) Manufacturing strategies
E) Operational strategies

Question 67

Which of the following provides salespeople with an opportunity to consider revisions or modifications in their sales plans?

A) Incorporation of technology in sales process
B) Establishment of customer relationship through rigorous follow-up
C) Frequent comparisons of actual performance with periodic checkpoints
D) Classification of accounts on the basis of sales potential
E) Analysis of customers' needs and interests

Question 68

In the process of self-leadership, the _____ stage involves frequent comparisons of actual sales achievement with periodic checkpoints.

A) territory analysis and account classification
B) setting goals and objectives
C) performance assessment and goal attainment
D) tapping technology and automation
E) strategic development of plans

Question 69

Salespeople teaming with individuals in the marketing department helps:

A) in generating new market offerings.
B) salespeople meet performance and delivery commitments.
C) in the express delivery of goods to customers.
D) in performing territory analysis of customers.
E) in transferring customer feedback and complaints.

Question 70

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

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 71

_____ are skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance.

A) Teamwork skills
B) Communication skills
C) Marketing skills
D) Administrative skills
E) Leadership skills

Question 72

In the process of building internal partnerships, salespeople must:

A) m aximize the number of sales calls.
B) set personal goals.
C) maintain consistency in keeping commitments.
D) treat every customer using a different set of principles.
E) drive a win or lose situation.

Question 73

Salespeople must engage in a partnership with the _____ when they are required to offer flexible credit policies to customers.

A) customer service team
B) marketing team
C) administrative support team
D) manufacturing team
E) shipping and transportation team

Question 74

Salespeople can develop a personal relationship with production staff to meet customer demands by engaging in a partnership with the _____.

A) design and manufacturing team
B) shipping and transportation team
C) customer service team
D) marketing team
E) maintenance team

Question 75

Salespeople can receive valuable information regarding client complaints and problems by engaging in a partnership with the _____ team.

A) marketing
B) manufacturing
C) customer service
D) administrative support
E) transportation

Question 76

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

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

Question 77

In a(n) _____, each team member contributes his or her special expertise toward maximizing the understanding of the customer's situation and needs, and then working together to create a unique, value-added solution.

A) external relationship
B) internal relationship
C) mentoring relationship
D) service relationship
E) courtship relationship

Question 78

Which of the following is a requirement of synergistic teamwork?

A) Arbitrary requests by salespeople for special productions
B) Focusing on achieving one's own goal
C) Commitment and mutual trust of all parties
D) Setting up of a hierarchy within the team
E) Attending to the customers with maximum sales potential

Question 79

Kara has an urgent requirement for a ConCom power bank and places an order online. She specifies that she looks forward to receiving the power bank within three days. However, the actual time the company requires to process the request is three days. In this scenario, the sales team of ConCom should engage in a(n) _____ to meet Kara's requirement.

A) sales partnership
B) administrative support partnership
C) marketing partnership
D) shipping and transportation partnership
E) design and manufacturing partnership

Question 80

If a customer places an order for a product that is an urgent requirement, the concerned salesperson should engage in a partnership with the _____ to meet the customer requirement.

A) customer service team
B) shipping and transportation team
C) marketing team
D) public relations team
E) sales team