Deck 10: Adding Value: Self Leadership and Teamwork

Question 1

Suppose a salesperson sets a personal goal to achieve an annual income of $100,000. What is the next goal the salesperson should set?

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

Answer 1

E

Question 2

Suppose a salesperson is classifying accounts based on the level of sales potential. Which common method for classifying accounts is the salesperson using?

A) Single-factor analysis
B) Portfolio analysis
C) Sales volume analysis
D) Most Likely Sales (MLS) analysis
E) Least Likely Sales (LLS) analysis

Answer 2

A

Question 3

What are the two commonly used methods for classifying accounts?

A) Single-factor analysis and ABC analysis
B) Single-factor analysis and portfolio analysis
C) Sales volume analysis and potential volume analysis
D) Potential sales analysis and Most Likely Sales (MLS) analysis
E) Most Likely Sales (MLS) analysis and Least Likely Sales (LLS) analysis

Answer 3

B

Question 4

The process of doing the right things and doing them well is called ____.

A) setting objectives
B) self-leadership
C) setting goals
D) territory management
E) sales management

Question 5

Anthony is a salesperson for ABC Supplies. Based on his annual territory sales goal, he has set his annual account sales goal for his top 30 accounts. Next he needs to:

A) Set sales call goals for each account.
B) Call the accounts and tell them his objective.
C) Begin setting his personal goals.
D) Schedule his first sales call.
E) None of the above.

Question 6

Setting clear goals help salespeople:

A) focus on what's important
B) know where to begin and how to proceed
C) know when they've accomplished something important/strategic
D) avoid drifting from task to task making little strategic progress
E) All of the above

Question 7

Sandy does an excellent job of setting objectives for herself. Unfortunately, she rarely devotes any time to developing and executing plans to achieve those objectives. Sandy is:

A) still likely to be successful
B) an ineffective self-leader
C) goal-directed
D) an effective self-leader
E) all of the above

Question 8

Which of the following is not one of the four levels at which salespeople should establish goals?

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

Question 9

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

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

Question 10

Suppose a salesperson tells you that one of their goals is to increase sales by 5%. Which of the following is probably your best response if the salesperson asked you for feedback related to the goal?

A) That sounds like an ineffective goal because it does not include a time frame.
B) That sounds like an effective goal, provided increasing sales is challenging to you.
C) That sounds like an ineffective goal because increasing sales is not realistic.
D) That sounds like an effective goal because it is specific.
E) None of the above are accurate.

Question 11

Which of the following is not one of the characteristics of properly developed goals?

A) Time specific
B) Realistic
C) Specific
D) Quantifiable
E) All the above are characteristics of properly developed goals

Question 12

Suppose a salesperson tells you that one of their goals is to increase sales by the end of the month. Which of the following is probably your best response if the salesperson asked you for feedback related to the goal?

A) That sounds like an effective goal, provided increasing sales is challenging to you.
B) That sounds like an ineffective goal because increasing sales is not realistic.
C) That sounds like an ineffective goal because it is not specific.
D) That sounds like an effective goal given that you've include a time frame.
E) None of the above are accurate.

Question 13

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?

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 are accurate.

Question 14

Which of the following is not one of the characteristics of properly developed goals?

A) Easily obtainable
B) Realistic
C) Specific
D) Quantifiable
E) Time specific

Question 15

Sharon has set her goals and objectives for the year. According to the Five Sequential Stages of Self-Leadership model, Sharon should now:

A) Seek her manager's input
B) Analyze her territory and classify accounts
C) Assess and evaluate her performance
D) Look for ways to automate the sales process
E) Make her first sales call for the new planning year

Question 16

Placing existing customers and prospects in categories based on their sales potential is called ____.

A) Territory management
B) Prospecting
C) Account classification
D) Customer management
E) Sales management

Question 17

Which the following is not one of the sequential 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

Question 18

The last stage of Self-Leadership is:

A) Tapping Technology
B) Territory Analysis
C) Reviewing goals with manager
D) Assessment and Evaluation
E) None of the above

Question 19

Which the following is not one of the sequential stages of self-leadership?

A) Setting goals and objectives
B) Implementation of strategies
C) Taking advantage of technology
D) Assessment and evaluation
E) Each of the above is one of the sequential stages of self-leadership

Question 20

Which of the following is not a source of information a salesperson can access when engaged in territory analysis and account classification?

A) Individual company web sites
B) Trade directories
C) Professional associations
D) Public libraries
E) All the above are valid sources

Question 21

Steve is looking for a way to examine historical 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 force automation
D) deal analytics
E) customer Relationship Management

Question 22

One of the primary objectives of portfolio analysis is __________________________?

A) to help salespeople better understand how to best allocate their resources.
B) to help salespeople eliminate the 10 percent of customers producing the least amount of sales.
C) to help salespeople develop a portfolio of customers.
D) to help salespeople divide their customer base by product type.
E) None of the above

Question 23

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

Question 24

"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

Question 25

In order to successfully establish territory routing plans, salespeople will need the information gained from ____.

A) setting sales call goals
B) setting personal goals
C) territory analysis and account classification
D) prospecting
E) a territory routing plan calculator

Question 26

Salespeople should base their daily plans on their what?

A) Annual plans
B) Sales call goals
C) Weekly plans
D) Daily budget
E) Daily sales revenue goals

Question 27

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

Question 28

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

Question 29

To maximize the effectiveness of daily plans, salespeople should adhere to which two guiding principles?

A) Make them clear and say them out loud
B) Make them clear and set them monthly
C) Put them in writing and say them out loud
D) Put them in writing and keep them current and flexible
E) All the above

Question 30

According to the five sequential stages of self-leadership, what should salespeople do once they've completed their territory analysis and account classification?

A) Establish and implement selling task and activity plans
B) Establish territory routing plans
C) Tap into technology and automation
D) Both a and b are correct
E) None of the above

Question 31

Suppose a salesperson is classifying accounts based on the level of sales potential and strength of relationship (buyer-seller). Which common method for classifying accounts is the salesperson using?

A) Single-factor analysis
B) Portfolio analysis
C) Sales volume analysis
D) Most Likely Sales (MLS) analysis
E) Least Likely Sales (LLS) analysis

Question 32

Which common method for classifying accounts is growing in popularity because it is flexible and incorporates multiple variables?

A) Single-factor analysis
B) Portfolio analysis
C) Sales volume analysis
D) Most Likely Sales (MLS) analysis
E) Least Likely Sales (LLS) analysis

Question 33

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?

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 34

Which of the following common sales call routing plan patterns is best used when accounts are concentrated in different parts of the territory?

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

Question 35

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

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 36

Which common method for classifying accounts is popular because of its simplicity?

A) Single-factor analysis
B) Portfolio analysis
C) Sales volume analysis
D) Most Likely Sales (MLS) analysis
E) Least Likely Sales (LLS) analysis

Question 37

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.

Question 38

Which of the following is not one of the common sales call routing plan patterns?

A) Straight line plan
B) Cloverleaf plan
C) Circular plan
D) Leapfrog plan
E) Sales volume aggregation plan (SVA Plan)

Question 39

Bill is in the process of reviewing his accounts. Bill classified his accounts using the Single-Factor Account analysis method and is now developing his sales strategy. Bill should:

A) Spend most of his time attempting to develop B accounts into A accounts.
B) Turn over the A accounts to an account manager and begin looking for more C accounts.
C) Allocate the greatest portion of his time to the A and B accounts.
D) Allocate his time to the accounts designated as weak competitive position but high opportunity.
E) Divide his time equally among the accounts because each is as important as the other.

Question 40

Which of the following common sales call routing plan patterns is best used when accounts are located in clusters that are some distance from one another?

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

Question 41

"Having the top territory in the company" is an example of an effective goal.

Question 42

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

Question 43

Salespeople may use their buyers' public web sites as sources of information when classifying accounts and analyzing their territories.

Question 44

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

Question 45

Public libraries will be of little help to salespeople attempting to analyze their territories and classify their customers.

Question 46

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

Question 47

A salesperson's annual territory sales goals, annual account sales goals, and sales call goals should be interdependent.

Question 48

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

Question 49

A salesperson's personal goals should be based on his/her sales call goals.

Question 50

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

Question 51

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

Question 52

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

Question 53

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 while at the same time ensuring customer satisfaction among those accounts?

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 are appropriate.

Question 54

A salesperson's annual territory sales goals should be based on his/her annual account sales goals.

Question 55

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

Question 56

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

Question 57

Setting objectives is a critical component of self-leadership.

Question 58

The first stage of self-leadership is territory analysis.

Question 59

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

Question 60

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

Question 61

To plan effectively, salespeople should derive their long-term plans from their short-term plans.

Question 62

Deal analytics refers to a new set of "smart" tools in the area of salesforce automation.

Question 63

The cloverleaf territory routing plan is the best method for creating an effective territory routing plan.

Question 64

An effective sales plan should include periodic checkpoints for assessing progress toward goals.

Question 65

Selling technology and automation have little to do with a salesperson's success.

Question 66

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

Question 67

CRM applications are very similar to the spreadsheet applications.

Question 68

A salesperson wanting a more insightful classification method should use single-factor analysis rather than portfolio analysis.

Question 69

Written plans are generally more effective than plans not written down.

Question 70

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

Question 71

Effective sales plans should be rigid once established.

Question 72

Portfolio analysis is more complex than single-factor analysis.

Question 73

Intranets and Extranets can each be considered an example of a specialized Internet.

Question 74

Before salespeople can establish effective territory routing plans, they must know the required call frequency for each account.

Question 75

Relative Purchase Frequency (RPF) is a common method used for account classification.

Question 76

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

Question 77

A salesperson wanting a more insightful classification method should use portfolio analysis rather than single-factor analysis.

Question 78

It is extremely important that students wishing to pursue a career in professional selling be familiar with the various types of selling technology.

Question 79

Single-factor analysis is a common method used for account classification.

Question 80

Portfolio analysis is a common method used for account classification because of its simplicity.