Deck 10: Adding Value: Self-Leadership and Teamwork

Question 1

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

Answer 1

A

Question 2

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

Answer 2

C

Question 3

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

Answer 3

E

Question 4

High performing salespeople with strong self-leadership skills:

A) Treat time as a valuable and irreplaceable resource
B) Rarely plan out their days because sales requires schedule flexibility
C) Leave at least two hours open in their daily schedules because sales requires schedule flexibility
D) Often have trouble because they try to squeeze to many appointments into each day
E) Are known for working harder not smarter

Question 5

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 6

Setting clear goals helps 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

Anthony is a salesperson for ABC Supplies. Based on his annual territory sales goal, he has set his annual account sales goals 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 8

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 9

Suppose a salesperson tells you that one of his/her 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 is accurate.

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 is accurate.

Question 11

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 12

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 13

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 14

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 15

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 16

Kim does an excellent job of setting objectives for herself. Unfortunately, she rarely devotes any time to developing and executing plans to achieve those objectives. Kim 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 17

Ethan is a salesperson who likes to set goals and objectives. Within the context of effective self-leadership, Ethan sets goals and objectives because:

A) He is required to do so by his manager
B) Doing so helps him make better planning decisions
C) He wants to impress his manager
D) He wants to challenge himself to work harder
E) Each of the above is correct

Question 18

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

Question 19

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 20

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 is accurate.

Question 21

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 22

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 23

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 24

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

Question 25

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

Question 26

Grace is attempting to classify a new account using portfolio analysis. She believes she is in a strong competitive position, but she also believes the account opportunity is low compared to other opportunities. Which of the following best represents what Grace'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) Allocate a moderate level of selling effort in order to maintain the current competitive position.
E) Both A and C above are good options

Question 27

___________ 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.

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

Question 28

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 29

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 30

The process of scheduling activities that can be used as a map for achieving objectives is referred to as:

A) Self-leadership
B) Territory analysis
C) Sales planning
D) Sales management
E) Portfolio analysis

Question 31

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 32

Scott is a salesperson with a very large territory and whose 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 33

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 34

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 35

Which of the following common sales call routing plan patterns is best used when accounts are located in linear 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 36

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 37

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 38

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 39

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 40

Bill is in the process of reviewing his accounts. Bill classified his accounts using the Single-Factor 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 41

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 42

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 43

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 44

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 45

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

Question 46

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 47

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 48

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 49

The first stage of self-leadership is territory analysis.

Question 50

"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 51

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 52

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

Question 53

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 54

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 55

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 56

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 57

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.

Question 58

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

Question 59

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 60

Setting objectives is a critical component of self-leadership.

Question 61

A goal of selling $30,000 in products to an account over the next 12 months is an example of a sales call goal.

Question 62

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

Question 63

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

Question 64

A salesperson's annual territory sales goals should be dependent upon his/her annual account sales goals.

Question 65

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

Question 66

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

Question 67

A goal of selling $30,000 in products to an account over the next 12 months is an example of an account goal.

Question 68

The process of placing existing customers and prospects into categories based on their potential as customers is referred to as territory analysis.

Question 69

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

Question 70

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

Question 71

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

Question 72

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

Question 73

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

Question 74

A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals is referred to a territory goal.

Question 75

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

Question 76

The process of placing existing customers and prospects into categories based on their potential as customers is referred to as account classification.

Question 77

A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals is referred to an account goal.

Question 78

Portfolio analysis is more complex than single-factor analysis.

Question 79

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

Question 80

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