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

Accepted Answer

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

Accepted Answer

Single-factor analysis is a common method for classifying accounts based on a single criterion, such as sales potential.

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

Accepted Answer

The two commonly used methods for classifying accounts are single-factor analysis and portfolio analysis. Option B correctly identifies these two methods. Option A is incorrect as ABC analysis is not a method of classifying accounts. Option C and D mention analysis not related to account classification. Option E mentions MLS and LLS which are not commonly used methods for account classification.

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

Accepted Answer

Self-leadership involves taking responsibility for one's own actions and making decisions that align with personal values and goals. It encompasses both setting objectives and goals, as well as effectively managing one's territory and sales, but emphasizes the importance of doing the right things and doing them well.

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.

Accepted Answer

After setting his annual account sales goal for his top 30 accounts, Anthony should set specific sales call goals for each account to ensure he is on track to meet his overall sales goal. This will help him establish a plan for how many sales calls he needs to make to each account and how much revenue he needs to generate from each one.

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

Accepted Answer

Setting clear goals helps salespeople focus on what's important, know where to begin and how to proceed, know when they've accomplished something important/strategic, and avoid drifting from task to task making little strategic progress. Therefore, all of the above options are correct.

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

Accepted Answer

Sandy may have clear goals, but without any effort in developing and executing plans, she cannot be considered an effective self-leader. Goal-setting is only one aspect of self-leadership; one must also have the ability to plan and take action to achieve those goals. Hence, option B is the correct answer. Option A and C are not relevant in this context, and option D is incorrect as Sandy is not executing plans effectively. Option E is not entirely correct as Sandy is not an effective self-leader.

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

Accepted Answer

Company goals are not one of the four levels at which salespeople should establish goals. The four levels include personal goals, sales call goals, account goals, and 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

Accepted Answer

Sales call goals should be based on account goals, as they are directly related to the specific objectives a salesperson aims to achieve with each client or account.

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.

Accepted Answer

The goal lacks a specific time frame, which is necessary for it to be considered effective.

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

Accepted Answer

All of the given characteristics (time specific, realistic, specific, and quantifiable) are essential for properly developed goals. Therefore, the correct answer is E, which states that all the above characteristics are necessary.

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.

Accepted Answer

The goal is not specific as it does not define how much the sales should increase or the strategies to achieve it.

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.

Accepted Answer

This response acknowledges the effectiveness of the goal, but raises the important consideration of whether it is realistic and challenging. It is important to ensure goals are both attainable and challenging in order to motivate and encourage continuous improvement.

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

Accepted Answer

Easily obtainable goals are not a characteristic of properly developed goals. Goals should be challenging but achievable, not easily obtainable.

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

Accepted Answer

After setting goals and objectives, the next step in the Five Sequential Stages of Self-Leadership model is to analyze the territory and classify accounts to effectively plan and strategize for achieving those goals.

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

Accepted Answer

Account classification involves placing customers and prospects in different categories based on their sales potential. This helps prioritize sales efforts and allocate resources effectively. Territory management involves dividing a geographic area into smaller sections for sales purposes, prospecting is the process of identifying potential customers, customer management involves maintaining relationships with existing customers, and sales management involves overseeing the sales team and their activities.

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

Accepted Answer

Motivating others is not a stage of self-leadership. Self-leadership is about leading oneself, not 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

Accepted Answer

The last stage of Self-Leadership is Assessment and Evaluation, which involves reflecting on one's progress and evaluating the effectiveness of one's self-leadership strategies. This stage helps individuals identify areas of improvement and adjust their approaches as needed. Tapping Technology, Territory Analysis, and Reviewing goals with manager are all important components of self-leadership, but they come earlier in the self-leadership process.

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

Accepted Answer

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

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

Accepted Answer

All the options listed (individual company websites, trade directories, professional associations, and public libraries) are valid sources of information for a salesperson conducting territory analysis and account classification.

Quiz 10: Adding Value: Self Leadership and Teamwork

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

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

What are the two commonly used methods for classifying accounts?

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

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:

Setting clear goals help salespeople:

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:

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

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

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?

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

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?

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?

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

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

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

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

The last stage of Self-Leadership is:

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

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