Question 1

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

Accepted Answer

Deal analytics involves examining past sales data to identify trends, patterns, and opportunities for growth. This would be the most useful tool for Steve in identifying new sales revenue growth opportunities. Conducting a sales audit or using sales force automation and customer relationship management systems may also be helpful, but they are not specifically designed for the analysis of historical sales data. Cloud computing may provide a platform for storing and accessing the data, but it does not offer analysis tools.

Question 2

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

Accepted Answer

Portfolio analysis aims to help salespeople allocate their resources more effectively by identifying which customers or segments offer the most potential for growth and profitability.

Question 3

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

Accepted Answer

The leapfrog plan is most appropriate when the territory is large and accounts are clustered in several widely dispersed groups. In this plan, representatives skip over every other account or geographic area to save time and travel expenses. The leapfrog plan also allows sales reps to hit the largest or most important accounts in each cluster first, maximizing their impact.

Question 4

"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

Accepted Answer

Deal analytics refers to the use of data analysis tools to evaluate past customer behavior, cross-selling opportunities, and demographics to identify sales opportunities.

Question 5

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

Accepted Answer

Territory routing plans require knowledge of the territory and its accounts, which can only be gained through territory analysis and account classification. Setting sales call and personal goals, prospecting, and using a territory routing plan calculator may be helpful in creating a routing plan, but they do not provide the essential information needed for success.

Question 6

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

Accepted Answer

Salespeople should base their daily plans on their weekly plans to ensure consistency and alignment with broader objectives.

Question 7

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

Accepted Answer

Salespeople are likely to take advantage of all the software applications listed, as they each serve a different purpose in their job. Presentation graphics are used to create visually appealing and informative presentations for clients, word processing is used for creating documents and proposals, customer relationship management software helps salespeople track and manage their interactions with customers, and spreadsheets can be used for budgeting and analyzing sales data.

Question 8

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

Accepted Answer

An intranet is a private network that is only accessible to a company's employees, typically used for communication and sharing of internal resources such as files, applications and databases.

Question 9

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

Accepted Answer

Putting daily plans in writing helps to solidify them and keep them organized. Keeping the plans current and flexible allows for adaptability and adjusting to any unforeseen circumstances.

Question 10

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

Accepted Answer

According to the five sequential stages of self-leadership, after completing territory analysis and account classification, salespeople should establish and implement selling task and activity plans as well as establish territory routing plans to effectively manage their sales territory. Additionally, they may choose to tap into technology and automation to streamline their sales processes. Therefore, choices A and B are correct, and choice D is the best answer.

Question 11

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

Accepted Answer

The salesperson is using portfolio analysis, which involves classifying accounts based on two factors (sales potential and relationship strength) to create a matrix with four categories: high potential/high relationship, high potential/low relationship, low potential/high relationship, and low potential/low relationship. This method helps the salesperson identify which accounts require more attention and which have the most potential for growth.

Question 12

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

Accepted Answer

Portfolio analysis is a method of classifying accounts based on multiple variables such as purchase frequency, purchase amount, and customer loyalty. It is growing in popularity because it is a flexible approach that allows for more accurate and targeted account management.

Question 13

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.

Accepted Answer

Rhonda believes the account could be very profitable, so she should make a heavy investment in the selling effort in an attempt to strengthen her competitive position.

Question 14

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

Accepted Answer

The Cloverleaf plan is the best choice when accounts are concentrated in different parts of the territory. This plan allows the salesperson to cover multiple areas without backtracking, as the route resembles a cloverleaf shape with the salesperson starting and ending in the same spot.

Question 15

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.

Accepted Answer

The phenomenon described in option B is known as the Pareto Principle or the 80/20 rule, which suggests that 20 percent of customers generate 80 percent of sales. This is a common finding during the account classification process. Options A and E are possible outcomes but not as commonly found as option B. Option C is not necessarily a typical finding as the percentage split between high and low volume customers can vary. Option D is vague and not a useful answer.

Question 16

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

Accepted Answer

Single-factor analysis is popular because of its simplicity. This method involves classifying accounts based on a single criterion such as sales volume or credit risk. It is easy to understand and apply, which makes it a popular choice for many businesses. Portfolio analysis, sales volume analysis, Most Likely Sales (MLS) analysis, and Least Likely Sales (LLS) analysis are all more complex methods of classifying accounts.

Question 17

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.

Accepted Answer

The statement "For most salespeople, the use of sales technology improves their efficiency and productivity while reducing their creativity and ability to innovate" is untrue. While some salespeople may feel that technology hampers their creativity, studies have shown that it can actually enhance creativity and innovation in the sales process.

Question 18

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)

Accepted Answer

The sales volume aggregation plan (SVA Plan) is not a common sales call routing plan pattern. The other options are all established routing plan patterns used in various sales organizations.

Question 19

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.

Accepted Answer

Bill should allocate the greatest portion of his time to the A and B accounts because they are the accounts with the highest potential for sales and should be given the most attention. However, he should also make sure to not neglect the C accounts as they still have potential for growth. Turning over the A accounts to an account manager may not be the best choice as Bill should still maintain contact and involvement with his top accounts. Spending most of his time attempting to develop B accounts into A accounts may not be efficient as there may be limits to the amount of growth that can be achieved. Dividing his time equally among the accounts does not make sense as not all accounts have the same potential for sales. Finally, allocating his time only to weak competitive position but high opportunity accounts may lead to missed opportunities in his top accounts.

Question 20

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

Accepted Answer

The answer of Which of the following common sales call...

Quiz 10: Adding Value: Self Leadership and Teamwork

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.

One of the primary objectives of portfolio analysis is __________________________?

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?

"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?

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

Salespeople should base their daily plans on their what?

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?

What is another name for a company's internal Internet?

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

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

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?

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

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?

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

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

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

Which of the following statements about sales technology automation is untrue?

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

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:

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?