Question 1

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

Accepted Answer

This is not an effective goal as it is vague and lacks specificity. A more effective goal would be something like "Increase sales revenue by 15% in the current fiscal year for the top territory in the company." This goal is specific, measurable, achievable, relevant, and time-bound (SMART).

Question 2

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?

Accepted Answer

All of the listed options are important to improve one's value as a team member. Showing personal integrity builds trust and respect within the team, apologizing sincerely when a mistake is made shows accountability and willingness to learn from mistakes, keeping commitments builds reliability and trust, and clarifying expectations ensures that everyone is on the same page and working towards the same goals. Together, these actions help to create a positive and productive team environment.

Question 3

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

Accepted Answer

Salespeople frequently use their buyers' public websites as sources of information for analyzing their territories and classifying accounts. This is because public websites often provide information about a company's size, industry, products/services offered, and customer base. This information can be used by salespeople to determine how best to approach the account and tailor their sales pitch to the specific needs and interests of the buyer. Therefore, it is true that salespeople may use their buyers' public websites as sources of information.

Question 4

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

Accepted Answer

Effective goals need to be both challenging and specific with a timeline or deadline for achievement. Without a specific timeframe, goals may lack accountability and can be less motivating. Therefore, goals should be challenging and have a clear deadline for completion.

Question 5

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

Accepted Answer

Public libraries often provide access to a wide range of resources, including market research reports, demographic data, and business directories, which can be valuable for salespeople analyzing territories and classifying customers.

Question 6

Which of the following is not a type of internal partnership?

Accepted Answer

All the options listed are types of internal partnerships, as they involve collaboration within an organization to achieve common goals.

Question 7

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

Accepted Answer

The annual territory sales goals, annual account sales goals, and sales call goals should all work together to achieve overall sales success. The account sales goals should align with the territory sales goals, and the sales call goals should support both the territory and account goals. This interdependence ensures a cohesive and effective sales strategy.

Question 8

Offices set up at multiple locations where salespeople can access a wide range of selling technologies are called:

Accepted Answer

The description best fits the concept of high-tech sales support offices where salespeople can access a variety of selling technologies. Web-based offices may refer only to businesses that exist entirely online, while Sales 2.0 clouds and extranet-enabled offices are more specific technical terms that do not necessarily refer to physical office locations.

Question 9

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

Accepted Answer

A salesperson's personal goals may encompass broader aspects of personal and professional development beyond just sales call goals, such as career advancement, skill development, or work-life balance.

Question 10

Which of the following is not a type of internal partnership?

Accepted Answer

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

Question 11

Successful teamwork usually results in synergy. Which of the following best describes what this means?

Accepted Answer

Synergy refers to the phenomenon where the collective action of individuals working together as a team produces results that are greater than what each person could have achieved individually. Therefore, choice C correctly describes the meaning of synergy. Choices A and B are incorrect as they do not adequately capture the concept of synergy. Choice D is also incorrect as it implies an equal distribution of outcomes and results, which may not always be the case in successful teamwork.

Question 12

What is the last stage of the five stages of self-leadership?

Accepted Answer

The last stage of self-leadership is assessment and evaluation, where you review your progress and determine any adjustments you need to make to achieve your goals. This stage helps you improve your performance and achieve better results in the future.

Question 13

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?

Accepted Answer

By forming a close partnership with individuals involved in order fulfillment, the salesperson can ensure that the special delivery needs of the key accounts are met. This will help to maintain customer satisfaction and prevent the loss of the accounts. Working closely with customer service or marketing departments may not address the root cause of the issue, which is the difficulty in meeting the special delivery needs. Option B may also come off as an excuse rather than a solution. Therefore, option D is the best choice.

Question 14

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

Accepted Answer

The salesperson's annual territory sales goals should be aligned with his/her annual account sales goals to ensure that the salesperson focuses on the right accounts, products, and services. This helps in achieving the company's overall sales targets and also provides clarity and focus to the salesperson's efforts. Therefore, it is important for both the salesperson and the company to set realistic, measurable, and achievable sales goals based on the salesperson's account sales targets.

Question 15

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?

Accepted Answer

The five remaining options are all examples of teamwork skills that salespeople must apply when building internal partnerships.

Question 16

What is another name for a company's internal Internet that is securely linked up with its major customers and suppliers?

Accepted Answer

An extranet is a private network that securely links a company's systems with its major customers and suppliers, allowing them to interact and share information. It is different from an intranet, which is a private network that only connects a company's internal systems and employees. A mainframe is a type of computer, and a WAN is a wide network that connects multiple geographic locations. Therefore, the best answer is D) Extranet.

Question 17

Setting objectives is a critical component of self-leadership.

Accepted Answer

Setting objectives allows individuals to have a clear understanding of what they want to achieve and how they plan to get there. It helps to establish direction and goals, which are important aspects of self-leadership.

Question 18

The first stage of self-leadership is territory analysis.

Accepted Answer

The first stage of self-leadership is self-awareness, not territory analysis. Self-leadership involves understanding oneself, setting goals, and managing one's own actions and behaviors.

Question 19

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

Accepted Answer

Effective goals should challenge salespeople to push themselves to improve and achieve success. Setting goals that are too easy to obtain can lead to complacency and lack of progress.

Question 20

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?

Accepted Answer

Each of the above - understanding the other individuals, attending to the little things, keeping commitments, and clarifying expectations - is indeed one of the six teamwork skills that salespeople must learn and apply.

Quiz 10: Adding Value: Self Leadership and Teamwork

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

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?

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

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

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

Which of the following is not a type of internal partnership?

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

Offices set up at multiple locations where salespeople can access a wide range of selling technologies are called:

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

Which of the following is not a type of internal partnership?

Successful teamwork usually results in synergy. Which of the following best describes what this means?

What is the last stage of the five stages of self-leadership?

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

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?

What is another name for a company's internal Internet that is securely linked up with its major customers and suppliers?

Setting objectives is a critical component of self-leadership.

The first stage of self-leadership is territory analysis.

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

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?