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

Accepted Answer

Properly developed goals should not be easily obtainable as they should require effort and challenge in order to drive progress and improvement. A, being easily obtainable, goes against this principle.

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

Accepted Answer

Account classification involves categorizing customers and prospects based on their sales potential. Territory management focuses on assigning salespeople to specific geographic areas, prospecting involves seeking out new potential customers, customer management involves nurturing and maintaining relationships with existing customers, and sales management is a broader term that encompasses all aspects of overseeing and organizing the sales function of a business.

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

Accepted Answer

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

Accepted Answer

High performing salespeople with strong self-leadership skills understand the value of time and manage it effectively to maximize their productivity.

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

Accepted Answer

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

Accepted Answer

Setting clear goals helps salespeople to focus on what is important, know where to begin and how to proceed, know when they've accomplished something important/strategic and avoid drifting from task to task without making strategic progress. Therefore, all of the choices are correct.

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.

Accepted Answer

After setting annual account sales goals, the next step for Anthony is to set sales call goals for each account. This will help him create a plan for how often he needs to contact each account and what he hopes to achieve during each call. Option B is not necessary as Anthony does not need to share his objective with his accounts, while options C and D are premature without first setting specific sales call goals.

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

Accepted Answer

The answer of Based on the interdependence of the four...

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.

Accepted Answer

The goal of increasing sales by the end of the month is ineffective because it lacks specificity. Effective goals should be specific, measurable, achievable, relevant, and time-bound (SMART criteria). Simply aiming to "increase sales" does not specify by how much or through what means, making it difficult to measure progress or determine success.

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.

Accepted Answer

A goal needs to be time-bound to be effective. Without specifying a time frame, it's difficult to measure progress or determine when the goal has been achieved.

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

Accepted Answer

Self-leadership focuses on the individual's ability to lead themselves by setting personal goals, implementing strategies, utilizing tools or technology, and assessing their progress. Motivating others, however, falls under the broader concept of leadership and is not considered a stage of self-leadership, which is inherently focused on the self rather than on leading or 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

Accepted Answer

All the characteristics listed (time specific, realistic, specific, and quantifiable) are essential components 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

Accepted Answer

The process of doing the right things and doing them well is related to self-leadership, which involves taking responsibility for one's own actions and ensuring that they align with personal values, goals, and objectives. Although the other options may be related to effective task management or organizational leadership, they do not directly reflect the idea of doing the right things and doing them well.

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

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.

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

Accepted Answer

The last stage of Self-Leadership is Assessment and Evaluation, which involves reflecting on one's performance and progress towards goals. It includes identifying strengths and weaknesses and seeking feedback from others to improve. It is important to regularly evaluate oneself to continuously grow and develop as a leader.

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

Accepted Answer

Kim may be goal-directed and set objectives for herself, but without developing and executing plans to achieve those objectives, she is not an effective self-leader. Successful self-leadership requires both setting goals and taking action to reach them, and without the latter, Kim's efforts may not lead to success.

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

Accepted Answer

Setting goals and objectives helps Ethan make better planning decisions. While the other options may be motivating factors, the primary reason for setting goals and objectives is to improve his own planning and self-leadership.

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

Accepted Answer

The answer of Suppose a salesperson sets a personal goal...

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

Accepted Answer

According to the Five Sequential Stages of Self-Leadership model, after setting goals and objectives, the next step involves analyzing one's territory and classifying accounts to strategize on how to achieve those goals effectively.

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.

Accepted Answer

B is the best choice because it acknowledges that the goal could be effective if it is realistic and challenging. The salesperson has provided a specific and measurable goal, which is essential for effective goal setting. Asking for feedback is a good way to ensure that the goal is both achievable and meaningful to those involved. A and C are incorrect because they make assumptions without considering the specifics of the situation. D is partially correct, but it does not address whether the goal is realistic or challenging. E is incorrect because there is a best choice in this scenario.

Quiz 10: Adding Value: Self-Leadership and Teamwork

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

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?

High performing salespeople with strong self-leadership skills:

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

Setting clear goals helps salespeople:

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:

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 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?

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

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

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

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

The last stage of Self-Leadership is:

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:

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

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

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

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?