Question 1

The cloverleaf territory routing plan is the best method for creating an effective territory routing plan.

Accepted Answer

There are different methods for creating effective territory routing plans and the choice depends on various factors such as the nature of the business, geographical location, and customer preferences. The cloverleaf routing plan is just one of many options available and may not always be the best fit for every business. Other options may include cluster routing, linear routing, or satellite routing, among others.

Question 2

Extranets are generally accessible to the public.

Accepted Answer

Extranets are typically accessed by authorized users, such as employees, suppliers, or customers, and are not publicly accessible.

Question 3

High-tech sales support offices are no longer needed because of the technology associate with laptop computers.

Accepted Answer

While laptop computers have greatly improved the mobility and accessibility of sales support, there is still a need for physical offices and resources such as printers, meeting rooms, and collaboration tools. Additionally, some clients may prefer to have in-person interactions with sales support teams.

Question 4

An important part of self-leadership is the ability to perform an effective self-assessment.

Accepted Answer

Self-assessment is a key component of self-leadership as it allows individuals to reflect on their skills, strengths, weaknesses, and areas for improvement. By conducting a thorough and honest self-assessment, individuals can identify personal goals and develop plans to achieve them. This process requires introspection, self-awareness, and objective evaluation of one's performance and behavior.

Question 5

Effective sales plans should be rigid once established.

Accepted Answer

Effective sales plans should be flexible and adaptable to changes in the market, competition, and customer needs. A rigid plan may not serve the needs of the organization in the long run.

Question 6

Written plans are generally more effective than plans not written down.

Accepted Answer

Written plans provide clear objectives, ways to achieve those objectives, and a clear plan of action. This helps in effective implementation and reduces ambiguity.

Question 7

Intranets and Extranets can each be considered an example of a specialized Internet.

Accepted Answer

Intranets and Extranets are private networks that use Internet protocols and technologies but are designed for specific groups or purposes, making them a type of specialized Internet.

Question 8

It is extremely important that students wishing to pursue a career in professional selling be familiar with the various types of selling technology.

Accepted Answer

Familiarity with selling technology is crucial for success in modern sales careers, as technology plays a significant role in the sales process.

Question 9

Deal analytics help salespeople by analyzing historical sales data.

Accepted Answer

Deal analytics provide insights into historical sales data, helping salespeople identify trends, prioritize leads, and make data-driven decisions.

Question 10

Connie's accounts are evenly dispersed throughout her territory. She should probably utilize the circular route pattern when creating her territory routing plan.

Accepted Answer

The circular route pattern is ideal for evenly dispersed accounts, as it involves starting at a central point and following a circular path to visit all accounts in the territory.

Question 11

Some smart phones allow salespeople to access their CRM data without the use of a computer.

Accepted Answer

Some smartphones have mobile apps that allow salespeople to access their CRM data on-the-go, without needing to use a computer.

Question 12

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

Accepted Answer

The straight-line plan is best used when accounts are evenly distributed throughout the territory, rather than concentrated in different parts.

Question 13

Salespeople involved in relational selling are becoming increasingly more independent of their organizations.

Accepted Answer

Relational selling emphasizes building long-term relationships with customers, which often requires strong support and collaboration with the organization to meet customer needs effectively. Salespeople involved in relational selling rely on their organization's resources, product knowledge, and customer service capabilities to provide value to their customers.

Question 14

Before salespeople can establish effective territory routing plans, they must know the required call frequency for each account.

Accepted Answer

Salespeople need to know the required call frequency for each account before they can plan effective territory routing. This helps them allocate their time and resources efficiently, and ensure that they are making enough visits to each account to maintain good relationships and meet sales targets.

Question 15

CRM applications are very similar to the spreadsheet applications.

Accepted Answer

While both types of applications involve data management, CRM applications are specifically designed for managing customer relationships and typically include features such as lead tracking, sales forecasting, and customer service management. Spreadsheet applications are more general-purpose and can be used for a wide range of data and calculation tasks, including some related to customer management.

Question 16

Most selling technology is expensive and not really needed by most salespeople.

Accepted Answer

The most selling technology often includes tools that are designed to enhance productivity and efficiency, which are essential for salespeople to meet their targets and manage customer relationships effectively.

Question 17

Deal analytics refers to a new set of "smart" tools in the area of sales force automation.

Accepted Answer

Deal analytics are a set of intelligent tools used in sales force automation to analyze and predict sales deals, forecast outcomes, and optimize sales performance.

Question 18

An effective plan works like a map showing the way from where you are to where you want to go - your objectives.

Accepted Answer

An effective plan does indeed work as a map that guides you on how to reach your objectives.

Question 19

To plan effectively, salespeople should derive their long-term plans from their short-term plans.

Accepted Answer

Effective planning typically involves deriving short-term plans from long-term plans, ensuring that immediate actions align with overarching goals and strategies.

Question 20

Selling technology and automation have little to do with a salesperson's success.

Accepted Answer

Selling technology and automation is a major factor in a salesperson's success, especially in today's market where businesses are looking for ways to increase efficiency and productivity through technology.

Quiz 10: Adding Value: Self-Leadership and Teamwork