Question 1

Olga does an excellent job of setting her own objectives but rarely devotes any time to developing and executing plans to achieve those objectives. How would Olga best be characterized?
A) as a procrastinator
B) as an ineffective self-leader
C) as goal directed but implementation impaired
D) as an effective self-leader

Accepted Answer

B

Question 2

According to the textbook, what is the first stage of self-leadership?
A) setting goals and objectives
B) territory analysis and account classification
C) development and implementation of strategies and plans
D) assess and evaluate

Accepted Answer

The first stage of self-leadership, according to the textbook, is setting goals and objectives.

Question 3

A sales objective of "Sell 10 percent more" fails on which characteristic of properly developed goals?
A) realistic, yet challenging
B) specific and quantifiable
C) time specific
D) consistent with organizational mission

Accepted Answer

This sales objective lacks a time frame, making it unclear when the 10 percent increase should be achieved, thus failing the characteristic of being time specific.

Question 4

According to the textbook, what is the third stage of self-leadership?
A) territory analysis and account classification
B) development and implementation of strategies and plans
C) tapping technology and automation
D) assessment and evaluation

Accepted Answer

The third stage of self-leadership is the development and implementation of strategies and plans. Option A pertains to sales territory management, Option C relates to utilizing technology, and Option D refers to evaluating outcomes.

Question 5

According to the textbook, what is the term for the process of doing the right things and doing them well?
A) setting productivity objectives
B) self-leadership
C) maximizing your potential
D) time management

Accepted Answer

Self-leadership is defined as "the process of doing the right things and doing them well" in the textbook. The other options listed relate to specific aspects of productivity and performance, but do not encompass the overarching concept of self-leadership.

Question 6

A sales objective of "Sell 150 percent more over the next 12 months" likely fails on which characteristic of properly developed goals?
A) realistic, yet challenging
B) specific and quantifiable
C) time specific
D) consistent with organizational mission

Accepted Answer

A sales objective of "Sell 150 percent more over the next 12 months" fails the realistic characteristic of properly developed goals. While it is specific, quantifiable, and time-specific, it is not realistic to expect a 150 percent increase in sales in just 12 months. A goal that is realistic yet challenging takes into account current resources, market conditions, and past performance.

Question 7

A sales objective of "Doing your best in the next 12 months" fails on which characteristic of properly developed goals?
A) realistic, yet challenging
B) specific and quantifiable
C) time specific
D) consistent with organizational mission

Accepted Answer

The sales objective of "Doing your best in the next 12 months" lacks specificity and measurability, which is a necessary characteristic of properly developed goals.

Question 8

What does setting proper goals and objectives as part of the self-leadership process do for a salesperson?
A) It establishes priorities for actions to be taken to achieve objectives.
B) It sets the tone for how the salesperson will deal with his or her customers.
C) It generates commitment based on the principles of participative management.
D) It determines which strategies will be most effective to be successful.

Accepted Answer

Setting proper goals and objectives helps a salesperson prioritize their actions and determine which strategies will be most effective in achieving their objectives. It allows them to focus their efforts and work towards specific outcomes, which can increase their success and efficiency.

Question 9

How is the first stage of self-leadership described in the textbook?
A) focusing on what is most important
B) knowing where to begin and how to proceed
C) beginning with the end in mind
D) maintaining focus to avoid drifting from task to task

Accepted Answer

The first stage of self-leadership, according to the textbook, is beginning with the end in mind. This involves setting clear goals and having a vision of what one wants to achieve.

Question 10

Celia has set her goals and objectives for the year. According to the Five Sequential Stages of Self-Leadership model, what should Celia do now?
A) seek her manager's approval
B) analyze her territory and classify the accounts
C) assess and evaluate her performance
D) look for ways to automate the sales process

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 11

The introduction to Chapter 10 discusses a recent study by the Industrial Performance Group Inc. What finding is pointed out in this study?
A) Most salespeople find setting their own productivity objectives to be very difficult.
B) Self-leadership by salespeople works only when sales managers buy into the process.
C) Most salespeople fail to use their time effectively.
D) Territory management is a big challenge for salespeople.

Accepted Answer

The study highlighted that most salespeople fail to use their time effectively, indicating a common challenge in sales productivity and time management.

Question 12

Which type of goal is a salesperson's desire to sell a certain amount of product within a given area so as to achieve personal goals?
A) segment
B) territory
C) account
D) sales call

Accepted Answer

The salesperson's desire to sell a certain amount of product within a given area is an example of a territory goal. A territory goal refers to a specific geographic area assigned to a salesperson, and the objective is to achieve certain sales targets within that area.

Question 13

According to the textbook, the process of self-leadership effectively translates into which of the following?
A) deciding what is to be accomplished and then putting into motion the proper plan designed to achieve those objectives
B) assessing territory potential to determine what sales objectives should be proposed to management
C) efficient implementation of strategies and plans as proposed by management
D) a salesperson taking the initiative to manage his or her time in the most productive manner

Accepted Answer

Deciding what is to be accomplished and then putting into motion the proper plan designed to achieve those objectives is the process of self-leadership.

Question 14

According to the textbook, what is the fourth stage of self-leadership?
A) territory analysis and account classification
B) development and implementation of strategies and plans
C) tapping technology and automation
D) assessment and evaluation

Accepted Answer

The answer of According to the textbook, what is the...

Question 15

Sharon has set her goals and objectives for the year and completed a territory analysis and account classification. According to the Five Sequential Stages of Self-Leadership model, what should Sharon do now?
A) seek her manager's approval of her plan
B) develop and implement strategies and activity plans
C) assess and evaluate her performance
D) look for ways to automate the sales process

Accepted Answer

After completing the territory analysis and account classification, the next step according to the Five Sequential Stages of Self-Leadership model is to develop and implement strategies and activity plans. This will help Sharon to effectively achieve her goals and objectives for the year. Seeking her manager's approval and assessing and evaluating her performance will come at later stages. Looking for ways to automate the sales process may or may not be relevant to Sharon's specific situation.

Question 16

Which of the following best summarizes the textbook's conclusion regarding why some salespeople are better than others?
A) Good salespeople are born, not made.
B) Good salespeople get that way through extra management attention.
C) Good salespeople are consciously developed, not born.
D) It is difficult to know with certainty what factors influence sales success.

Accepted Answer

The textbook concludes that good salespeople are consciously developed through training and practice rather than being born with innate abilities.

Question 17

According to the textbook, what is the last stage of self-leadership?
A) territory analysis and account classification
B) development and implementation of strategies and plans
C) tapping technology and automation
D) assessment and evaluation

Accepted Answer

The last stage of self-leadership is assessment and evaluation, which involves reviewing one's progress and outcomes to determine areas of improvement and celebrate success. The other options listed are stages in the self-leadership process, but they are not the last stage.

Question 18

Which of the following best explains why goals and objectives should be realistic, yet challenging?
A) Challenging goals tend to be motivating, but unrealistic goals become a disincentive to performance.
B) Salespeople tend to be motivated by goals they know they cannot achieve.
C) Salespeople vary in how they view the difference between challenging and unrealistic.
D) Salespeople tend to give up very quickly after a goal has been achieved.

Accepted Answer

Realistic goals provide a sense of achievability and challenge provides motivation. However, unrealistic goals can often result in frustration and become a disincentive to performance. Therefore, a balance between realism and challenge is necessary for effective goal setting.

Question 19

Which type of goal is a salesperson's individual desired accomplishment, such as achieving a desired annual income over a specific time period?
A) personal
B) territorial
C) account
D) sales call

Accepted Answer

A salesperson's individual desired accomplishment, such as achieving a desired annual income over a specific time period, is a personal goal. This is a goal set by the salesperson for their own personal achievement, rather than a goal set by their company or manager.

Question 20

According to the textbook, what is the second stage of self-leadership?
A) setting goals and objectives
B) territory analysis and account classification
C) assess and evaluate
D) tapping technology and automation

Accepted Answer

The answer of According to the textbook, what is the...

Quiz 10: Adding Value

Olga does an excellent job of setting her own objectives but rarely devotes any time to developing and executing plans to achieve those objectives. How would Olga best be characterized?

According to the textbook, what is the first stage of self-leadership?

A sales objective of "Sell 10 percent more" fails on which characteristic of properly developed goals?

According to the textbook, what is the third stage of self-leadership?

According to the textbook, what is the term for the process of doing the right things and doing them well?

A sales objective of "Sell 150 percent more over the next 12 months" likely fails on which characteristic of properly developed goals?

A sales objective of "Doing your best in the next 12 months" fails on which characteristic of properly developed goals?

What does setting proper goals and objectives as part of the self-leadership process do for a salesperson?

How is the first stage of self-leadership described in the textbook?

Celia has set her goals and objectives for the year. According to the Five Sequential Stages of Self-Leadership model, what should Celia do now?

The introduction to Chapter 10 discusses a recent study by the Industrial Performance Group Inc. What finding is pointed out in this study?

Which type of goal is a salesperson's desire to sell a certain amount of product within a given area so as to achieve personal goals?

According to the textbook, the process of self-leadership effectively translates into which of the following?

According to the textbook, what is the fourth stage of self-leadership?

Sharon has set her goals and objectives for the year and completed a territory analysis and account classification. According to the Five Sequential Stages of Self-Leadership model, what should Sharon do now?

Which of the following best summarizes the textbook's conclusion regarding why some salespeople are better than others?

According to the textbook, what is the last stage of self-leadership?

Which of the following best explains why goals and objectives should be realistic, yet challenging?

Which type of goal is a salesperson's individual desired accomplishment, such as achieving a desired annual income over a specific time period?

According to the textbook, what is the second stage of self-leadership?