 |
| 1 | |
Which of the following is the self-management process in selling in the correct order? |
| | A) | design sales strategy and allocate resources, implementing a time and territory management strategy, evaluating performance, setting goals |
| | B) | setting goals, design sales strategy and allocate resources, implementing a time and territory management strategy, evaluating performance |
| | C) | implementing a time and territory management strategy, evaluating performance, setting goals, design sales strategy and allocate resources |
| | D) | evaluating performance, setting goals, design sales strategy and allocate resources, implementing a time and territory management strategy |
| | E) | None of the above |
|
|
|
| 2 | |
Which of the following statements about goals is true? |
| | A) | Career goals should reflect personal ambitions and desires. |
| | B) | Career goals should reflect sales goals. |
| | C) | Performance goals are usually set after activity and conversion goals. |
| | D) | Personal goals guide the salesperson's decisions as to which activities to perform, when to perform these activities, whom to see, and how to sell. |
| | E) | All of the above statements about goals are true. |
|
|
|
| 3 | |
For a goal to be successful, it should be: |
| | A) | reachable yet challenging. |
| | B) | specific and measurable. |
| | C) | time-based. |
| | D) | written down. |
| | E) | all of the above. |
|
|
|
| 4 | |
The goal, "To increase the number of sales calls made by 10 percent," is NOT: |
| | A) | measurable. |
| | B) | time-based. |
| | C) | sufficiently vague. |
| | D) | performance-oriented. |
| | E) | achievable. |
|
|
|
| 5 | |
What are the three types of goals salespeople need to set? |
| | A) | performance, activity, and conversion goals |
| | B) | strategic, tactical, and operational goals |
| | C) | formal, semi-formal, and informal goals |
| | D) | people, technological, and conceptual goals |
| | E) | attitudinal, behavioral, and perceptual goals |
|
|
|
| 6 | |
A goal to increase the amount of gross sales by 10 percent is an example of a (n) _____ goal. |
| | A) | transformation |
| | B) | consequence |
| | C) | effort |
| | D) | performance |
| | E) | conflict avoidance |
|
|
|
| 7 | |
James has set a goal of increasing the number of product demonstrations per month by 20 percent. This is a (n) _____ goal. |
| | A) | Transformation |
| | B) | Conformance |
| | C) | Activity |
| | D) | Performance |
| | E) | Conversion |
|
|
|
| 8 | |
_____ goals are measures of a salesperson's efficiency. |
| | A) | Transformation |
| | B) | Consequence |
| | C) | Activity |
| | D) | Performance |
| | E) | Conversion |
|
|
|
| 9 | |
Which of the following best represents a conversion goal slogan? |
| | A) | "Less paper, less paperwork" |
| | B) | "More buck for the bang" |
| | C) | "Work longer and stronger" |
| | D) | "Good enough for government work" |
| | E) | "Work smarter, not harder" |
|
|
|
| 10 | |
The ABC analysis makes use of the: |
| | A) | social audit. |
| | B) | expectancy theory. |
| | C) | iceberg principle. |
| | D) | 80/20 rule. |
| | E) | equity theory. |
|
|
|
| 11 | |
The purpose of classifying accounts using the _______________is to determine which accounts are worth receiving more resources. |
| | A) | prime selling time calendar |
| | B) | sales call allocation grid |
| | C) | straight-line routing chart |
| | D) | variable zoning model |
| | E) | tickler time management table |
|
|
|
| 12 | |
Customer relationship management (CRM) software has been especially effective at helping salespeople understand an account's: |
| | A) | taxes. |
| | B) | vision. |
| | C) | fears. |
| | D) | needs. |
| | E) | legal issues. |
|
|
|
| 13 | |
Prime selling time varies by__________ and __________. |
| | A) | industry; country |
| | B) | time; routing |
| | C) | customer share; vendor care |
| | D) | benchmark; circulation |
| | E) | ABC; DEF |
|
|
|
| 14 | |
_____________ is the process of scheduling your sales calls to minimize travel time. |
| | A) | Leapfrogging |
| | B) | Outlining |
| | C) | Scheduling |
| | D) | Patterning |
| | E) | Routing |
|
|
|
| 15 | |
Which of the following is NOT one of the types of routing plans described in the text? |
| | A) | crazy-quilt |
| | B) | cloverleaf |
| | C) | leapfrog |
| | D) | circular |
| | E) | straight-line |
|
|
.