Personal Selling Chapter 10
straight-line routing plan
A(n) _________ is a territory routing plan in which salespeople start from their offices and make calls in one direction until they reach the end of the territory.
Deal analytics
After developing strategies and plans, Alice, a salesperson, was asked to analyze her customers' past behaviors, any opportunities to sell complementary products, and the makeups of various customer groups in order to identify areas of opportunity and high interest to customers. In this scenario, which of the following should Alice adopt to perform this task?
understand what has to be done to meet product design and delivery requirements.
As part of their training, salespeople actually work in production facilities in order to:
territory analysis.
Dave is a sales executive at Windsor Stock. His current task is to find the customers and prospects who would buy the company's products, discover the location of such customers, and pinpoint those who can influence purchase decisions. In this scenario, Dave is involved in:
should use alternatives like telemarketing, direct mail, and the Internet.
Ella is a salesperson at SalesQuarter Inc. She performs a two-factor analysis for account classification and finds that the accounts are less attractive, offering low opportunity. Ella realizes that her accounts are in a weak competitive position. In this scenario, which of the following selling strategies should Ella follow?
territory goals
For a salesperson, achieving personal goals depends directly upon achieving his or her _____.
for both resident and nonresident salespeople.
High-tech sales support offices are set up:
shipping and transportation partnership
If a customer places an order for a product which is an urgent requirement, the concerned salesperson should engage in
make better strategic plans.
In self-leadership, the objective of establishing priorities in the form of objectives is to:
circular routing plan
In the context of a territory routing plan, the _________ moves in concentric circles that spirals across the territory
mobile sales technology
In the context of tapping technology and automation, desktops, notebooks, laptops, tablets, and smartphones are examples of _________.
assessment of performance and goal attainment
In the process of self-leadership, the _________ stage involves frequent comparisons of actual performance with periodic checkpoints.
sales call goal
Jamie, a salesperson, is discussing her goals with her coworker. She mentions that she has set an account goal of $30,000. In order to achieve her account goal, Jamie should first set a(n)
long-term plan
Juan, a sales executive, is involved in sales planning for the next eight months. In this case, Juan is making a(n) _____.
shipping and transportation partnership
Kara has an urgent requirement for a power bank and places an order online. She specifies that she looks forward to receiving the power bank within three days. However, the actual time the company takes to process the request itself is three days. In this scenario, the sales team should engage in a(n) _____ to meet Kara's requirement.
Accounts are located in clusters that are some distance from one another.
Kayla, a salesperson, suggests to her team that the straight-line routing plan would be most appropriate for their accounts. However, Sandra disagrees and says the cloverleaf model would work best for their accounts. Which of the following, if true, would strengthen Kayla's argument?
an ineffective self-leader.
Kim does an excellent job of setting objectives for herself. Unfortunately, she rarely devotes any time to strategizing plans to achieve those objectives. In this scenario, Kim is:
design and manufacturing partnership
Maria has placed an order for a tea table at Furnitup Inc. and has specified the shape and dimensions of the table she requires. In this scenario, the sales team at Furnitup should engage in
time specific
Properly developed goals should be:
territory analysis
Richa, a sales manager at TM Resources, needs to find new markets in which to sell her company's products. Richa assigns her team of salespeople the task of finding out the location of existing customers and prospects, the products they buy, why they buy, and what influences their purchasing decision. This scenario indicates that the team is currently involved in _____.
extranet
RidgeCut is a manufacturing company that has several stakeholders all over the world. The company maintains a secure website which is password protected and is not accessible to people outside the organization. Since this affects the company's marketing opportunities, RidgeCut decides to provide secured access to their stakeholders. In this case, RidgeCut should use _____.
develop and implement plans.
Roger, a sales executive, has completed a survey of his selling area; he has located existing customers and prospects, discovered their interests, and understands their motivation for buying products. He has also segregated these customers and prospects into categories based on their potential as customers. In this scenario, Roger's next step should be to:
to gather information about new offerings in the market.
Roger, a sales manager at Pacto Corp., has been assigned a new client for selling Pacto's products and is collaborating with the marketing team to generate a sales proposal. In this scenario, Roger collaborates with the marketing team:
salesperson customer relationship management solutions
Salesforce.com, Microsoft Dynamics, and SalesLogix are examples of _________.
in generating new market offerings.
Salespeople teaming with individuals in the marketing department helps:
analyze her territory and classify her accounts
Sharon has set a goal of selling her company's product to at least 100 customers and earning $50,000 during the current financial year. According to the five sequential stages of self-leadership model, Sharon's next step should be to:
account classification
Single-factor analysis, also referred to as ABC analysis, is the simplest and most often used method for ________
accounts are concentrated in different parts of the territory.
The Cloverleaf sales call routing plan is best used when:
they highlight commitments and deadlines.
The process of sales planning should ideally start with a long-term plan because:
shortens the sales cycle
The use of Internet- and intranet-based technologies:
accounts should receive a heavy investment of effort and resources.
When competitive position is strong:
It requires no data manipulation.
Which of the following is a benefit of single-factor analysis?
ABC analysis uses only one factor, whereas portfolio analysis uses two factors.
Which of the following is a difference between ABC analysis and Portfolio analysis?
It is represented in the form of a matrix
Which of the following is a feature of portfolio analysis?
Commitment and mutual trust of all parties
Which of the following is a requirement of synergistic teamwork?
Customer relationship management software applications
Which of the following is a user-friendly program that provides salespeople with a convenient option to catalog, search, and access comprehensive information regarding individual accounts?
It classifies accounts on the basis of sales potential.
Which of the following is characteristic of single-factor analysis?
They provide the basis for shorter time frame plans.
Which of the following is true of framing long-term plans?
It provides the input for account classification
Which of the following is true of territory analysis?
Setting goals and objectives
Which of the following stages of self-leadership is referred to as "beginning with the end in mind"?
Attending to the little things
_____ is a teamwork skill that salespeople must apply in the process of building internal partnerships.
external relationships
_________ are relationships salespeople build with customers outside the organization and working environment.
Internal relationships
_________ are relationships salespeople have with other individuals in their own company
selling technology and automation
_________ are tools that streamline the selling process, generate improved selling opportunities, facilitate cross-functional teaming and intra-organizational communication, and enhance communication and follow-up with customers
Customer relationship management applications
_________ integrate multiple communication and customer contact channels-including the Web, email, call center, and social media applications in order to maximize customer interactions
