Sell 5th Edition By Thomas N – Test Bank

True / False

1. Establishing objectives is a critical component of self-leadership.
a. True
b. False
ANSWER: True

2. Stage One of self-leadership is territory analysis.
a. True
b. False
ANSWER: False

3. The presence of clear goals and objectives leads a salesperson to drift from task to task.
a. True
b. False
ANSWER: False

4. Effective goals for self-leadership are those that are easy for salespeople to achieve.
a. True
b. False
ANSWER: False

5. A salesperson’s account goal is directly dependent on his or her personal goal.
a. True
b. False
ANSWER: False

6. A salesperson’s desire to sell a certain amount of product within an area in order to achieve personal goals is referred to as a territory goal.
a. True
b. False
ANSWER: True

7. The process of placing existing customers and prospects into categories based on their potential as customers is known as territory analysis.
a. True
b. False
ANSWER: False

8. Portfolio analysis is the most often used method for account classification and is analyzed on the basis of a single factor.
a. True
b. False
ANSWER: False

9. Stage Two of self-leadership identifies and establishes the priority and potential of each account in the territory along with the relative location of each account.
a. True
b. False
ANSWER: True

10. Stage Three of self-leadership involves developing strategies and plans that will guide salespeople toward achieving their goals.
a. True
b. False
ANSWER: True

11. Sales planning should ideally start with a short-term plan.
a. True
b. False
ANSWER: False