Why goals and objectives should be realistic

/in /by

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

1 point

 

 

Challenging goals tend to be motivating, but unrealistic goals become a disincentive to performance.

 

 

Salespeople tend to be motivated by goals they know they cannot achieve.

 

 

Salespeople vary in how they view the difference between challenging and unrealistic.

 

 

Salespeople tend to give up very quickly after a goal has been achieved.

 

Which statement best summarizes how the salesperson’s view of sales resistance has changed over the years? *

1 point

 

 

Salespeople continue to view any resistance as a threat to the sale.

 

 

The raising of an objection usually indicates faulty execution of the sales dialogue.

 

 

Salespeople believe resistance has increased due to advanced online activity.

 

 

Sales resistance is considered a normal and natural part of a sales conversation and indicates interest on the part of the buyer.

 

Jill is a salesperson for an industrial machine manufacturer. How can she demonstrate to her customers that she is committed to building mutually satisfying long-term relationships? *

1 point

 

 

When they place an order, she must be sure to show her sincere gratitude and assure the customer that she will be back when it is time for them to make another purchase.

 

 

She should avoid calling on her customers unless she has something she thinks they would be interested in purchasing.

 

 

She should follow up with her customers on a regular basis and be especially attentive after they have placed an order.

 

 

She should avoid talking with anybody else in the organization other than the buyer.

 

When using a two-factor analysis to classify accounts based on account opportunity and competitive position, which of the following should a salesperson allocate minimal selling effort to *

1 point

 

 

high opportunity and strong competitive position

 

 

high opportunity and weak competitive position

 

 

low opportunity and strong competitive position

 

 

low opportunity and weak competitive position

 

Why does an organization host seminars, training sessions, and social engagements with customers? *

1 point

 

 

to look for additional selling opportunities

 

 

to create positive feelings toward the selling organization

 

 

to expand collaborative involvement between organizations

 

 

to improve the efficiency of the training budget