Book Quiz: Rules Of The Hunt By Michael Dalton Johnson

13 Questions | Total Attempts: 57

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Book Quizzes & Trivia

This quiz is intended to check your understanding of the revised "Rules of the Hunt. "


Questions and Answers
  • 1. 
     In order to maintain exclusive rights to inactive Prey tagged to your name, you must log an interaction with your Prey a minimum of every 120 days. 
    • A. 

      True

    • B. 

      False

  • 2. 
    Enterprise Sales reps pursue which of the following sizes of accounts? (Check all that apply)
    • A. 

      Zebras (300M-1.5B)

    • B. 

      Squirrels (0-300M)

    • C. 

      Elephants (+1.5B)

  • 3. 
    A cub account that does not control freight should be marked "DOES NOT CONTROL" status.
    • A. 

      True

    • B. 

      False

  • 4. 
    Squirrels are customers or prospects with the following attributes: (Check all that apply)
    • A. 

      $0-$300M Annual Sales

    • B. 

      $300M-1.5B Annual Sales

    • C. 

      +1.5B Annual Sales

    • D. 

      0-5 LPD potential

    • E. 

      6-25 LPD potential

    • F. 

      +25 LPD potential

  • 5. 
    Zebras are customers or prospects with the following attributes: (Check all that apply)
    • A. 

      $0-$300M Annual Sales

    • B. 

      $300M-1.5B Annual Sales

    • C. 

      +1.5B Annual Sales

    • D. 

      0-5 LPD potential

    • E. 

      6-25 LPD potential

    • F. 

      +25 LPD potential

  • 6. 
    When hunting prey, in order to confirm that the Prey is not already in BAZOOKA, a sales rep should perform the following searches:(Check all that apply)
    • A. 

      Search by Parent name and Cub name(s)

    • B. 

      Zook the name of the prey using all variations and the % function

    • C. 

      Customer search the Prey by city location

    • D. 

      Search the Den for the customer name

    • E. 

      Call Brenner and tell him a long story about how you stumbled upon the account

  • 7. 
    Business Development (BD) Sales reps are expected to target which of the following sizes of accounts? (Check all that apply)
    • A. 

      Zebras (300M-1.5B)

    • B. 

      Squirrels (0-300M)

    • C. 

      Elephants (+1.5B)

  • 8. 
    If you find duplicate prey, change the sales status to "Duplicate" and enter the following note in the General Notes section:  "Duplicate File- see CUSTOMER CODE"
    • A. 

      True

    • B. 

      False

  • 9. 
    The definition of an Active Account is an account in which freight has been moved in the past 60 days. 
    • A. 

      True

    • B. 

      False

  • 10. 
    Forward progress must be demonstrated 6 months from the date that a rep's name is added to the file. 
    • A. 

      True

    • B. 

      False

  • 11. 
    If I stumble upon Prey that has not been active for more than 90 days and does not have a logged interaction in the past 90 days, but is tagged to Coyote Rep, Ted E. Bear, I must call/bark/ or email Ted E. Bear as a "courtesy" to make sure he agrees before I remove Ted's name from the account and add my own. 
    • A. 

      True

    • B. 

      False

  • 12. 
    I stumble upon "Spiffy Clean Toothpaste", a subsidiary of "America's Tooth Cleaning Co. (ATCC)".  ATCC is tagged to a tenacious Coyote Sales Rep, Lonnie LaFranko, and is showing forward progress, but isn't active yet. "Spiffy Clean Toothpaste" is not tagged to Lonnie LaFranko, but is associated (showing ATCC as the Ultimate Parent). I am allowed to call "Spiffy Clean Toothpaste". 
    • A. 

      True

    • B. 

      False

  • 13. 
    Coyote Sales Rep, Darryll, is interested in pursuing "Bear's Brewing", a micro-brewery in Chicago. When he looks them up in Salesforce, he determines that the are a subsidiary of "Wolverine Brewery and Bakery (WBB)" which is based in Ann Arbor, MI. Wolverine Brewery and Bakery is tagged to and being pursued by another Coyote, Jackie.  Check all statements that are accurate.
    • A. 

      If Bear's Brewing is associated with the Parent (WBB) in BZ and marked "DO NOT USE", then WBB controls Bear's Brewing's freight and Darryll should not call. Jackie's name should be tagged to both files.

    • B. 

      If there is no file for "Bear's Brewing", Darryll is allowed to call to see if they control their freight.

    • C. 

      Since Bear's Brewing is a subsidiary of WBB, and WBB is tagged, Darryll is not allowed to call Bear's Brewing.

    • D. 

      If Coyote has not moved a load for WBB and Jackie has not logged a call since 2010, Darryll can tag and call Bear's Brewery and Wolverine Brewery and Bakery.