Question 1

The majority of sales force resources should be invested in key accounts.

Accepted Answer

A) True 
 B)False

Question 2

Research has shown that a business lunch rarely leads to a sale.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following statements about sales territories is true?

Accepted Answer

A)  A sales territory contains only one key account. 
B)  Sales territories always have geographic boundaries. 
C)  Sales territories are used to maximize the sales potential of a market. 
D)  A sales territory guarantees that a company reaches the breakeven point. 
E)  Sales territories are used to evaluate the effectiveness of the marketing mix. 
A)  A sales territory contains only one key account. 
B)  Sales territories always have geographic boundaries. 
C)  Sales territories are used to maximize the sales potential of a market. 
D)  A sales territory guarantees that a company reaches the breakeven point. 
E)  Sales territories are used to evaluate the effectiveness of the marketing mix.

Question 4

What commonly causes the frequency of sales calls made by a salesperson to increase?

Accepted Answer

The following things generally cause an

Question 5

Companies establish sales territories to accomplish all of the following objectives EXCEPT to:

Accepted Answer

A)  set responsibilities for salespeople. 
B)  avoid duplicating sales efforts. 
C)  control corporate credit ratings. 
D)  create goodwill with customers. 
E)  meet sales goals. 
A)  set responsibilities for salespeople. 
B)  avoid duplicating sales efforts. 
C)  control corporate credit ratings. 
D)  create goodwill with customers. 
E)  meet sales goals.

Question 6

In an undifferentiated selling approach, the salesperson uses multiple selling strategies in the same market.

Accepted Answer

A) True 
 B)False

Question 7

Clearwater Hampers is a small British company that sells luxury food and drinks in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business as well as are a number of department stores. Clearwater has had several orders for more than a quarter of a million dollars and prides itself on how much repeat business it does. The company's leading salesperson, Peter Austin, is placed in charge of an important territory divided on the basis of geography and sales potential. He classifies his customers according to the size of their average orders. Austin has arrived at a prospect's office 30 minutes earlier than his appointment time. What should Austin do?

Accepted Answer

A)  Reschedule the appointment. 
B)  Read the local newspaper. 
C)  Meditate and stretch. 
D)  Catch up on paperwork. 
E)  Leave for the next call. 
A)  Reschedule the appointment. 
B)  Read the local newspaper. 
C)  Meditate and stretch. 
D)  Catch up on paperwork. 
E)  Leave for the next call.

Question 8

The first step of territory management is:

Accepted Answer

A)  setting quotas. 
B)  seeking referrals. 
C)  scheduling calls. 
D)  planning travel routes. 
E)  engaging in prospecting. 
A)  setting quotas. 
B)  seeking referrals. 
C)  scheduling calls. 
D)  planning travel routes. 
E)  engaging in prospecting.

Question 9

Which of the following is one of the six basic factors the text indicates must be considered in developing a plan for sales call allocation?

Accepted Answer

A)  Types of products being sold 
B)  Cost of goods sold 
C)  Personality of the salesperson 
D)  Number of visual aids used in sales presentation 
E)  Number of accounts in the territory 
A)  Types of products being sold 
B)  Cost of goods sold 
C)  Personality of the salesperson 
D)  Number of visual aids used in sales presentation 
E)  Number of accounts in the territory

Question 10

What is the relationship between the ELMS system and the 80/20 principle?

Accepted Answer

The ELMS system defines accounts in term

Question 11

A salesperson invests time in direct proportion to the actual or potential sales that the account represents. This relationship of sales volume to sales calls is the:

Accepted Answer

A)  break-even point. 
B)  sales response function. 
C)  basis for sales call allocation. 
D)  basis for territory formation. 
E)  correlation of effort and skill. 
A)  break-even point. 
B)  sales response function. 
C)  basis for sales call allocation. 
D)  basis for territory formation. 
E)  correlation of effort and skill.

Question 12

Mark Adams is a salesperson with a pharmaceutical company. Mark divided his territory into four sections as shown below. What is the major flaw in arranging the accounts in this fashion?

Accepted Answer

A)  The number of sections formed by Mark allows little flexibility. 
B)  The small accounts are unequally distributed. 
C)  The extra-large accounts are unequally distributed. 
D)  The number of sections should be an odd number. 
E)  Daily mileage is greatest in section 3. 
A)  The number of sections formed by Mark allows little flexibility. 
B)  The small accounts are unequally distributed. 
C)  The extra-large accounts are unequally distributed. 
D)  The number of sections should be an odd number. 
E)  Daily mileage is greatest in section 3.

Question 13

What are the two general approaches to account analysis?

Accepted Answer

The two general approaches are

Question 14

Sales territories can be used to obtain thorough coverage of the market.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is a basic factor to consider in sales call allocation?

Accepted Answer

A)  Nonselling time 
B)  Cost of goods sold 
C)  Personality style of customers 
D)  Structure of sales presentation 
E)  Revenue projections for the year 
A)  Nonselling time 
B)  Cost of goods sold 
C)  Personality style of customers 
D)  Structure of sales presentation 
E)  Revenue projections for the year

Question 16

Generally, it is a good idea to maximize the difference between the salesperson and the customer being served to keep sales presentations fresh and interesting.

Accepted Answer

A) True 
 B)False

Question 17

Sales territories are a disadvantage for some firms in all of the following cases EXCEPT when:

Accepted Answer

A)  sales performance is difficult to monitor and evaluate. 
B)  personal friendships are the basis for attracting customers. 
C)  salespeople are more motivated if they are not restricted by territorial boundaries. 
D)  the company is too small to be concerned about segmenting the market into sales areas. 
E)  management lacks the knowledge, time, and interest to develop and establish sales territories. 
A)  sales performance is difficult to monitor and evaluate. 
B)  personal friendships are the basis for attracting customers. 
C)  salespeople are more motivated if they are not restricted by territorial boundaries. 
D)  the company is too small to be concerned about segmenting the market into sales areas. 
E)  management lacks the knowledge, time, and interest to develop and establish sales territories.

Question 18

Explain the undifferentiated selling approach.

Accepted Answer

If the selling strategies are designed a

Question 19

Which of the following statements about routing is true?

Accepted Answer

A)  Global positioning systems have eliminated the need for routing reports. 
B)  The best routing pattern to use is the cloverleaf pattern. 
C)  The critical factor in sales routing is to minimize the number of miles you drive. 
D)  Under the ELMS classification system, the S (super-size) accounts should be called on with greatest frequency. 
E)  Most companies allow considerable flexibility in routing. 
A)  Global positioning systems have eliminated the need for routing reports. 
B)  The best routing pattern to use is the cloverleaf pattern. 
C)  The critical factor in sales routing is to minimize the number of miles you drive. 
D)  Under the ELMS classification system, the S (super-size) accounts should be called on with greatest frequency. 
E)  Most companies allow considerable flexibility in routing.

Question 20

Which of the following statements is most likely true about territorial evaluation?

Accepted Answer

A)  In territorial evaluation, actual performance is evaluated separately from goals. 
B)  Territorial evaluation monitors the time interval between multiple sales calls. 
C)  Qualitative quotas and performance are not considered in territorial evaluation. 
D)  Territorial evaluation establishes performance standards in the form of quotas or goals. 
E)  During the evaluation, managers reports are considered instead of individual salespeople's reports. 
A)  In territorial evaluation, actual performance is evaluated separately from goals. 
B)  Territorial evaluation monitors the time interval between multiple sales calls. 
C)  Qualitative quotas and performance are not considered in territorial evaluation. 
D)  Territorial evaluation establishes performance standards in the form of quotas or goals. 
E)  During the evaluation, managers reports are considered instead of individual salespeople's reports.

The majority of sales force resources should be invested in key accounts.

Research has shown that a business lunch rarely leads to a sale.

Which of the following statements about sales territories is true?

What commonly causes the frequency of sales calls made by a salesperson to increase?

Companies establish sales territories to accomplish all of the following objectives EXCEPT to:

In an undifferentiated selling approach, the salesperson uses multiple selling strategies in the same market.

The first step of territory management is:

Which of the following is one of the six basic factors the text indicates must be considered in developing a plan for sales call allocation?

What is the relationship between the ELMS system and the 80/20 principle?

A salesperson invests time in direct proportion to the actual or potential sales that the account represents. This relationship of sales volume to sales calls is the:

Mark Adams is a salesperson with a pharmaceutical company. Mark divided his territory into four sections as shown below. What is the major flaw in arranging the accounts in this fashion?

What are the two general approaches to account analysis?

Sales territories can be used to obtain thorough coverage of the market.

Which of the following is a basic factor to consider in sales call allocation?

Generally, it is a good idea to maximize the difference between the salesperson and the customer being served to keep sales presentations fresh and interesting.

Sales territories are a disadvantage for some firms in all of the following cases EXCEPT when:

Explain the undifferentiated selling approach.

Which of the following statements about routing is true?

Which of the following statements is most likely true about territorial evaluation?

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Filters

Exam 14: Time, Territory, and Self-Management: Keys to Success

The majority of sales force resources should be invested in key accounts.

Research has shown that a business lunch rarely leads to a sale.

Which of the following statements about sales territories is true?

What commonly causes the frequency of sales calls made by a salesperson to increase?

Companies establish sales territories to accomplish all of the following objectives EXCEPT to:

In an undifferentiated selling approach, the salesperson uses multiple selling strategies in the same market.

The first step of territory management is:

Which of the following is one of the six basic factors the text indicates must be considered in developing a plan for sales call allocation?

What is the relationship between the ELMS system and the 80/20 principle?

A salesperson invests time in direct proportion to the actual or potential sales that the account represents. This relationship of sales volume to sales calls is the:

Mark Adams is a salesperson with a pharmaceutical company. Mark divided his territory into four sections as shown below. What is the major flaw in arranging the accounts in this fashion?

What are the two general approaches to account analysis?

Sales territories can be used to obtain thorough coverage of the market.

Which of the following is a basic factor to consider in sales call allocation?

Generally, it is a good idea to maximize the difference between the salesperson and the customer being served to keep sales presentations fresh and interesting.

Sales territories are a disadvantage for some firms in all of the following cases EXCEPT when:

Explain the undifferentiated selling approach.

Which of the following statements about routing is true?

Which of the following statements is most likely true about territorial evaluation?

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Filters