Question 1

What are benefits for a salesperson to develop and maintain a relationship network?

Accepted Answer

The people who make up a salesperson's r

Question 2

Multivariable account segmentation involves the use of one or more criterion to characterize the organization's account.

Accepted Answer

A) True 
 B)False

Question 3

The ELMS system:

Accepted Answer

A)  is used by the home office not by the individual salesperson. 
B)  classifies prospects according to how and when they were qualified. 
C)  classifies accounts to extra-large, large, medium, and small accounts. 
D)  categorizes according to geographic location relative to the home office. 
E)  classifies according to time spent on average with each buyer. 
A)  is used by the home office not by the individual salesperson. 
B)  classifies prospects according to how and when they were qualified. 
C)  classifies accounts to extra-large, large, medium, and small accounts. 
D)  categorizes according to geographic location relative to the home office. 
E)  classifies according to time spent on average with each buyer.

Question 4

The term sales response function of a customer refers to the relationship between sales volume and number of prospects in a territory.

Accepted Answer

A) True 
 B)False

Question 5

What is a sales territory? What are the major reasons for forming sales territories?

Accepted Answer

A sales territory comprises a group of c

Question 6

List the time management skills that can help sales professionals in achieving success:

Accepted Answer

As per the text there are six time manag

Question 7

The two general approaches to account analysis for salespeople are:

Accepted Answer

A)  time and territory management. 
B)  undifferentiated selling and account segmentation. 
C)  mass marketing and target marketing. 
D)  personal selling and mass selling. 
E)  homogeneous selling and heterogeneous selling. 
A)  time and territory management. 
B)  undifferentiated selling and account segmentation. 
C)  mass marketing and target marketing. 
D)  personal selling and mass selling. 
E)  homogeneous selling and heterogeneous selling.

Question 8

How can a salesperson use break-even analysis as a time management tool?

Accepted Answer

Break-even analysis is a quantitative te

Question 9

A(n) ________ comprises a group of customers or a geographical area assigned to a salesperson.

Accepted Answer

A)  market development area 
B)  MSA 
C)  sales territory 
D)  market potential 
E)  sales quota 
A)  market development area 
B)  MSA 
C)  sales territory 
D)  market potential 
E)  sales quota

Question 10

List the four abilities that in combination represent emotional intelligence (EI).

Accepted Answer

Emotional intelligence (EI) is the combi

Question 11

Segmenting the market into territories can be very effective in industries like insurance and retail.

Accepted Answer

A) True 
 B)False

Question 12

How is the sales response function used by salespeople in time management?

Accepted Answer

The sales response function is the relat

Question 13

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. The product handled by Austin has an average gross profit percentage of 25%. Austin's annual salary and expenses total $200,000. Austin works 8 hours a day, 5 days a week, and 40 weeks in a year. What is Austin's break-even volume per hour?

Accepted Answer

A)  $500.00 
B)  $265.00 
C)  $150.00 
D)  $100.00 
A)  $500.00 
B)  $265.00 
C)  $150.00 
D)  $100.00

Question 14

Mack Jacoby sells building supplies. His annual sales equal $450,000. His total fixed costs annually equal $75,000. The cost of goods sold annually is $335,000. Mack works an average of 240 days a year and 8 hours each day. Mack makes an average of five sales calls per day. Mack's break-even volume per hour is approximately:

Accepted Answer

A)  $119.00 
B)  $153.00 
C)  $171.00 
D)  $256.00 
E)  $392.00 
A)  $119.00 
B)  $153.00 
C)  $171.00 
D)  $256.00 
E)  $392.00

Question 15

Fewer overnight trips and more regular contact with productive customers can reduce sales expenses as well as improve a firm's sales-cost ratio.

Accepted Answer

A) True 
 B)False

Question 16

________ is a quantitative technique for determining the level of sales at which total revenues equal total costs.

Accepted Answer

A)  The sales response function 
B)  Equilibrium analysis 
C)  Profit allocation 
D)  Break-even analysis 
E)  The ELMS approach 
A)  The sales response function 
B)  Equilibrium analysis 
C)  Profit allocation 
D)  Break-even analysis 
E)  The ELMS approach

Question 17

Account analysis:

Accepted Answer

A)  identifies accounts and their varying levels of sales potential. 
B)  begins with an estimate of a prospect's past sales. 
C)  involves four general approaches. 
D)  requires management oversight. 
E)  is another form of value analysis. 
A)  identifies accounts and their varying levels of sales potential. 
B)  begins with an estimate of a prospect's past sales. 
C)  involves four general approaches. 
D)  requires management oversight. 
E)  is another form of value analysis.

Question 18

The annual break-even point of a salesperson is $2,000,000 and his per month salary is $10,000. This means that:

Accepted Answer

A)  the salesperson should generate $2,000,000 gross profit every year to cover the costs. 
B)  the salesperson should generate sales worth $2,000,000 every year to cover the costs. 
C)  the salesperson should generate $2,000,000 net profit every year to cover the costs. 
D)  the salesperson should generate gross profit worth $80,000 to cover the costs. 
E)  the salesperson is generating $80,000 profit compared to his fixed cost. 
A)  the salesperson should generate $2,000,000 gross profit every year to cover the costs. 
B)  the salesperson should generate sales worth $2,000,000 every year to cover the costs. 
C)  the salesperson should generate $2,000,000 net profit every year to cover the costs. 
D)  the salesperson should generate gross profit worth $80,000 to cover the costs. 
E)  the salesperson is generating $80,000 profit compared to his fixed cost.

Question 19

Based on the following data, calculate the breakeven point. Sales = $500,000
Transportation = $10,000
Gross Profit = $200,000
Lodging and Meals = $8,000
Salary = $37,000
Other expenses = $5,000

Accepted Answer

A)  $150,000 
B)  $130,000 
C)  $100,0003 
D)  $86,667 
E)  Cannot be calculated with the information given 
A)  $150,000 
B)  $130,000 
C)  $100,0003 
D)  $86,667 
E)  Cannot be calculated with the information given

Question 20

Which of the following statements about executive presence is INCORRECT?

Accepted Answer

A)  Sales managers and executives do not want their emerging salespeople to develop an executive presence. 
B)  Executive presence is about the perception results from your initial interaction with a group as well as your ongoing interactions. 
C)  Executive presence is about the perception held by customers about you. 
D)  Executive presence is about the perception (held by others) that you have a certain level of gravitas and influence. 
E)  Executive presence is about how others perceive you. 
A)  Sales managers and executives do not want their emerging salespeople to develop an executive presence. 
B)  Executive presence is about the perception results from your initial interaction with a group as well as your ongoing interactions. 
C)  Executive presence is about the perception held by customers about you. 
D)  Executive presence is about the perception (held by others) that you have a certain level of gravitas and influence. 
E)  Executive presence is about how others perceive you.

What are benefits for a salesperson to develop and maintain a relationship network?

Multivariable account segmentation involves the use of one or more criterion to characterize the organization's account.

The ELMS system:

The term sales response function of a customer refers to the relationship between sales volume and number of prospects in a territory.

What is a sales territory? What are the major reasons for forming sales territories?

List the time management skills that can help sales professionals in achieving success:

The two general approaches to account analysis for salespeople are:

How can a salesperson use break-even analysis as a time management tool?

A(n) ________ comprises a group of customers or a geographical area assigned to a salesperson.

List the four abilities that in combination represent emotional intelligence (EI).

Segmenting the market into territories can be very effective in industries like insurance and retail.

How is the sales response function used by salespeople in time management?

Fewer overnight trips and more regular contact with productive customers can reduce sales expenses as well as improve a firm's sales-cost ratio.

________ is a quantitative technique for determining the level of sales at which total revenues equal total costs.

Account analysis:

The annual break-even point of a salesperson is $2,000,000 and his per month salary is $10,000. This means that:

Based on the following data, calculate the breakeven point. Sales = $500,000 Transportation = $10,000 Gross Profit = $200,000 Lodging and Meals = $8,000 Salary = $37,000 Other expenses = $5,000

Which of the following statements about executive presence is INCORRECT?

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

What are benefits for a salesperson to develop and maintain a relationship network?

Multivariable account segmentation involves the use of one or more criterion to characterize the organization's account.

The ELMS system:

The term sales response function of a customer refers to the relationship between sales volume and number of prospects in a territory.

What is a sales territory? What are the major reasons for forming sales territories?

List the time management skills that can help sales professionals in achieving success:

The two general approaches to account analysis for salespeople are:

How can a salesperson use break-even analysis as a time management tool?

A(n) ________ comprises a group of customers or a geographical area assigned to a salesperson.

List the four abilities that in combination represent emotional intelligence (EI).

Segmenting the market into territories can be very effective in industries like insurance and retail.

How is the sales response function used by salespeople in time management?

Fewer overnight trips and more regular contact with productive customers can reduce sales expenses as well as improve a firm's sales-cost ratio.

________ is a quantitative technique for determining the level of sales at which total revenues equal total costs.

Account analysis:

The annual break-even point of a salesperson is $2,000,000 and his per month salary is $10,000. This means that:

Based on the following data, calculate the breakeven point. Sales = $500,000 Transportation = $10,000 Gross Profit = $200,000 Lodging and Meals = $8,000 Salary = $37,000 Other expenses = $5,000

Which of the following statements about executive presence is INCORRECT?

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