Question 1

Dividing accounts on the basis of market type and sales volume would be an example of:

Accepted Answer

A)  multivariable account segmentation. 
B)  dual segmentation marketing. 
C)  reciprocal sales differentiation. 
D)  total territory management. 
E)  dual positioning. 
A)  multivariable account segmentation. 
B)  dual segmentation marketing. 
C)  reciprocal sales differentiation. 
D)  total territory management. 
E)  dual positioning.

Question 2

Strict formal routing procedures are designed by firms that want to improve territory coverage and minimize wasted time.

Accepted Answer

A) True 
 B)False

Question 3

According to the text, when a company directs its sales force members to use multiple selling strategies, this means salespeople are expected to:

Accepted Answer

A)  split commissions if a buyer's purchasing office is in one salesperson's territory and the retail outlet is the territory of another salesperson. 
B)  have several sales approaches planned so that if their first sales attempt is unsuccessful, they can shift to an alternate approach without delay. 
C)  develop different sales approaches for the different products in the company's product line. 
D)  invest the bulk of their time and resources in the large, important accounts in their territories. 
E)  develop one form of presentation for existing accounts and another for prospects. 
A)  split commissions if a buyer's purchasing office is in one salesperson's territory and the retail outlet is the territory of another salesperson. 
B)  have several sales approaches planned so that if their first sales attempt is unsuccessful, they can shift to an alternate approach without delay. 
C)  develop different sales approaches for the different products in the company's product line. 
D)  invest the bulk of their time and resources in the large, important accounts in their territories. 
E)  develop one form of presentation for existing accounts and another for prospects.

Question 4

Which among the following is NOT a reason for increasing the number of sales calls?

Accepted Answer

A)  Increase of potential future sales 
B)  Increase of orders placed 
C)  Increase of product lines sold 
D)  Increase of cost of goods sold 
E)  Increase in servicing requirements 
A)  Increase of potential future sales 
B)  Increase of orders placed 
C)  Increase of product lines sold 
D)  Increase of cost of goods sold 
E)  Increase in servicing requirements

Question 5

For the salesperson, territory management :

Accepted Answer

A)  is only useful during busy seasons. 
B)  is most relevant during periods of economic recession. 
C)  is only useful when the salesperson is selling homogeneous products. 
D)  is a continuous process of planning, executing, and evaluating. 
E)  requires an efficient and effective sales manager. 
A)  is only useful during busy seasons. 
B)  is most relevant during periods of economic recession. 
C)  is only useful when the salesperson is selling homogeneous products. 
D)  is a continuous process of planning, executing, and evaluating. 
E)  requires an efficient and effective sales manager.

Question 6

What is the first step in account analysis?

Accepted Answer

The first step in ac

Question 7

Briefly explain sales call allocation step in territory management.

Accepted Answer

Sales call allocation is the plan to all

Question 8

How do sales territories benefit a company's customers?

Accepted Answer

A)  Monitors sales team salaries and expenses 
B)  Links organizational vision with buyer's needs 
C)  Establishes relationships between buyers and sellers 
D)  Ensures sales presentation structure and organization 
E)  Matches long-term strategic goals with seller's personality 
A)  Monitors sales team salaries and expenses 
B)  Links organizational vision with buyer's needs 
C)  Establishes relationships between buyers and sellers 
D)  Ensures sales presentation structure and organization 
E)  Matches long-term strategic goals with seller's personality

Question 9

Although it is useful to have lunch with a prospect or a client, dining alone can be very productive for a professional salesperson.

Accepted Answer

A) True 
 B)False

Question 10

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. Mark's break-even point in terms of total sales is approximately:

Accepted Answer

A)  $198,000 
B)  $218,600 
C)  $224,000 
D)  $293,000 
E)  $315,200 
A)  $198,000 
B)  $218,600 
C)  $224,000 
D)  $293,000 
E)  $315,200

Question 11

Which of the following statements about using the sales technology for territory coverage is INCORRECT?

Accepted Answer

A)  Sales technology tools assist salespeople with routine as well as strategic tasks. 
B)  Applications such as calendaring and routing tables can transform salespeople's typical sales routines and thus reduce downtime. 
C)  Sales technology aids salespeople by managing information about a larger number of customers. 
D)  Sales technology tools hinders salespeople's abilities to focus on actual selling time. 
E)  Salespeople using CRM system may be able to save time by speeding the process of sales call planning.. 
A)  Sales technology tools assist salespeople with routine as well as strategic tasks. 
B)  Applications such as calendaring and routing tables can transform salespeople's typical sales routines and thus reduce downtime. 
C)  Sales technology aids salespeople by managing information about a larger number of customers. 
D)  Sales technology tools hinders salespeople's abilities to focus on actual selling time. 
E)  Salespeople using CRM system may be able to save time by speeding the process of sales call planning..

Question 12

Many companies concentrate on improving the way their salespeople manage their time because:

Accepted Answer

A)  the cost of direct selling is rapidly decreasing. 
B)  the time available for face-to-face customer contact is increasing. 
C)  there is reduced emphasis on profitability. 
D)  time is always limited. 
E)  they want to increase the salesperson's responsibilities. 
A)  the cost of direct selling is rapidly decreasing. 
B)  the time available for face-to-face customer contact is increasing. 
C)  there is reduced emphasis on profitability. 
D)  time is always limited. 
E)  they want to increase the salesperson's responsibilities.

Question 13

Establishing a travel pattern to be used for working your territory is called:

Accepted Answer

A)  Account grouping. 
B)  Account call allocation. 
C)  Customer sales planning. 
D)  Routing. 
E)  Scheduling. 
A)  Account grouping. 
B)  Account call allocation. 
C)  Customer sales planning. 
D)  Routing. 
E)  Scheduling.

Question 14

The two general approaches to ________ are the undifferentiated selling approach and the account segmentation approach.

Accepted Answer

A)  customer sales planning. 
B)  route reporting. 
C)  sales call allocation. 
D)  account analysis. 
E)  quota scheduling. 
A)  customer sales planning. 
B)  route reporting. 
C)  sales call allocation. 
D)  account analysis. 
E)  quota scheduling.

Question 15

The 80/20 principle can be used to explain why salespeople use:

Accepted Answer

A)  the ELMS system to segment accounts in their sales territories. 
B)  trial closes a minimum of three times per sales call. 
C)  three different types of routing patterns. 
D)  waiting time for non-selling activities. 
E)  mobile offices and technology. 
A)  the ELMS system to segment accounts in their sales territories. 
B)  trial closes a minimum of three times per sales call. 
C)  three different types of routing patterns. 
D)  waiting time for non-selling activities. 
E)  mobile offices and technology.

Question 16

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

Accepted Answer

As per the text there are six time manag

Question 17

According to the Core Principles of Professional Selling, how you spend your time greatly influences your level of sales success.

Accepted Answer

A) True 
 B)False

Question 18

Lawrence sells lockers like those found in airports, bus stations, exercise centers, and schools. His fixed selling costs are $65,000 annually. His annual sales are $390,000 and the annual cost of the lockers he sells equals $255,000. Calculate his gross profit in percentage and his break-even point.

Accepted Answer

His gross profit in percentage

Question 19

What is emotional intelligence? Why is it considered a prevalent topic within the sales industry?

Accepted Answer

Emotional intelligence (EI) is the combi

Question 20

Account analysis classifies accounts according to the ELMS system. Briefly describe this system.

Accepted Answer

With this system, accounts are

Dividing accounts on the basis of market type and sales volume would be an example of:

Strict formal routing procedures are designed by firms that want to improve territory coverage and minimize wasted time.

According to the text, when a company directs its sales force members to use multiple selling strategies, this means salespeople are expected to:

Which among the following is NOT a reason for increasing the number of sales calls?

For the salesperson, territory management :

What is the first step in account analysis?

Briefly explain sales call allocation step in territory management.

How do sales territories benefit a company's customers?

Although it is useful to have lunch with a prospect or a client, dining alone can be very productive for a professional salesperson.

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. Mark's break-even point in terms of total sales is approximately:

Which of the following statements about using the sales technology for territory coverage is INCORRECT?

Many companies concentrate on improving the way their salespeople manage their time because:

Establishing a travel pattern to be used for working your territory is called:

The two general approaches to ________ are the undifferentiated selling approach and the account segmentation approach.

The 80/20 principle can be used to explain why salespeople use:

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

According to the Core Principles of Professional Selling, how you spend your time greatly influences your level of sales success.

What is emotional intelligence? Why is it considered a prevalent topic within the sales industry?

Account analysis classifies accounts according to the ELMS system. Briefly describe this system.

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

Dividing accounts on the basis of market type and sales volume would be an example of:

Strict formal routing procedures are designed by firms that want to improve territory coverage and minimize wasted time.

According to the text, when a company directs its sales force members to use multiple selling strategies, this means salespeople are expected to:

Which among the following is NOT a reason for increasing the number of sales calls?

For the salesperson, territory management :

What is the first step in account analysis?

Briefly explain sales call allocation step in territory management.

How do sales territories benefit a company's customers?

Although it is useful to have lunch with a prospect or a client, dining alone can be very productive for a professional salesperson.

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. Mark's break-even point in terms of total sales is approximately:

Which of the following statements about using the sales technology for territory coverage is INCORRECT?

Many companies concentrate on improving the way their salespeople manage their time because:

Establishing a travel pattern to be used for working your territory is called:

The two general approaches to ________ are the undifferentiated selling approach and the account segmentation approach.

The 80/20 principle can be used to explain why salespeople use:

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

According to the Core Principles of Professional Selling, how you spend your time greatly influences your level of sales success.

What is emotional intelligence? Why is it considered a prevalent topic within the sales industry?

Account analysis classifies accounts according to the ELMS system. Briefly describe this system.

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