Question 1

When a salesperson experiences stress,the fight or flight response:

Accepted Answer

A) guides the salesperson into behavior that alleviates the stress 
B) is useful because either response can be useful in solving the problem 
C) often has nothing to do with the stress and is instead caused by an external threat 
D) may not be helpful because either fighting or leaving the situation could damage relationships and hurt sales 
E) signals that the salesperson has not been trained properly in best sales practices and techniques 
A) guides the salesperson into behavior that alleviates the stress 
B) is useful because either response can be useful in solving the problem 
C) often has nothing to do with the stress and is instead caused by an external threat 
D) may not be helpful because either fighting or leaving the situation could damage relationships and hurt sales 
E) signals that the salesperson has not been trained properly in best sales practices and techniques D

Question 2

Most sales and marketing firms develop territories solely on the basis of geographical considerations.

Accepted Answer

A) True 
 B)False  False

Question 3

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Po Komacho is a trade sales representative with Braeden Innovations. As a trade sales representative, she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients. A large part of her job involves attending industry trade shows and working at the Braeden Innovations booth at the exhibit hall of the trade show.
-Po does not sell directly to clients,but she is still responsible for keeping track of the interactions she has with resellers. Where should she keep track of these interactions?

Accepted Answer

A) in the notepad of her smartphone 
B) in a spiral-bound notebook she keeps in her laptop bag 
C) in a file on her laptop computer 
D) in her company's computerized CRM system 
E) in a monthly e-mail to her manager 
A) in the notepad of her smartphone 
B) in a spiral-bound notebook she keeps in her laptop bag 
C) in a file on her laptop computer 
D) in her company's computerized CRM system 
E) in a monthly e-mail to her manager D

Question 4

Which of the following would LEAST likely be included in a firm's CRM system?

Accepted Answer

A) weekly sales call plans 
B) stress management techniques 
C) monthly planning calendar 
D) sales meeting notes 
E) customer information 
A) weekly sales call plans 
B) stress management techniques 
C) monthly planning calendar 
D) sales meeting notes 
E) customer information

Question 5

When drawing up a daily"to do"list,a salesperson should most likely:

Accepted Answer

A) refer to the previous day's log for unaccomplished activities 
B) avoid listing more than five items for one day 
C) record more tasks than can be completed 
D) list activities in priority order 
E) rank items alphabetically 
A) refer to the previous day's log for unaccomplished activities 
B) avoid listing more than five items for one day 
C) record more tasks than can be completed 
D) list activities in priority order 
E) rank items alphabetically

Question 6

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Victoria Canning is an inside sales representative with Braeden Innovations. As an inside sales representative, she makes sales presentations via webinar and contacts clients and prospects by phone, e-mail, and instant messaging, all from her home office. She says the best thing about her job is having a fulfilling professional career but never having to commute to an office.
-Victoria needs to organize her territory. Which categories would make the most sense for Victoria to use to organize her territory to schedule her calls most efficiently?

Accepted Answer

A) zip code and type of organization 
B) time zone and size of organization 
C) time zone and zip code 
D) zip code and contact's position in the organization 
E) area code and contact's position in the organization 
A) zip code and type of organization 
B) time zone and size of organization 
C) time zone and zip code 
D) zip code and contact's position in the organization 
E) area code and contact's position in the organization

Question 7

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Po Komacho is a trade sales representative with Braeden Innovations. As a trade sales representative, she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients. A large part of her job involves attending industry trade shows and working at the Braeden Innovations booth at the exhibit hall of the trade show.
-Since Po may not be able to reduce the time she spends away from home because she cannot control the dates of the trade shows she attends,what is a way she could alleviate stress when she is home?

Accepted Answer

A) Do work-related activities only in her home office. 
B) Ask her partner and children to help her with work tasks. 
C) Work fewer days but longer hours each day she is home. 
D) Schedule shorter trips away from home. 
E) Meet with clients casually at her house. 
A) Do work-related activities only in her home office. 
B) Ask her partner and children to help her with work tasks. 
C) Work fewer days but longer hours each day she is home. 
D) Schedule shorter trips away from home. 
E) Meet with clients casually at her house.

Question 8

There are no precise rules to observe in establishing a sales routing and scheduling plan.

Accepted Answer

A) True 
 B)False

Question 9

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Po Komacho is a trade sales representative with Braeden Innovations. As a trade sales representative, she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients. A large part of her job involves attending industry trade shows and working at the Braeden Innovations booth at the exhibit hall of the trade show.
-Although Po lacks the stress of meeting a sales quota,she experiences stress related to her schedule. Which of the following would most likely relieve Po's stress?

Accepted Answer

A) reducing her territory from two to one 
B) exercising and sleeping regularly 
C) filing expense reports promptly 
D) using a personal digital assistant 
E) conducing fewer follow-up calls 
A) reducing her territory from two to one 
B) exercising and sleeping regularly 
C) filing expense reports promptly 
D) using a personal digital assistant 
E) conducing fewer follow-up calls

Question 10

A(n)________ is a weekly action plan that is used to record planned and completed sales calls.

Accepted Answer

The answer of A(n)________ is a weekly action plan that...

Question 11

Many salespeople schedule routing by using the 80/20 rule,meaning:

Accepted Answer

A) 80 percent of their time on calls from the office and 20 percent on face-to-face calls 
B) 80 percent of their time on face-to-face calls and 20 percent on calls from the office 
C) 80 percent of their time on larger accounts and 20 percent on less profitable accounts 
D) 80 percent of their time on calls and 20 percent on prospecting 
E) 80 percent of their time on sales activities and 20 percent on paperwork 
A) 80 percent of their time on calls from the office and 20 percent on face-to-face calls 
B) 80 percent of their time on face-to-face calls and 20 percent on calls from the office 
C) 80 percent of their time on larger accounts and 20 percent on less profitable accounts 
D) 80 percent of their time on calls and 20 percent on prospecting 
E) 80 percent of their time on sales activities and 20 percent on paperwork

Question 12

A sales territory is a group of customers and potential customers assigned to a team of salespeople.

Accepted Answer

A) True 
 B)False

Question 13

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Victoria Canning is an inside sales representative with Braeden Innovations. As an inside sales representative, she makes sales presentations via webinar and contacts clients and prospects by phone, e-mail, and instant messaging, all from her home office. She says the best thing about her job is having a fulfilling professional career but never having to commute to an office.
-Because Victoria and the account manager she partners with are not in the same space but need to have access to the same information,it is vital that they both use:

Accepted Answer

A) the same type of computer,so they can share files seamlessly 
B) a web conferencing system that allows them to show each other files and documents 
C) mobile phones that allow them to send and receive text messages instead of landlines that do not allow for text messaging 
D) a computerized,Internet-based CRM system that allows them both to enter and access information about their clients 
E) the same e-mail client so they can read e-mails from each other 
A) the same type of computer,so they can share files seamlessly 
B) a web conferencing system that allows them to show each other files and documents 
C) mobile phones that allow them to send and receive text messages instead of landlines that do not allow for text messaging 
D) a computerized,Internet-based CRM system that allows them both to enter and access information about their clients 
E) the same e-mail client so they can read e-mails from each other

Question 14

Time management is a crucial part of opportunity management.

Accepted Answer

A) True 
 B)False

Question 15

Julio Melara,top seller and motivational speaker,feels that growth and success are facilitated by having:

Accepted Answer

A) plenty of luck,and the ability to act on it 
B) strong mentors who spend time with you 
C) natural talent,and the discipline to maximize it 
D) written goals,both personal and professional 
E) a strong organization in which to grow 
A) plenty of luck,and the ability to act on it 
B) strong mentors who spend time with you 
C) natural talent,and the discipline to maximize it 
D) written goals,both personal and professional 
E) a strong organization in which to grow

Question 16

The starting point for effective time management is forming a new attitude toward time conservation.

Accepted Answer

A) True 
 B)False

Question 17

The fight or flight response is a typical response to:

Accepted Answer

A) pessimism 
B) physical pain 
C) stress 
D) organizational culture 
E) office politics 
A) pessimism 
B) physical pain 
C) stress 
D) organizational culture 
E) office politics

Question 18

An external stimulus called a stressor and the physical and emotional responses to that stimulus are called:

Accepted Answer

A) emotionalism 
B) tension 
C) hypertension 
D) stress 
E) stimulus syndrome 
A) emotionalism 
B) tension 
C) hypertension 
D) stress 
E) stimulus syndrome

Question 19

Salespeople are most likely similar to entrepreneurs in that both of them must practice:

Accepted Answer

A) long-term financial planning 
B) effective recruiting abilities 
C) multiplatform operations 
D) presentation skills 
E) self-management 
A) long-term financial planning 
B) effective recruiting abilities 
C) multiplatform operations 
D) presentation skills 
E) self-management

Question 20

Frequency of visits to established customers should generally be related to sales potential.

Accepted Answer

A) True 
 B)False

When a salesperson experiences stress,the fight or flight response:

Most sales and marketing firms develop territories solely on the basis of geographical considerations.

Which of the following would LEAST likely be included in a firm's CRM system?

When drawing up a daily"to do"list,a salesperson should most likely:

There are no precise rules to observe in establishing a sales routing and scheduling plan.

A(n)________ is a weekly action plan that is used to record planned and completed sales calls.

Many salespeople schedule routing by using the 80/20 rule,meaning:

A sales territory is a group of customers and potential customers assigned to a team of salespeople.

Time management is a crucial part of opportunity management.

Julio Melara,top seller and motivational speaker,feels that growth and success are facilitated by having:

The starting point for effective time management is forming a new attitude toward time conservation.

The fight or flight response is a typical response to:

An external stimulus called a stressor and the physical and emotional responses to that stimulus are called:

Salespeople are most likely similar to entrepreneurs in that both of them must practice:

Frequency of visits to established customers should generally be related to sales potential.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Management of the Sales Force

Filters

Exam 16: Opportunity Management: The Key to Greater Sales Productivity

When a salesperson experiences stress,the fight or flight response:

Most sales and marketing firms develop territories solely on the basis of geographical considerations.

Which of the following would LEAST likely be included in a firm's CRM system?

When drawing up a daily"to do"list,a salesperson should most likely:

There are no precise rules to observe in establishing a sales routing and scheduling plan.

A(n)________ is a weekly action plan that is used to record planned and completed sales calls.

Many salespeople schedule routing by using the 80/20 rule,meaning:

A sales territory is a group of customers and potential customers assigned to a team of salespeople.

Time management is a crucial part of opportunity management.

Julio Melara,top seller and motivational speaker,feels that growth and success are facilitated by having:

The starting point for effective time management is forming a new attitude toward time conservation.

The fight or flight response is a typical response to:

An external stimulus called a stressor and the physical and emotional responses to that stimulus are called:

Salespeople are most likely similar to entrepreneurs in that both of them must practice:

Frequency of visits to established customers should generally be related to sales potential.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Management of the Sales Force

Filters