Question 1

A sales response function generally indicates that a salesperson can always increase the sales volume of an account by calling on it more often.

Accepted Answer

A) True 
 B)False  False

Question 2

Although portfolio models offer several benefits over single factor models, a problem that still remains is:

Accepted Answer

A)  only one characteristic is used to classify accounts. 
B)  the lack of an optimal solution to the allocation of sales calls. 
C)  a lack of priorities for customer data collection and analysis. 
D)  it does not promote forward-focused thinking by the sales team. 
E)  none of the above. 
A)  only one characteristic is used to classify accounts. 
B)  the lack of an optimal solution to the allocation of sales calls. 
C)  a lack of priorities for customer data collection and analysis. 
D)  it does not promote forward-focused thinking by the sales team. 
E)  none of the above. B

Question 3

Portfolio models evaluate account attractiveness based on both account opportunity and competitive position.

Accepted Answer

A) True 
 B)False  True

Question 4

Which of the following is included when calculating Customer Lifetime Value?

Accepted Answer

A)  a discount rate 
B)  future product purchases 
C)  the average contribution margin from purchases 
D)  none of the above 
E)  all of the above 
A)  a discount rate 
B)  future product purchases 
C)  the average contribution margin from purchases 
D)  none of the above 
E)  all of the above

Question 5

Trade shows are generally not very effective in generating good sales leads.

Accepted Answer

A) True 
 B)False

Question 6

A key aspect of managing time effectively is:

Accepted Answer

A)  to increase effort in daily activities. 
B)  to switch often between several tasks. 
C)  not to limit what you can accomplish ("never say no"). 
D)  to recognize and control time-wasters. 
E)  all of the above. 
A)  to increase effort in daily activities. 
B)  to switch often between several tasks. 
C)  not to limit what you can accomplish ("never say no"). 
D)  to recognize and control time-wasters. 
E)  all of the above.

Question 7

Recent studies indicate that salespeople spend the majority of their time prospecting, selling to customers, and on customer service calls.

Accepted Answer

A) True 
 B)False

Question 8

The minimum size customer that a salesperson should call on is closely related to the cost of making a sales call.

Accepted Answer

A) True 
 B)False

Question 9

In order for a prospect to be a qualified lead a salesperson must gather information about whether the prospect has:

Accepted Answer

A)  a genuine need for the product or service. 
B)  the buying authority to purchase the product or service. 
C)  the financial resources to purchase the product or service. 
D)  only a and b above are true. 
E)  a, b, and c above are all true. 
A)  a genuine need for the product or service. 
B)  the buying authority to purchase the product or service. 
C)  the financial resources to purchase the product or service. 
D)  only a and b above are true. 
E)  a, b, and c above are all true.

Question 10

Given the following information:
Compensation - $90,000 Direct Communications - $5,000
Automobile - $7,000 Meals & entertainment - $6,000
Overhead - $12,000 Promotional materials - $10,000
Calls per day - 5 Profit margin - 10%
Net selling days - 200
-The average cost per call is:

Accepted Answer

A)  $111.00 
B)  $113.00 
C)  $118.00 
D)  $130.00 
E)  none of the above are correct. 
A)  $111.00 
B)  $113.00 
C)  $118.00 
D)  $130.00 
E)  none of the above are correct.

Question 11

Although important for evaluating current customers, calculating a breakeven sales volume is not necessary when prospecting for new customers.

Accepted Answer

A) True 
 B)False

Question 12

Paths for increasing the value of a firm's customer base include which of the following?

Accepted Answer

A)  acquiring new customers 
B)  reducing the turnover of existing customers 
C)  charging higher prices 
D)  both a and b above are true 
E)  all the above are true. 
A)  acquiring new customers 
B)  reducing the turnover of existing customers 
C)  charging higher prices 
D)  both a and b above are true 
E)  all the above are true.

Question 13

The minimum size customer that a salesperson should call on is directly related to the number of employees the customer employs.

Accepted Answer

A) True 
 B)False

Question 14

The ABC account classification system is:

Accepted Answer

A)  an example of a single factor model. 
B)  an alphabetical portfolio method of time allocation. 
C)  a method to rank customers by their geographic location. 
D)  both a and c. 
E)  both b and c. 
A)  an example of a single factor model. 
B)  an alphabetical portfolio method of time allocation. 
C)  a method to rank customers by their geographic location. 
D)  both a and c. 
E)  both b and c.

Question 15

According to the portfolio model of effort allocation, salespeople should spend most of their time calling on new prospects.

Accepted Answer

A) True 
 B)False

Question 16

A salesperson is well advised to provide the same level of service (e.g., number of sales calls) to all accounts in an effort to increase sales volume.

Accepted Answer

A) True 
 B)False

Question 17

A customer demographic that might be used in building a prospect profile might include:

Accepted Answer

A)  geographic location 
B)  size of business 
C)  purchasing preference of customer 
D)  only a and b are correct 
E)  a, b, and c are all correct 
A)  geographic location 
B)  size of business 
C)  purchasing preference of customer 
D)  only a and b are correct 
E)  a, b, and c are all correct

Question 18

A customer far below the breakeven sales volume may be a good candidate for servicing via phone calls, rather than face-to-face sales calls.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is the greatest time waster according to salespeople?

Accepted Answer

A)  unclear communication 
B)  meetings 
C)  telephone interruptions 
D)  procrastination 
A)  unclear communication 
B)  meetings 
C)  telephone interruptions 
D)  procrastination

Question 20

The Sales Funnel model identifies the best few opportunities as those in which:

Accepted Answer

A)  the financial buyer has given his/her approval to the project. 
B)  all the buying influences have been contacted and their needs identified. 
C)  the purchasing department has recommended the firm's selling proposal to the other buying influences. 
D)  all of the above. 
A)  the financial buyer has given his/her approval to the project. 
B)  all the buying influences have been contacted and their needs identified. 
C)  the purchasing department has recommended the firm's selling proposal to the other buying influences. 
D)  all of the above.

A sales response function generally indicates that a salesperson can always increase the sales volume of an account by calling on it more often.

Although portfolio models offer several benefits over single factor models, a problem that still remains is:

Portfolio models evaluate account attractiveness based on both account opportunity and competitive position.

Which of the following is included when calculating Customer Lifetime Value?

Trade shows are generally not very effective in generating good sales leads.

A key aspect of managing time effectively is:

Recent studies indicate that salespeople spend the majority of their time prospecting, selling to customers, and on customer service calls.

The minimum size customer that a salesperson should call on is closely related to the cost of making a sales call.

In order for a prospect to be a qualified lead a salesperson must gather information about whether the prospect has:

Given the following information: Compensation - $90,000 Direct Communications - $5,000 Automobile - $7,000 Meals & entertainment - $6,000 Overhead - $12,000 Promotional materials - $10,000 Calls per day - 5 Profit margin - 10% Net selling days - 200 -The average cost per call is:

Although important for evaluating current customers, calculating a breakeven sales volume is not necessary when prospecting for new customers.

Paths for increasing the value of a firm's customer base include which of the following?

The minimum size customer that a salesperson should call on is directly related to the number of employees the customer employs.

The ABC account classification system is:

According to the portfolio model of effort allocation, salespeople should spend most of their time calling on new prospects.

A salesperson is well advised to provide the same level of service (e.g., number of sales calls) to all accounts in an effort to increase sales volume.

A customer demographic that might be used in building a prospect profile might include:

A customer far below the breakeven sales volume may be a good candidate for servicing via phone calls, rather than face-to-face sales calls.

Which of the following is the greatest time waster according to salespeople?

The Sales Funnel model identifies the best few opportunities as those in which:

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 3: Sales Opportunity Management

A sales response function generally indicates that a salesperson can always increase the sales volume of an account by calling on it more often.

Although portfolio models offer several benefits over single factor models, a problem that still remains is:

Portfolio models evaluate account attractiveness based on both account opportunity and competitive position.

Which of the following is included when calculating Customer Lifetime Value?

Trade shows are generally not very effective in generating good sales leads.

A key aspect of managing time effectively is:

Recent studies indicate that salespeople spend the majority of their time prospecting, selling to customers, and on customer service calls.

The minimum size customer that a salesperson should call on is closely related to the cost of making a sales call.

In order for a prospect to be a qualified lead a salesperson must gather information about whether the prospect has:

Given the following information: Compensation - $90,000 Direct Communications - $5,000 Automobile - $7,000 Meals & entertainment - $6,000 Overhead - $12,000 Promotional materials - $10,000 Calls per day - 5 Profit margin - 10% Net selling days - 200 -The average cost per call is:

Although important for evaluating current customers, calculating a breakeven sales volume is not necessary when prospecting for new customers.

Paths for increasing the value of a firm's customer base include which of the following?

The minimum size customer that a salesperson should call on is directly related to the number of employees the customer employs.

The ABC account classification system is:

According to the portfolio model of effort allocation, salespeople should spend most of their time calling on new prospects.

A salesperson is well advised to provide the same level of service (e.g., number of sales calls) to all accounts in an effort to increase sales volume.

A customer demographic that might be used in building a prospect profile might include:

A customer far below the breakeven sales volume may be a good candidate for servicing via phone calls, rather than face-to-face sales calls.

Which of the following is the greatest time waster according to salespeople?

The Sales Funnel model identifies the best few opportunities as those in which:

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters