Question 1

The two major methods for salespeople to increase their sales volume are by improving selling effectiveness and:

Accepted Answer

A)  spending more time in actual selling situations 
B)  dispensing with tedious recordkeeping 
C)  saving time with telephone calls 
D)  developing a series of personal goals 
E)  increasing prospecting activities 
A)  spending more time in actual selling situations 
B)  dispensing with tedious recordkeeping 
C)  saving time with telephone calls 
D)  developing a series of personal goals 
E)  increasing prospecting activities A

Question 2

Salespeople need to know what their goals are to be able to manage their time effectively.

Accepted Answer

A) True 
 B)False  True

Question 3

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, email, 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 B

Question 4

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 5

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

Accepted Answer

A) True 
 B)False

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, email, 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.
-Which of the following would answer the phone for Victoria when she is having a conference with a client?

Accepted Answer

A)  fax machine 
B)  electronic mail 
C)  voice mail system 
D)  audiovisual equipment 
E)  personal digital assistant 
A)  fax machine 
B)  electronic mail 
C)  voice mail system 
D)  audiovisual equipment 
E)  personal digital assistant

Question 7

Which of the following is an effective way to manage stress?

Accepted Answer

A)  Increase the focus on job tasks. 
B)  Work from home less frequently. 
C)  Maintain a realistic outlook to avoid disappointment. 
D)  Practice healthy emotional expression. 
E)  Fight or ignore most major problems. 
A)  Increase the focus on job tasks. 
B)  Work from home less frequently. 
C)  Maintain a realistic outlook to avoid disappointment. 
D)  Practice healthy emotional expression. 
E)  Fight or ignore most major problems.

Question 8

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 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 scheduling.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

When tension builds,your most effective reaction is to choose whether to use the "fight" or the "flight" response.

Accepted Answer

A) True 
 B)False

Question 11

The sales manager most likely uses information from the routing and scheduling plan to develop a:

Accepted Answer

A)  to-do list 
B)  weekly sales report 
C)  sales call plan 
D)  customer contact card 
E)  call record 
A)  to-do list 
B)  weekly sales report 
C)  sales call plan 
D)  customer contact card 
E)  call record

Question 12

A(n)________ is the geographic area where prospects and customers reside.

Accepted Answer

The answer of A(n)________ is the geographic area where prospects...

Question 13

Which of the following would LEAST likely eliminate stress in a short amount of time?

Accepted Answer

A)  visualizing a vacation spot 
B)  organizing a schedule 
C)  walking outside 
D)  napping after lunch 
E)  having a massage 
A)  visualizing a vacation spot 
B)  organizing a schedule 
C)  walking outside 
D)  napping after lunch 
E)  having a massage

Question 14

Sales territories should,in most cases,be established on the basis of:

Accepted Answer

A)  seniority of salespeople 
B)  prospects for new accounts 
C)  mature product lines 
D)  number of customers 
E)  sales potential 
A)  seniority of salespeople 
B)  prospects for new accounts 
C)  mature product lines 
D)  number of customers 
E)  sales potential

Question 15

The best policy concerning recordkeeping is to:

Accepted Answer

A)  retain all records for three years before discarding them 
B)  require written responses instead of substituting checkmarks 
C)  record only those details that cannot be committed to memory 
D)  require only records that provide positive benefits to those involved in the sales process 
E)  require records on all details and processes in order to maintain sales process discipline 
A)  retain all records for three years before discarding them 
B)  require written responses instead of substituting checkmarks 
C)  record only those details that cannot be committed to memory 
D)  require only records that provide positive benefits to those involved in the sales process 
E)  require records on all details and processes in order to maintain sales process discipline

Question 16

The primary objective of a sales routing and scheduling plan is to:

Accepted Answer

A)  increase actual selling time by reducing travel time 
B)  have a written record of where you have been and where you are going 
C)  determine the geographical distribution of customers 
D)  initiate new contacts with potential customers 
E)  visualize your territory on a map 
A)  increase actual selling time by reducing travel time 
B)  have a written record of where you have been and where you are going 
C)  determine the geographical distribution of customers 
D)  initiate new contacts with potential customers 
E)  visualize your territory on a map

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

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 19

What is a primary reason for requiring sales reports?

Accepted Answer

A)  monitor personal selling 
B)  facilitate customer service 
C)  reimburse travel expenditures 
D)  evaluate a salesperson's close 
E)  analyze a salesperson's performance 
A)  monitor personal selling 
B)  facilitate customer service 
C)  reimburse travel expenditures 
D)  evaluate a salesperson's close 
E)  analyze a salesperson's performance

Question 20

The primary objective of a sales ________ and scheduling plan is to increase actual face-to-face selling.

Accepted Answer

The answer of The primary objective of a sales ________...

The two major methods for salespeople to increase their sales volume are by improving selling effectiveness and:

Salespeople need to know what their goals are to be able to manage their time effectively.

The fight or flight response is a typical response to:

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

Which of the following is an effective way to manage stress?

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

When tension builds,your most effective reaction is to choose whether to use the "fight" or the "flight" response.

The sales manager most likely uses information from the routing and scheduling plan to develop a:

A(n)________ is the geographic area where prospects and customers reside.

Which of the following would LEAST likely eliminate stress in a short amount of time?

Sales territories should,in most cases,be established on the basis of:

The best policy concerning recordkeeping is to:

The primary objective of a sales routing and scheduling plan is to:

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

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

What is a primary reason for requiring sales reports?

The primary objective of a sales ________ and scheduling plan is to increase actual face-to-face selling.

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

The two major methods for salespeople to increase their sales volume are by improving selling effectiveness and:

Salespeople need to know what their goals are to be able to manage their time effectively.

The fight or flight response is a typical response to:

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

Which of the following is an effective way to manage stress?

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

When tension builds,your most effective reaction is to choose whether to use the "fight" or the "flight" response.

The sales manager most likely uses information from the routing and scheduling plan to develop a:

A(n)________ is the geographic area where prospects and customers reside.

Which of the following would LEAST likely eliminate stress in a short amount of time?

Sales territories should,in most cases,be established on the basis of:

The best policy concerning recordkeeping is to:

The primary objective of a sales routing and scheduling plan is to:

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

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

What is a primary reason for requiring sales reports?

The primary objective of a sales ________ and scheduling plan is to increase actual face-to-face selling.

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