Question 1

__________ is the response of your body and/or mind to demands on it,in the form of either physiological or psychological strain.

Accepted Answer

Stress

Question 2

Setting goals can be an effective motivational force for salespeople.

Accepted Answer

A) True 
 B)False  True

Question 3

Sales territories can be classified according to the sales potential of customers.

Accepted Answer

A) True 
 B)False  True

Question 4

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

Accepted Answer

A) have a written record of where you have been and where you are going. 
B) increase actual selling time by reducing travel time. 
C) determine the geographical distribution of customers. 
D) initiate new contacts with potential customers. 
E) create another list of things to be accomplished. 
A) have a written record of where you have been and where you are going. 
B) increase actual selling time by reducing travel time. 
C) determine the geographical distribution of customers. 
D) initiate new contacts with potential customers. 
E) create another list of things to be accomplished.

Question 5

Tom Jones Inc.currently buys goods worth $ 2000 a year whereas their sales potential is $ 3000.Mr.Mike's Pizza buys goods $ 1000 worth currently but their sales potential is $ 3000.An effective salesperson should spend more time selling to Mr.Mike's Pizza.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following could be considered "floaters"?

Accepted Answer

A) Pens 
B) Post-it notes 
C) Technical specialists 
D) Salespeople 
E) Computers 
A) Pens 
B) Post-it notes 
C) Technical specialists 
D) Salespeople 
E) Computers

Question 7

People who waste time:

Accepted Answer

A) learn that habit. 
B) can never over come that habit. 
C) see time as a infinite resource. 
D) are born with that trait. 
E) are not financially motivated. 
A) learn that habit. 
B) can never over come that habit. 
C) see time as a infinite resource. 
D) are born with that trait. 
E) are not financially motivated.

Question 8

Time management requires an attitude change because time wasting is usually a habit.

Accepted Answer

A) True 
 B)False

Question 9

The two major methods for salespeople to increase their sales volume are by becoming a more effective salesperson and by:

Accepted Answer

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

Question 10

Some amount of stress is necessary for motivation.

Accepted Answer

A) True 
 B)False

Question 11

Companies such as Husky Injection Molding Systems Ltd.provide employees with a wellness room.The objective of this is to:

Accepted Answer

A) to help employees de-stress. 
B) to make employees feel important. 
C) be on par with their competitors in terms of providing a good work environment. 
D) provide benefits to the employees. 
E) to create a luxurious work environment. 
A) to help employees de-stress. 
B) to make employees feel important. 
C) be on par with their competitors in terms of providing a good work environment. 
D) provide benefits to the employees. 
E) to create a luxurious work environment.

Question 12

How do the four dimensions of time management,territory management,records management and stress management lead to more sales opportunities for a salesperson?

Accepted Answer

a.Time management - time is a finite res

Question 13

More time can be spent on face-to-face selling with improved time and territory management.

Accepted Answer

A) True 
 B)False

Question 14

Mabel wants to figure out why she always runs out of time and cannot complete her sales calls in the week.She decides to:

Accepted Answer

A) skip her lunch breaks. 
B) rule out difficult sales. 
C) work late. 
D) visit established clients first. 
E) keep a time log. 
A) skip her lunch breaks. 
B) rule out difficult sales. 
C) work late. 
D) visit established clients first. 
E) keep a time log.

Question 15

What are some of the characteristics of effective goals?

Accepted Answer

a.Specific - goals should be specific,no

Question 16

A __________ is a group of customers and potential customers that can be called on conveniently.

Accepted Answer

The answer of A __________ is a group of customers...

Question 17

Customer A is currently purchasing about $5000 worth of office supplies from you each year,but potential sales for this customer amount to about $7000.Customer B currently purchases $3000 worth of office supplies each year,but potential sales amount to about $4000.As you develop your routing and scheduling plan,it would be best to:

Accepted Answer

A) spend the same amount of time with each customer. 
B) spend more time with customer A. 
C) spend more time with customer B. 
D) look for new customers. 
E) spend less time with these two customers. 
A) spend the same amount of time with each customer. 
B) spend more time with customer A. 
C) spend more time with customer B. 
D) look for new customers. 
E) spend less time with these two customers.

Question 18

The objective of classifying customers into sales territories is to be able to serve customers conveniently and economically.

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

An effective strategy to assess time expenditure on various activities is by keeping a:

Accepted Answer

A) time log. 
B) sales journal. 
C) sales manual. 
D) customer database. 
E) sales call planner. 
A) time log. 
B) sales journal. 
C) sales manual. 
D) customer database. 
E) sales call planner.

__________ is the response of your body and/or mind to demands on it,in the form of either physiological or psychological strain.

Setting goals can be an effective motivational force for salespeople.

Sales territories can be classified according to the sales potential of customers.

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

Tom Jones Inc.currently buys goods worth $ 2000 a year whereas their sales potential is $ 3000.Mr.Mike's Pizza buys goods $ 1000 worth currently but their sales potential is $ 3000.An effective salesperson should spend more time selling to Mr.Mike's Pizza.

Which of the following could be considered "floaters"?

People who waste time:

Time management requires an attitude change because time wasting is usually a habit.

The two major methods for salespeople to increase their sales volume are by becoming a more effective salesperson and by:

Some amount of stress is necessary for motivation.

Companies such as Husky Injection Molding Systems Ltd.provide employees with a wellness room.The objective of this is to:

How do the four dimensions of time management,territory management,records management and stress management lead to more sales opportunities for a salesperson?

More time can be spent on face-to-face selling with improved time and territory management.

Mabel wants to figure out why she always runs out of time and cannot complete her sales calls in the week.She decides to:

What are some of the characteristics of effective goals?

A __________ is a group of customers and potential customers that can be called on conveniently.

The objective of classifying customers into sales territories is to be able to serve customers conveniently and economically.

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

An effective strategy to assess time expenditure on various activities is by keeping a:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

__________ is the response of your body and/or mind to demands on it,in the form of either physiological or psychological strain.

Setting goals can be an effective motivational force for salespeople.

Sales territories can be classified according to the sales potential of customers.

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

Tom Jones Inc.currently buys goods worth $ 2000 a year whereas their sales potential is $ 3000.Mr.Mike's Pizza buys goods $ 1000 worth currently but their sales potential is $ 3000.An effective salesperson should spend more time selling to Mr.Mike's Pizza.

Which of the following could be considered "floaters"?

People who waste time:

Time management requires an attitude change because time wasting is usually a habit.

The two major methods for salespeople to increase their sales volume are by becoming a more effective salesperson and by:

Some amount of stress is necessary for motivation.

Companies such as Husky Injection Molding Systems Ltd.provide employees with a wellness room.The objective of this is to:

How do the four dimensions of time management,territory management,records management and stress management lead to more sales opportunities for a salesperson?

More time can be spent on face-to-face selling with improved time and territory management.

Mabel wants to figure out why she always runs out of time and cannot complete her sales calls in the week.She decides to:

What are some of the characteristics of effective goals?

A __________ is a group of customers and potential customers that can be called on conveniently.

The objective of classifying customers into sales territories is to be able to serve customers conveniently and economically.

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

An effective strategy to assess time expenditure on various activities is by keeping a:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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