Question 1

Monica is creating a chart comparing the strength of her company's position versus the account opportunity for her customers.What is Monica creating?

Accepted Answer

Monica is creating a sales call allocati

Question 2

What is wrong with the following statement: "The prime selling time,anywhere in the world,is between 9
A.M. and 4 P.M.?"
Prime selling time depends on the buyer's industry. It also varies from country to country.

Accepted Answer

Prime selling time d

Question 3

As Amy plans her day,the first thing for her to do is make a list of activities that should be performed.The next,immediate step for her is to:

Accepted Answer

A)  consult her records regarding how long similar activities took when she did them previously. 
B)  develop a time schedule for doing those activities. 
C)  determine the priority for each activity. 
D)  estimate how long each activity will take. 
E)  develop long-term sales goals. 
A)  consult her records regarding how long similar activities took when she did them previously. 
B)  develop a time schedule for doing those activities. 
C)  determine the priority for each activity. 
D)  estimate how long each activity will take. 
E)  develop long-term sales goals.

Question 4

In the context of routing,variable call patterns occur when:

Accepted Answer

A)  paperwork regularly requires a full day to complete. 
B)  the salesperson must call on accounts in an irregular order. 
C)  computer assistance is unavailable. 
D)  a particular customers wants to see the salesperson every Monday. 
E)  the telephone and direct mail are used for prospecting. 
A)  paperwork regularly requires a full day to complete. 
B)  the salesperson must call on accounts in an irregular order. 
C)  computer assistance is unavailable. 
D)  a particular customers wants to see the salesperson every Monday. 
E)  the telephone and direct mail are used for prospecting.

Question 5

Larry is a new sales rep.He has designed his sales strategy and allocated resources.Which of the following is the next immediate step that Larry will need to complete?

Accepted Answer

A)  Set new goals 
B)  Implement a time and territory strategy 
C)  Reallocate resources 
D)  Complete his paperwork before beginning his sales strategy 
E)  Evaluate his performance to date 
A)  Set new goals 
B)  Implement a time and territory strategy 
C)  Reallocate resources 
D)  Complete his paperwork before beginning his sales strategy 
E)  Evaluate his performance to date

Question 6

Routing is a method of identifying accounts which should receive the highest level of resource allocation.

Accepted Answer

A) True 
 B)False

Question 7

What is the activity of comparing your performance with the best in the organization called?

Accepted Answer

Comparing your performance wit

Question 8

What is a tickler file? Explain,with examples,how the tickler file helps salespeople in time resource and management?

Accepted Answer

A tickler file is a file or calendar tha

Question 9

Mariah is a stock broker.She knows that to increase her number of clients she must do a lot of prospecting since only about 1 out 30 prospects she works with will become profitable clients.She believes by doing a better job qualifying her prospects she will be able to persuade 1 out of 25 next month.This goal is an example of a(n)_____ goal.

Accepted Answer

A)  transformation 
B)  consequence 
C)  activity 
D)  performance 
E)  conversion 
A)  transformation 
B)  consequence 
C)  activity 
D)  performance 
E)  conversion

Question 10

_____ is dividing a territory into specific areas,based on ease of travel and concentration of customers,in order to minimize travel time.

Accepted Answer

A)  Batching 
B)  Assembling 
C)  Combining 
D)  Routing 
E)  Zoning 
A)  Batching 
B)  Assembling 
C)  Combining 
D)  Routing 
E)  Zoning

Question 11

Goals relating to outcomes are activity goals.

Accepted Answer

A) True 
 B)False

Question 12

Eva classifies her customers into three groups to aid her in allocating her time and other resources appropriately.Group 1 constitutes her best accounts,Group 2 consists of accounts of moderate value,and Group 3 is comprised of noncustomers and very low value accounts.Eva is using:

Accepted Answer

A)  triple play grouping. 
B)  CPM method. 
C)  triangular analysis. 
D)  ABC analysis. 
E)  good-better-best grouping. 
A)  triple play grouping. 
B)  CPM method. 
C)  triangular analysis. 
D)  ABC analysis. 
E)  good-better-best grouping.

Question 13

How do computers help international selling organizations operate smoothly?

Accepted Answer

A)  By permitting salespeople to forego their usual sales reports 
B)  By eliminating the need for videoconferencing 
C)  By reducing communication barriers between the field and the home office 
D)  By reducing the need for salespeople 
E)  By doing all of the above 
A)  By permitting salespeople to forego their usual sales reports 
B)  By eliminating the need for videoconferencing 
C)  By reducing communication barriers between the field and the home office 
D)  By reducing the need for salespeople 
E)  By doing all of the above

Question 14

Which of the following statements is true about account classification and resource allocation?

Accepted Answer

A)  Customer management is simply a time management issue. 
B)  As a rule, 80 percent of the sales in a territory come from only 20 percent of the customers. 
C)  Salespeople should avoid classifying customers on the basis of their sales potential. 
D)  All customers have the same buying potential, just as all sales activities produce the same results. 
E)  None of the above statements about account classification and resource allocation is true. 
A)  Customer management is simply a time management issue. 
B)  As a rule, 80 percent of the sales in a territory come from only 20 percent of the customers. 
C)  Salespeople should avoid classifying customers on the basis of their sales potential. 
D)  All customers have the same buying potential, just as all sales activities produce the same results. 
E)  None of the above statements about account classification and resource allocation is true.

Question 15

Variable call patterns occur when a salesperson sees the same customers regularly.

Accepted Answer

A) True 
 B)False

Question 16

ABC analysis is used most successfully by the salespeople of capital products than consumer packaged goods.

Accepted Answer

A) True 
 B)False

Question 17

Brett has just calculated his number of sales per calls for the last month.What has he calculated?

Accepted Answer

Brett has calculated the conve

Question 18

Easy goals are more motivating than challenging goals because of the satisfaction that comes from always succeeding.

Accepted Answer

A) True 
 B)False

Question 19

What is the simplest method for classifying your accounts based on the ones that are the most profitable,least profitable,and the ones in-between?

Accepted Answer

The simplest classif

Question 20

What can salespeople do to minimize the impact of paperwork on their prime selling time?

Accepted Answer

(1)Salespeople should think positively a

Monica is creating a chart comparing the strength of her company's position versus the account opportunity for her customers.What is Monica creating?

What is wrong with the following statement: "The prime selling time,anywhere in the world,is between 9 A.M. and 4 P.M.?" Prime selling time depends on the buyer's industry. It also varies from country to country.

As Amy plans her day,the first thing for her to do is make a list of activities that should be performed.The next,immediate step for her is to:

In the context of routing,variable call patterns occur when:

Larry is a new sales rep.He has designed his sales strategy and allocated resources.Which of the following is the next immediate step that Larry will need to complete?

Routing is a method of identifying accounts which should receive the highest level of resource allocation.

What is the activity of comparing your performance with the best in the organization called?

What is a tickler file? Explain,with examples,how the tickler file helps salespeople in time resource and management?

_____ is dividing a territory into specific areas,based on ease of travel and concentration of customers,in order to minimize travel time.

Goals relating to outcomes are activity goals.

Eva classifies her customers into three groups to aid her in allocating her time and other resources appropriately.Group 1 constitutes her best accounts,Group 2 consists of accounts of moderate value,and Group 3 is comprised of noncustomers and very low value accounts.Eva is using:

How do computers help international selling organizations operate smoothly?

Which of the following statements is true about account classification and resource allocation?

Variable call patterns occur when a salesperson sees the same customers regularly.

ABC analysis is used most successfully by the salespeople of capital products than consumer packaged goods.

Brett has just calculated his number of sales per calls for the last month.What has he calculated?

Easy goals are more motivating than challenging goals because of the satisfaction that comes from always succeeding.

What is the simplest method for classifying your accounts based on the ones that are the most profitable,least profitable,and the ones in-between?

What can salespeople do to minimize the impact of paperwork on their prime selling time?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Within Your Company

Managing Your Career

Filters

Exam 15: Managing Your Time and Territory

Monica is creating a chart comparing the strength of her company's position versus the account opportunity for her customers.What is Monica creating?

What is wrong with the following statement: "The prime selling time,anywhere in the world,is between 9 A.M. and 4 P.M.?" Prime selling time depends on the buyer's industry. It also varies from country to country.

As Amy plans her day,the first thing for her to do is make a list of activities that should be performed.The next,immediate step for her is to:

In the context of routing,variable call patterns occur when:

Larry is a new sales rep.He has designed his sales strategy and allocated resources.Which of the following is the next immediate step that Larry will need to complete?

Routing is a method of identifying accounts which should receive the highest level of resource allocation.

What is the activity of comparing your performance with the best in the organization called?

What is a tickler file? Explain,with examples,how the tickler file helps salespeople in time resource and management?

_____ is dividing a territory into specific areas,based on ease of travel and concentration of customers,in order to minimize travel time.

Goals relating to outcomes are activity goals.

Eva classifies her customers into three groups to aid her in allocating her time and other resources appropriately.Group 1 constitutes her best accounts,Group 2 consists of accounts of moderate value,and Group 3 is comprised of noncustomers and very low value accounts.Eva is using:

How do computers help international selling organizations operate smoothly?

Which of the following statements is true about account classification and resource allocation?

Variable call patterns occur when a salesperson sees the same customers regularly.

ABC analysis is used most successfully by the salespeople of capital products than consumer packaged goods.

Brett has just calculated his number of sales per calls for the last month.What has he calculated?

Easy goals are more motivating than challenging goals because of the satisfaction that comes from always succeeding.

What is the simplest method for classifying your accounts based on the ones that are the most profitable,least profitable,and the ones in-between?

What can salespeople do to minimize the impact of paperwork on their prime selling time?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Within Your Company

Managing Your Career

Filters