Question 1

Goals without deadlines create a sense of urgency in the salesperson and provide guidance to achieve those goals.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following statements about making sales calls is true?

Accepted Answer

A)  Days before holidays are seen as good days to call on customers. 
B)  It is a good idea to avoid making sales calls on bad weather days when you and your samples are likely to be exposed to the elements. 
C)  Bad weather increases competition and makes it difficult for salespeople to close deals. 
D)  Making daily plans and developing efficient routes are important steps toward better time use. 
E)  Days after holidays are seen as good days to call on customers. 
A)  Days before holidays are seen as good days to call on customers. 
B)  It is a good idea to avoid making sales calls on bad weather days when you and your samples are likely to be exposed to the elements. 
C)  Bad weather increases competition and makes it difficult for salespeople to close deals. 
D)  Making daily plans and developing efficient routes are important steps toward better time use. 
E)  Days after holidays are seen as good days to call on customers.

Question 3

Dmitri believes he can increase his income by 10 percent if he makes two more sales calls per week.His goal to increase the number of calls he makes 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 4

For salespeople,paperwork time is more productive than time spent selling to customers.

Accepted Answer

A) True 
 B)False

Question 5

A sales call allocation grid classifies accounts according to account opportunity and strength of position.The strength of position dimension indicates:

Accepted Answer

A)  the value of resources the salesperson is able to focus on a customer. 
B)  how conveniently the sales rep is able to reach a customer's office. 
C)  how much a customer needs the product and whether he/she is able to pay for the product. 
D)  how strong the salesperson and company are in selling the account. 
E)  the distribution costs associated with serving a customer. 
A)  the value of resources the salesperson is able to focus on a customer. 
B)  how conveniently the sales rep is able to reach a customer's office. 
C)  how much a customer needs the product and whether he/she is able to pay for the product. 
D)  how strong the salesperson and company are in selling the account. 
E)  the distribution costs associated with serving a customer.

Question 6

A professional salesperson not only looks for specific areas to improve but also evaluates the success of the overall sales call.

Accepted Answer

A) True 
 B)False

Question 7

Sonya has created a sales call allocation grid.Describe the attractiveness of accounts that fall into the weak strength of position but high opportunity portion of the grid.What sales strategies should she use for these accounts?

Accepted Answer

These accounts are potentially attractiv

Question 8

Salespeople are often told to "work smarter,not harder." What does this expression mean?

Accepted Answer

A)  Get more sales relative to the number of calls you make. 
B)  Lower your activity goals and live with the results; life's too short to let work make you miserable. 
C)  Don't set your performance goals so high that they cause stress. 
D)  If you charge more to your expense account, it's like getting a tax-free raise. 
E)  Spend less time on nonselling activities like travel and paperwork. 
A)  Get more sales relative to the number of calls you make. 
B)  Lower your activity goals and live with the results; life's too short to let work make you miserable. 
C)  Don't set your performance goals so high that they cause stress. 
D)  If you charge more to your expense account, it's like getting a tax-free raise. 
E)  Spend less time on nonselling activities like travel and paperwork.

Question 9

Comparing your performance with the best in your organization is a form of benchmarking

Accepted Answer

A) True 
 B)False

Question 10

To salespeople the benefit of zoning is:

Accepted Answer

A)  minimizing travel time between customers. 
B)  forming creative combinations within routing. 
C)  avoiding routine sales call patterns. 
D)  dividing accounts into groups according to its profitability. 
E)  scattering sales across a wide geographic area. 
A)  minimizing travel time between customers. 
B)  forming creative combinations within routing. 
C)  avoiding routine sales call patterns. 
D)  dividing accounts into groups according to its profitability. 
E)  scattering sales across a wide geographic area.

Question 11

The sales call allocation grid is used a great deal for analyzing:

Accepted Answer

A)  current customers. 
B)  time spent on paperwork. 
C)  time spent traveling between accounts. 
D)  the use of the mail and the phone in account maintenance. 
E)  future prospects. 
A)  current customers. 
B)  time spent on paperwork. 
C)  time spent traveling between accounts. 
D)  the use of the mail and the phone in account maintenance. 
E)  future prospects.

Question 12

Which of the following should a salesperson do to minimize the impact of paperwork on his or her prime selling time?

Accepted Answer

A)  Let the paperwork accumulate 
B)  Complete routine reports at the end of the month 
C)  Realize that paperwork can increase their productivity 
D)  Regularly set aside a day when he or she could be selling, to catch up on paperwork 
E)  All of the above 
A)  Let the paperwork accumulate 
B)  Complete routine reports at the end of the month 
C)  Realize that paperwork can increase their productivity 
D)  Regularly set aside a day when he or she could be selling, to catch up on paperwork 
E)  All of the above

Question 13

Conversion ratios should also be calculated by account type.

Accepted Answer

A) True 
 B)False

Question 14

Account share is the average percentage of business received from a company's accounts in a particular category

Accepted Answer

A) True 
 B)False

Question 15

Tyler maintains a calendar in which he notes various tasks he is required to perform in the future and when they are due to be done.He also keeps information about call backs he is supposed to make.In addition,he has information about many of his customer's birthdays (so he can send a card).This calendar helps him prepare his to-do lists to get things done in a timely manner.Which of the following terms best describes this calendar?

Accepted Answer

A)  Duty box 
B)  Engagement file 
C)  Activity index 
D)  Organizer box 
E)  Tickler file 
A)  Duty box 
B)  Engagement file 
C)  Activity index 
D)  Organizer box 
E)  Tickler file

Question 16

Career and sales goals should be challenging so that the:

Accepted Answer

A)  salesperson setting the goals can easily achieve them. 
B)  probability of achieving the goals will be measurable. 
C)  salesperson setting the goals will be motivated. 
D)  time frame in which the goals are to be achieved will be long-term. 
E)  salesperson can drag on forever, even if no progress is being made. 
A)  salesperson setting the goals can easily achieve them. 
B)  probability of achieving the goals will be measurable. 
C)  salesperson setting the goals will be motivated. 
D)  time frame in which the goals are to be achieved will be long-term. 
E)  salesperson can drag on forever, even if no progress is being made.

Question 17

The process of scheduling sales calls to minimize travel time is called:

Accepted Answer

A)  niching. 
B)  outlining. 
C)  routing. 
D)  patterning. 
E)  scheduling. 
A)  niching. 
B)  outlining. 
C)  routing. 
D)  patterning. 
E)  scheduling.

Question 18

Karen knew that the best salesperson in her company had a sales conversion ratio of 75 percent while hers was only 55 percent.Since one of Karen's goals is to improve her conversion ratio,she could use _____ and compare what she was doing with what the best salesperson in the company was doing,to identify ways to improve her sales conversion rate.

Accepted Answer

A)  benchmarking 
B)  crowdsourcing 
C)  market analysis 
D)  groupthinking 
E)  social loafing 
A)  benchmarking 
B)  crowdsourcing 
C)  market analysis 
D)  groupthinking 
E)  social loafing

Question 19

The desire to drop everything else to handle a request is called the "tyranny of the urgent."

Accepted Answer

A) True 
 B)False

Question 20

_____ refers to the average percentage of business received from a company's accounts in a particular category.

Accepted Answer

A)  Market share 
B)  Account attitude 
C)  Routing patterns 
D)  Account opportunity 
E)  Customer share 
A)  Market share 
B)  Account attitude 
C)  Routing patterns 
D)  Account opportunity 
E)  Customer share

Goals without deadlines create a sense of urgency in the salesperson and provide guidance to achieve those goals.

Which of the following statements about making sales calls is true?

Dmitri believes he can increase his income by 10 percent if he makes two more sales calls per week.His goal to increase the number of calls he makes is an example of a(n)_____ goal.

For salespeople,paperwork time is more productive than time spent selling to customers.

A sales call allocation grid classifies accounts according to account opportunity and strength of position.The strength of position dimension indicates:

A professional salesperson not only looks for specific areas to improve but also evaluates the success of the overall sales call.

Sonya has created a sales call allocation grid.Describe the attractiveness of accounts that fall into the weak strength of position but high opportunity portion of the grid.What sales strategies should she use for these accounts?

Salespeople are often told to "work smarter,not harder." What does this expression mean?

Comparing your performance with the best in your organization is a form of benchmarking

To salespeople the benefit of zoning is:

The sales call allocation grid is used a great deal for analyzing:

Which of the following should a salesperson do to minimize the impact of paperwork on his or her prime selling time?

Conversion ratios should also be calculated by account type.

Account share is the average percentage of business received from a company's accounts in a particular category

Career and sales goals should be challenging so that the:

The process of scheduling sales calls to minimize travel time is called:

The desire to drop everything else to handle a request is called the "tyranny of the urgent."

_____ refers to the average percentage of business received from a company's accounts in a particular category.

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

Goals without deadlines create a sense of urgency in the salesperson and provide guidance to achieve those goals.

Which of the following statements about making sales calls is true?

Dmitri believes he can increase his income by 10 percent if he makes two more sales calls per week.His goal to increase the number of calls he makes is an example of a(n)_____ goal.

For salespeople,paperwork time is more productive than time spent selling to customers.

A sales call allocation grid classifies accounts according to account opportunity and strength of position.The strength of position dimension indicates:

A professional salesperson not only looks for specific areas to improve but also evaluates the success of the overall sales call.

Sonya has created a sales call allocation grid.Describe the attractiveness of accounts that fall into the weak strength of position but high opportunity portion of the grid.What sales strategies should she use for these accounts?

Salespeople are often told to "work smarter,not harder." What does this expression mean?

Comparing your performance with the best in your organization is a form of benchmarking

To salespeople the benefit of zoning is:

The sales call allocation grid is used a great deal for analyzing:

Which of the following should a salesperson do to minimize the impact of paperwork on his or her prime selling time?

Conversion ratios should also be calculated by account type.

Account share is the average percentage of business received from a company's accounts in a particular category

Career and sales goals should be challenging so that the:

The process of scheduling sales calls to minimize travel time is called:

The desire to drop everything else to handle a request is called the "tyranny of the urgent."

_____ refers to the average percentage of business received from a company's accounts in a particular category.

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