Question 1

Using customer relationship management (CRM)software,salespeople can perform _____,which is a process for identifying and managing sales opportunities.

Accepted Answer

A)  vendor analysis 
B)  pipeline analysis 
C)  benchmarking 
D)  customer value analysis 
E)  circular routing 
A)  vendor analysis 
B)  pipeline analysis 
C)  benchmarking 
D)  customer value analysis 
E)  circular routing

Question 2

Salespeople need to evaluate performance relative to performance goals set earlier.

Accepted Answer

A) True 
 B)False

Question 3

Identify and describe the two dimensions that define the sales call allocation grid.

Accepted Answer

The sales call allocation grid classifie

Question 4

A salesperson lacking goals will drift around their territory,wasting time and energy.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is the best example of a conversion goal?

Accepted Answer

A)  Increasing the amount of commission checks by 15 percent 
B)  Increasing the number of telephone sales calls by 12 percent 
C)  Improving sales presentation skills 
D)  Improving the average sales generated relative to the number of calls made 
E)  Decreasing the number of customer complaints by 5 percent 
A)  Increasing the amount of commission checks by 15 percent 
B)  Increasing the number of telephone sales calls by 12 percent 
C)  Improving sales presentation skills 
D)  Improving the average sales generated relative to the number of calls made 
E)  Decreasing the number of customer complaints by 5 percent

Question 6

Successful salespeople recognize that once their daily plan is set,they should not deviate from it at any cost.

Accepted Answer

A) True 
 B)False

Question 7

The purpose of classifying accounts through grid analysis is to determine which accounts should receive more resources.

Accepted Answer

A) True 
 B)False

Question 8

Salespeople should learn to allocate resources in ways that generate the greatest level of sales.

Accepted Answer

A) True 
 B)False

Question 9

Marissa is trying to improve her self-management techniques.She has no trouble setting goals,but the next immediate step in the self-management process,that is,_____,seems to always cause her problems.

Accepted Answer

A)  conducting a productivity analysis 
B)  implementing a time management strategy 
C)  allocating resources to meet her goals 
D)  completing her paperwork on time 
E)  evaluating her own performance 
A)  conducting a productivity analysis 
B)  implementing a time management strategy 
C)  allocating resources to meet her goals 
D)  completing her paperwork on time 
E)  evaluating her own performance

Question 10

Activity goals are important because they reflect how efficiently the salesperson uses resources,such as time,to accomplish performance goals.

Accepted Answer

A) True 
 B)False

Question 11

Reuben is a consumer products salesperson who calls on supermarkets and grocery stores.Due to the regular nature of his sales calls,Reuben should use _____ call patterns to route himself.

Accepted Answer

A)  routine 
B)  standard 
C)  box 
D)  enclosed 
E)  traditional 
A)  routine 
B)  standard 
C)  box 
D)  enclosed 
E)  traditional

Question 12

List and briefly describe the three types of sales call goals.

Accepted Answer

Goals relating to outcomes are called pe

Question 13

Performance goals are behavioral objectives.

Accepted Answer

A) True 
 B)False

Question 14

The first stage of the self-management process is:

Accepted Answer

A)  setting goals. 
B)  implementing a time management strategy. 
C)  allocating resources. 
D)  designing a time management strategy. 
E)  evaluating performance. 
A)  setting goals. 
B)  implementing a time management strategy. 
C)  allocating resources. 
D)  designing a time management strategy. 
E)  evaluating performance.

Question 15

Which of the following statements about time management is true?

Accepted Answer

A)  Prime selling time depends on the buyer's industry. 
B)  Prime selling time is the time a salesperson devotes to performing nonselling activities. 
C)  The time of day when a buyer is most likely to be willing to see a salesperson is called the sales evaluating time. 
D)  Successful salespeople know that once their daily plan is set, they should not deviate from it. 
E)  Prime selling time is the same across most industries. 
A)  Prime selling time depends on the buyer's industry. 
B)  Prime selling time is the time a salesperson devotes to performing nonselling activities. 
C)  The time of day when a buyer is most likely to be willing to see a salesperson is called the sales evaluating time. 
D)  Successful salespeople know that once their daily plan is set, they should not deviate from it. 
E)  Prime selling time is the same across most industries.

Question 16

Sales call routing plans vary depending on the demands of the customers and the salesperson's ability to schedule calls at convenient times.

Accepted Answer

A) True 
 B)False

Question 17

_____ goals are important because they reflect how efficiently a salesperson uses resources,such as time,to accomplish performance goals.

Accepted Answer

A)  Transformation 
B)  Consequence 
C)  Activity 
D)  Performance 
E)  Conversion 
A)  Transformation 
B)  Consequence 
C)  Activity 
D)  Performance 
E)  Conversion

Question 18

According to the self-management process,which of the following statements is true about resource allocation?

Accepted Answer

A)  As a rule, 10 percent of a salesperson's sales come from 90 percent of his customers. 
B)  Attending meetings and learning about new products are examples of a salesperson's nonselling investment of their time. 
C)  Since there are no limitations on time, the salesperson should spend all his/her work time making sales calls. 
D)  The physical resources managed by a salesperson represent costs to him/her but investments to the company for which he/she works. 
E)  Resource allocation is the third stage of the self-management process. 
A)  As a rule, 10 percent of a salesperson's sales come from 90 percent of his customers. 
B)  Attending meetings and learning about new products are examples of a salesperson's nonselling investment of their time. 
C)  Since there are no limitations on time, the salesperson should spend all his/her work time making sales calls. 
D)  The physical resources managed by a salesperson represent costs to him/her but investments to the company for which he/she works. 
E)  Resource allocation is the third stage of the self-management process.

Question 19

Customer management includes allocating all the resources at the salesperson's disposal in the most productive manner.

Accepted Answer

A) True 
 B)False

Question 20

Beverly has just attended a seminar on the self-management process for salespeople.Briefly describe the four stages of the self-management process she learned about at the seminar.

Accepted Answer

The first stage is setting goals,or dete

Using customer relationship management (CRM)software,salespeople can perform _____,which is a process for identifying and managing sales opportunities.

Salespeople need to evaluate performance relative to performance goals set earlier.

Identify and describe the two dimensions that define the sales call allocation grid.

A salesperson lacking goals will drift around their territory,wasting time and energy.

Which of the following is the best example of a conversion goal?

Successful salespeople recognize that once their daily plan is set,they should not deviate from it at any cost.

The purpose of classifying accounts through grid analysis is to determine which accounts should receive more resources.

Salespeople should learn to allocate resources in ways that generate the greatest level of sales.

Marissa is trying to improve her self-management techniques.She has no trouble setting goals,but the next immediate step in the self-management process,that is,_____,seems to always cause her problems.

Activity goals are important because they reflect how efficiently the salesperson uses resources,such as time,to accomplish performance goals.

Reuben is a consumer products salesperson who calls on supermarkets and grocery stores.Due to the regular nature of his sales calls,Reuben should use _____ call patterns to route himself.

List and briefly describe the three types of sales call goals.

Performance goals are behavioral objectives.

The first stage of the self-management process is:

Which of the following statements about time management is true?

Sales call routing plans vary depending on the demands of the customers and the salesperson's ability to schedule calls at convenient times.

_____ goals are important because they reflect how efficiently a salesperson uses resources,such as time,to accomplish performance goals.

According to the self-management process,which of the following statements is true about resource allocation?

Customer management includes allocating all the resources at the salesperson's disposal in the most productive manner.

Beverly has just attended a seminar on the self-management process for salespeople.Briefly describe the four stages of the self-management process she learned about at the seminar.

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

Using customer relationship management (CRM)software,salespeople can perform _____,which is a process for identifying and managing sales opportunities.

Salespeople need to evaluate performance relative to performance goals set earlier.

Identify and describe the two dimensions that define the sales call allocation grid.

A salesperson lacking goals will drift around their territory,wasting time and energy.

Which of the following is the best example of a conversion goal?

Successful salespeople recognize that once their daily plan is set,they should not deviate from it at any cost.

The purpose of classifying accounts through grid analysis is to determine which accounts should receive more resources.

Salespeople should learn to allocate resources in ways that generate the greatest level of sales.

Marissa is trying to improve her self-management techniques.She has no trouble setting goals,but the next immediate step in the self-management process,that is,_____,seems to always cause her problems.

Activity goals are important because they reflect how efficiently the salesperson uses resources,such as time,to accomplish performance goals.

Reuben is a consumer products salesperson who calls on supermarkets and grocery stores.Due to the regular nature of his sales calls,Reuben should use _____ call patterns to route himself.

List and briefly describe the three types of sales call goals.

Performance goals are behavioral objectives.

The first stage of the self-management process is:

Which of the following statements about time management is true?

Sales call routing plans vary depending on the demands of the customers and the salesperson's ability to schedule calls at convenient times.

_____ goals are important because they reflect how efficiently a salesperson uses resources,such as time,to accomplish performance goals.

According to the self-management process,which of the following statements is true about resource allocation?

Customer management includes allocating all the resources at the salesperson's disposal in the most productive manner.

Beverly has just attended a seminar on the self-management process for salespeople.Briefly describe the four stages of the self-management process she learned about at the seminar.

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