Question 1

When establishing new territories or revising existing ones,a very strong principle to follow is to avoid overlapping territories.

Accepted Answer

A) True 
 B)False  True

Question 2

Which of the following data types is most commonly used as a GIS input?

Accepted Answer

A) Sales reps' income. 
B) Features of the selling firm's products. 
C) Aerial photographs. 
D) Location of competitors. 
E) None of these. 
A) Sales reps' income. 
B) Features of the selling firm's products. 
C) Aerial photographs. 
D) Location of competitors. 
E) None of these. C

Question 3

With respect to revising sales territories:

Accepted Answer

A) Once a set of territories is carefully and accurately established,the boundaries should not be tampered with. 
B) When a territory is reduced in size,the sales rep should be allowed to retain key accounts in his or her former district,especially if those customers prefer to deal with him or her. 
C) Good sales reps should not be limited by territorial boundaries. 
D) Overlapping territories are okay if they stimulate competition in the sales force. 
E) If territorial revision has been done properly,a sales rep in a now-smaller district may end up with higher sales and earnings than before the redistricting. 
A) Once a set of territories is carefully and accurately established,the boundaries should not be tampered with. 
B) When a territory is reduced in size,the sales rep should be allowed to retain key accounts in his or her former district,especially if those customers prefer to deal with him or her. 
C) Good sales reps should not be limited by territorial boundaries. 
D) Overlapping territories are okay if they stimulate competition in the sales force. 
E) If territorial revision has been done properly,a sales rep in a now-smaller district may end up with higher sales and earnings than before the redistricting. E

Question 4

Regarding the use of a state as a control unit when establishing territorial boundaries:

Accepted Answer

A) No company should do it. 
B) It ties in nicely with consumer buying habits. 
C) It is a small enough unit so that sales operations can be easily evaluated. 
D) This system is simple,inexpensive,and convenient to establish. 
E) It is the most widely used control unit. 
A) No company should do it. 
B) It ties in nicely with consumer buying habits. 
C) It is a small enough unit so that sales operations can be easily evaluated. 
D) This system is simple,inexpensive,and convenient to establish. 
E) It is the most widely used control unit.

Question 5

A county or group of contiguous counties with a combined population of 100,000,with a general urban area over 50,000,and with mainly nonagricultural employment is best described as a:

Accepted Answer

A) Sales territory. 
B) Metropolitan Statistical Area. 
C) County unit. 
D) Trading area. 
E) Census tract. 
A) Sales territory. 
B) Metropolitan Statistical Area. 
C) County unit. 
D) Trading area. 
E) Census tract.

Question 6

The managerial activity that establishes a formal pattern for sales reps as they go through their territories is called:

Accepted Answer

A) The buildup method. 
B) Call frequency. 
C) Routing. 
D) Breakdown method. 
E) Establishing territories. 
A) The buildup method. 
B) Call frequency. 
C) Routing. 
D) Breakdown method. 
E) Establishing territories.

Question 7

Planning territorial coverage includes:

Accepted Answer

A) Determining which products to sell to which accounts. 
B) Determining which promotions to offer to which accounts. 
C) Determining what margins should be offered. 
D) Determining how frequently the rep should call on each account. 
E) All of these. 
A) Determining which products to sell to which accounts. 
B) Determining which promotions to offer to which accounts. 
C) Determining what margins should be offered. 
D) Determining how frequently the rep should call on each account. 
E) All of these.

Question 8

It is recommended that sales managers review their sales territory structure at least once every five years.

Accepted Answer

A) True 
 B)False

Question 9

Many companies have found that a Metropolitan Statistical Area is an excellent basic control unit for sales territories.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following usually is the first step in the process for establishing sales territories?

Accepted Answer

A) Select the basic control unit. 
B) Analyze the job description. 
C) Analyze the salespeople's work load. 
D) Determine the market potential. 
E) Decide whether to use the buildup or breakdown approach. 
A) Select the basic control unit. 
B) Analyze the job description. 
C) Analyze the salespeople's work load. 
D) Determine the market potential. 
E) Decide whether to use the buildup or breakdown approach.

Question 11

Which of the following is correct regarding the use of computers in the management of sales territories?

Accepted Answer

A) Some sales reps send in their customers' orders by computer. 
B) Computers are being used to plan daily and weekly routing schedules for calling on customers. 
C) Computers are excellent for preparing a sales call but they are not used by reps during a sales call. 
D) All of these are correct. 
E) Only two of A-B-C are correct. 
A) Some sales reps send in their customers' orders by computer. 
B) Computers are being used to plan daily and weekly routing schedules for calling on customers. 
C) Computers are excellent for preparing a sales call but they are not used by reps during a sales call. 
D) All of these are correct. 
E) Only two of A-B-C are correct.

Question 12

A GIS is not complete without people who are trained to operate the system.

Accepted Answer

A) True 
 B)False

Question 13

The ways a rep might use a laptop computer during a sales call include:

Accepted Answer

A) To get up-to-the-minute information on inventory and delivery conditions. 
B) To graphically present product information. 
C) To access large sophisticated databases with product and application information. 
D) To obtain accurate price quotations. 
E) All of these. 
A) To get up-to-the-minute information on inventory and delivery conditions. 
B) To graphically present product information. 
C) To access large sophisticated databases with product and application information. 
D) To obtain accurate price quotations. 
E) All of these.

Question 14

When designing sales territories,the task of determining desirable call patterns includes:

Accepted Answer

A) Determining the number of calls to be made by a rep in a day. 
B) Deciding on the frequency of calls on each account. 
C) Determining the number of territories needed. 
D) All of these. 
E) Only two of A-B-C above. 
A) Determining the number of calls to be made by a rep in a day. 
B) Deciding on the frequency of calls on each account. 
C) Determining the number of territories needed. 
D) All of these. 
E) Only two of A-B-C above.

Question 15

For most companies,states do not serve well as the basic control unit for sales territorial boundaries.

Accepted Answer

A) True 
 B)False

Question 16

As the sales potential of a given territory increases,sales performance of the sales rep assigned to that territory will generally:

Accepted Answer

A) decrease. 
B) stay the same. 
C) increase at the same rate as the increase in sales potential. 
D) increase for a time,but then level off. 
E) increase for a time,but then decrease significantly. 
A) decrease. 
B) stay the same. 
C) increase at the same rate as the increase in sales potential. 
D) increase for a time,but then level off. 
E) increase for a time,but then decrease significantly.

Question 17

A system of well-designed sales territories will most likely result in:

Accepted Answer

A) A reduction in selling costs. 
B) The sales force feeling it is restricted too much. 
C) More accurate estimates of sales potential. 
D) Better sales selection techniques. 
E) A reduction in control over sales representatives activities. 
A) A reduction in selling costs. 
B) The sales force feeling it is restricted too much. 
C) More accurate estimates of sales potential. 
D) Better sales selection techniques. 
E) A reduction in control over sales representatives activities.

Question 18

Once territories are established,sales managers should:

Accepted Answer

A) seldom - if ever - revise them. 
B) revise them regularly as companies and markets change. 
C) regularly rotate salespeople through each territory. 
D) encourage claim jumping. 
E) Both A and C are correct. 
A) seldom - if ever - revise them. 
B) revise them regularly as companies and markets change. 
C) regularly rotate salespeople through each territory. 
D) encourage claim jumping. 
E) Both A and C are correct.

Question 19

A sales territory is a geographical area.But the key words in the definition or concept of a sales territory are:

Accepted Answer

A) Basic control unit. 
B) Present and potential customers. 
C) Salesperson or sales branch. 
D) Effective use of a salesperson's time. 
E) Political boundary lines. 
A) Basic control unit. 
B) Present and potential customers. 
C) Salesperson or sales branch. 
D) Effective use of a salesperson's time. 
E) Political boundary lines.

Question 20

When using the breakdown method to establish sales territories,the first step ordinarily is to:

Accepted Answer

A) Determine the desirable call patterns. 
B) Determine the company's sales potential (that is,the total sales volume that the company can except in its full market). 
C) Decide how much sales volume should be generated by each rep. 
D) Decide how many accounts to assign to each rep. 
E) Draw tentative boundary lines,realizing that later they will have to be adjusted. 
A) Determine the desirable call patterns. 
B) Determine the company's sales potential (that is,the total sales volume that the company can except in its full market). 
C) Decide how much sales volume should be generated by each rep. 
D) Decide how many accounts to assign to each rep. 
E) Draw tentative boundary lines,realizing that later they will have to be adjusted.

When establishing new territories or revising existing ones,a very strong principle to follow is to avoid overlapping territories.

Which of the following data types is most commonly used as a GIS input?

With respect to revising sales territories:

Regarding the use of a state as a control unit when establishing territorial boundaries:

A county or group of contiguous counties with a combined population of 100,000,with a general urban area over 50,000,and with mainly nonagricultural employment is best described as a:

The managerial activity that establishes a formal pattern for sales reps as they go through their territories is called:

Planning territorial coverage includes:

It is recommended that sales managers review their sales territory structure at least once every five years.

Many companies have found that a Metropolitan Statistical Area is an excellent basic control unit for sales territories.

Which of the following usually is the first step in the process for establishing sales territories?

Which of the following is correct regarding the use of computers in the management of sales territories?

A GIS is not complete without people who are trained to operate the system.

The ways a rep might use a laptop computer during a sales call include:

When designing sales territories,the task of determining desirable call patterns includes:

For most companies,states do not serve well as the basic control unit for sales territorial boundaries.

As the sales potential of a given territory increases,sales performance of the sales rep assigned to that territory will generally:

A system of well-designed sales territories will most likely result in:

Once territories are established,sales managers should:

A sales territory is a geographical area.But the key words in the definition or concept of a sales territory are:

When using the breakdown method to establish sales territories,the first step ordinarily is to:

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Sales Force Organization

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Ethical and Legal Responsibilities of Sales Managers

Filters

Exam 13: Sales Territories

When establishing new territories or revising existing ones,a very strong principle to follow is to avoid overlapping territories.

Which of the following data types is most commonly used as a GIS input?

With respect to revising sales territories:

Regarding the use of a state as a control unit when establishing territorial boundaries:

A county or group of contiguous counties with a combined population of 100,000,with a general urban area over 50,000,and with mainly nonagricultural employment is best described as a:

The managerial activity that establishes a formal pattern for sales reps as they go through their territories is called:

Planning territorial coverage includes:

It is recommended that sales managers review their sales territory structure at least once every five years.

Many companies have found that a Metropolitan Statistical Area is an excellent basic control unit for sales territories.

Which of the following usually is the first step in the process for establishing sales territories?

Which of the following is correct regarding the use of computers in the management of sales territories?

A GIS is not complete without people who are trained to operate the system.

The ways a rep might use a laptop computer during a sales call include:

When designing sales territories,the task of determining desirable call patterns includes:

For most companies,states do not serve well as the basic control unit for sales territorial boundaries.

As the sales potential of a given territory increases,sales performance of the sales rep assigned to that territory will generally:

A system of well-designed sales territories will most likely result in:

Once territories are established,sales managers should:

A sales territory is a geographical area.But the key words in the definition or concept of a sales territory are:

When using the breakdown method to establish sales territories,the first step ordinarily is to:

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Sales Force Organization

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Ethical and Legal Responsibilities of Sales Managers

Filters