Question 1

Which of the following is NOT one of the seven basic factors to consider in the allocation of a salesperson's time?

Accepted Answer

A) Frequency of customer sales calls 
B) Return on time invested 
C) Nonselling time 
D) Compensation 
E) Travel time 
A) Frequency of customer sales calls 
B) Return on time invested 
C) Nonselling time 
D) Compensation 
E) Travel time

Question 2

Austin has arrived at a prospect's office 30 minutes earlier than his appointment time.What should Austin do?

Accepted Answer

A) Reschedule the appointment. 
B) Read the local newspaper. 
C) Meditate and stretch. 
D) Catch up on paperwork. 
E) Leave for the next call. 
A) Reschedule the appointment. 
B) Read the local newspaper. 
C) Meditate and stretch. 
D) Catch up on paperwork. 
E) Leave for the next call.

Question 3

Some companies give their salespeople strict formal route plans in order to:

Accepted Answer

A) improve collection of overdue accounts. 
B) improve territory coverage. 
C) promote the individual's planning experience. 
D) minimize territory size. 
E) maximize the utility of the salesperson's weekly report. 
A) improve collection of overdue accounts. 
B) improve territory coverage. 
C) promote the individual's planning experience. 
D) minimize territory size. 
E) maximize the utility of the salesperson's weekly report.

Question 4

Strict formal routing procedures are designed by firms that want to improve territory coverage and minimize wasted time.

Accepted Answer

A) True 
 B)False

Question 5

Which method is used by Austin to segment his market?

Accepted Answer

A) TTM 
B) ELMS 
C) FAB 
D) SELL 
E) L-O-C-A-T-E 
A) TTM 
B) ELMS 
C) FAB 
D) SELL 
E) L-O-C-A-T-E

Question 6

Which of the following companies is most likely to avoid the formation of sales territories?

Accepted Answer

A) A large distributor of books 
B) A global consumer products manufacturer 
C) A leading manufacturer of small engines 
D) A small company that makes custom architectural pieces 
E) A company that supplies the inventory for convenience stores in 35 states 
A) A large distributor of books 
B) A global consumer products manufacturer 
C) A leading manufacturer of small engines 
D) A small company that makes custom architectural pieces 
E) A company that supplies the inventory for convenience stores in 35 states

Question 7

A salesperson invests time in direct proportion to the actual or potential sales that the account represents.This relationship of sales volume to sales calls is the:

Accepted Answer

A) break-even point. 
B) sales response function. 
C) basis for time allocation. 
D) basis for territory formation. 
E) correlation of effort and skill. 
A) break-even point. 
B) sales response function. 
C) basis for time allocation. 
D) basis for territory formation. 
E) correlation of effort and skill.

Question 8

Although it is useful to have lunch with a prospect or a client,dining alone can be very productive for a professional salesperson.

Accepted Answer

A) True 
 B)False

Question 9

Madison works for a weed killer manufacturing company.The products have only been available in a concentrated liquid form,but now the firm is introducing a pre-mixed version that should be easier for consumers to use.Madison will most likely increase the frequency of sales calls because:

Accepted Answer

A) the available supply is limited and costly. 
B) there is no competition within the sales territory. 
C) demand is low for his company's older products. 
D) customers are less likely to buy products from the competition. 
E) his company has increased the number of product lines available. 
A) the available supply is limited and costly. 
B) there is no competition within the sales territory. 
C) demand is low for his company's older products. 
D) customers are less likely to buy products from the competition. 
E) his company has increased the number of product lines available.

Question 10

All of the following holds true for multivariable account segmentation EXCEPT that it:

Accepted Answer

A) characterizes the organization's account using more than one criterion. 
B) is used by sales organizations who sell to several markets. 
C) emphasizes the supply of similar products to channel members. 
D) is used because organizations use many channel members. 
E) allows sales personnel to develop plans for selling various products to specific segments of their accounts. 
A) characterizes the organization's account using more than one criterion. 
B) is used by sales organizations who sell to several markets. 
C) emphasizes the supply of similar products to channel members. 
D) is used because organizations use many channel members. 
E) allows sales personnel to develop plans for selling various products to specific segments of their accounts.

Question 11

How can a salesperson use break-even analysis as a time management tool?

Accepted Answer

Break-even analysis is a quantitative te

Question 12

Mack Jacoby sells building supplies.His annual sales equal $450,000.His total fixed costs annually equal $75,000.The cost of goods sold annually is $335,000.Calculate his gross profit percentage.

Accepted Answer

A) 11.9% 
B) 20.3% 
C) 25.6% 
D) 34.3% 
E) Cannot be determined from information given 
A) 11.9% 
B) 20.3% 
C) 25.6% 
D) 34.3% 
E) Cannot be determined from information given

Question 13

Jayson Jaworski is a manufacturer's salesperson.He finds it useful to divide the accounts in his territory on the basis of whether the buyer sells at the wholesale or retail level as well as according to the account's potential sales volume.Jaworski is using:

Accepted Answer

A) multivariable account segmentation. 
B) dual segmentation marketing. 
C) differentiated segmentation. 
D) total territory management. 
E) dual positioning. 
A) multivariable account segmentation. 
B) dual segmentation marketing. 
C) differentiated segmentation. 
D) total territory management. 
E) dual positioning.

Question 14

Many companies concentrate on improving the way their salespeople manage their time and territories because:

Accepted Answer

A) the cost of direct selling is rapidly decreasing. 
B) the time available for face-to-face customer contact is increasing. 
C) there is reduced emphasis on profitability. 
D) time is always limited. 
E) they want to increase the salesperson's responsibilities. 
A) the cost of direct selling is rapidly decreasing. 
B) the time available for face-to-face customer contact is increasing. 
C) there is reduced emphasis on profitability. 
D) time is always limited. 
E) they want to increase the salesperson's responsibilities.

Question 15

How do sales territories benefit a company's customers?

Accepted Answer

A) Monitors sales team salaries and expenses 
B) Links organizational vision with buyer's needs 
C) Establishes relationships between buyers and sellers 
D) Ensures sales presentation structure and organization 
E) Matches long-term strategic goals with seller's personality 
A) Monitors sales team salaries and expenses 
B) Links organizational vision with buyer's needs 
C) Establishes relationships between buyers and sellers 
D) Ensures sales presentation structure and organization 
E) Matches long-term strategic goals with seller's personality

Question 16

What are the two general approaches used for account analysis?

Accepted Answer

The two general approaches are

Question 17

The account segmentation approach to territory management is used to:

Accepted Answer

A) insure equal treatment of the firm's prospects. 
B) prevent dependence on the 80/20 principle. 
C) insure equal treatment of the firm's customers. 
D) increase the profitability of the territory. 
E) insure equal treatment of the firm's salespeople. 
A) insure equal treatment of the firm's prospects. 
B) prevent dependence on the 80/20 principle. 
C) insure equal treatment of the firm's customers. 
D) increase the profitability of the territory. 
E) insure equal treatment of the firm's salespeople.

Question 18

The two general approaches to _____ are the undifferentiated selling approach and the account segmentation approach.

Accepted Answer

A) customer sales planning. 
B) route reporting. 
C) territory-time allocation. 
D) account analysis. 
E) quota scheduling. 
A) customer sales planning. 
B) route reporting. 
C) territory-time allocation. 
D) account analysis. 
E) quota scheduling.

Question 19

Mark Adams is a salesperson with a pharmaceutical company.Mark divided his territory into four sections as shown below.What is the major flaw in arranging the accounts in this fashion?

Accepted Answer

A) The number of sections formed by Mark allows little flexibility. 
B) The small accounts are unequally distributed. 
C) The extra-large accounts are unequally distributed. 
D) The number of sections should be an odd number. 
E) Daily mileage is greatest in section 3. 
A) The number of sections formed by Mark allows little flexibility. 
B) The small accounts are unequally distributed. 
C) The extra-large accounts are unequally distributed. 
D) The number of sections should be an odd number. 
E) Daily mileage is greatest in section 3.

Question 20

Scheduling refers to the travel pattern the salesperson uses in working his or her territory.

Accepted Answer

A) True 
 B)False

Which of the following is NOT one of the seven basic factors to consider in the allocation of a salesperson's time?

Austin has arrived at a prospect's office 30 minutes earlier than his appointment time.What should Austin do?

Some companies give their salespeople strict formal route plans in order to:

Strict formal routing procedures are designed by firms that want to improve territory coverage and minimize wasted time.

Which method is used by Austin to segment his market?

Which of the following companies is most likely to avoid the formation of sales territories?

A salesperson invests time in direct proportion to the actual or potential sales that the account represents.This relationship of sales volume to sales calls is the:

Although it is useful to have lunch with a prospect or a client,dining alone can be very productive for a professional salesperson.

Madison works for a weed killer manufacturing company.The products have only been available in a concentrated liquid form,but now the firm is introducing a pre-mixed version that should be easier for consumers to use.Madison will most likely increase the frequency of sales calls because:

All of the following holds true for multivariable account segmentation EXCEPT that it:

How can a salesperson use break-even analysis as a time management tool?

Mack Jacoby sells building supplies.His annual sales equal $450,000.His total fixed costs annually equal $75,000.The cost of goods sold annually is $335,000.Calculate his gross profit percentage.

Jayson Jaworski is a manufacturer's salesperson.He finds it useful to divide the accounts in his territory on the basis of whether the buyer sells at the wholesale or retail level as well as according to the account's potential sales volume.Jaworski is using:

Many companies concentrate on improving the way their salespeople manage their time and territories because:

How do sales territories benefit a company's customers?

What are the two general approaches used for account analysis?

The account segmentation approach to territory management is used to:

The two general approaches to _____ are the undifferentiated selling approach and the account segmentation approach.

Mark Adams is a salesperson with a pharmaceutical company.Mark divided his territory into four sections as shown below.What is the major flaw in arranging the accounts in this fashion?

Scheduling refers to the travel pattern the salesperson uses in working his or her territory.

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, products, technologies

Prospecting : the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Filters

Exam 14: Time, territory, and Self-Management: Keys to Success

Which of the following is NOT one of the seven basic factors to consider in the allocation of a salesperson's time?

Austin has arrived at a prospect's office 30 minutes earlier than his appointment time.What should Austin do?

Some companies give their salespeople strict formal route plans in order to:

Strict formal routing procedures are designed by firms that want to improve territory coverage and minimize wasted time.

Which method is used by Austin to segment his market?

Which of the following companies is most likely to avoid the formation of sales territories?

A salesperson invests time in direct proportion to the actual or potential sales that the account represents.This relationship of sales volume to sales calls is the:

Although it is useful to have lunch with a prospect or a client,dining alone can be very productive for a professional salesperson.

Madison works for a weed killer manufacturing company.The products have only been available in a concentrated liquid form,but now the firm is introducing a pre-mixed version that should be easier for consumers to use.Madison will most likely increase the frequency of sales calls because:

All of the following holds true for multivariable account segmentation EXCEPT that it:

How can a salesperson use break-even analysis as a time management tool?

Mack Jacoby sells building supplies.His annual sales equal $450,000.His total fixed costs annually equal $75,000.The cost of goods sold annually is $335,000.Calculate his gross profit percentage.

Jayson Jaworski is a manufacturer's salesperson.He finds it useful to divide the accounts in his territory on the basis of whether the buyer sells at the wholesale or retail level as well as according to the account's potential sales volume.Jaworski is using:

Many companies concentrate on improving the way their salespeople manage their time and territories because:

How do sales territories benefit a company's customers?

What are the two general approaches used for account analysis?

The account segmentation approach to territory management is used to:

The two general approaches to _____ are the undifferentiated selling approach and the account segmentation approach.

Mark Adams is a salesperson with a pharmaceutical company.Mark divided his territory into four sections as shown below.What is the major flaw in arranging the accounts in this fashion?

Scheduling refers to the travel pattern the salesperson uses in working his or her territory.

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, products, technologies

Prospecting : the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Filters