Question 1

Which of the following statements about routing reports is true?

Accepted Answer

A) A routing report is usually filed monthly and submitted to the manager. 
B) Companies usually require route reports even if no overnight travel is involved. 
C) Salespeople are seldom asked to specify times and accounts on routing reports. 
D) Routing reports allow sales managers to know where salespeople are located. 
E) Most companies allow very little latitude for salespeople in routing. 
A) A routing report is usually filed monthly and submitted to the manager. 
B) Companies usually require route reports even if no overnight travel is involved. 
C) Salespeople are seldom asked to specify times and accounts on routing reports. 
D) Routing reports allow sales managers to know where salespeople are located. 
E) Most companies allow very little latitude for salespeople in routing.

Question 2

Which of the following is used to calculate the costs and revenues of sales territories?

Accepted Answer

A) ELMS system 
B) Break-even analysis 
C) Multivariate territorial analysis 
D) Key stoning 
E) SWOT analysis 
A) ELMS system 
B) Break-even analysis 
C) Multivariate territorial analysis 
D) Key stoning 
E) SWOT analysis

Question 3

Which among the following is NOT a reason for increasing the number of sales calls?

Accepted Answer

A) Increase of potential future sales 
B) Increase of orders placed 
C) Increase of product lines sold 
D) Increase of cost of goods sold 
E) Increase in servicing requirements 
A) Increase of potential future sales 
B) Increase of orders placed 
C) Increase of product lines sold 
D) Increase of cost of goods sold 
E) Increase in servicing requirements

Question 4

Establishing a travel pattern to be used for working your territory is called:

Accepted Answer

A) Account grouping. 
B) Account time allocation. 
C) Customer sales planning. 
D) Routing. 
E) Scheduling. 
A) Account grouping. 
B) Account time allocation. 
C) Customer sales planning. 
D) Routing. 
E) Scheduling.

Question 5

What is territorial evaluation? What is the purpose and benefit of territorial evaluation?

Accepted Answer

Territorial evaluation is the establishm

Question 6

The break-even point for a territory for a month is $1,000.If the salesperson generates $1,000 of profit the territory's direct costs are covered.

Accepted Answer

A) True 
 B)False

Question 7

If most accounts are in a straight line from your home,it is advisable to visit the closest one first and then move to the distant accounts.

Accepted Answer

A) True 
 B)False

Question 8

Salespeople usually file routing reports weekly.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following statements about using the telephone for territory coverage is most likely TRUE?

Accepted Answer

A) The telephone is inappropriate for handling complaints. 
B) Prospecting over the telephone is ineffective and time consuming. 
C) Large accounts should primarily be handled and serviced by telephone. 
D) Phone calls can replace some personal visits to geographically distant accounts. 
E) Telephone sales are replacing personal selling efforts because of time and cost savings. 
A) The telephone is inappropriate for handling complaints. 
B) Prospecting over the telephone is ineffective and time consuming. 
C) Large accounts should primarily be handled and serviced by telephone. 
D) Phone calls can replace some personal visits to geographically distant accounts. 
E) Telephone sales are replacing personal selling efforts because of time and cost savings.

Question 10

_____ means using more than one criterion to characterize an organization's accounts.

Accepted Answer

A) Multivariable account segmentation 
B) Key stoning 
C) Parallel account integration 
D) Territory-aggregate management 
E) Double positioning 
A) Multivariable account segmentation 
B) Key stoning 
C) Parallel account integration 
D) Territory-aggregate management 
E) Double positioning

Question 11

James Lambert is an assistant territory sales manager at Cellcom,a leading wireless service provider in Europe.James manages the salespeople in a small city in France.There are many players in the wireless service provider market,and it is becoming increasingly difficult to position the company as unique.What can James do to position Cellcom as a unique company,when compared to its competitors?

Accepted Answer

A) Reduce the call rates by half. 
B) Increase the mass media advertising of Cellcom. 
C) Instruct salespeople to spend more time on each sales call. 
D) Ask salespeople to discuss the weakness of competition in every sales call. 
E) Substantially reduce the salespeople's visits to the small accounts and increase the visits to key accounts. 
A) Reduce the call rates by half. 
B) Increase the mass media advertising of Cellcom. 
C) Instruct salespeople to spend more time on each sales call. 
D) Ask salespeople to discuss the weakness of competition in every sales call. 
E) Substantially reduce the salespeople's visits to the small accounts and increase the visits to key accounts.

Question 12

Rick Preston,a pharmaceutical sales representative,has a new kidney medication available.He is in the process of identifying physicians in his territory that might be interested in the new drug and estimating the sales potential of each.Rick is in the process of:

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 13

A(n)_____ comprises a group of customers or a geographical area assigned to a salesperson.

Accepted Answer

A) market development area 
B) MSA 
C) sales territory 
D) market potential 
E) sales quota 
A) market development area 
B) MSA 
C) sales territory 
D) market potential 
E) sales quota

Question 14

As the sales rep for Electrolux appliances plans her activities for the next week,she is establishing a certain day and time to visit each customer's place of business.She is engaged in the process of:

Accepted Answer

A) networking. 
B) scheduling. 
C) customer time allocation. 
D) customer sales planning. 
E) routing. 
A) networking. 
B) scheduling. 
C) customer time allocation. 
D) customer sales planning. 
E) routing.

Question 15

The first step of time and territory management is:

Accepted Answer

A) setting quotas. 
B) seeking referrals. 
C) scheduling calls. 
D) planning travel routes. 
E) engaging in prospecting. 
A) setting quotas. 
B) seeking referrals. 
C) scheduling calls. 
D) planning travel routes. 
E) engaging in prospecting.

Question 16

A sales territory:

Accepted Answer

A) is essential for all kind of industries for managing the sales force. 
B) makes the evaluation of performance more difficult. 
C) does not aid in improving customer relations. 
D) always contains group of customers residing in different geographic areas. 
E) contains present and potential customers. 
A) is essential for all kind of industries for managing the sales force. 
B) makes the evaluation of performance more difficult. 
C) does not aid in improving customer relations. 
D) always contains group of customers residing in different geographic areas. 
E) contains present and potential customers.

Question 17

The product handled by Austin has an average gross profit percentage of 25%.Austin's annual salary and expenses total $200,000.Austin works 8 hours a day,5 days a week,and 40 weeks in a year.What is Austin's break-even volume per hour?

Accepted Answer

A) $500.00 
B) $390.00 
C) $265.00 
D) $150.00 
E) $100.00 
A) $500.00 
B) $390.00 
C) $265.00 
D) $150.00 
E) $100.00

Question 18

Based on the following data,calculate the breakeven point in dollars:
Sales = $400,000
Gross Profit = $100,000
Transportation = $8,000
Cost of Goods Sold = $280,000
Expenses = $10,000
Salary = $40,000

Accepted Answer

A) $96,667 
B) $133,333 
C) $166,000 
D) $232,000 
E) Cannot be calculated with the information provided 
A) $96,667 
B) $133,333 
C) $166,000 
D) $232,000 
E) Cannot be calculated with the information provided

Question 19

What commonly causes the frequency of sales calls made by a salesperson to increase?

Accepted Answer

The following things generally cause an

Question 20

The ELMS system:

Accepted Answer

A) is used by the home office not by the individual salesperson. 
B) classifies prospects according to how and when they were qualified. 
C) classifies accounts to extra-large,large,medium,and small accounts. 
D) categorizes according to geographic location relative to the home office. 
E) classifies according to time spent on average with each buyer. 
A) is used by the home office not by the individual salesperson. 
B) classifies prospects according to how and when they were qualified. 
C) classifies accounts to extra-large,large,medium,and small accounts. 
D) categorizes according to geographic location relative to the home office. 
E) classifies according to time spent on average with each buyer.

Which of the following statements about routing reports is true?

Which of the following is used to calculate the costs and revenues of sales territories?

Which among the following is NOT a reason for increasing the number of sales calls?

Establishing a travel pattern to be used for working your territory is called:

What is territorial evaluation? What is the purpose and benefit of territorial evaluation?

The break-even point for a territory for a month is $1,000.If the salesperson generates $1,000 of profit the territory's direct costs are covered.

If most accounts are in a straight line from your home,it is advisable to visit the closest one first and then move to the distant accounts.

Salespeople usually file routing reports weekly.

Which of the following statements about using the telephone for territory coverage is most likely TRUE?

_____ means using more than one criterion to characterize an organization's accounts.

Rick Preston,a pharmaceutical sales representative,has a new kidney medication available.He is in the process of identifying physicians in his territory that might be interested in the new drug and estimating the sales potential of each.Rick is in the process of:

A(n)_____ comprises a group of customers or a geographical area assigned to a salesperson.

As the sales rep for Electrolux appliances plans her activities for the next week,she is establishing a certain day and time to visit each customer's place of business.She is engaged in the process of:

The first step of time and territory management is:

A sales territory:

The product handled by Austin has an average gross profit percentage of 25%.Austin's annual salary and expenses total $200,000.Austin works 8 hours a day,5 days a week,and 40 weeks in a year.What is Austin's break-even volume per hour?

Based on the following data,calculate the breakeven point in dollars: Sales = $400,000 Gross Profit = $100,000 Transportation = $8,000 Cost of Goods Sold = $280,000 Expenses = $10,000 Salary = $40,000

What commonly causes the frequency of sales calls made by a salesperson to increase?

The ELMS system:

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 statements about routing reports is true?

Which of the following is used to calculate the costs and revenues of sales territories?

Which among the following is NOT a reason for increasing the number of sales calls?

Establishing a travel pattern to be used for working your territory is called:

What is territorial evaluation? What is the purpose and benefit of territorial evaluation?

The break-even point for a territory for a month is $1,000.If the salesperson generates $1,000 of profit the territory's direct costs are covered.

If most accounts are in a straight line from your home,it is advisable to visit the closest one first and then move to the distant accounts.

Salespeople usually file routing reports weekly.

Which of the following statements about using the telephone for territory coverage is most likely TRUE?

_____ means using more than one criterion to characterize an organization's accounts.

Rick Preston,a pharmaceutical sales representative,has a new kidney medication available.He is in the process of identifying physicians in his territory that might be interested in the new drug and estimating the sales potential of each.Rick is in the process of:

A(n)_____ comprises a group of customers or a geographical area assigned to a salesperson.

As the sales rep for Electrolux appliances plans her activities for the next week,she is establishing a certain day and time to visit each customer's place of business.She is engaged in the process of:

The first step of time and territory management is:

A sales territory:

The product handled by Austin has an average gross profit percentage of 25%.Austin's annual salary and expenses total $200,000.Austin works 8 hours a day,5 days a week,and 40 weeks in a year.What is Austin's break-even volume per hour?

Based on the following data,calculate the breakeven point in dollars: Sales = $400,000 Gross Profit = $100,000 Transportation = $8,000 Cost of Goods Sold = $280,000 Expenses = $10,000 Salary = $40,000

What commonly causes the frequency of sales calls made by a salesperson to increase?

The ELMS system:

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