Question 1

Multivariable account segmentation involves the use of one or more criterion to characterize the organization's account.

Accepted Answer

A) True 
 B)False

Question 2

Based on the following data,calculate the breakeven point.
Sales = $500,000
Transportation = $10,000
Gross Profit = $200,000
Lodging and Meals = $8,000
Salary = $37,000
Other expenses = $5,000

Accepted Answer

A) $150,000 
B) $130,000 
C) $100,0003 
D) $86,667 
E) Cannot be calculated with the information given 
A) $150,000 
B) $130,000 
C) $100,0003 
D) $86,667 
E) Cannot be calculated with the information given

Question 3

Explain multivariable account segmentation.

Accepted Answer

Multivariable account segmentation means

Question 4

At what point does the salesperson reach the most productive number of sales calls?

Accepted Answer

When additional calls do not i

Question 5

Break-even volume per hour = Cost per hour/Gross profit percentage

Accepted Answer

A) True 
 B)False

Question 6

The cloverleaf pattern:

Accepted Answer

A) arranges accounts as a group of leaves with no center base. 
B) has a salesperson drive around the perimeter of major cities. 
C) is a pattern used for supporting the visuals in a sales presentation. 
D) is a call procedure used for telephone and door-to-door sales. 
E) has a salesperson drive out and back on one leaf in the same day. 
A) arranges accounts as a group of leaves with no center base. 
B) has a salesperson drive around the perimeter of major cities. 
C) is a pattern used for supporting the visuals in a sales presentation. 
D) is a call procedure used for telephone and door-to-door sales. 
E) has a salesperson drive out and back on one leaf in the same day.

Question 7

A salesperson has reached the most productive number of calls to make on an account when further increases in calls increase sales expenses.

Accepted Answer

A) True 
 B)False

Question 8

The term sales response function of a customer refers to the relationship between sales volume and number of prospects in a territory.

Accepted Answer

A) True 
 B)False

Question 9

List the three basic routing patterns used by salespeople.

Accepted Answer

The three routing patterns use

Question 10

Experts recommend that salespeople limit themselves to no more than two routes per day to make sure enough time is spent with each customer.

Accepted Answer

A) True 
 B)False

Multivariable account segmentation involves the use of one or more criterion to characterize the organization's account.

Based on the following data,calculate the breakeven point. Sales = $500,000 Transportation = $10,000 Gross Profit = $200,000 Lodging and Meals = $8,000 Salary = $37,000 Other expenses = $5,000

Explain multivariable account segmentation.

At what point does the salesperson reach the most productive number of sales calls?

Break-even volume per hour = Cost per hour/Gross profit percentage

The cloverleaf pattern:

A salesperson has reached the most productive number of calls to make on an account when further increases in calls increase sales expenses.

The term sales response function of a customer refers to the relationship between sales volume and number of prospects in a territory.

List the three basic routing patterns used by salespeople.

Experts recommend that salespeople limit themselves to no more than two routes per day to make sure enough time is spent with each customer.

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

Multivariable account segmentation involves the use of one or more criterion to characterize the organization's account.

Based on the following data,calculate the breakeven point. Sales = $500,000 Transportation = $10,000 Gross Profit = $200,000 Lodging and Meals = $8,000 Salary = $37,000 Other expenses = $5,000

Explain multivariable account segmentation.

At what point does the salesperson reach the most productive number of sales calls?

Break-even volume per hour = Cost per hour/Gross profit percentage

The cloverleaf pattern:

A salesperson has reached the most productive number of calls to make on an account when further increases in calls increase sales expenses.

The term sales response function of a customer refers to the relationship between sales volume and number of prospects in a territory.

List the three basic routing patterns used by salespeople.

Experts recommend that salespeople limit themselves to no more than two routes per day to make sure enough time is spent with each customer.

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