Question 1

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

Accepted Answer

The following things generally cause an increase in the frequency of calls made by the salesperson. (1) An increase in sales and/or potential sales, (2) an increase in number of orders placed in a year, (3) an increase in number of product lines sold, and (4) an increase in complexity, servicing, and redesigning requirements of product.

Question 2

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. D

Question 3

According to the text, when a company directs its sales force members to use multiple selling strategies, this means salespeople are expected to:

Accepted Answer

A)  split commissions if a buyer's purchasing office is in one salesperson's territory and the retail outlet is the territory of another salesperson. 
B)  have several sales approaches planned so that if their first sales attempt is unsuccessful, they can shift to an alternate approach without delay. 
C)  develop different sales approaches for the different products in the company's product line. 
D)  invest the bulk of their time and resources in the key accounts in their territories. 
E)  develop one form of presentation for existing accounts and another for prospects. 
A)  split commissions if a buyer's purchasing office is in one salesperson's territory and the retail outlet is the territory of another salesperson. 
B)  have several sales approaches planned so that if their first sales attempt is unsuccessful, they can shift to an alternate approach without delay. 
C)  develop different sales approaches for the different products in the company's product line. 
D)  invest the bulk of their time and resources in the key accounts in their territories. 
E)  develop one form of presentation for existing accounts and another for prospects. D

Question 4

Before making a sales call, the salesperson should first qualify an account, which means the account should meet the firm's credit standards.

Accepted Answer

A) True 
 B)False

Question 5

According to the text, which of the following is one of the seven basic factors to be considered in the allocation of a salesperson's time?

Accepted Answer

A)  Nonselling time 
B)  Product price 
C)  Total revenue of the company 
D)  Number of competitors 
E)  Estimated sales volume 
A)  Nonselling time 
B)  Product price 
C)  Total revenue of the company 
D)  Number of competitors 
E)  Estimated sales volume

Question 6

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 7

Territory time allocation is the time spent by the salesperson calling on accounts excluding the traveling time.

Accepted Answer

A) True 
 B)False

Question 8

Dividing accounts on the basis of the types of accounts and sales volume would be an example of:

Accepted Answer

A)  multivariable account segmentation. 
B)  market integration. 
C)  parallel account management. 
D)  territory-aggregate management. 
E)  double positioning. 
A)  multivariable account segmentation. 
B)  market integration. 
C)  parallel account management. 
D)  territory-aggregate management. 
E)  double positioning.

Question 9

All companies segment their markets into sales territories.

Accepted Answer

A) True 
 B)False

Question 10

What is the relationship between the ELMS system and the 80/20 principle?

Accepted Answer

The ELMS system defines accounts in term

Question 11

The three basic routing patterns used by salespeople are straight-line, cloverleaf, and major-city.

Accepted Answer

A) True 
 B)False

Question 12

The majority of sales force resources should be invested in key accounts.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following statements is most likely true about territorial evaluation?

Accepted Answer

A)  In territorial evaluation, actual performance is evaluated separately from goals. 
B)  Territorial evaluation monitors the time interval between multiple sales calls. 
C)  Qualitative quotas and performance are not considered in territorial evaluation. 
D)  Territorial evaluation establishes performance standards in the form of quotas or goals. 
E)  During the evaluation, managers reports are considered instead of individual salespeople's reports. 
A)  In territorial evaluation, actual performance is evaluated separately from goals. 
B)  Territorial evaluation monitors the time interval between multiple sales calls. 
C)  Qualitative quotas and performance are not considered in territorial evaluation. 
D)  Territorial evaluation establishes performance standards in the form of quotas or goals. 
E)  During the evaluation, managers reports are considered instead of individual salespeople's reports.

Question 14

One major disadvantage of having sales territories is the duplication of efforts by salespeople in the same area.

Accepted Answer

A) True 
 B)False

Question 15

A formal route enables the organization to establish communication between management and the sales force in terms of the location and activities of individual salespeople.

Accepted Answer

A) True 
 B)False

Question 16

Segmenting the market into territories can be very effective in industries like insurance and retail.

Accepted Answer

A) True 
 B)False

Question 17

What are the basic factors a salesperson must consider when allocating time within territories?

Accepted Answer

Some of the basic factors a salesperson

Question 18

Multivariable account segmentation means using multiple salespeople to call on a few accounts.

Accepted Answer

A) True 
 B)False

Question 19

For a salesperson, time and territory management:

Accepted Answer

A)  is the process of defining homogeneous customer segments. 
B)  is most relevant during periods of economic recession. 
C)  is useful only when selling homogeneous products. 
D)  is a continuous process of planning, executing, and evaluating sales. 
E)  requires an efficient and effective customer service manager. 
A)  is the process of defining homogeneous customer segments. 
B)  is most relevant during periods of economic recession. 
C)  is useful only when selling homogeneous products. 
D)  is a continuous process of planning, executing, and evaluating sales. 
E)  requires an efficient and effective customer service manager.

Question 20

For the salesperson, time and territory management is a continuous process of planning, executing, and evaluating the sales and service provided to customers.

Accepted Answer

A) True 
 B)False

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

Which of the following statements about routing reports is true?

According to the text, when a company directs its sales force members to use multiple selling strategies, this means salespeople are expected to:

Before making a sales call, the salesperson should first qualify an account, which means the account should meet the firm's credit standards.

According to the text, which of the following is one of the seven basic factors to be considered in the allocation of a salesperson's time?

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

Territory time allocation is the time spent by the salesperson calling on accounts excluding the traveling time.

Dividing accounts on the basis of the types of accounts and sales volume would be an example of:

All companies segment their markets into sales territories.

What is the relationship between the ELMS system and the 80/20 principle?

The three basic routing patterns used by salespeople are straight-line, cloverleaf, and major-city.

The majority of sales force resources should be invested in key accounts.

Which of the following statements is most likely true about territorial evaluation?

One major disadvantage of having sales territories is the duplication of efforts by salespeople in the same area.

A formal route enables the organization to establish communication between management and the sales force in terms of the location and activities of individual salespeople.

Segmenting the market into territories can be very effective in industries like insurance and retail.

What are the basic factors a salesperson must consider when allocating time within territories?

Multivariable account segmentation means using multiple salespeople to call on a few accounts.

For a salesperson, time and territory management:

For the salesperson, time and territory management is a continuous process of planning, executing, and evaluating the sales and service provided to customers.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 15: Time, Territory, and Self-Management: Keys to Success

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

Which of the following statements about routing reports is true?

According to the text, when a company directs its sales force members to use multiple selling strategies, this means salespeople are expected to:

Before making a sales call, the salesperson should first qualify an account, which means the account should meet the firm's credit standards.

According to the text, which of the following is one of the seven basic factors to be considered in the allocation of a salesperson's time?

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

Territory time allocation is the time spent by the salesperson calling on accounts excluding the traveling time.

Dividing accounts on the basis of the types of accounts and sales volume would be an example of:

All companies segment their markets into sales territories.

What is the relationship between the ELMS system and the 80/20 principle?

The three basic routing patterns used by salespeople are straight-line, cloverleaf, and major-city.

The majority of sales force resources should be invested in key accounts.

Which of the following statements is most likely true about territorial evaluation?

One major disadvantage of having sales territories is the duplication of efforts by salespeople in the same area.

A formal route enables the organization to establish communication between management and the sales force in terms of the location and activities of individual salespeople.

Segmenting the market into territories can be very effective in industries like insurance and retail.

What are the basic factors a salesperson must consider when allocating time within territories?

Multivariable account segmentation means using multiple salespeople to call on a few accounts.

For a salesperson, time and territory management:

For the salesperson, time and territory management is a continuous process of planning, executing, and evaluating the sales and service provided to customers.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters