Question 1

Companies most likely give their salespeople strict formal route plans in order to:

Accepted Answer

A)  increase the flexibility of operations. 
B)  improve territory coverage. 
C)  promote the individual's planning experience. 
D)  minimize the size of each territory. 
E)  ensure that salespeople use the straight-line routing pattern. 
A)  increase the flexibility of operations. 
B)  improve territory coverage. 
C)  promote the individual's planning experience. 
D)  minimize the size of each territory. 
E)  ensure that salespeople use the straight-line routing pattern.

Question 2

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 3

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)  sales response function. 
B)  break-even function. 
C)  time allocation coefficient. 
D)  territory coefficient. 
E)  alternate correlation. 
A)  sales response function. 
B)  break-even function. 
C)  time allocation coefficient. 
D)  territory coefficient. 
E)  alternate correlation.

Question 4

According to the Golden Rule, how you spend your time greatly influences your level of sales success.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following would be a good rule for salespeople to follow in handling their paperwork?

Accepted Answer

A)  Avoid paperwork so that more time is available for sales presentations. 
B)  Politely interrupt a sales interview to get paperwork finished. 
C)  Finish paperwork during non-selling times and evenings. 
D)  Manage paperwork on a once-a-month basis. 
E)  Handle paperwork throughout the day. 
A)  Avoid paperwork so that more time is available for sales presentations. 
B)  Politely interrupt a sales interview to get paperwork finished. 
C)  Finish paperwork during non-selling times and evenings. 
D)  Manage paperwork on a once-a-month basis. 
E)  Handle paperwork throughout the day.

Question 6

The J&L Grocery Distribution Company characterizes its customers according to their yearly sales potential and whether the account is a retailer, wholesaler, or government agency. This approach to segmentation is called:

Accepted Answer

A)  undifferentiated selling. 
B)  double-positioning. 
C)  multivariable account segmentation. 
D)  parallel account segregation. 
E)  total territory management. 
A)  undifferentiated selling. 
B)  double-positioning. 
C)  multivariable account segmentation. 
D)  parallel account segregation. 
E)  total territory management.

Question 7

The most critical factor to be considered when setting up a sales route is:

Accepted Answer

A)  number of miles traveled. 
B)  traffic signals in the route. 
C)  fuel consumption. 
D)  sales experience. 
E)  travel time. 
A)  number of miles traveled. 
B)  traffic signals in the route. 
C)  fuel consumption. 
D)  sales experience. 
E)  travel time.

Question 8

Routing refers to the travel pattern the salesperson uses in working a territory.

Accepted Answer

A) True 
 B)False

Question 9

Scheduling refers to establishing the total revenue to be generated from each sales territory.

Accepted Answer

A) True 
 B)False

Question 10

When a salesperson refers to her key accounts, she is talking about her _____ accounts.

Accepted Answer

A)  orphaned 
B)  homogeneous 
C)  extra-large 
D)  governmental 
E)  undifferentiated 
A)  orphaned 
B)  homogeneous 
C)  extra-large 
D)  governmental 
E)  undifferentiated

Question 11

A salesperson leaves early from home and drives to the far end of her territory before making the first call. Then she works her way back so that she ends up near home at the end of the day. This is called the straight-line method of routing sales calls.

Accepted Answer

A) True 
 B)False

Question 12

It is the job of the sales manager to set quotas and develop territorial sales plans for reaching the quota; it is the salesperson's job to fulfill that sales quota.

Accepted Answer

A) True 
 B)False

Question 13

The difference between cost of goods sold and sales is called the gross profit on sales revenue.

Accepted Answer

A) True 
 B)False

Question 14

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 15

It is wise to use the account segmentation approach in a market with heterogeneous needs.

Accepted Answer

A) True 
 B)False

Question 16

A company most likely forms sales territories to:

Accepted Answer

A)  sell a complex product. 
B)  obtain thorough market coverage. 
C)  operate fully in a monopolistic market. 
D)  use an undifferentiated selling approach. 
E)  control its credit rating more effectively. 
A)  sell a complex product. 
B)  obtain thorough market coverage. 
C)  operate fully in a monopolistic market. 
D)  use an undifferentiated selling approach. 
E)  control its credit rating more effectively.

Question 17

Establishing a travel pattern to be used in working a 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 18

Lawrence sells lockers like those found in airports, bus stations, exercise centers, and schools. His fixed selling costs are $25,000 annually. His annual sales are $350,000 and the annual cost of the lockers he sells equals $215,000. Calculate his gross profit in percentage and his break-even point.

Accepted Answer

His gross profit in percentage

Question 19

Stephen started a new company which manufactures vacuum cleaners. He hired four salespeople and decided to use the door-to-door selling technique to sell his products. Which selling approach will most likely be used by the salespeople?

Accepted Answer

A)  Account segmentation 
B)  Undifferentiated 
C)  Customized 
D)  Specific 
E)  Unstructured 
A)  Account segmentation 
B)  Undifferentiated 
C)  Customized 
D)  Specific 
E)  Unstructured

Question 20

Research indicates that a business lunch almost always leads directly to a quick sale.

Accepted Answer

A) True 
 B)False

Companies most likely give their salespeople strict formal route plans in order to:

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:

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:

According to the Golden Rule, how you spend your time greatly influences your level of sales success.

Which of the following would be a good rule for salespeople to follow in handling their paperwork?

The J&L Grocery Distribution Company characterizes its customers according to their yearly sales potential and whether the account is a retailer, wholesaler, or government agency. This approach to segmentation is called:

The most critical factor to be considered when setting up a sales route is:

Routing refers to the travel pattern the salesperson uses in working a territory.

Scheduling refers to establishing the total revenue to be generated from each sales territory.

When a salesperson refers to her key accounts, she is talking about her _____ accounts.

A salesperson leaves early from home and drives to the far end of her territory before making the first call. Then she works her way back so that she ends up near home at the end of the day. This is called the straight-line method of routing sales calls.

It is the job of the sales manager to set quotas and develop territorial sales plans for reaching the quota; it is the salesperson's job to fulfill that sales quota.

The difference between cost of goods sold and sales is called the gross profit on sales revenue.

It is wise to use the account segmentation approach in a market with heterogeneous needs.

A company most likely forms sales territories to:

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

Stephen started a new company which manufactures vacuum cleaners. He hired four salespeople and decided to use the door-to-door selling technique to sell his products. Which selling approach will most likely be used by the salespeople?

Research indicates that a business lunch almost always leads directly to a quick sale.

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

Companies most likely give their salespeople strict formal route plans in order to:

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:

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:

According to the Golden Rule, how you spend your time greatly influences your level of sales success.

Which of the following would be a good rule for salespeople to follow in handling their paperwork?

The J&L Grocery Distribution Company characterizes its customers according to their yearly sales potential and whether the account is a retailer, wholesaler, or government agency. This approach to segmentation is called:

The most critical factor to be considered when setting up a sales route is:

Routing refers to the travel pattern the salesperson uses in working a territory.

Scheduling refers to establishing the total revenue to be generated from each sales territory.

When a salesperson refers to her key accounts, she is talking about her _____ accounts.

A salesperson leaves early from home and drives to the far end of her territory before making the first call. Then she works her way back so that she ends up near home at the end of the day. This is called the straight-line method of routing sales calls.

It is the job of the sales manager to set quotas and develop territorial sales plans for reaching the quota; it is the salesperson's job to fulfill that sales quota.

The difference between cost of goods sold and sales is called the gross profit on sales revenue.

It is wise to use the account segmentation approach in a market with heterogeneous needs.

A company most likely forms sales territories to:

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

Stephen started a new company which manufactures vacuum cleaners. He hired four salespeople and decided to use the door-to-door selling technique to sell his products. Which selling approach will most likely be used by the salespeople?

Research indicates that a business lunch almost always leads directly to a quick sale.

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