Question 1

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

Accepted Answer

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

Question 2

Explain multivariable account segmentation.

Accepted Answer

Multivariable account segmentation means

Question 3

The two general approaches to _____ for salespeople are undifferentiated selling and account segmentation.

Accepted Answer

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

Question 4

Meredith Jacoby sells floral supplies. Her annual sales equal $450,000. Her total fixed costs annually equal $75,000.The cost of goods sold annually is $335,000. Calculate her 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 5

Salespeople act as business managers for their territories.

Accepted Answer

A) True 
 B)False

Question 6

Ruth sells bathroom fixtures. She believes that if she can get a customer she is calling on to go out to lunch with her, she will close the sale. What do you think about Ruth's assumption?

Accepted Answer

Salespeople often take people to lunch.

Question 7

The process of applying and designing selling strategies equally to different accounts is known as a differentiated selling approach.

Accepted Answer

A) True 
 B)False

Question 8

_____ refers to establishing a fixed time for visiting a customer's business.

Accepted Answer

A)  Operational segmentation 
B)  Scheduling 
C)  Customer allocation 
D)  Account grouping 
E)  Routing 
A)  Operational segmentation 
B)  Scheduling 
C)  Customer allocation 
D)  Account grouping 
E)  Routing

Question 9

As a sales rep for Healthtex, Linda plans her activities for the next week; she establishes a fixed day and time to visit each customer's place of business. She is engaged in the process of:

Accepted Answer

A)  account grouping. 
B)  routing. 
C)  customer allocation. 
D)  accounts mapping. 
E)  scheduling. 
A)  account grouping. 
B)  routing. 
C)  customer allocation. 
D)  accounts mapping. 
E)  scheduling.

Question 10

Mario Jimenez sells electrical supplies. His annual sales equal $450,000. His total fixed costs annually equal $75,000. The cost of goods sold annually is $335,000. Mario works an average of 240 days a year and 8 hours each day. Mario makes an average of five sales calls per day. Mario's break-even volume per hour is approximately:

Accepted Answer

A)  $119.00 
B)  $153.00 
C)  $171.00 
D)  $256.00 
E)  $392.00 
A)  $119.00 
B)  $153.00 
C)  $171.00 
D)  $256.00 
E)  $392.00

Question 11

Technology such as GPS is useful for locating customers and planning routes.

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A)  market development area 
B)  undifferentiated account 
C)  sales territory 
D)  market segment 
E)  business domain 
A)  market development area 
B)  undifferentiated account 
C)  sales territory 
D)  market segment 
E)  business domain

Question 13

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 have replaced 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 have replaced personal selling efforts because of time and cost savings.

Question 14

Territorial evaluations use quantitative quotas or goals instead of qualitative quotas to determine the performance of individual territories.

Accepted Answer

A) True 
 B)False

Question 15

B. evaluate salespeople during annual performance appraisals.
C. match the personalities of salespeople and customers.
D. create the most efficient travel routes for salespeople.
E. categorize accounts in terms of profitability.
Answer: E
Learning Objective: 15-03
Topic: Elements of Time and Territory Management
Blooms: Understand
AACSB: Analytic
Level of Difficulty: Medium
Explanation: Accounts are classified broadly by salespeople in the account segmentation approach. Categories or types of accounts are defined in terms such as extra-large (key), large, medium, and small, which we refer to as the ELMS system.
-Which of the following is a method used to define accounts in terms of their size?

Accepted Answer

A)  OAKS 
B)  KISS 
C)  FAB 
D)  ELMS 
E)  SELL 
A)  OAKS 
B)  KISS 
C)  FAB 
D)  ELMS 
E)  SELL

Question 16

Michael delivers pesticides to farmers' cooperatives. When planning his daily routing pattern, Michael prefers to start with the customers who are at the far end of the territory and work his way back to his company's office. Which routing pattern would most likely allow Michael to do this?

Accepted Answer

A)  Rectangular pattern 
B)  Straight-line pattern 
C)  Leapfrog pattern 
D)  Major-city pattern 
E)  Perpendicular pattern 
A)  Rectangular pattern 
B)  Straight-line pattern 
C)  Leapfrog pattern 
D)  Major-city pattern 
E)  Perpendicular pattern

Question 17

Salespeople using the _____ approach recognize their territories contain accounts with heterogeneous needs and differing characteristics that require different selling strategies.

Accepted Answer

A)  account segmentation 
B)  market diversification 
C)  undifferentiated selling approach 
D)  territorial development 
E)  market penetration 
A)  account segmentation 
B)  market diversification 
C)  undifferentiated selling approach 
D)  territorial development 
E)  market penetration

Question 18

Territorial evaluation is the establishment of _____ for the individual territory in the form of qualitative and quantitative quotas or goals.

Accepted Answer

A)  ELMS standards 
B)  break-even point 
C)  time limits 
D)  key accounts 
E)  performance standards 
A)  ELMS standards 
B)  break-even point 
C)  time limits 
D)  key accounts 
E)  performance standards

Question 19

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 20

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.

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

Explain multivariable account segmentation.

The two general approaches to _____ for salespeople are undifferentiated selling and account segmentation.

Meredith Jacoby sells floral supplies. Her annual sales equal $450,000. Her total fixed costs annually equal $75,000.The cost of goods sold annually is $335,000. Calculate her gross profit percentage.

Salespeople act as business managers for their territories.

Ruth sells bathroom fixtures. She believes that if she can get a customer she is calling on to go out to lunch with her, she will close the sale. What do you think about Ruth's assumption?

The process of applying and designing selling strategies equally to different accounts is known as a differentiated selling approach.

_____ refers to establishing a fixed time for visiting a customer's business.

As a sales rep for Healthtex, Linda plans her activities for the next week; she establishes a fixed day and time to visit each customer's place of business. She is engaged in the process of:

Technology such as GPS is useful for locating customers and planning routes.

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

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

Territorial evaluations use quantitative quotas or goals instead of qualitative quotas to determine the performance of individual territories.

Michael delivers pesticides to farmers' cooperatives. When planning his daily routing pattern, Michael prefers to start with the customers who are at the far end of the territory and work his way back to his company's office. Which routing pattern would most likely allow Michael to do this?

Salespeople using the _____ approach recognize their territories contain accounts with heterogeneous needs and differing characteristics that require different selling strategies.

Territorial evaluation is the establishment of _____ for the individual territory in the form of qualitative and quantitative quotas or goals.

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

The first step of time and territory management is:

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

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

Explain multivariable account segmentation.

The two general approaches to _____ for salespeople are undifferentiated selling and account segmentation.

Meredith Jacoby sells floral supplies. Her annual sales equal $450,000. Her total fixed costs annually equal $75,000.The cost of goods sold annually is $335,000. Calculate her gross profit percentage.

Salespeople act as business managers for their territories.

Ruth sells bathroom fixtures. She believes that if she can get a customer she is calling on to go out to lunch with her, she will close the sale. What do you think about Ruth's assumption?

The process of applying and designing selling strategies equally to different accounts is known as a differentiated selling approach.

_____ refers to establishing a fixed time for visiting a customer's business.

As a sales rep for Healthtex, Linda plans her activities for the next week; she establishes a fixed day and time to visit each customer's place of business. She is engaged in the process of:

Technology such as GPS is useful for locating customers and planning routes.

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

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

Territorial evaluations use quantitative quotas or goals instead of qualitative quotas to determine the performance of individual territories.

Michael delivers pesticides to farmers' cooperatives. When planning his daily routing pattern, Michael prefers to start with the customers who are at the far end of the territory and work his way back to his company's office. Which routing pattern would most likely allow Michael to do this?

Salespeople using the _____ approach recognize their territories contain accounts with heterogeneous needs and differing characteristics that require different selling strategies.

Territorial evaluation is the establishment of _____ for the individual territory in the form of qualitative and quantitative quotas or goals.

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

The first step of time and territory management is:

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