Question 1

A territory's break-even point can be computed in terms of dollars by dividing the _____ with gross profit percentage.

Accepted Answer

A)  salesperson's sales revenue 
B)  gross sales 
C)  total sales 
D)  salesperson's fixed costs 
E)  salesperson's total work hours 
A)  salesperson's sales revenue 
B)  gross sales 
C)  total sales 
D)  salesperson's fixed costs 
E)  salesperson's total work hours

Question 2

_____ is a quantitative technique for determining the level of sales at which total revenues equal total costs.

Accepted Answer

A)  Sales response function 
B)  Equilibrium analysis 
C)  Variable cost analysis 
D)  Break-even analysis 
E)  ELMS function 
A)  Sales response function 
B)  Equilibrium analysis 
C)  Variable cost analysis 
D)  Break-even analysis 
E)  ELMS function

Question 3

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 4

Sutton Powell studies the sales potential of present and potential customers in her territory in order to estimate each account's potential and to make the best use of her time. This process is called:

Accepted Answer

A)  customer sales planning. 
B)  route reporting. 
C)  territory-time allocation. 
D)  account analysis. 
E)  trend assessment. 
A)  customer sales planning. 
B)  route reporting. 
C)  territory-time allocation. 
D)  account analysis. 
E)  trend assessment.

Question 5

A professional salesperson should study product materials during the waiting time at the customer's office.

Accepted Answer

A) True 
 B)False

Question 6

Which selling approach would most likely involve a salesperson using the same selling strategy for all customers?

Accepted Answer

A)  Homogeneous selling 
B)  Heterogeneous selling 
C)  Account segmentation 
D)  TTM segmentation 
E)  Undifferentiated selling 
A)  Homogeneous selling 
B)  Heterogeneous selling 
C)  Account segmentation 
D)  TTM segmentation 
E)  Undifferentiated selling

Question 7

Satisfying the service needs of accounts by telephone is not recommended for salespeople despite in cost reductions.

Accepted Answer

A) True 
 B)False

Question 8

A sales account refers to a limited geographical area assigned to a salesperson.

Accepted Answer

A) True 
 B)False

Question 9

"To increase the product assortment purchased by current customers by two percent during the next three months," is an example of a(n):

Accepted Answer

A)  market quota. 
B)  derived demand. 
C)  account objective. 
D)  future product quotient. 
E)  net product forecast. 
A)  market quota. 
B)  derived demand. 
C)  account objective. 
D)  future product quotient. 
E)  net product forecast.

Question 10

Sales territories can be used to obtain thorough coverage of the market.

Accepted Answer

A) True 
 B)False

Question 11

The 80/20 principles can be used to explain why salespeople use:

Accepted Answer

A)  the ELMS system to segment accounts in their sales territories. 
B)  trial closes a minimum of three times per sales call. 
C)  three different types of routing patterns. 
D)  waiting time for non-selling activities. 
E)  mobile offices and technological tools. 
A)  the ELMS system to segment accounts in their sales territories. 
B)  trial closes a minimum of three times per sales call. 
C)  three different types of routing patterns. 
D)  waiting time for non-selling activities. 
E)  mobile offices and technological tools.

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

The process of applying different selling strategies to different customers and prospects is known as the account segmentation approach.

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A)  Parallel account integration 
B)  Multiple positioning 
C)  Multivariable account segmentation 
D)  Operational integration 
E)  Horizontal integration 
A)  Parallel account integration 
B)  Multiple positioning 
C)  Multivariable account segmentation 
D)  Operational integration 
E)  Horizontal integration

Question 15

After conducting an account analysis in the time and territory management process, salespeople should:

Accepted Answer

A)  set account objectives and sales quotas. 
B)  manage scheduling and routing. 
C)  conduct customer sales planning. 
D)  evaluate customers and accounts. 
E)  conduct territory evaluations. 
A)  set account objectives and sales quotas. 
B)  manage scheduling and routing. 
C)  conduct customer sales planning. 
D)  evaluate customers and accounts. 
E)  conduct territory evaluations.

Question 16

How can a salesperson use break-even analysis as a time management tool?

Accepted Answer

Break-even analysis is a quantitative te

Question 17

One of the basic factors to consider in territory-time allocation is non-selling time.

Accepted Answer

A) True 
 B)False

Question 18

The 80/20 principle is a time management concept that favors a salesperson putting 80 percent of his or her time on planning and 20 percent on selling.

Accepted Answer

A) True 
 B)False

Question 19

The 80/20 principle:

Accepted Answer

A)  is a territorial management concept that favors a salesperson putting 80 percent of his time on planning and 20 percent on action. 
B)  refers to the fact that eighty salespeople require twenty sales managers to keep the appropriate 1-to-4 ratio of supervisors to employees. 
C)  indicates that no matter how hard a salesperson tries, 80 percent of the customer's potential business ends up going to competitors. 
D)  is a territorial management concept that favors a salesperson putting 80 percent of her time on action and 20 percent on planning. 
E)  refers to the idea that 20 percent of a firm's customers account for 80 percent of a firm's profitability. 
A)  is a territorial management concept that favors a salesperson putting 80 percent of his time on planning and 20 percent on action. 
B)  refers to the fact that eighty salespeople require twenty sales managers to keep the appropriate 1-to-4 ratio of supervisors to employees. 
C)  indicates that no matter how hard a salesperson tries, 80 percent of the customer's potential business ends up going to competitors. 
D)  is a territorial management concept that favors a salesperson putting 80 percent of her time on action and 20 percent on planning. 
E)  refers to the idea that 20 percent of a firm's customers account for 80 percent of a firm's profitability.

Question 20

The undifferentiated selling approach is used when the:

Accepted Answer

A)  target market is homogeneous. 
B)  company is selling only in the home market. 
C)  company has a complex product line. 
D)  salespeople are highly experienced and skilled. 
E)  company is a new entrant in the market. 
A)  target market is homogeneous. 
B)  company is selling only in the home market. 
C)  company has a complex product line. 
D)  salespeople are highly experienced and skilled. 
E)  company is a new entrant in the market.

A territory's break-even point can be computed in terms of dollars by dividing the _____ with gross profit percentage.

_____ is a quantitative technique for determining the level of sales at which total revenues equal total costs.

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

Sutton Powell studies the sales potential of present and potential customers in her territory in order to estimate each account's potential and to make the best use of her time. This process is called:

A professional salesperson should study product materials during the waiting time at the customer's office.

Which selling approach would most likely involve a salesperson using the same selling strategy for all customers?

Satisfying the service needs of accounts by telephone is not recommended for salespeople despite in cost reductions.

A sales account refers to a limited geographical area assigned to a salesperson.

"To increase the product assortment purchased by current customers by two percent during the next three months," is an example of a(n):

Sales territories can be used to obtain thorough coverage of the market.

The 80/20 principles can be used to explain why salespeople use:

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

The process of applying different selling strategies to different customers and prospects is known as the account segmentation approach.

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

After conducting an account analysis in the time and territory management process, salespeople should:

How can a salesperson use break-even analysis as a time management tool?

One of the basic factors to consider in territory-time allocation is non-selling time.

The 80/20 principle is a time management concept that favors a salesperson putting 80 percent of his or her time on planning and 20 percent on selling.

The 80/20 principle:

The undifferentiated selling approach is used when the:

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

A territory's break-even point can be computed in terms of dollars by dividing the _____ with gross profit percentage.

_____ is a quantitative technique for determining the level of sales at which total revenues equal total costs.

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

Sutton Powell studies the sales potential of present and potential customers in her territory in order to estimate each account's potential and to make the best use of her time. This process is called:

A professional salesperson should study product materials during the waiting time at the customer's office.

Which selling approach would most likely involve a salesperson using the same selling strategy for all customers?

Satisfying the service needs of accounts by telephone is not recommended for salespeople despite in cost reductions.

A sales account refers to a limited geographical area assigned to a salesperson.

"To increase the product assortment purchased by current customers by two percent during the next three months," is an example of a(n):

Sales territories can be used to obtain thorough coverage of the market.

The 80/20 principles can be used to explain why salespeople use:

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

The process of applying different selling strategies to different customers and prospects is known as the account segmentation approach.

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

After conducting an account analysis in the time and territory management process, salespeople should:

How can a salesperson use break-even analysis as a time management tool?

One of the basic factors to consider in territory-time allocation is non-selling time.

The 80/20 principle is a time management concept that favors a salesperson putting 80 percent of his or her time on planning and 20 percent on selling.

The 80/20 principle:

The undifferentiated selling approach is used when the:

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