Deck 16: Opportunity Management: the Key to Greater Sales Productivity

Question 1

Getting enough quality sleep is one of the most effective strategies for managing the negative aspects of stress.

Answer 1

True

Question 2

The starting point for effective time management is forming a new attitude toward time conservation.

Answer 2

True

Question 3

Which of the following is a guiding principle used in establishing a sales routing and scheduling plan?

A)Develop a routing plan that gives equal attention to each customer.
B)If your territory is quite large,consider organizing it into two smaller zones.
C)Develop a schedule that best accommodates your personal and professional needs.
D)Avoid scheduling tentative calls,which may be distracting.
E)Ask for assistance from other salespeople if you cannot complete your route.

Answer 3

B

Question 4

Expense records are likely to be required not only by a salesperson's own company but by a government agency.

Question 5

Most sales and marketing firms develop territories solely on the basis of geographical considerations.

Question 6

Frequency of visits to established customers should generally be related to sales potential.

Question 7

There is definitely a close relationship between increased sales volume and spending more time in face-to-face selling situations.

Question 8

Keeping a time log is not an effective method of time management.

Question 9

Salespeople have a lot in common with entrepreneurs.

Question 10

Opportunity management consists of which of the following areas?

A)chance management
B)territory management
C)talent management
D)budget management
E)needs management

Question 11

Now that laptop computers are common,manual card file boxes are no longer likely to be used by salespeople.

Question 12

When tension builds,your most effective reaction is to choose whether to use the "fight" or the "flight" response.

Question 13

When drawing up a daily "to do" list,a salesperson should:

A)refer to the previous day's log for unaccomplished activities
B)avoid listing more than five items
C)record approximately twice as many activities as you realistically expect to accomplish
D)list activities in priority order of importance
E)rank items by chronology instead of importance

Question 14

There are no precise rules to observe in establishing a sales routing and scheduling plan.

Question 15

The two major methods for salespeople to increase their sales volume are by improving selling effectiveness (becoming a more effective salesperson)and:

A)spending more time in actual selling situations
B)dispensing with tedious recordkeeping
C)saving time with telephone calls
D)developing a series of personal goals
E)increasing prospecting activities

Question 16

It is best to begin time conservation by picking one or two of the least wasteful areas and correcting those problems first.

Question 17

Sales territories should,in most cases,be established on the basis of:

A)seniority of salespeople
B)prospects for new accounts
C)geographical considerations
D)number of customers
E)sales potential

Question 18

The first step in territory management is to classify all customers according to potential sales volume.

Question 19

A daily "to do" list is a waste of time for the salesperson who has a good memory.

Question 20

The telephone has proven to be a good method of making appointments,keeping customers informed and expressing appreciation,but it is not an effective method for building customer goodwill.

Question 21

A good policy concerning recordkeeping is to:

A)retain all receipts and records for three years before discarding them
B)require written responses instead of substituting checkmarks
C)record only those details that cannot be committed to memory
D)never require a record that does not provide positive benefits to someone in the sales process
E)require records on all details and processes as a way of maintaining sales process discipline

Question 22

Julio Melara,top seller and motivational speaker,feels that growth and success are facilitated by having:

A)plenty of luck,and the ability to act on it
B)strong mentors who spend time with you
C)natural talent,and the discipline to maximize it
D)written goals,both personal and professional
E)a strong organization in which to grow

Question 23

Many salespeople schedule routing by using the 80/20 rule,meaning:

A)80 percent of their time on calls from the office and 20 percent on face-to-face calls
B)80 percent of their time on face-to-face calls and 20 percent on calls from the office
C)80 percent of their time on larger accounts and 20 percent on less profitable accounts
D)80 percent of their time on calls and 20 percent on prospecting
E)80 percent of their time on sales activities and 20 percent on paperwork

Question 24

Salespeople with families can balance work and family obligations by:

A)traveling on the same days every month
B)working for companies that stick to strict schedules
C)working from an office that is not close enough to home to cause distractions
D)delay starting families until their careers are well-established
E)using email and other forms of remote communication effectively

Question 25

Salespeople are similar to entrepreneurs in that both of them must practice:

A)financial strategy
B)management skills
C)self-analysis
D)self-esteem
E)self-management

Question 26

Companies use CRM systems to combine:

A)management and labor
B)time management and stress management
C)business and entertainment expenses
D)sales territories
E)islands of information about customers

Question 27

Time management systems will not work for salespeople unless the salespeople have:

A)the desire to consider making positive change
B)the self-discipline to manage their time properly
C)the organizational skills to create them
D)the time to use them properly
E)the commitment to use them consistently

Question 28

Which is true of doing business in Belgium?

A)Speaking Dutch will help you in the Flanders area.
B)Speaking French will help you north of Brussels.
C)One selling strategy will work for the entire country.
D)Dutch is spoken in the Wallonia area in the south of the country.
E)Belgians prefer to communicate in business English.

Question 29

One of the best ways to gain more time is to:

A)delegate all recordkeeping activities
B)maintain a log of how time is spent during a typical week in order to identify wasted time
C)reduce time spent on prospecting
D)reduce time spent with each prospect by 25 percent
E)go through the pipeline and remove prospects that have not made any movement forward in a specified period of time

Question 30

The major purpose of a call report is to:

A)record the time and date of all phone calls
B)record the contact information of the customers the salesperson is due to call that day
C)provide a summary of time spent with each customer
D)provide a precise record of purchases by each customer
E)provide a summary of what happened during the call and an indication of what future action is required

Question 31

Which of the following guidelines regarding territory management is most suitable?

A)Develop a routing plan that is based primarily on visiting new accounts.
B)Develop a routing plan that is based solely on potential sales volume.
C)Develop a routing plan that is based solely on geographical considerations.
D)Develop a routing plan that is based on a combination of potential sales volume and geographical considerations.
E)Visit only your best customers and ignore those with low potential sales.

Question 32

One of the simplest ways a salesperson can practice time management skills is to create a(n):

A)daily to-do list
B)electronic calendar that automatically schedules activities and coordinates them with those of other salespeople
C)file card system with notes on each account to carry along on sales calls
D)mentoring relationship with a senior salesperson
E)support group of salepeople to keep each other on track

Question 33

Which of the following is a type of record salespeople need to keep?

A)shipping records
B)customer files for current customers only
C)call reports
D)customers' internal budgeting records
E)sales records for other salespeople

Question 34

According to self-management experts,every moment spent planning saves how many minutes in execution?

A)one to two
B)two to three
C)three to four
D)four to five
E)five to six

Question 35

The sales manager takes information from the routing and scheduling plan to develop:

A)a to-do list
B)a weekly sales report
C)a sales call plan
D)a customer contact card
E)a call record

Question 36

Which of the following is a true statement regarding the appropriate use of the telephone in selling?

A)The telephone is an ineffective way to keep the customer informed.
B)The telephone provides instant communications at a lower cost than other methods.
C)The telephone should not be used to thank a customer.
D)Some customers prefer email contact for certain types of business transactions.
E)The telephone can be used to check in with customers after the sale.

Question 37

The primary objective of a sales routing and scheduling plan is to:

A)increase actual selling time by reducing travel time
B)have a written record of where you have been and where you are going
C)determine the geographical distribution of customers
D)initiate new contacts with potential customers
E)visualize your territory on a map

Question 38

A sales call plan is:

A)a daily action plan initiated by the salesperson
B)a weekly action plan,often initiated by the sales manager
C)a monthly action plan,initiated by the salesperson
D)a record of sales calls that have been made in the previous month
E)a record of sales calls that are to be made that day

Question 39

On average,salespeople spend most of their work time on:

A)attending meetings and conference calls
B)administrative tasks and travel
C)face-to-face selling
D)telephone selling and follow-up
E)prospecting and research

Question 40

One of the most effective methods of dealing with stress is to:

A)choose the "fight" or "flight" response
B)maintain an optimistic outlook
C)initiate a crusade to alleviate all sources of stress
D)throw yourself with renewed vigor into your job
E)set up a home office so you can work from home

Question 41

Getting seven to eight hours of sleep a night can help salespeople:

A)get to work on time
B)manage stress
C)prevent "afternoon slump"
D)maintain an attractive appearance
E)be less focused at work

Question 42

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Victoria Canning is an insides sales representative with Braeden Innovations LLC.As an inside sales representative,she makes sales presentations via webinar and contacts clients and prospects by phone,email,and instant messaging,all from her home office.She says the best thing about her job is having a fulfilling professional career but never having to commute to an office.
Victoria needs to maintain regular contact with the account manager who fulfills the sales Victoria closes and provides training to accounts that buy training packages.They talk regularly on the phone,but often find that they need to confirm information with each other while one of them is talking on the phone to a client.How can they exchange information in the middle of a client call without stopping the call?

A)They can call each other on their personal lines while keeping the client on the business lines.
B)They can ask the client to hold while they call each other on another line.
C)They can exchange emails or instant messages.
D)They can ask another co-worker in the middle of the call.
E)They can ask the client for confirmation instead of asking each other.

Question 43

Sound time management techniques can pave the way to greater sales productivity.List and discuss four time-saving techniques used by time-conscious people in all walks of life.

Question 44

Alan Lakein says the most important aspect of time management is knowing what your ________ are.

Question 45

An external stimulus called a stressor and the physical and emotional responses to that stimulus are called:

A)emotionalism
B)tension
C)hypertension
D)stress
E)stimulus syndrome

Question 46

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Jameson Kilpatrick is a field sales representative with Braeden Innovations LLC.As a field sales representative,he makes sales presentations in person and contacts clients and prospects by phone,email,instant messaging,and in person.He enjoys the variety of his daily schedule,but is occasionally overwhelmed by the amount of travel he must do,especially when scheduling enough time to be with his family.
Since Jameson flies to many of his sales calls,it is far more efficient,from a time and expense standpoint,to schedule multiple calls in the same airplane trip.This means it is helpful if prospects in the same geographic area

A)are the same size so he can offer them the same pricing schedules
B)know that Jameson is trying to sell to all of them
C)are in roughly the same part of the sales cycle and are ready for in-person presentations
D)are in the same time zone,too
E)have not heard of the product yet so Jameson can make as many cold calls as possible

Question 47

________ refers to two simultaneous events: an external stimulus called a stressor,and the physical and emotional responses to that stimulus.

Question 48

A ________ ________ is the geographic area where prospects and customers reside.

Question 49

The fight or flight response is a typical response to:

A)optimism
B)exercise
C)stress
D)organization
E)sleep

Question 50

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Victoria Canning is an insides sales representative with Braeden Innovations LLC.As an inside sales representative,she makes sales presentations via webinar and contacts clients and prospects by phone,email,and instant messaging,all from her home office.She says the best thing about her job is having a fulfilling professional career but never having to commute to an office.
An unfortunate byproduct of working from home is that Victoria's work can blend into her personal space and time.In order to avoid stress from carrying work with her all the time,she should:

A)keep things in her home office that help her feel relaxed,like scented candles and flowers
B)take regular breaks to meditate or practice yoga throughout the day
C)interact with prospects who make her laugh throughout the day
D)consider working less so she does not take on too much stress from eight straight hours of client contact
E)make and enforce strict rules about when and where she works at home

Question 51

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Jameson Kilpatrick is a field sales representative with Braeden Innovations LLC.As a field sales representative,he makes sales presentations in person and contacts clients and prospects by phone,email,instant messaging,and in person.He enjoys the variety of his daily schedule,but is occasionally overwhelmed by the amount of travel he must do,especially when scheduling enough time to be with his family.
Since Jameson has to coordinate airline flights,rental car information,prospect addresses,contact information and appointment times,and emails and voicemails from current clients,all while in transit,he often jokes that his most valuable possession is his:

A)assistant
B)laptop
C)Rolodex
D)smartphone
E)atlas

Question 52

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Jameson Kilpatrick is a field sales representative with Braeden Innovations LLC.As a field sales representative,he makes sales presentations in person and contacts clients and prospects by phone,email,instant messaging,and in person.He enjoys the variety of his daily schedule,but is occasionally overwhelmed by the amount of travel he must do,especially when scheduling enough time to be with his family.
Jameson's territory stretches over eight states and two time zones.Which of the following categories make the most sense to organize his territory into?

A)time zone and type of organization
B)zip code and size of organization
C)time zone and zip code
D)zip code and contact's position in the organization
E)area code and contact's position in the organization

Question 53

Salespeople can help maintain healthy levels of stress by increasing their ________ exercise.

Question 54

List the guiding principles that can be used to develop a routing and scheduling plan.

Question 55

Maintaining accurate sales records can help a salesperson by putting current sales into:

A)arrears
B)escrow
C)danger
D)payment
E)perspective

Question 56

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Victoria Canning is an insides sales representative with Braeden Innovations LLC.As an inside sales representative,she makes sales presentations via webinar and contacts clients and prospects by phone,email,and instant messaging,all from her home office.She says the best thing about her job is having a fulfilling professional career but never having to commute to an office.
Victoria needs to organize her territory.Which categories would make the most sense for Victoria to use to organize her territory to schedule her calls most efficiently?

A)zip code and type of organization
B)time zone and size of organization
C)time zone and zip code
D)zip code and contact's position in the organization
E)area code and contact's position in the organization

Question 57

Which of the following is a good way to manage stress?

A)Increase focus on your job tasks.
B)Work from home.
C)Maintain a realistic outlook to avoid disappointment.
D)Practice healthy emotional expression.
E)Run for cardio and lift weights for strengthening.

Question 58

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Victoria Canning is an insides sales representative with Braeden Innovations LLC.As an inside sales representative,she makes sales presentations via webinar and contacts clients and prospects by phone,email,and instant messaging,all from her home office.She says the best thing about her job is having a fulfilling professional career but never having to commute to an office.
While working from home saves Victoria time commuting to an office,how could it cause her time management problems?

A)Without a strict start and stop time Victoria could spend too little or too much time working.
B)Without a manager to keep her on track Victoria could focus on the wrong activities during her work day.
C)Without co-workers to interact with during the day,Victoria could get distracted and lose track of her call .list.
D)Working from home could make Victoria too comfortable so she won't be motivated to call as many prospects.
E)Working from home could be too expensive for Victoria,as she has to maintain internet and phone lines for her business.

Question 59

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Victoria Canning is an insides sales representative with Braeden Innovations LLC.As an inside sales representative,she makes sales presentations via webinar and contacts clients and prospects by phone,email,and instant messaging,all from her home office.She says the best thing about her job is having a fulfilling professional career but never having to commute to an office.
Because Victoria and the account manager she partners with are not in the same space but need to have access to the same information,it is vital that they both use:

A)the same type of computer,so they can share files seamlessly
B)a webconferencing system that allows them to show each other files and documents
C)mobile phones that allow them to send and receive text messages instead of landlines that do not allow for text messaging
D)a computerized,internet-based CRM system that allows them both to enter and access information about their clients
E)the same email client so they can read emails from each other

Question 60

The primary objective of a sales ________ and scheduling plan is to increase actual face-to-face selling.

Question 61

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Po Komacho is a trade sales representative with Braeden Innovations LLC.As a trade sales representative,she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients.A large part of her job involves attending industry trade shows and working the Braeden Innovations LLC booth at the exhibit hall of the trade show.
Po has a bigger challenge in keeping track of brochures and literature than do other types of sales representatives,because she has to maintain stock at all times not only of:

A)product literature but also of expense report forms
B)product literature but also of her resellers' sales forms
C)product literature but also of training material for resellers
D)product literature for her company's products but also for her competitors' products
E)product literature but also order slips for closing sales

Question 62

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Po Komacho is a trade sales representative with Braeden Innovations LLC.As a trade sales representative,she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients.A large part of her job involves attending industry trade shows and working the Braeden Innovations LLC booth at the exhibit hall of the trade show.
Because Po is not meeting with prospects,her time is divided into 2-3 day blocks of attending trade shows or training resellers.Which of the following is true?

A)Her hour-by-our activities should be recorded in a dayplanner.
B)Po should schedule her appointments on her desk blotter calendar at the office.
C)Po's situation is too unusual to fit into appointment calendars.
D)Po does not need to maintain a calendar of her appointments.
E)Po needs to manage returning emails and calls within her larger blocked time obligations.

Question 63

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Po Komacho is a trade sales representative with Braeden Innovations LLC.As a trade sales representative,she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients.A large part of her job involves attending industry trade shows and working the Braeden Innovations LLC booth at the exhibit hall of the trade show.
Because Po is not selling directly to clients,she does not have the stress of carrying a sales quota that other types of sales representatives have.For this reason,her main source of stress tends to be logistical,and comes from:

A)the level of trust she can build with the resellers she supports
B)her hectic travel schedule to trade shows
C)the pressure she puts on herself to be the best
D)her feelings that resellers cannot care as much about the product as she does
E)a desire to please the clients her resellers sell to

Question 64

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Jameson Kilpatrick is a field sales representative with Braeden Innovations LLC.As a field sales representative,he makes sales presentations in person and contacts clients and prospects by phone,email,instant messaging,and in person.He enjoys the variety of his daily schedule,but is occasionally overwhelmed by the amount of travel he must do,especially when scheduling enough time to be with his family.
One of the most stressful aspects of Jameson's life is scheduling his required work travel and still being present at home for his wife and children,who have expressed that they hate not knowing for sure when he will be home.After discussing this with his manager,who helps him troubleshoot the problem,Jameson decides to:

A)set every Monday as a "no travel" day,during which he will be home for dinner every week without fail,and schedule his travel around this appointment
B)call his family every night as close to dinnertime as he is able to,depending on the time zone he is in
C)tell his wife and children that he is working for their benefit,and that they need to be more understanding of his work travel
D)begin a meditation practice to reduce his stress level,and continue it when he is traveling for work
E)take prescription sleeping pills to help him sleep better when he is traveling for work

Question 65

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Po Komacho is a trade sales representative with Braeden Innovations LLC.As a trade sales representative,she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients.A large part of her job involves attending industry trade shows and working the Braeden Innovations LLC booth at the exhibit hall of the trade show.
Since Po covers both trade shows and resellers,it make most sense for her to organize her territory by:

A)date of trade show and location of reseller
B)date of trade show and time zone of reseller
C)time zone of trade show and time zone of reseller
D)size of trade show and size of reseller
E)size of trade show and zip code of reseller

Question 66

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Jameson Kilpatrick is a field sales representative with Braeden Innovations LLC.As a field sales representative,he makes sales presentations in person and contacts clients and prospects by phone,email,instant messaging,and in person.He enjoys the variety of his daily schedule,but is occasionally overwhelmed by the amount of travel he must do,especially when scheduling enough time to be with his family.
One of Jameson's biggest challenges is keeping track of expense reports and reimbursements.Braeden's policy is to have employees pay for expenses and then reimburse them when they submit receipts for their expenses.To make sure he is reimbursed for his trip expenses,Jameson should:

A)ask the sales department's administrative assistant to complete and submit the reports when she has a chance to
B)invest in a machine that scans his receipts in so he can print out copies of them when he returns from his trip
C)email his manager and cc the accounting department every week with a list of outstanding reimbursements
D)take an online course in Excel to get better at keeping track of his expenses
E)submit his expense reports and receipts immediately after completing each trip

Question 67

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Po Komacho is a trade sales representative with Braeden Innovations LLC.As a trade sales representative,she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients.A large part of her job involves attending industry trade shows and working the Braeden Innovations LLC booth at the exhibit hall of the trade show.
Po does not sell directly to clients,but she is still responsible for keeping track of the interactions she has with resellers.Where should she keep track of these interactions?

A)in the notepad of her smartphone
B)in a spiral-bound notebook she keeps in her laptop bag
C)in a file on her laptop computer
D)in her company's computerized CRM system
E)in a monthly email to her manager