Question 1

If a territorial evaluation indicates that a salesperson's quotas are not met, then it is most likely that:

Accepted Answer

A)  territories will be expanded. 
B)  sales methods will be changed. 
C)  routing will be re-measured. 
D)  key accounts will be dropped. 
E)  new territory plans will be developed.

Question 2

Greg owns a small business of selling athletic equipment to retailers. He spends $12,500 annually on transportation. His annual fixed cost is $19,000. His other annual expenses total $4,000. His annual sales are $130,000 and the cost of the goods he sells is $65,000. Calculate Greg's direct costs and his break-point point.

Accepted Answer

The answer of Greg owns a small business of selling...

Question 3

Which of the following statements about undifferentiated selling is true?

Accepted Answer

A)  The undifferentiated selling approach is only useful if customers are heterogeneous. 
B)  Many door-to-door salespeople use the undifferentiated approach. 
C)  The undifferentiated selling approach allows salespeople to devote time to customers in proportion to the customer's potential value. 
D)  The undifferentiated selling approach allows salespeople to streamline their pre-call preparation and thus is growing in popularity. 
E)  Undifferentiated selling cannot be used in conjunction with a stimulus-response presentation.

Question 4

Why is the development of sales territories inefficient for some companies?

Accepted Answer

The answer of Why is the development of sales territories...

Question 5

The use of the ELMS system is most closely related to the:

Accepted Answer

A)  FAB closing. 
B)  80/20 principle. 
C)  50-50 method. 
D)  SELL sequence. 
E)  KISS selling process.

Question 6

The total fixed cost for Harold, a salesperson, is $20,000 per month. Harold generates 25% gross profit on the products he sells. If Harold sells $200,000 worth of merchandise in six months, which of the following statements is true?

Accepted Answer

A)  By having Harold, the company incurred a direct loss of $70,000. 
B)  Harold generated $120,000 in gross profit for the company. 
C)  Harold sold $120,000 worth of goods, which equals the BEP. 
D)  By having Harold, the company incurred a direct loss of $280,000. 
E)  Harold generated $30,000 gross profit for the company.

Question 7

Mack Jacoby sells building supplies. His annual sales equal $450,000. His total fixed costs annually equal $75,000. The cost of goods sold annually is $335,000. Calculate his gross profit percentage.

Accepted Answer

A)  11.9% 
B)  20.3% 
C)  25.6% 
D)  34.3% 
E)  Cannot be determined from information given

Question 8

A market with homogeneous needs and characteristics would best be suited for an undifferentiated market approach.

Accepted Answer

A) True 
 B)False

Question 9

Nonselling time is a factor to be considered in sales call allocation.

Accepted Answer

A) True 
 B)False

Question 10

A company may avoid establishing sales territories if:

Accepted Answer

A)  it uses a matrix organizational structure. 
B)  personal friendships attract customers. 
C)  the company uses qualitative evaluations. 
D)  the company has no key accounts. 
E)  sales expenses are rising.

Question 11

Which of the following statements is NOT true about emotional intelligence?

Accepted Answer

A)  Emotional intelligence involves the ability to perceive other's emotions 
B)  Emotional intelligence involves the ability to identify your emotions 
C)  Emotional intelligence involves the ability to understand what's causing your emotion 
D)  Emotional intelligence involves the ability to control guilt 
E)  Emotional intelligence involves the ability to manage your emotions

Question 12

As the sales rep for Whirlpool appliances plans her activities for the next week, she is establishing a certain day and time to visit each customer's place of business. She is engaged in the process of:

Accepted Answer

A)  networking. 
B)  scheduling. 
C)  customer allocation. 
D)  customer sales planning. 
E)  routing.

Question 13

A sales territory is not advisable in the life insurance industry. Why?

Accepted Answer

The answer of A sales territory is not advisable in...

Question 14

Which of the following is NOT one of the six basic factors to consider in the allocation of a salesperson's calls?

Accepted Answer

A)  Frequency of customer sales calls 
B)  Number of accounts in the territory 
C)  Nonselling time 
D)  Compensation 
E)  Travel time

Question 15

Karolyn 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 Karolyn's assumption?

Accepted Answer

The answer of Karolyn sells bathroom fixtures. She believes that...

Question 16

Clearwater Hampers is a small British company that sells luxury food and drinks in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business as well as are a number of department stores. Clearwater has had several orders for more than a quarter of a million dollars and prides itself on how much repeat business it does. The company's leading salesperson, Peter Austin, is placed in charge of an important territory divided on the basis of geography and sales potential. He classifies his customers according to the size of their average orders. Which method is used by Austin to segment his market?

Accepted Answer

A)  TTM 
B)  ELMS 
C)  FAB 
D)  SELL 
E)  L-O-C-A-T-E

Question 17

A salesperson has reached the most productive number of calls to make on an account when further increases in calls increase sales expenses.

Accepted Answer

A) True 
 B)False

Question 18

Salespeople usually file routing reports weekly.

Accepted Answer

A) True 
 B)False

Question 19

M & N Enterprises uses strict route designs for its large sales team. M & N most likely wants to:

Accepted Answer

A)  reduce vacation time. 
B)  eliminate overnight travel. 
C)  establish performance goals. 
D)  improve territory coverage. 
E)  ensure the safety of salespeople.

Question 20

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.

Exam 14: Time, Territory, and Self-Management: Keys to Success

If a territorial evaluation indicates that a salesperson's quotas are not met, then it is most likely that:

Which of the following statements about undifferentiated selling is true?

Why is the development of sales territories inefficient for some companies?

The use of the ELMS system is most closely related to the:

The total fixed cost for Harold, a salesperson, is $20,000 per month. Harold generates 25% gross profit on the products he sells. If Harold sells $200,000 worth of merchandise in six months, which of the following statements is true?

Mack Jacoby sells building supplies. His annual sales equal $450,000. His total fixed costs annually equal $75,000. The cost of goods sold annually is $335,000. Calculate his gross profit percentage.

A market with homogeneous needs and characteristics would best be suited for an undifferentiated market approach.

Nonselling time is a factor to be considered in sales call allocation.

A company may avoid establishing sales territories if:

Which of the following statements is NOT true about emotional intelligence?

As the sales rep for Whirlpool appliances plans her activities for the next week, she is establishing a certain day and time to visit each customer's place of business. She is engaged in the process of:

A sales territory is not advisable in the life insurance industry. Why?

Which of the following is NOT one of the six basic factors to consider in the allocation of a salesperson's calls?

Karolyn 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 Karolyn's assumption?

A salesperson has reached the most productive number of calls to make on an account when further increases in calls increase sales expenses.

Salespeople usually file routing reports weekly.

M & N Enterprises uses strict route designs for its large sales team. M & N most likely wants to: