Question 1

During a salesperson's _____,her actual performance is compared with the performance standards set for her sales territory.

Accepted Answer

A) Territorial evaluation 
B) MBO review 
C) Break-even analysis 
D) ELMS review 
E) Market audit

Question 2

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 3

What is a sales territory?

Accepted Answer

The answer of What is a sales territory?...

Question 4

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 5

Hancock Distribution Company characterizes its customers according to their yearly sales potential and whether the account is a builder,a homeowner,or a government facility.This approach to segmentation is called:

Accepted Answer

A) OAKS selling. 
B) multivariable account segmentation 
C) dual differentiation. 
D) dual segmentation marketing. 
E) total territory management.

Question 6

All companies segment their markets into sales territories.

Accepted Answer

A) True 
 B)False

Question 7

Before making a sales call,the salesperson should first qualify an account,which means the account should meet the firm's credit standards.

Accepted Answer

A) True 
 B)False

Question 8

Austin is a firm believer in the 80/20 principle.This means he believes:

Accepted Answer

A) 80 percent of his effort will not result in sales. 
B) 20 percent of his time should be spent on prospecting and qualifying. 
C) 80 percent of his time should be spent in follow-up service. 
D) 20 percent of his customers will provide 80 percent of the sales. 
E) 20 percent of his time should be spent on paperwork.

Question 9

In an undifferentiated selling approach,the salesperson uses multiple selling strategies in the same market.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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

The answer of Lawrence sells lockers like those found in...

Question 13

Greg sells athletic equipment to retailers.He spends $12,500 annually on transportation.His annual salary 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 sells athletic equipment to retailers.He spends...

Question 14

What are the two general approaches to account analysis?

Accepted Answer

The answer of What are the two general approaches to...

Question 15

Salespeople need to segment their accounts by the amount of revenue generated to:

Accepted Answer

A) reduce the amount of time they spend with large accounts. 
B) improve the quality of their firm's advertising campaigns. 
C) perform an OAKS analysis before a value analysis. 
D) ensure they use their time appropriately. 
E) accomplish all their personal goals.

Question 16

The annual break-even point of a salesperson is $2,000,000 and his per month salary is $10,000.This means that:

Accepted Answer

A) the salesperson should generate $2,000,000 gross profit every year to cover the costs. 
B) the salesperson should generate sales worth $2,000,000 every year to cover the costs. 
C) the salesperson should generate $2,000,000 net profit every year to cover the costs. 
D) the salesperson should generate gross profit worth $80,000 to cover the costs. 
E) the salesperson is generating $80,000 profit compared to his fixed cost.

Question 17

Generally,it is a good idea to maximize the difference between the salesperson and the customer being served to keep sales presentations fresh and interesting.

Accepted Answer

A) True 
 B)False

Question 18

M & N Enterprises uses strict route designs for its large sales team.M & B 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 19

What is the relationship between the ELMS system and the 80/20 principle?

Accepted Answer

The answer of What is the relationship between the ELMS...

Question 20

Companies establish sales territories to accomplish all of the following objectives EXCEPT to:

Accepted Answer

A) set responsibilities for salespeople. 
B) avoid duplicating sales efforts. 
C) control corporate credit ratings. 
D) create goodwill with customers. 
E) meet sales goals.

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

During a salesperson's _____,her actual performance is compared with the performance standards set for her sales territory.

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

What is a sales territory?

Which of the following statements about undifferentiated selling is true?

Hancock Distribution Company characterizes its customers according to their yearly sales potential and whether the account is a builder,a homeowner,or a government facility.This approach to segmentation is called:

All companies segment their markets into sales territories.

Before making a sales call,the salesperson should first qualify an account,which means the account should meet the firm's credit standards.

Austin is a firm believer in the 80/20 principle.This means he believes:

In an undifferentiated selling approach,the salesperson uses multiple selling strategies in the same market.

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

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

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.

Greg sells athletic equipment to retailers.He spends $12,500 annually on transportation.His annual salary 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.

What are the two general approaches to account analysis?

Salespeople need to segment their accounts by the amount of revenue generated to:

The annual break-even point of a salesperson is $2,000,000 and his per month salary is $10,000.This means that:

Generally,it is a good idea to maximize the difference between the salesperson and the customer being served to keep sales presentations fresh and interesting.

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

What is the relationship between the ELMS system and the 80/20 principle?

Companies establish sales territories to accomplish all of the following objectives EXCEPT to: