Question 1

What is meant by routing in sales?

Accepted Answer

Routing is a method of plannin

Question 2

Prime selling time should be devoted to nonselling activities such as servicing accounts,doing paperwork,or getting information from the home office,with the rest of the day used to make sales calls.

Accepted Answer

A) True 
 B)False

Question 3

Tracy's company expects her to give no less than three demonstrations per workday.This is an example of a(n)_____ goal.

Accepted Answer

A)  transformation 
B)  consequence 
C)  activity 
D)  performance 
E)  conversion 
A)  transformation 
B)  consequence 
C)  activity 
D)  performance 
E)  conversion

Question 4

Brett has just calculated his number of sales per call for the last month.What has he calculated?

Accepted Answer

Brett has calculated the conve

Question 5

List and briefly describe the three types of sales call goals.

Accepted Answer

Goals relating to outcomes are called pe

Question 6

As Amy plans her day,the first thing for her to do is to make a list of the activities that should be performed.The next,immediate step for her is to:

Accepted Answer

A)  consult her records regarding how long similar activities took when she did them previously. 
B)  develop a time schedule for doing those activities. 
C)  determine the priority for each activity. 
D)  estimate how long each activity will take. 
E)  develop long-term sales goals. 
A)  consult her records regarding how long similar activities took when she did them previously. 
B)  develop a time schedule for doing those activities. 
C)  determine the priority for each activity. 
D)  estimate how long each activity will take. 
E)  develop long-term sales goals.

Question 7

Iris,a salesperson with Winter Fruits Ltd. ,sells display refrigeration units to supermarkets and vegetable stores.The demand for her products is erratic,and she has to plan her sales calls accordingly.Identify the call pattern that will help Iris plan her sales call more effectively.

Accepted Answer

A)  Straight-line call pattern 
B)  Circular call pattern 
C)  Routine call pattern 
D)  Variable call pattern 
E)  Leapfrog call pattern 
A)  Straight-line call pattern 
B)  Circular call pattern 
C)  Routine call pattern 
D)  Variable call pattern 
E)  Leapfrog call pattern

Question 8

Activity analysis helps a salesperson analyze how well each sales call went.

Accepted Answer

A) True 
 B)False

Question 9

Beverly has just attended a seminar on the self-management process for salespeople.Briefly describe the four stages of the self-management process she learned about at the seminar.

Accepted Answer

The first stage is setting goals,or dete

Question 10

If a salesperson can decrease the conversion rate for a product,the overall costs for unsold products will be lower,hence increasing profits.

Accepted Answer

A) True 
 B)False

Question 11

Personal development goals,such as improving presentation skills,are important to long-term professional growth and are a form of _____.

Accepted Answer

A)  focus goals 
B)  short-term goals 
C)  activity goals 
D)  performance goals 
E)  conversion goals 
A)  focus goals 
B)  short-term goals 
C)  activity goals 
D)  performance goals 
E)  conversion goals

Question 12

Tyler maintains a calendar in which he notes various tasks he is required to perform in the future and when they are due.He also keeps information about callbacks he is supposed to make.In addition,he has information about many of his customer's birthdays (so he can send a card).This calendar helps him prepare his to-do lists to get things done in a timely manner.Which of the following terms best describes this calendar?

Accepted Answer

A)  Duty box 
B)  Engagement file 
C)  Activity index 
D)  Organizer box 
E)  Tickler file 
A)  Duty box 
B)  Engagement file 
C)  Activity index 
D)  Organizer box 
E)  Tickler file

Question 13

Identify a method that will help salespeople handle paperwork and reports efficiently.

Accepted Answer

A)  Salespeople should attend to paperwork at the end of the month when they have gathered all monthly sales data. 
B)  Salespeople should set aside a block of prime selling time for paperwork. 
C)  Salespeople should realize that paperwork can increase their productivity. 
D)  Salespeople should regularly set aside a weekday,when they could be selling,to catch up on paperwork. 
E)  Salespeople should use nonselling days like Saturdays to complete routine reports. 
A)  Salespeople should attend to paperwork at the end of the month when they have gathered all monthly sales data. 
B)  Salespeople should set aside a block of prime selling time for paperwork. 
C)  Salespeople should realize that paperwork can increase their productivity. 
D)  Salespeople should regularly set aside a weekday,when they could be selling,to catch up on paperwork. 
E)  Salespeople should use nonselling days like Saturdays to complete routine reports.

Question 14

ABC analysis would be of LEAST value to a salesperson selling:

Accepted Answer

A)  clothes to department stores. 
B)  MRI equipment to hospitals. 
C)  cereal to supermarkets and grocery stores. 
D)  pharmaceuticals to pharmacies. 
E)  cosmetics to retail outlets. 
A)  clothes to department stores. 
B)  MRI equipment to hospitals. 
C)  cereal to supermarkets and grocery stores. 
D)  pharmaceuticals to pharmacies. 
E)  cosmetics to retail outlets.

Question 15

Identify a true statement about sales accounts classification and resource allocation.

Accepted Answer

A)  The proportion of unprofitable accounts is minimal;therefore,all accounts should have equal allocation of resources. 
B)  As a rule,80 percent of the sales in a territory come from only 20 percent of the customers. 
C)  Salespeople should avoid classifying customers on the basis of their sales potential. 
D)  All customers have the same buying potential,just as all sales activities produce the same results. 
E)  Salespeople should maximize effort spent with the customers who offer little opportunity for profitable sales. 
A)  The proportion of unprofitable accounts is minimal;therefore,all accounts should have equal allocation of resources. 
B)  As a rule,80 percent of the sales in a territory come from only 20 percent of the customers. 
C)  Salespeople should avoid classifying customers on the basis of their sales potential. 
D)  All customers have the same buying potential,just as all sales activities produce the same results. 
E)  Salespeople should maximize effort spent with the customers who offer little opportunity for profitable sales.

Question 16

Salespeople should learn to allocate resources in ways that generate the greatest level of sales.

Accepted Answer

A) True 
 B)False

Question 17

_____ goals are important because they reflect how efficiently a salesperson uses resources,such as time,to accomplish performance goals.

Accepted Answer

A)  Transformation 
B)  Consequence 
C)  Activity 
D)  Performance 
E)  Conversion 
A)  Transformation 
B)  Consequence 
C)  Activity 
D)  Performance 
E)  Conversion

Question 18

Eva is the sales manager of Orange Candies Industries.To classify her sales accounts and allocate resources for them,Eva classifies her customers into three groups.Group 1 constitutes her best accounts that buy the most,Group 2 consists of accounts of moderate value,and Group 3 is comprised of noncustomers or accounts with low potential for sales.Identify the method used by Eva to classify her sales accounts.

Accepted Answer

A)  Analysis paralysis 
B)  Simple cost-benefit analysis 
C)  Comparative cost-benefit analysis 
D)  ABC analysis 
E)  Pipeline analysis 
A)  Analysis paralysis 
B)  Simple cost-benefit analysis 
C)  Comparative cost-benefit analysis 
D)  ABC analysis 
E)  Pipeline analysis

Question 19

To plan for the unexpected,a salesperson's first visit of the day should be to a noncustomer with low potential.

Accepted Answer

A) True 
 B)False

Question 20

Using a customer relationship management (CRM)software,salespeople can perform _____,which is a process for identifying and managing sales opportunities.

Accepted Answer

A)  vendor analysis 
B)  pipeline analysis 
C)  benchmarking 
D)  customer value analysis 
E)  circular routing 
A)  vendor analysis 
B)  pipeline analysis 
C)  benchmarking 
D)  customer value analysis 
E)  circular routing

What is meant by routing in sales?

Prime selling time should be devoted to nonselling activities such as servicing accounts,doing paperwork,or getting information from the home office,with the rest of the day used to make sales calls.

Tracy's company expects her to give no less than three demonstrations per workday.This is an example of a(n)_____ goal.

Brett has just calculated his number of sales per call for the last month.What has he calculated?

List and briefly describe the three types of sales call goals.

As Amy plans her day,the first thing for her to do is to make a list of the activities that should be performed.The next,immediate step for her is to:

Iris,a salesperson with Winter Fruits Ltd. ,sells display refrigeration units to supermarkets and vegetable stores.The demand for her products is erratic,and she has to plan her sales calls accordingly.Identify the call pattern that will help Iris plan her sales call more effectively.

Activity analysis helps a salesperson analyze how well each sales call went.

Beverly has just attended a seminar on the self-management process for salespeople.Briefly describe the four stages of the self-management process she learned about at the seminar.

If a salesperson can decrease the conversion rate for a product,the overall costs for unsold products will be lower,hence increasing profits.

Personal development goals,such as improving presentation skills,are important to long-term professional growth and are a form of _____.

Identify a method that will help salespeople handle paperwork and reports efficiently.

ABC analysis would be of LEAST value to a salesperson selling:

Identify a true statement about sales accounts classification and resource allocation.

Salespeople should learn to allocate resources in ways that generate the greatest level of sales.

_____ goals are important because they reflect how efficiently a salesperson uses resources,such as time,to accomplish performance goals.

To plan for the unexpected,a salesperson's first visit of the day should be to a noncustomer with low potential.

Using a customer relationship management (CRM)software,salespeople can perform _____,which is a process for identifying and managing sales opportunities.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Within Your Company

Managing Your Career

Filters

Exam 15: Managing Your Time and Territory

What is meant by routing in sales?

Prime selling time should be devoted to nonselling activities such as servicing accounts,doing paperwork,or getting information from the home office,with the rest of the day used to make sales calls.

Tracy's company expects her to give no less than three demonstrations per workday.This is an example of a(n)_____ goal.

Brett has just calculated his number of sales per call for the last month.What has he calculated?

List and briefly describe the three types of sales call goals.

As Amy plans her day,the first thing for her to do is to make a list of the activities that should be performed.The next,immediate step for her is to:

Iris,a salesperson with Winter Fruits Ltd. ,sells display refrigeration units to supermarkets and vegetable stores.The demand for her products is erratic,and she has to plan her sales calls accordingly.Identify the call pattern that will help Iris plan her sales call more effectively.

Activity analysis helps a salesperson analyze how well each sales call went.

Beverly has just attended a seminar on the self-management process for salespeople.Briefly describe the four stages of the self-management process she learned about at the seminar.

If a salesperson can decrease the conversion rate for a product,the overall costs for unsold products will be lower,hence increasing profits.

Personal development goals,such as improving presentation skills,are important to long-term professional growth and are a form of _____.

Identify a method that will help salespeople handle paperwork and reports efficiently.

ABC analysis would be of LEAST value to a salesperson selling:

Identify a true statement about sales accounts classification and resource allocation.

Salespeople should learn to allocate resources in ways that generate the greatest level of sales.

_____ goals are important because they reflect how efficiently a salesperson uses resources,such as time,to accomplish performance goals.

To plan for the unexpected,a salesperson's first visit of the day should be to a noncustomer with low potential.

Using a customer relationship management (CRM)software,salespeople can perform _____,which is a process for identifying and managing sales opportunities.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Within Your Company

Managing Your Career

Filters