Question 1

Which of the following is the best example of a performance goal?

Accepted Answer

A)  To increase the number of cold calls from 10 per month to 12 per month 
B)  To make more sales calls using the telephone 
C)  To increase the amount of sales revenue by 10 percent 
D)  To increase the number of sales made relative to the number of sales calls made 
E)  To increase the number of customer accounts relative to the number of cold calls made 
A)  To increase the number of cold calls from 10 per month to 12 per month 
B)  To make more sales calls using the telephone 
C)  To increase the amount of sales revenue by 10 percent 
D)  To increase the number of sales made relative to the number of sales calls made 
E)  To increase the number of customer accounts relative to the number of cold calls made

Question 2

Which of the following scenarios exemplifies a routine call pattern?

Accepted Answer

A)  Rueben,a sales executive with Marley Food Products,makes sales calls to supermarkets and grocery shops to sell frozen food products. 
B)  Ben,a sales manager with Minda Heavy Equipment Co. ,makes sales calls to Race Motors Ltd.to sell motor engines. 
C)  Cherry,a sales executive with Wood Planet Ltd. ,makes sales calls to flower stores in New Jersey to sell poinsettia tree racks. 
D)  Mathew,a sales executive with Neige Refrigeration Systems,makes sales calls to supermarkets and hypermarkets to sell display refrigeration units. 
E)  Betty,a sales executive with Puissance Invertor Systems,makes sales calls to textiles mills to sell emergency power systems. 
A)  Rueben,a sales executive with Marley Food Products,makes sales calls to supermarkets and grocery shops to sell frozen food products. 
B)  Ben,a sales manager with Minda Heavy Equipment Co. ,makes sales calls to Race Motors Ltd.to sell motor engines. 
C)  Cherry,a sales executive with Wood Planet Ltd. ,makes sales calls to flower stores in New Jersey to sell poinsettia tree racks. 
D)  Mathew,a sales executive with Neige Refrigeration Systems,makes sales calls to supermarkets and hypermarkets to sell display refrigeration units. 
E)  Betty,a sales executive with Puissance Invertor Systems,makes sales calls to textiles mills to sell emergency power systems.

Question 3

Easy goals are more motivating than challenging goals because of the satisfaction that comes from always succeeding.

Accepted Answer

A) True 
 B)False

Question 4

Performance and conversion goals are the basis for _____ goals.

Accepted Answer

A)  activity 
B)  transformation 
C)  consequence 
D)  terminal 
E)  collaborative 
A)  activity 
B)  transformation 
C)  consequence 
D)  terminal 
E)  collaborative

Question 5

What can salespeople do to minimize the impact of paperwork on their prime selling time?

Accepted Answer

(1)Salespeople should think positively a

Question 6

The first stage of the self-management process is:

Accepted Answer

A)  setting goals. 
B)  implementing a time management strategy. 
C)  allocating resources. 
D)  designing a time management strategy. 
E)  evaluating performance. 
A)  setting goals. 
B)  implementing a time management strategy. 
C)  allocating resources. 
D)  designing a time management strategy. 
E)  evaluating performance.

Question 7

Putting a deadline on a goal provides more guidance for a salesperson and creates a sense of urgency that can be motivating.

Accepted Answer

A) True 
 B)False

Question 8

ABC classification schemes work well only in industries that require occasional contact with the same accounts,such as medical equipment industries and capital products industries.

Accepted Answer

A) True 
 B)False

Question 9

How do computers help international selling organizations operate smoothly?

Accepted Answer

A)  By permitting salespeople to forego their usual sales reports 
B)  By eliminating the need for videoconferencing 
C)  By reducing communication barriers between the field and the home office 
D)  By reducing the need for salespeople 
E)  By doing all of these 
A)  By permitting salespeople to forego their usual sales reports 
B)  By eliminating the need for videoconferencing 
C)  By reducing communication barriers between the field and the home office 
D)  By reducing the need for salespeople 
E)  By doing all of these

Question 10

Marissa,a sales manager with Care Health Systems,has set her targets and goals for the current financial year.Which of the following steps should Marissa take next according to the self-management process?

Accepted Answer

A)  Conducting a productivity analysis 
B)  Determining whether the goals will be reached and her strategies are effective 
C)  Allocating resources to meet her goals 
D)  Implementing the time management strategies by making sales calls 
E)  Evaluating her own performance 
A)  Conducting a productivity analysis 
B)  Determining whether the goals will be reached and her strategies are effective 
C)  Allocating resources to meet her goals 
D)  Implementing the time management strategies by making sales calls 
E)  Evaluating her own performance

Question 11

What does it mean when your sales manager tells you that all of your activity goals are intermediate goals?

Accepted Answer

All activity goals are interme

Question 12

Differentiate between performance goals and conversion goals.

Accepted Answer

Performance goals are goals relating to

Question 13

Which of the following is the best example of a conversion goal?

Accepted Answer

A)  Increasing the amount of commission checks by 15 percent 
B)  Increasing the number of telephone sales calls by 12 percent 
C)  Improving sales presentation skills 
D)  Improving the average sales generated relative to the number of calls made 
E)  Decreasing the number of customer complaints by 5 percent 
A)  Increasing the amount of commission checks by 15 percent 
B)  Increasing the number of telephone sales calls by 12 percent 
C)  Improving sales presentation skills 
D)  Improving the average sales generated relative to the number of calls made 
E)  Decreasing the number of customer complaints by 5 percent

Question 14

Goals relating to outcomes are _____ goals.

Accepted Answer

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

Question 15

According to the self-management process,which of the following statements is true about resource allocation?

Accepted Answer

A)  As a rule,10 percent of a salesperson's sales come from 90 percent of his or her customers. 
B)  Attending meetings and learning about new products are examples of a salesperson's nonselling investment of his or her time. 
C)  Since there are no limitations on time,a salesperson should spend all his or her work time making sales calls. 
D)  The physical resources managed by a salesperson represent a disinvestment for the company. 
E)  Resource allocation is the third stage of the self-management process. 
A)  As a rule,10 percent of a salesperson's sales come from 90 percent of his or her customers. 
B)  Attending meetings and learning about new products are examples of a salesperson's nonselling investment of his or her time. 
C)  Since there are no limitations on time,a salesperson should spend all his or her work time making sales calls. 
D)  The physical resources managed by a salesperson represent a disinvestment for the company. 
E)  Resource allocation is the third stage of the self-management process.

Question 16

A professional salesperson not only looks for specific areas to improve but also evaluates the success of overall sales calls.

Accepted Answer

A) True 
 B)False

Question 17

Dmitri believes he can increase his income by 10 percent if he makes two more sales calls per week.His goal to increase the number of calls he makes 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 18

The desire to drop everything else to handle a request is called the "tyranny of the urgent."

Accepted Answer

A) True 
 B)False

Question 19

Salespeople need to evaluate performance relative to performance goals set earlier.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following statements about time management is true?

Accepted Answer

A)  Prime selling time depends on the buyer's industry. 
B)  Prime selling time is the time a salesperson devotes to performing nonselling activities. 
C)  The time of day when a buyer is most likely to be willing to see a salesperson is called the sales evaluating time. 
D)  Successful salespeople know that once their daily plan is set,they should not deviate from it. 
E)  Prime selling time is the same across most industries. 
A)  Prime selling time depends on the buyer's industry. 
B)  Prime selling time is the time a salesperson devotes to performing nonselling activities. 
C)  The time of day when a buyer is most likely to be willing to see a salesperson is called the sales evaluating time. 
D)  Successful salespeople know that once their daily plan is set,they should not deviate from it. 
E)  Prime selling time is the same across most industries.

Which of the following is the best example of a performance goal?

Which of the following scenarios exemplifies a routine call pattern?

Easy goals are more motivating than challenging goals because of the satisfaction that comes from always succeeding.

Performance and conversion goals are the basis for _____ goals.

What can salespeople do to minimize the impact of paperwork on their prime selling time?

The first stage of the self-management process is:

Putting a deadline on a goal provides more guidance for a salesperson and creates a sense of urgency that can be motivating.

ABC classification schemes work well only in industries that require occasional contact with the same accounts,such as medical equipment industries and capital products industries.

How do computers help international selling organizations operate smoothly?

Marissa,a sales manager with Care Health Systems,has set her targets and goals for the current financial year.Which of the following steps should Marissa take next according to the self-management process?

What does it mean when your sales manager tells you that all of your activity goals are intermediate goals?

Differentiate between performance goals and conversion goals.

Which of the following is the best example of a conversion goal?

Goals relating to outcomes are _____ goals.

According to the self-management process,which of the following statements is true about resource allocation?

A professional salesperson not only looks for specific areas to improve but also evaluates the success of overall sales calls.

Dmitri believes he can increase his income by 10 percent if he makes two more sales calls per week.His goal to increase the number of calls he makes is an example of a(n)_____ goal.

The desire to drop everything else to handle a request is called the "tyranny of the urgent."

Salespeople need to evaluate performance relative to performance goals set earlier.

Which of the following statements about time management is true?

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

Which of the following is the best example of a performance goal?

Which of the following scenarios exemplifies a routine call pattern?

Easy goals are more motivating than challenging goals because of the satisfaction that comes from always succeeding.

Performance and conversion goals are the basis for _____ goals.

What can salespeople do to minimize the impact of paperwork on their prime selling time?

The first stage of the self-management process is:

Putting a deadline on a goal provides more guidance for a salesperson and creates a sense of urgency that can be motivating.

ABC classification schemes work well only in industries that require occasional contact with the same accounts,such as medical equipment industries and capital products industries.

How do computers help international selling organizations operate smoothly?

Marissa,a sales manager with Care Health Systems,has set her targets and goals for the current financial year.Which of the following steps should Marissa take next according to the self-management process?

What does it mean when your sales manager tells you that all of your activity goals are intermediate goals?

Differentiate between performance goals and conversion goals.

Which of the following is the best example of a conversion goal?

Goals relating to outcomes are _____ goals.

According to the self-management process,which of the following statements is true about resource allocation?

A professional salesperson not only looks for specific areas to improve but also evaluates the success of overall sales calls.

Dmitri believes he can increase his income by 10 percent if he makes two more sales calls per week.His goal to increase the number of calls he makes is an example of a(n)_____ goal.

The desire to drop everything else to handle a request is called the "tyranny of the urgent."

Salespeople need to evaluate performance relative to performance goals set earlier.

Which of the following statements about time management is true?

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