Question 1

Which of the following is the final stage of the self-management process?

Accepted Answer

A)  Revising goals 
B)  Implementing a time management strategy 
C)  Allocating resources 
D)  Completing paperwork on time 
E)  Evaluating performance 
A)  Revising goals 
B)  Implementing a time management strategy 
C)  Allocating resources 
D)  Completing paperwork on time 
E)  Evaluating performance

Question 2

Salespeople are often told to "work smarter,not harder." What does this expression mean?

Accepted Answer

A)  Get more sales relative to the number of calls you make. 
B)  Lower your activity goals,and live with the results;life's too short to let work make you miserable. 
C)  Don't set your performance goals so high that they cause stress. 
D)  If you charge more to your expense account,it's like getting a tax-free raise. 
E)  Spend less time on nonselling activities like travel and paperwork. 
A)  Get more sales relative to the number of calls you make. 
B)  Lower your activity goals,and live with the results;life's too short to let work make you miserable. 
C)  Don't set your performance goals so high that they cause stress. 
D)  If you charge more to your expense account,it's like getting a tax-free raise. 
E)  Spend less time on nonselling activities like travel and paperwork.

Question 3

To be effective time planners,salespeople must have a good understanding of their own work habits.

Accepted Answer

A) True 
 B)False

Question 4

The sales call allocation grid classifies accounts according to account opportunity and strength of position.The strength of position dimension indicates:

Accepted Answer

A)  the value of resources a salesperson is able to focus on a customer. 
B)  how conveniently a sales rep is able to reach a customer's office. 
C)  how much a customer needs a product and whether he or she is able to pay for the product. 
D)  how strong the salesperson and company are in selling the account. 
E)  the distribution costs associated with serving a customer. 
A)  the value of resources a salesperson is able to focus on a customer. 
B)  how conveniently a sales rep is able to reach a customer's office. 
C)  how much a customer needs a product and whether he or she is able to pay for the product. 
D)  how strong the salesperson and company are in selling the account. 
E)  the distribution costs associated with serving a customer.

Question 5

List the steps in the process of activities planning.

Accepted Answer

The steps in the process of activities p

Question 6

A salesperson receives $200 commission per sale and has set a goal of earning $3,000 per month.With a conversion rate of 1 out of 8 prospects,he will need to make sales presentations to _____ prospects to achieve his performance goal.

Accepted Answer

A)  120 
B)  100 
C)  200 
D)  80 
E)  250 
A)  120 
B)  100 
C)  200 
D)  80 
E)  250

Question 7

Which of the following reasons best explains why "To reduce my dependency on a memorized sales presentation within the next six months" is not an effective personal development goal?

Accepted Answer

A)  It is extremely specific. 
B)  It is not derived from previous goals. 
C)  It has no impact on career goals. 
D)  It is not challenging. 
E)  It is not measurable. 
A)  It is extremely specific. 
B)  It is not derived from previous goals. 
C)  It has no impact on career goals. 
D)  It is not challenging. 
E)  It is not measurable.

Question 8

Career and sales goals should be challenging so that the:

Accepted Answer

A)  salesperson setting the goals can easily achieve them. 
B)  probability of achieving the goals will be measurable. 
C)  salesperson setting the goals will be motivated. 
D)  time frame in which the goals are to be achieved will be long. 
E)  salesperson can drag on forever,even if no progress is being made. 
A)  salesperson setting the goals can easily achieve them. 
B)  probability of achieving the goals will be measurable. 
C)  salesperson setting the goals will be motivated. 
D)  time frame in which the goals are to be achieved will be long. 
E)  salesperson can drag on forever,even if no progress is being made.

Question 9

_____ classifies accounts on the basis of a company's competitive position with an account along with the account's sales potential.

Accepted Answer

A)  ABC analysis 
B)  The product differentiation method 
C)  Cloverleaf analysis 
D)  The sales call allocation grid 
E)  The market basket analysis 
A)  ABC analysis 
B)  The product differentiation method 
C)  Cloverleaf analysis 
D)  The sales call allocation grid 
E)  The market basket analysis

Question 10

The daily plans of a salesperson should not be revised even if more time at one account will mean better sales results.

Accepted Answer

A) True 
 B)False

Question 11

Comparing your performance with the best in your organization is a form of benchmarking.

Accepted Answer

A) True 
 B)False

Question 12

_____ refers to the average percentage of business received from a company's accounts in a particular category.

Accepted Answer

A)  Market share 
B)  Account attitude 
C)  Routing patterns 
D)  Account opportunity 
E)  Customer share 
A)  Market share 
B)  Account attitude 
C)  Routing patterns 
D)  Account opportunity 
E)  Customer share

Question 13

Behavioral objectives such as increasing the number of demonstrations performed are also called _____ goals.

Accepted Answer

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

Question 14

Spence is a sales executive with Diamonds International.To classify his sales accounts,Spence used the sales call allocation grid.He classified each account on the basis of the needs of the customer,the customer's ability to pay,and:

Accepted Answer

A)  the present share of the account's purchases of the product. 
B)  the time he should spend with the account. 
C)  the key decision makers in the account. 
D)  the company's geographic location relative to the customer's location. 
E)  the customer's geographic location relative to his company's nearest distribution center. 
A)  the present share of the account's purchases of the product. 
B)  the time he should spend with the account. 
C)  the key decision makers in the account. 
D)  the company's geographic location relative to the customer's location. 
E)  the customer's geographic location relative to his company's nearest distribution center.

Question 15

Salespeople should not only evaluate each sales call individually but also look at which activity leads to desired outcomes and at what rate.

Accepted Answer

A) True 
 B)False

Question 16

What is meant by zoning,and how does it help salespeople achieve sales goals?

Accepted Answer

Zoning means dividing a territory into z

Question 17

What do a salesperson's conversion goals measure?

Accepted Answer

Conversion goals are measures

Question 18

Zoning works best:

Accepted Answer

A)  for organizations that seldom want to divide their territory. 
B)  in territories where customers expect regular sales calls. 
C)  when a salesperson is trying to maximize travel time between sales calls. 
D)  when a salesperson is looking for leads. 
E)  for compact territories. 
A)  for organizations that seldom want to divide their territory. 
B)  in territories where customers expect regular sales calls. 
C)  when a salesperson is trying to maximize travel time between sales calls. 
D)  when a salesperson is looking for leads. 
E)  for compact territories.

Question 19

In the context of routing,variable call patterns occur when:

Accepted Answer

A)  paperwork regularly requires a full day to complete. 
B)  a salesperson must call on accounts in an irregular order. 
C)  computer assistance is unavailable. 
D)  a particular customer wants to see a salesperson every Monday. 
E)  the telephone and direct mail are used for prospecting. 
A)  paperwork regularly requires a full day to complete. 
B)  a salesperson must call on accounts in an irregular order. 
C)  computer assistance is unavailable. 
D)  a particular customer wants to see a salesperson every Monday. 
E)  the telephone and direct mail are used for prospecting.

Question 20

Conversion ratios should also be calculated by account type.

Accepted Answer

A) True 
 B)False

Which of the following is the final stage of the self-management process?

Salespeople are often told to "work smarter,not harder." What does this expression mean?

To be effective time planners,salespeople must have a good understanding of their own work habits.

The sales call allocation grid classifies accounts according to account opportunity and strength of position.The strength of position dimension indicates:

List the steps in the process of activities planning.

A salesperson receives $200 commission per sale and has set a goal of earning $3,000 per month.With a conversion rate of 1 out of 8 prospects,he will need to make sales presentations to _____ prospects to achieve his performance goal.

Which of the following reasons best explains why "To reduce my dependency on a memorized sales presentation within the next six months" is not an effective personal development goal?

Career and sales goals should be challenging so that the:

_____ classifies accounts on the basis of a company's competitive position with an account along with the account's sales potential.

The daily plans of a salesperson should not be revised even if more time at one account will mean better sales results.

Comparing your performance with the best in your organization is a form of benchmarking.

_____ refers to the average percentage of business received from a company's accounts in a particular category.

Behavioral objectives such as increasing the number of demonstrations performed are also called _____ goals.

Spence is a sales executive with Diamonds International.To classify his sales accounts,Spence used the sales call allocation grid.He classified each account on the basis of the needs of the customer,the customer's ability to pay,and:

Salespeople should not only evaluate each sales call individually but also look at which activity leads to desired outcomes and at what rate.

What is meant by zoning,and how does it help salespeople achieve sales goals?

What do a salesperson's conversion goals measure?

Zoning works best:

In the context of routing,variable call patterns occur when:

Conversion ratios should also be calculated by account type.

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 final stage of the self-management process?

Salespeople are often told to "work smarter,not harder." What does this expression mean?

To be effective time planners,salespeople must have a good understanding of their own work habits.

The sales call allocation grid classifies accounts according to account opportunity and strength of position.The strength of position dimension indicates:

List the steps in the process of activities planning.

A salesperson receives $200 commission per sale and has set a goal of earning $3,000 per month.With a conversion rate of 1 out of 8 prospects,he will need to make sales presentations to _____ prospects to achieve his performance goal.

Which of the following reasons best explains why "To reduce my dependency on a memorized sales presentation within the next six months" is not an effective personal development goal?

Career and sales goals should be challenging so that the:

_____ classifies accounts on the basis of a company's competitive position with an account along with the account's sales potential.

The daily plans of a salesperson should not be revised even if more time at one account will mean better sales results.

Comparing your performance with the best in your organization is a form of benchmarking.

_____ refers to the average percentage of business received from a company's accounts in a particular category.

Behavioral objectives such as increasing the number of demonstrations performed are also called _____ goals.

Spence is a sales executive with Diamonds International.To classify his sales accounts,Spence used the sales call allocation grid.He classified each account on the basis of the needs of the customer,the customer's ability to pay,and:

Salespeople should not only evaluate each sales call individually but also look at which activity leads to desired outcomes and at what rate.

What is meant by zoning,and how does it help salespeople achieve sales goals?

What do a salesperson's conversion goals measure?

Zoning works best:

In the context of routing,variable call patterns occur when:

Conversion ratios should also be calculated by account type.

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