Question 1

If you are new to the territory and want to find out who are possible prospects for your line of latte machines, the best source with the most leads would be:

Accepted Answer

A)  the Thomas Register of American Manufacturers. 
B)  the Yellow Pages. 
C)  the Survey of Industrial Purchasing Power. 
D)  the local newspaper. 
E)  all of the above. 
A)  the Thomas Register of American Manufacturers. 
B)  the Yellow Pages. 
C)  the Survey of Industrial Purchasing Power. 
D)  the local newspaper. 
E)  all of the above.

Question 2

The same sales effort and time should be given to each customer since each customer should be considered important.

Accepted Answer

A) True 
 B)False

Question 3

According to the Sales Funnel model, a "qualified" selling situation is one in which all the buying influences have been contacted.

Accepted Answer

A) True 
 B)False

Question 4

Customer Lifetime Value (CLB) uses an estimate of a customer's future sales.

Accepted Answer

A) True 
 B)False

Question 5

In itself, breakeven analysis does not decide the optimal time allocation between prospecting and servicing accounts.

Accepted Answer

A) True 
 B)False

Question 6

Personal growth opportunities are frequently characterized as activities with high personal importance, but low apparent urgency.

Accepted Answer

A) True 
 B)False

Question 7

The ABC account classification procedure typically considers multiple factors when determining customer value.

Accepted Answer

A) True 
 B)False

Question 8

Examples of demographics that might be used in building prospect profiles include all of the following except:

Accepted Answer

A)  size of business. 
B)  type of equipment currently in use. 
C)  geographic distance from shipping point. 
D)  customer buying preferences. 
A)  size of business. 
B)  type of equipment currently in use. 
C)  geographic distance from shipping point. 
D)  customer buying preferences.

Question 9

The integration of new technology, such as computers, into the sales force has actually decreased the amount of time salespeople have for selling.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is not considered when calculating the minimum sized customer on which to call:

Accepted Answer

A)  direct selling costs. 
B)  the average number of sales calls required to close the sale. 
C)  the cost structure of the selling company. 
D)  the growth rate of the customer. 
A)  direct selling costs. 
B)  the average number of sales calls required to close the sale. 
C)  the cost structure of the selling company. 
D)  the growth rate of the customer.

Question 11

Given the following information:
Compensation - $90,000 Direct Communications - $5,000
Automobile - $7,000 Meals & entertainment - $6,000
Overhead - $12,000 Promotional materials - $10,000
Calls per day - 5 Profit margin - 10%
Net selling days - 200
-Calculating cost-per-call is an important step in addressing the minimum customer size issue. Cost per call is a function of:

Accepted Answer

A)  the number of calls made per day. 
B)  a salesperson's direct selling expenses. 
C)  gross margin. 
D)  both a and 
E)  all of the above. 
A)  the number of calls made per day. 
B)  a salesperson's direct selling expenses. 
C)  gross margin. 
D)  both a and 
E)  all of the above.

Question 12

As a performance metric Customer Lifetime Value (CLV) is:?

Accepted Answer

A)  based on historical sales. 
B)  is consistent with a transactional sales perspective. 
C)  forward or future oriented. 
D)  is based on the next year's sales forecast. 
A)  based on historical sales. 
B)  is consistent with a transactional sales perspective. 
C)  forward or future oriented. 
D)  is based on the next year's sales forecast.

Question 13

Given the following information:
Compensation - $55,000 Communications - $3,000
Automobile - $7,000 Meals & entertainment - $9,500
Overhead - $12,000 Promotional materials - $2,000
Calls per day - 3 Profit margin - 10%
Net selling days - 200
-The average cost per call is:

Accepted Answer

A)  $124.17 
B)  $127.50 
C)  $147.50 
D)  $114.75 
E)  $144.17 
A)  $124.17 
B)  $127.50 
C)  $147.50 
D)  $114.75 
E)  $144.17

Question 14

Break-even sales volume analysis is as important when prospecting for new customers as it is when serving existing customers.

Accepted Answer

A) True 
 B)False

Question 15

Research has shown that the number of calls required to close a sale is about the same regardless of the type of product or service being sold.

Accepted Answer

A) True 
 B)False

Question 16

According to survey results, most firms fail to offer their salespeople training in time management.

Accepted Answer

A) True 
 B)False

Question 17

It is not at all unusual for a company to find there is between a ______________ difference in the profitability of customers who purchase a similar quantity of product.

Accepted Answer

A)  10-25% 
B)  25-50% 
C)  50-75% 
D)  75-100% 
A)  10-25% 
B)  25-50% 
C)  50-75% 
D)  75-100%

Question 18

The first step in determining the minimum customer size on which the sales force should call is to calculate the:

Accepted Answer

A)  cost per sales call. 
B)  the growth potential of the customer. 
C)  sales promotion budget needed. 
D)  cost of product development. 
E)  gather the customer's past sales record. 
A)  cost per sales call. 
B)  the growth potential of the customer. 
C)  sales promotion budget needed. 
D)  cost of product development. 
E)  gather the customer's past sales record.

Question 19

A sales response function shows the relationship between the number of sales calls on a customer and the resulting sales volume at each sales call level.

Accepted Answer

A) True 
 B)False

Question 20

In a consultative selling situation, cold canvassing often wastes a lot of the salesperson's time.

Accepted Answer

A) True 
 B)False

If you are new to the territory and want to find out who are possible prospects for your line of latte machines, the best source with the most leads would be:

The same sales effort and time should be given to each customer since each customer should be considered important.

According to the Sales Funnel model, a "qualified" selling situation is one in which all the buying influences have been contacted.

Customer Lifetime Value (CLB) uses an estimate of a customer's future sales.

In itself, breakeven analysis does not decide the optimal time allocation between prospecting and servicing accounts.

Personal growth opportunities are frequently characterized as activities with high personal importance, but low apparent urgency.

The ABC account classification procedure typically considers multiple factors when determining customer value.

Examples of demographics that might be used in building prospect profiles include all of the following except:

The integration of new technology, such as computers, into the sales force has actually decreased the amount of time salespeople have for selling.

Which of the following is not considered when calculating the minimum sized customer on which to call:

As a performance metric Customer Lifetime Value (CLV) is:?

Given the following information: Compensation - $55,000 Communications - $3,000 Automobile - $7,000 Meals & entertainment - $9,500 Overhead - $12,000 Promotional materials - $2,000 Calls per day - 3 Profit margin - 10% Net selling days - 200 -The average cost per call is:

Break-even sales volume analysis is as important when prospecting for new customers as it is when serving existing customers.

Research has shown that the number of calls required to close a sale is about the same regardless of the type of product or service being sold.

According to survey results, most firms fail to offer their salespeople training in time management.

It is not at all unusual for a company to find there is between a ______________ difference in the profitability of customers who purchase a similar quantity of product.

The first step in determining the minimum customer size on which the sales force should call is to calculate the:

A sales response function shows the relationship between the number of sales calls on a customer and the resulting sales volume at each sales call level.

In a consultative selling situation, cold canvassing often wastes a lot of the salesperson's time.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 3: Sales Opportunity Management

If you are new to the territory and want to find out who are possible prospects for your line of latte machines, the best source with the most leads would be:

The same sales effort and time should be given to each customer since each customer should be considered important.

According to the Sales Funnel model, a "qualified" selling situation is one in which all the buying influences have been contacted.

Customer Lifetime Value (CLB) uses an estimate of a customer's future sales.

In itself, breakeven analysis does not decide the optimal time allocation between prospecting and servicing accounts.

Personal growth opportunities are frequently characterized as activities with high personal importance, but low apparent urgency.

The ABC account classification procedure typically considers multiple factors when determining customer value.

Examples of demographics that might be used in building prospect profiles include all of the following except:

The integration of new technology, such as computers, into the sales force has actually decreased the amount of time salespeople have for selling.

Which of the following is not considered when calculating the minimum sized customer on which to call:

As a performance metric Customer Lifetime Value (CLV) is:?

Given the following information: Compensation - $55,000 Communications - $3,000 Automobile - $7,000 Meals & entertainment - $9,500 Overhead - $12,000 Promotional materials - $2,000 Calls per day - 3 Profit margin - 10% Net selling days - 200 -The average cost per call is:

Break-even sales volume analysis is as important when prospecting for new customers as it is when serving existing customers.

Research has shown that the number of calls required to close a sale is about the same regardless of the type of product or service being sold.

According to survey results, most firms fail to offer their salespeople training in time management.

It is not at all unusual for a company to find there is between a ______________ difference in the profitability of customers who purchase a similar quantity of product.

The first step in determining the minimum customer size on which the sales force should call is to calculate the:

A sales response function shows the relationship between the number of sales calls on a customer and the resulting sales volume at each sales call level.

In a consultative selling situation, cold canvassing often wastes a lot of the salesperson's time.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters