Question 1

The biggest time wasters for most people are activities/events that have high apparent urgency, but are low in personal importance.

Accepted Answer

A) True 
 B)False

Question 2

A good example of a directory for business-to-business selling would be:

Accepted Answer

A)  the Fortune 500 listing. 
B)  the Associated Almanac. 
C)  the Businessweek Industrial Index. 
D)  the Thomas Register of American Manufacturers. 
A)  the Fortune 500 listing. 
B)  the Associated Almanac. 
C)  the Businessweek Industrial Index. 
D)  the Thomas Register of American Manufacturers.

Question 3

Sales force costs as a percent of sales are generally about the same across most industries.

Accepted Answer

A) True 
 B)False

Question 4

According to salespeople, telephone interruptions are considered to be the most common time waster.

Accepted Answer

A) True 
 B)False

Question 5

Corporate marketing executives are usually in the best position to determine the minimum size customer on which the sales force should be calling.

Accepted Answer

A) True 
 B)False

Question 6

It is not necessary to calculate the minimum account size when a sale is assured.

Accepted Answer

A) True 
 B)False

Question 7

Methods of locating prospects include all of the following except:

Accepted Answer

A)  searching on the internet. 
B)  using directories. 
C)  conducting logistic analysis. 
D)  trade shows. 
A)  searching on the internet. 
B)  using directories. 
C)  conducting logistic analysis. 
D)  trade shows.

Question 8

Prospects are considered a qualified lead when it is established that they have both a need for the product and the authority to buy the product.

Accepted Answer

A) True 
 B)False

Question 9

Portfolio models offer several benefits that single factor models do not. Which of the following is not one of those benefits?

Accepted Answer

A)  the identification of important customer relationship issues 
B)  the isolation of information gaps 
C)  a lower cost method of analysis 
D)  setting priorities for customer data collection and analysis 
E)  both a and b above. 
A)  the identification of important customer relationship issues 
B)  the isolation of information gaps 
C)  a lower cost method of analysis 
D)  setting priorities for customer data collection and analysis 
E)  both a and b above.

Question 10

After reaching the optimal number of sales calls, the sales response function tends to illustrate which of the following sales response dynamics?

Accepted Answer

A)  increasing marginal returns. 
B)  decreasing marginal returns. 
C)  increasing sales levels. 
D)  decreasing sales levels. 
E)  none of the above. 
A)  increasing marginal returns. 
B)  decreasing marginal returns. 
C)  increasing sales levels. 
D)  decreasing sales levels. 
E)  none of the above.

Question 11

According to recent surveys, the average salesperson spends approximately what amount of time waiting and traveling?

Accepted Answer

A)  10% 
B)  20% 
C)  30% 
D)  50% 
A)  10% 
B)  20% 
C)  30% 
D)  50%

Question 12

The easiest and most widely used model for allocating salespeople's time is the multiple factor model.

Accepted Answer

A) True 
 B)False

Question 13

Research has shown that direct selling costs as a percentage of sales remain fairly constant between industries.

Accepted Answer

A) True 
 B)False

Question 14

A sales response function can only be derived from complex mathematical functions developed from customer surveys.

Accepted Answer

A) True 
 B)False

Question 15

A sales response function depicts the relationship between the number of sales calls and which of the following?

Accepted Answer

A)  sales volume 
B)  customer receptiveness 
C)  gross margin 
D)  the number of additional sales calls needed to close the sale 
E)  profitability 
A)  sales volume 
B)  customer receptiveness 
C)  gross margin 
D)  the number of additional sales calls needed to close the sale 
E)  profitability

Question 16

Sales process models such as the Sales Funnel are best suited for salespeople selling big-ticket items (e.g., computers), where prospecting for new sales opportunities is important.

Accepted Answer

A) True 
 B)False

Question 17

Cold canvassing is a common method of prospecting in consultative type of selling.

Accepted Answer

A) True 
 B)False

Question 18

Dramatic differences in the profitable of customers purchasing a similar dollar volume may be caused by:

Accepted Answer

A)  the mix of products they purchase. 
B)  the price discounts taken. 
C)  "forward buying" by the customer. 
D)  both a and b above. 
E)  all of the above. 
A)  the mix of products they purchase. 
B)  the price discounts taken. 
C)  "forward buying" by the customer. 
D)  both a and b above. 
E)  all of the above.

Question 19

Customer Lifetime Value (CLV) is used by some companies to allocate their marketing and sales force resources.

Accepted Answer

A) True 
 B)False

Question 20

According to the Sales Funnel model, salespeople should first concentrate on their "best few" opportunities, then the "qualified" opportunities, and lastly the "unqualified" opportunities.

Accepted Answer

A) True 
 B)False

The biggest time wasters for most people are activities/events that have high apparent urgency, but are low in personal importance.

A good example of a directory for business-to-business selling would be:

Sales force costs as a percent of sales are generally about the same across most industries.

According to salespeople, telephone interruptions are considered to be the most common time waster.

Corporate marketing executives are usually in the best position to determine the minimum size customer on which the sales force should be calling.

It is not necessary to calculate the minimum account size when a sale is assured.

Methods of locating prospects include all of the following except:

Prospects are considered a qualified lead when it is established that they have both a need for the product and the authority to buy the product.

Portfolio models offer several benefits that single factor models do not. Which of the following is not one of those benefits?

After reaching the optimal number of sales calls, the sales response function tends to illustrate which of the following sales response dynamics?

According to recent surveys, the average salesperson spends approximately what amount of time waiting and traveling?

The easiest and most widely used model for allocating salespeople's time is the multiple factor model.

Research has shown that direct selling costs as a percentage of sales remain fairly constant between industries.

A sales response function can only be derived from complex mathematical functions developed from customer surveys.

A sales response function depicts the relationship between the number of sales calls and which of the following?

Sales process models such as the Sales Funnel are best suited for salespeople selling big-ticket items (e.g., computers), where prospecting for new sales opportunities is important.

Cold canvassing is a common method of prospecting in consultative type of selling.

Dramatic differences in the profitable of customers purchasing a similar dollar volume may be caused by:

Customer Lifetime Value (CLV) is used by some companies to allocate their marketing and sales force resources.

According to the Sales Funnel model, salespeople should first concentrate on their "best few" opportunities, then the "qualified" opportunities, and lastly the "unqualified" opportunities.

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

The biggest time wasters for most people are activities/events that have high apparent urgency, but are low in personal importance.

A good example of a directory for business-to-business selling would be:

Sales force costs as a percent of sales are generally about the same across most industries.

According to salespeople, telephone interruptions are considered to be the most common time waster.

Corporate marketing executives are usually in the best position to determine the minimum size customer on which the sales force should be calling.

It is not necessary to calculate the minimum account size when a sale is assured.

Methods of locating prospects include all of the following except:

Prospects are considered a qualified lead when it is established that they have both a need for the product and the authority to buy the product.

Portfolio models offer several benefits that single factor models do not. Which of the following is not one of those benefits?

After reaching the optimal number of sales calls, the sales response function tends to illustrate which of the following sales response dynamics?

According to recent surveys, the average salesperson spends approximately what amount of time waiting and traveling?

The easiest and most widely used model for allocating salespeople's time is the multiple factor model.

Research has shown that direct selling costs as a percentage of sales remain fairly constant between industries.

A sales response function can only be derived from complex mathematical functions developed from customer surveys.

A sales response function depicts the relationship between the number of sales calls and which of the following?

Sales process models such as the Sales Funnel are best suited for salespeople selling big-ticket items (e.g., computers), where prospecting for new sales opportunities is important.

Cold canvassing is a common method of prospecting in consultative type of selling.

Dramatic differences in the profitable of customers purchasing a similar dollar volume may be caused by:

Customer Lifetime Value (CLV) is used by some companies to allocate their marketing and sales force resources.

According to the Sales Funnel model, salespeople should first concentrate on their "best few" opportunities, then the "qualified" opportunities, and lastly the "unqualified" opportunities.

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