Question 1

Which of the following is a true statement regarding the appropriate use of the telephone in selling?

Accepted Answer

A)  The telephone is an ineffective and time-consuming way to keep the customer informed. 
B)  The telephone provides instant communication at a lower cost than other methods. 
C)  The telephone is beneficial for building customer goodwill after a sale. 
D)  The telephone is preferred over email by nearly all customers. 
E)  The telephone should rarely be used to thank a customer. 
A)  The telephone is an ineffective and time-consuming way to keep the customer informed. 
B)  The telephone provides instant communication at a lower cost than other methods. 
C)  The telephone is beneficial for building customer goodwill after a sale. 
D)  The telephone is preferred over email by nearly all customers. 
E)  The telephone should rarely be used to thank a customer.

Question 2

When drawing up a daily "to do" list,a salesperson should most likely:

Accepted Answer

A)  refer to the previous day's log for unaccomplished activities 
B)  avoid listing more than five items for one day 
C)  record more tasks than can be completed 
D)  list activities in priority order 
E)  rank items alphabetically 
A)  refer to the previous day's log for unaccomplished activities 
B)  avoid listing more than five items for one day 
C)  record more tasks than can be completed 
D)  list activities in priority order 
E)  rank items alphabetically

Question 3

Which of the following should LEAST likely be kept by salespeople?

Accepted Answer

A)  shipping labels 
B)  customer files 
C)  call reports 
D)  expense records 
E)  sales records 
A)  shipping labels 
B)  customer files 
C)  call reports 
D)  expense records 
E)  sales records

Question 4

Maintaining accurate sales records can help a salesperson by putting current sales into:

Accepted Answer

A)  arrears 
B)  escrow 
C)  danger 
D)  territories 
E)  perspective 
A)  arrears 
B)  escrow 
C)  danger 
D)  territories 
E)  perspective

Question 5

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Jameson Kilpatrick is a field sales representative with Braeden Innovations. As a field sales representative, he makes sales presentations in person and contacts clients and prospects by phone, email, text, and in person. He enjoys the variety of his daily schedule, but is occasionally overwhelmed by the amount of travel he must do.
-Since Jameson has to coordinate airline flights,rental car information,prospect addresses,contact information and appointment times,and emails and voicemails from current clients,all while in transit,he would most likely benefit from a(n):

Accepted Answer

A)  assistant 
B)  laptop 
C)  Rolodex 
D)  smartphone 
E)  atlas 
A)  assistant 
B)  laptop 
C)  Rolodex 
D)  smartphone 
E)  atlas

Question 6

Salespeople are most likely similar to entrepreneurs in that both of them must practice:

Accepted Answer

A)  long-term financial planning 
B)  effective recruiting abilities 
C)  multiplatform operations 
D)  presentation skills 
E)  self-management 
A)  long-term financial planning 
B)  effective recruiting abilities 
C)  multiplatform operations 
D)  presentation skills 
E)  self-management

Question 7

A sales call plan is:

Accepted Answer

A)  a daily action plan initiated by the salesperson 
B)  a weekly action plan, often initiated by the sales manager 
C)  a monthly action plan, initiated by the salesperson 
D)  a record of sales calls that have been made in the previous month 
E)  a record of sales calls that are to be made that day 
A)  a daily action plan initiated by the salesperson 
B)  a weekly action plan, often initiated by the sales manager 
C)  a monthly action plan, initiated by the salesperson 
D)  a record of sales calls that have been made in the previous month 
E)  a record of sales calls that are to be made that day

Question 8

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Po Komacho is a trade sales representative with Braeden Innovations. As a trade sales representative, she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients. A large part of her job involves attending industry trade shows and working at the Braeden Innovations booth at the exhibit hall of the trade show.
-Since Po covers both trade shows and resellers,it make most sense for her to organize her territory by:

Accepted Answer

A)  date of trade show and location of reseller 
B)  date of trade show and complexity of reseller 
C)  time zone of trade show and time zone of reseller 
D)  size of trade show and size of reseller 
E)  size of trade show and zip code of reseller 
A)  date of trade show and location of reseller 
B)  date of trade show and complexity of reseller 
C)  time zone of trade show and time zone of reseller 
D)  size of trade show and size of reseller 
E)  size of trade show and zip code of reseller

Question 9

An external stimulus called a stressor and the physical and emotional responses to that stimulus are called:

Accepted Answer

A)  emotionalism 
B)  tension 
C)  hypertension 
D)  stress 
E)  stimulus syndrome 
A)  emotionalism 
B)  tension 
C)  hypertension 
D)  stress 
E)  stimulus syndrome

Question 10

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Jameson Kilpatrick is a field sales representative with Braeden Innovations. As a field sales representative, he makes sales presentations in person and contacts clients and prospects by phone, email, text, and in person. He enjoys the variety of his daily schedule, but is occasionally overwhelmed by the amount of travel he must do.
-One of Jameson's biggest challenges is keeping track of expense reports and reimbursements.Braeden's policy is to have employees pay for expenses and then reimburse them when they submit receipts for their expenses.To make sure he is reimbursed for his trip expenses,Jameson should:

Accepted Answer

A)  ask the sales department's administrative assistant to complete and submit the reports when she has a chance 
B)  invest in a machine that scans his receipts in so he can print out copies of them when he returns from his trip 
C)  email his manager and cc the accounting department every week with a list of outstanding reimbursements 
D)  take an online course in Excel to get better at keeping track of his expenses 
E)  submit his expense reports and receipts immediately after completing each trip 
A)  ask the sales department's administrative assistant to complete and submit the reports when she has a chance 
B)  invest in a machine that scans his receipts in so he can print out copies of them when he returns from his trip 
C)  email his manager and cc the accounting department every week with a list of outstanding reimbursements 
D)  take an online course in Excel to get better at keeping track of his expenses 
E)  submit his expense reports and receipts immediately after completing each trip

Question 11

One of the best ways to gain more time is to:

Accepted Answer

A)  delegate all recordkeeping activities to subordinates 
B)  record how time is spent during a typical week 
C)  reduce time spent on prospecting for new clients 
D)  reduce time spent with each prospect by half 
E)  engage frequently in long-term sales strategies 
A)  delegate all recordkeeping activities to subordinates 
B)  record how time is spent during a typical week 
C)  reduce time spent on prospecting for new clients 
D)  reduce time spent with each prospect by half 
E)  engage frequently in long-term sales strategies

Question 12

The telephone has proven to be a good method of making appointments,keeping customers informed,and expressing appreciation,but it is an ineffective tool for building customer goodwill.

Accepted Answer

A) True 
 B)False

Question 13

There is a close relationship between increased sales volume and spending more time in face-to-face selling situations.

Accepted Answer

A) True 
 B)False

Question 14

On average,salespeople spend most of their work time on:

Accepted Answer

A)  sales meetings and conference calls 
B)  administrative tasks and travel 
C)  face-to-face selling 
D)  customer follow-up 
E)  prospecting 
A)  sales meetings and conference calls 
B)  administrative tasks and travel 
C)  face-to-face selling 
D)  customer follow-up 
E)  prospecting

Question 15

Keeping a time log is an ineffective method of time management.

Accepted Answer

A) True 
 B)False

Question 16

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Po Komacho is a trade sales representative with Braeden Innovations. As a trade sales representative, she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients. A large part of her job involves attending industry trade shows and working at the Braeden Innovations booth at the exhibit hall of the trade show.
-Po does not sell directly to clients,but she is still responsible for keeping track of the interactions she has with resellers.Where should she keep track of these interactions?

Accepted Answer

A)  in the notepad of her smartphone 
B)  in a spiral-bound notebook she keeps in her laptop bag 
C)  in a file on her laptop computer 
D)  in her company's computerized CRM system 
E)  in a monthly email to her manager 
A)  in the notepad of her smartphone 
B)  in a spiral-bound notebook she keeps in her laptop bag 
C)  in a file on her laptop computer 
D)  in her company's computerized CRM system 
E)  in a monthly email to her manager

Question 17

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Po Komacho is a trade sales representative with Braeden Innovations. As a trade sales representative, she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients. A large part of her job involves attending industry trade shows and working at the Braeden Innovations booth at the exhibit hall of the trade show.
-Po has a bigger challenge in keeping track of brochures and literature than do other types of sales representatives.Which of the following would most likely enable Po to organize her selling tools better?

Accepted Answer

A)  CRM system 
B)  territorial organization 
C)  portable filing system 
D)  computer scanning equipment 
E)  strategic partnership planning 
A)  CRM system 
B)  territorial organization 
C)  portable filing system 
D)  computer scanning equipment 
E)  strategic partnership planning

Question 18

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Jameson Kilpatrick is a field sales representative with Braeden Innovations. As a field sales representative, he makes sales presentations in person and contacts clients and prospects by phone, email, text, and in person. He enjoys the variety of his daily schedule, but is occasionally overwhelmed by the amount of travel he must do.
-Since Jameson flies to many of his sales calls,it is far more efficient,from a time and expense standpoint,to schedule multiple calls in the same airplane trip.Once Jameson develops a routing plan for a specific trip,he should then:

Accepted Answer

A)  complete a travel expense report to ensure reimbursement 
B)  develop the same presentation for all customers in the area 
C)  notify customers of his anticipated arrival time 
D)  focus on visiting small accounts in the area 
E)  plan as many cold calls as possible 
A)  complete a travel expense report to ensure reimbursement 
B)  develop the same presentation for all customers in the area 
C)  notify customers of his anticipated arrival time 
D)  focus on visiting small accounts in the area 
E)  plan as many cold calls as possible

Question 19

A daily "to do" list is a waste of time for the salesperson who has a good memory.

Accepted Answer

A) True 
 B)False

Question 20

________ is a four-dimensional process consisting of time management,territory management,records management,and stress management.

Accepted Answer

Opportunit

Which of the following is a true statement regarding the appropriate use of the telephone in selling?

When drawing up a daily "to do" list,a salesperson should most likely:

Which of the following should LEAST likely be kept by salespeople?

Maintaining accurate sales records can help a salesperson by putting current sales into:

Salespeople are most likely similar to entrepreneurs in that both of them must practice:

A sales call plan is:

An external stimulus called a stressor and the physical and emotional responses to that stimulus are called:

One of the best ways to gain more time is to:

The telephone has proven to be a good method of making appointments,keeping customers informed,and expressing appreciation,but it is an ineffective tool for building customer goodwill.

There is a close relationship between increased sales volume and spending more time in face-to-face selling situations.

On average,salespeople spend most of their work time on:

Keeping a time log is an ineffective method of time management.

A daily "to do" list is a waste of time for the salesperson who has a good memory.

________ is a four-dimensional process consisting of time management,territory management,records management,and stress management.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Management of the Sales Force

Filters

Exam 16: Opportunity Management: the Key to Greater Sales Productivity

Which of the following is a true statement regarding the appropriate use of the telephone in selling?

When drawing up a daily "to do" list,a salesperson should most likely:

Which of the following should LEAST likely be kept by salespeople?

Maintaining accurate sales records can help a salesperson by putting current sales into:

Salespeople are most likely similar to entrepreneurs in that both of them must practice:

A sales call plan is:

An external stimulus called a stressor and the physical and emotional responses to that stimulus are called:

One of the best ways to gain more time is to:

The telephone has proven to be a good method of making appointments,keeping customers informed,and expressing appreciation,but it is an ineffective tool for building customer goodwill.

There is a close relationship between increased sales volume and spending more time in face-to-face selling situations.

On average,salespeople spend most of their work time on:

Keeping a time log is an ineffective method of time management.

A daily "to do" list is a waste of time for the salesperson who has a good memory.

________ is a four-dimensional process consisting of time management,territory management,records management,and stress management.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Management of the Sales Force

Filters