Question 1

The starting point for effective time management is forming a new attitude toward time conservation.

Accepted Answer

A) True 
 B)False

Question 2

It is best to begin time conservation by picking one or two of the least wasteful areas and correcting those problems first.

Accepted Answer

A) True 
 B)False

Question 3

Salespeople with families can most likely balance work and family obligations by:

Accepted Answer

A)  traveling on the same days every month 
B)  working for firms that sell services instead of products 
C)  working for an organization that offers maternity leave 
D)  delaying marriage and children until establishing a career 
E)  maintaining a home office and communicating with clients remotely 
A)  traveling on the same days every month 
B)  working for firms that sell services instead of products 
C)  working for an organization that offers maternity leave 
D)  delaying marriage and children until establishing a career 
E)  maintaining a home office and communicating with clients remotely

Question 4

Which is true of doing business in Belgium?

Accepted Answer

A)  Speaking Dutch will help you in the Flanders area. 
B)  Speaking French will help you north of Brussels. 
C)  One selling strategy will work for the entire country. 
D)  Dutch is spoken in the Wallonia area in the south of the country. 
E)  Belgians prefer to communicate in business English. 
A)  Speaking Dutch will help you in the Flanders area. 
B)  Speaking French will help you north of Brussels. 
C)  One selling strategy will work for the entire country. 
D)  Dutch is spoken in the Wallonia area in the south of the country. 
E)  Belgians prefer to communicate in business English.

Question 5

Sound time management techniques can pave the way to greater sales productivity.List and discuss four time-saving techniques used by time-conscious people in all walks of life.

Accepted Answer

1.Develop a series of personal

Question 6

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Victoria Canning is an inside sales representative with Braeden Innovations. As an inside sales representative, she makes sales presentations via webinar and contacts clients and prospects by phone, email, and instant messaging, all from her home office. She says the best thing about her job is having a fulfilling professional career but never having to commute to an office.
-Because Victoria and the account manager she partners with are not in the same space but need to have access to the same information,it is vital that they both use:

Accepted Answer

A)  the same type of computer, so they can share files seamlessly 
B)  a web conferencing system that allows them to show each other files and documents 
C)  mobile phones that allow them to send and receive text messages instead of landlines that do not allow for text messaging 
D)  a computerized, Internet-based CRM system that allows them both to enter and access information about their clients 
E)  the same email client so they can read emails from each other 
A)  the same type of computer, so they can share files seamlessly 
B)  a web conferencing system that allows them to show each other files and documents 
C)  mobile phones that allow them to send and receive text messages instead of landlines that do not allow for text messaging 
D)  a computerized, Internet-based CRM system that allows them both to enter and access information about their clients 
E)  the same email client so they can read emails from each other

Question 7

List the guiding principles that can be used to develop a routing and scheduling plan.

Accepted Answer

1.Obtain or create a map of your territo

Question 8

________ refers to two simultaneous events: an external stimulus called a stressor,and the physical and emotional responses to that stimulus.

Accepted Answer

The answer of ________ refers to two simultaneous events: an...

Question 9

One of the most effective methods of dealing with stress is to:

Accepted Answer

A)  choose the "flight" response 
B)  maintain an optimistic outlook 
C)  initiate a crusade to alleviate all sources of stress 
D)  throw yourself with renewed vigor into your job 
E)  set up a home office so you can work more frequently 
A)  choose the "flight" response 
B)  maintain an optimistic outlook 
C)  initiate a crusade to alleviate all sources of stress 
D)  throw yourself with renewed vigor into your job 
E)  set up a home office so you can work more frequently

Question 10

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Victoria Canning is an inside sales representative with Braeden Innovations. As an inside sales representative, she makes sales presentations via webinar and contacts clients and prospects by phone, email, and instant messaging, all from her home office. She says the best thing about her job is having a fulfilling professional career but never having to commute to an office.
-An unfortunate by-product of working from home is that Victoria's work can blend into her personal space and time.In order to minimize stress,she should most likely:

Accepted Answer

A)  maintain a sales call report to ensure long-term job satisfaction 
B)  ignore minor and major problems to avoid being overwhelmed 
C)  hold a realistic outlook about task management duties 
D)  consider working fewer hours or accept a demotion 
E)  establish strict working hours in a home office 
A)  maintain a sales call report to ensure long-term job satisfaction 
B)  ignore minor and major problems to avoid being overwhelmed 
C)  hold a realistic outlook about task management duties 
D)  consider working fewer hours or accept a demotion 
E)  establish strict working hours in a home office

Question 11

Julio Melara,top seller and motivational speaker,feels that growth and success are facilitated by having:

Accepted Answer

A)  plenty of luck, and the ability to act on it 
B)  strong mentors who spend time with you 
C)  natural talent, and the discipline to maximize it 
D)  written goals, both personal and professional 
E)  a strong organization in which to grow 
A)  plenty of luck, and the ability to act on it 
B)  strong mentors who spend time with you 
C)  natural talent, and the discipline to maximize it 
D)  written goals, both personal and professional 
E)  a strong organization in which to grow

Question 12

Opportunity management consists of all of the following areas EXCEPT:

Accepted Answer

A)  records management 
B)  territory management 
C)  time management 
D)  stress management 
E)  needs management 
A)  records management 
B)  territory management 
C)  time management 
D)  stress management 
E)  needs management

Question 13

A(n)________ is a weekly action plan that is used to record planned and completed sales calls.

Accepted Answer

The answer of A(n)________ is a weekly action plan that...

Question 14

Laptop computers and PDAs enable salespeople to organize information,track expenses,and maintain customer contact information.

Accepted Answer

A) True 
 B)False

Question 15

According to self-management experts,every moment spent planning saves how many minutes in execution?

Accepted Answer

A)  one to two 
B)  two to three 
C)  three to four 
D)  four to five 
E)  five to six 
A)  one to two 
B)  two to three 
C)  three to four 
D)  four to five 
E)  five to six

Question 16

The first step in territory management is to classify all customers according to potential sales volume.

Accepted Answer

A) True 
 B)False

Question 17

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Victoria Canning is an inside sales representative with Braeden Innovations. As an inside sales representative, she makes sales presentations via webinar and contacts clients and prospects by phone, email, and instant messaging, all from her home office. She says the best thing about her job is having a fulfilling professional career but never having to commute to an office.
-Which of the following would most likely help Victoria manage her time effectively?

Accepted Answer

A)  preparing a "to do" list each day and prioritizing tasks 
B)  creating a monthly sales log to submit to her manager 
C)  making notes of customers she calls each week 
D)  contacting customers by e-mail and text 
E)  maintaining a separate home office telephone 
A)  preparing a "to do" list each day and prioritizing tasks 
B)  creating a monthly sales log to submit to her manager 
C)  making notes of customers she calls each week 
D)  contacting customers by e-mail and text 
E)  maintaining a separate home office telephone

Question 18

Getting enough quality sleep is one of the most effective strategies for managing the negative aspects of stress.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is a guiding principle used in establishing a sales routing and scheduling plan?

Accepted Answer

A)  Develop a routing plan that gives equal attention to each customer. 
B)  If your territory is quite large, consider organizing it into two smaller zones. 
C)  Develop a schedule that best accommodates your personal and professional needs. 
D)  Avoid scheduling tentative calls, which may be distracting and costly. 
E)  Ask for assistance from other salespeople if you cannot complete your route. 
A)  Develop a routing plan that gives equal attention to each customer. 
B)  If your territory is quite large, consider organizing it into two smaller zones. 
C)  Develop a schedule that best accommodates your personal and professional needs. 
D)  Avoid scheduling tentative calls, which may be distracting and costly. 
E)  Ask for assistance from other salespeople if you cannot complete your route.

Question 20

There are no precise rules to observe in establishing a sales routing and scheduling plan.

Accepted Answer

A) True 
 B)False

The starting point for effective time management is forming a new attitude toward time conservation.

It is best to begin time conservation by picking one or two of the least wasteful areas and correcting those problems first.

Salespeople with families can most likely balance work and family obligations by:

Which is true of doing business in Belgium?

Sound time management techniques can pave the way to greater sales productivity.List and discuss four time-saving techniques used by time-conscious people in all walks of life.

List the guiding principles that can be used to develop a routing and scheduling plan.

________ refers to two simultaneous events: an external stimulus called a stressor,and the physical and emotional responses to that stimulus.

One of the most effective methods of dealing with stress is to:

Julio Melara,top seller and motivational speaker,feels that growth and success are facilitated by having:

Opportunity management consists of all of the following areas EXCEPT:

A(n)________ is a weekly action plan that is used to record planned and completed sales calls.

Laptop computers and PDAs enable salespeople to organize information,track expenses,and maintain customer contact information.

According to self-management experts,every moment spent planning saves how many minutes in execution?

The first step in territory management is to classify all customers according to potential sales volume.

Getting enough quality sleep is one of the most effective strategies for managing the negative aspects of stress.

Which of the following is a guiding principle used in establishing a sales routing and scheduling plan?

There are no precise rules to observe in establishing a sales routing and scheduling plan.

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

The starting point for effective time management is forming a new attitude toward time conservation.

It is best to begin time conservation by picking one or two of the least wasteful areas and correcting those problems first.

Salespeople with families can most likely balance work and family obligations by:

Which is true of doing business in Belgium?

Sound time management techniques can pave the way to greater sales productivity.List and discuss four time-saving techniques used by time-conscious people in all walks of life.

List the guiding principles that can be used to develop a routing and scheduling plan.

________ refers to two simultaneous events: an external stimulus called a stressor,and the physical and emotional responses to that stimulus.

One of the most effective methods of dealing with stress is to:

Julio Melara,top seller and motivational speaker,feels that growth and success are facilitated by having:

Opportunity management consists of all of the following areas EXCEPT:

A(n)________ is a weekly action plan that is used to record planned and completed sales calls.

Laptop computers and PDAs enable salespeople to organize information,track expenses,and maintain customer contact information.

According to self-management experts,every moment spent planning saves how many minutes in execution?

The first step in territory management is to classify all customers according to potential sales volume.

Getting enough quality sleep is one of the most effective strategies for managing the negative aspects of stress.

Which of the following is a guiding principle used in establishing a sales routing and scheduling plan?

There are no precise rules to observe in establishing a sales routing and scheduling plan.

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