Question 1

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 2

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 3

Most sales and marketing firms develop territories solely on the basis of geographical considerations.

Accepted Answer

A) True 
 B)False

Question 4

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 5

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 6

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 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

A(n)________ is the geographic area where prospects and customers reside.

Accepted Answer

The answer of A(n)________ is the geographic area where prospects...

Question 9

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 10

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

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

Opportunit

Question 12

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 13

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 14

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 15

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 16

Frequency of visits to established customers should generally be related to sales potential.

Accepted Answer

A) True 
 B)False

Question 17

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 18

Many salespeople schedule routing by using the 80/20 rule,meaning:

Accepted Answer

A) 80 percent of their time on calls from the office and 20 percent on face-to-face calls 
B) 80 percent of their time on face-to-face calls and 20 percent on calls from the office 
C) 80 percent of their time on larger accounts and 20 percent on less profitable accounts 
D) 80 percent of their time on calls and 20 percent on prospecting 
E) 80 percent of their time on sales activities and 20 percent on paperwork 
A) 80 percent of their time on calls from the office and 20 percent on face-to-face calls 
B) 80 percent of their time on face-to-face calls and 20 percent on calls from the office 
C) 80 percent of their time on larger accounts and 20 percent on less profitable accounts 
D) 80 percent of their time on calls and 20 percent on prospecting 
E) 80 percent of their time on sales activities and 20 percent on paperwork

Question 19

Expense records are likely to be required not only by a salesperson's own company but by a government agency.

Accepted Answer

A) True 
 B)False

Question 20

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.
-Although Po lacks the stress of meeting a sales quota,she experiences stress related to scheduling.Which of the following would most likely relieve Po's stress?

Accepted Answer

A) reducing her territory from two to one 
B) exercising and sleeping regularly 
C) filing expense reports promptly 
D) using a personal digital assistant 
E) conducing fewer follow-up calls 
A) reducing her territory from two to one 
B) exercising and sleeping regularly 
C) filing expense reports promptly 
D) using a personal digital assistant 
E) conducing fewer follow-up calls

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

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

Most sales and marketing firms develop territories solely on the basis of geographical considerations.

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

A sales call plan is:

A(n)________ is the geographic area where prospects and customers reside.

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

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

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

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

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

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

Frequency of visits to established customers should generally be related to sales potential.

Opportunity management consists of all of the following areas EXCEPT:

Many salespeople schedule routing by using the 80/20 rule,meaning:

Expense records are likely to be required not only by a salesperson's own company but by a government agency.

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

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

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

Most sales and marketing firms develop territories solely on the basis of geographical considerations.

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

A sales call plan is:

A(n)________ is the geographic area where prospects and customers reside.

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

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

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

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

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

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

Frequency of visits to established customers should generally be related to sales potential.

Opportunity management consists of all of the following areas EXCEPT:

Many salespeople schedule routing by using the 80/20 rule,meaning:

Expense records are likely to be required not only by a salesperson's own company but by a government agency.

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