Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

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 3

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 answer the phone for Victoria when she is having a conference with a client?

Accepted Answer

A) fax machine 
B) electronic mail 
C) voice mail system 
D) audiovisual equipment 
E) personal digital assistant 
A) fax machine 
B) electronic mail 
C) voice mail system 
D) audiovisual equipment 
E) personal digital assistant

Question 4

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 5

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 6

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 7

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 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.
-Because Po is not meeting with prospects,her time is divided into 2-3 day blocks of attending trade shows or training resellers.Which of the following is most likely true?

Accepted Answer

A) Po has a flexible job so maintaining a schedule is unrealistic. 
B) Po should rely on floaters to record appointments and deadlines. 
C) Po's situation is too unusual to fit into appointment calendars. 
D) Po should return emails promptly but return calls every few days. 
E) Po should plan to return emails and calls within her larger time blocks. 
A) Po has a flexible job so maintaining a schedule is unrealistic. 
B) Po should rely on floaters to record appointments and deadlines. 
C) Po's situation is too unusual to fit into appointment calendars. 
D) Po should return emails promptly but return calls every few days. 
E) Po should plan to return emails and calls within her larger time blocks.

Question 9

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 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

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.
-Jameson's territory stretches over eight states and two time zones.What is the first step Jameson should take to manage his sales territory?

Accepted Answer

A) develop a routing plan 
B) classify his customers 
C) create a scheduling plan 
D) identify potential prospects 
E) create a sales call plan for management 
A) develop a routing plan 
B) classify his customers 
C) create a scheduling plan 
D) identify potential prospects 
E) create a sales call plan for management

Question 12

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 13

Which of the following would LEAST likely be included in a firm's CRM system?

Accepted Answer

A) weekly sales call plans 
B) stress management techniques 
C) monthly planning calendar 
D) sales meeting notes 
E) customer information 
A) weekly sales call plans 
B) stress management techniques 
C) monthly planning calendar 
D) sales meeting notes 
E) customer information

Question 14

The primary objective of a sales routing and scheduling plan is to:

Accepted Answer

A) increase actual selling time by reducing travel time 
B) have a written record of where you have been and where you are going 
C) determine the geographical distribution of customers 
D) initiate new contacts with potential customers 
E) visualize your territory on a map 
A) increase actual selling time by reducing travel time 
B) have a written record of where you have been and where you are going 
C) determine the geographical distribution of customers 
D) initiate new contacts with potential customers 
E) visualize your territory on a map

Question 15

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 16

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

Accepted Answer

A) True 
 B)False

Question 17

The best policy concerning recordkeeping is to:

Accepted Answer

A) retain all records for three years before discarding them 
B) require written responses instead of substituting checkmarks 
C) record only those details that cannot be committed to memory 
D) require only records that provide positive benefits to those involved in the sales process 
E) require records on all details and processes in order to maintain sales process discipline 
A) retain all records for three years before discarding them 
B) require written responses instead of substituting checkmarks 
C) record only those details that cannot be committed to memory 
D) require only records that provide positive benefits to those involved in the sales process 
E) require records on all details and processes in order to maintain sales process discipline

Question 18

Which of the following would LEAST likely eliminate stress in a short amount of time?

Accepted Answer

A) visualizing a vacation spot 
B) organizing a schedule 
C) walking outside 
D) napping after lunch 
E) having a massage 
A) visualizing a vacation spot 
B) organizing a schedule 
C) walking outside 
D) napping after lunch 
E) having a massage

Question 19

The sales manager most likely uses information from the routing and scheduling plan to develop a:

Accepted Answer

A) to-do list 
B) weekly sales report 
C) sales call plan 
D) customer contact card 
E) call record 
A) to-do list 
B) weekly sales report 
C) sales call plan 
D) customer contact card 
E) call record

Question 20

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

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

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

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

Which is true of doing business in Belgium?

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

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

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

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

Which of the following would LEAST likely be included in a firm's CRM system?

The primary objective of a sales routing and scheduling plan is to:

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

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

The best policy concerning recordkeeping is to:

Which of the following would LEAST likely eliminate stress in a short amount of time?

The sales manager most likely uses information from the routing and scheduling plan to develop a:

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

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

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

Which is true of doing business in Belgium?

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

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

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

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

Which of the following would LEAST likely be included in a firm's CRM system?

The primary objective of a sales routing and scheduling plan is to:

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

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

The best policy concerning recordkeeping is to:

Which of the following would LEAST likely eliminate stress in a short amount of time?

The sales manager most likely uses information from the routing and scheduling plan to develop a:

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