Question 1

The most important aspect of time management is:

Accepted Answer

A) keeping a time log. 
B) working a minimum of eight hours a day. 
C) having a firm schedule and following it. 
D) knowing what your goals are. 
E) reducing stress. 
A) keeping a time log. 
B) working a minimum of eight hours a day. 
C) having a firm schedule and following it. 
D) knowing what your goals are. 
E) reducing stress.

Question 2

__________ stress helps to keep us motivated.

Accepted Answer

A) Emotional 
B) High level of 
C) Physical 
D) Zero amount of 
E) Some amount of 
A) Emotional 
B) High level of 
C) Physical 
D) Zero amount of 
E) Some amount of

Question 3

Research indicates salespeople spend an average of __________ percent of their time on administrative duties and travel.

Accepted Answer

A) 80 
B) 40 
C) 10 
D) 20 
E) 60 
A) 80 
B) 40 
C) 10 
D) 20 
E) 60

Question 4

Preparing daily to-do lists is a form of time management strategy.

Accepted Answer

A) True 
 B)False

Question 5

Headaches,loss of appetite and fatigue are signs of:

Accepted Answer

A) psychological problems. 
B) mental health problems. 
C) stress. 
D) physical problems. 
E) lack of motivation. 
A) psychological problems. 
B) mental health problems. 
C) stress. 
D) physical problems. 
E) lack of motivation.

Question 6

Call reports should include buying-behavioral information about the customers and customer profiles instead of simply documenting number of calls made and the number of proposals written.

Accepted Answer

A) True 
 B)False

Question 7

Mocha wants to best utilize her time each day.She does this by:

Accepted Answer

A) reducing her stress. 
B) starting early and working late. 
C) avoiding clients who are too demanding. 
D) limiting social activities during the work-day. 
E) setting a daily plan. 
A) reducing her stress. 
B) starting early and working late. 
C) avoiding clients who are too demanding. 
D) limiting social activities during the work-day. 
E) setting a daily plan.

Question 8

To minimize time spent on travelling between accounts,a salesperson should:

Accepted Answer

A) practise opportunity management. 
B) divide customers into territories. 
C) keep a time log. 
D) practise time management. 
E) establish a sales routing and scheduling plan. 
A) practise opportunity management. 
B) divide customers into territories. 
C) keep a time log. 
D) practise time management. 
E) establish a sales routing and scheduling plan.

Question 9

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 10

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

Accepted Answer

a.Obtain or create a map of your territo

Question 11

Good record-keeping systems which allow sales people to check their own progress also help in achieving set goals.This is because the goals can be:

Accepted Answer

A) specified. 
B) attained. 
C) tracked. 
D) recognized. 
E) realized. 
A) specified. 
B) attained. 
C) tracked. 
D) recognized. 
E) realized.

Question 12

Which of the following guidelines regarding territory management is most suitable?

Accepted Answer

A) Develop a routing plan that is based solely on geographical considerations. 
B) Develop a routing plan that is based solely on potential sales volume. 
C) Develop a routing plan that allows for good coffee breaks and lunch stops. 
D) Develop a routing plan that is based on a combination of potential sales volume and geographical considerations. 
E) Visit only your best customers and ignore those with low potential sales. 
A) Develop a routing plan that is based solely on geographical considerations. 
B) Develop a routing plan that is based solely on potential sales volume. 
C) Develop a routing plan that allows for good coffee breaks and lunch stops. 
D) Develop a routing plan that is based on a combination of potential sales volume and geographical considerations. 
E) Visit only your best customers and ignore those with low potential sales.

Question 13

Ross wants to ensure efficient and effective account coverage.He can accomplish this by developing a(an):

Accepted Answer

A) set of goals. 
B) sales call plan. 
C) daily schedule. 
D) set an action plan. 
E) stress reduction plan. 
A) set of goals. 
B) sales call plan. 
C) daily schedule. 
D) set an action plan. 
E) stress reduction plan.

Question 14

A barrier to effective time management is:

Accepted Answer

A) information. 
B) knowledge. 
C) stress. 
D) culture. 
E) commitment. 
A) information. 
B) knowledge. 
C) stress. 
D) culture. 
E) commitment.

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

Tonya takes information from her routing and scheduling plan to develop a:

Accepted Answer

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

Question 17

"I want to become very successful",is an effective way of stating a goal.

Accepted Answer

A) True 
 B)False

Question 18

"Floaters" are inefficient salespeople who "float" around without direction,often as the result of failing to plan their activities.

Accepted Answer

A) True 
 B)False

Question 19

Experienced salespeople do not encounter job related stress.

Accepted Answer

A) True 
 B)False

Question 20

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

The most important aspect of time management is:

__________ stress helps to keep us motivated.

Research indicates salespeople spend an average of __________ percent of their time on administrative duties and travel.

Preparing daily to-do lists is a form of time management strategy.

Headaches,loss of appetite and fatigue are signs of:

Call reports should include buying-behavioral information about the customers and customer profiles instead of simply documenting number of calls made and the number of proposals written.

Mocha wants to best utilize her time each day.She does this by:

To minimize time spent on travelling between accounts,a salesperson should:

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

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

Good record-keeping systems which allow sales people to check their own progress also help in achieving set goals.This is because the goals can be:

Which of the following guidelines regarding territory management is most suitable?

Ross wants to ensure efficient and effective account coverage.He can accomplish this by developing a(an):

A barrier to effective time management is:

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

Tonya takes information from her routing and scheduling plan to develop a:

"I want to become very successful",is an effective way of stating a goal.

"Floaters" are inefficient salespeople who "float" around without direction,often as the result of failing to plan their activities.

Experienced salespeople do not encounter job related stress.

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 Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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 most important aspect of time management is:

__________ stress helps to keep us motivated.

Research indicates salespeople spend an average of __________ percent of their time on administrative duties and travel.

Preparing daily to-do lists is a form of time management strategy.

Headaches,loss of appetite and fatigue are signs of:

Call reports should include buying-behavioral information about the customers and customer profiles instead of simply documenting number of calls made and the number of proposals written.

Mocha wants to best utilize her time each day.She does this by:

To minimize time spent on travelling between accounts,a salesperson should:

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

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

Good record-keeping systems which allow sales people to check their own progress also help in achieving set goals.This is because the goals can be:

Which of the following guidelines regarding territory management is most suitable?

Ross wants to ensure efficient and effective account coverage.He can accomplish this by developing a(an):

A barrier to effective time management is:

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

Tonya takes information from her routing and scheduling plan to develop a:

"I want to become very successful",is an effective way of stating a goal.

"Floaters" are inefficient salespeople who "float" around without direction,often as the result of failing to plan their activities.

Experienced salespeople do not encounter job related stress.

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 Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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