Question 1

Often companies use ________ to evaluate a sales representative's performance.

Accepted Answer

A) customer comments 
B) sales records 
C) call reports 
D) closing stats. 
E) travel expense records 
A) customer comments 
B) sales records 
C) call reports 
D) closing stats. 
E) travel expense records

Question 2

When you set goals,the goals should be:

Accepted Answer

A) vague. 
B) general. 
C) reflective of your values. 
D) reflective of your customer's values. 
E) rigid. 
A) vague. 
B) general. 
C) reflective of your values. 
D) reflective of your customer's values. 
E) rigid.

Question 3

A good policy concerning record keeping is to:

Accepted Answer

A) require written responses instead of substituting checkmarks. 
B) retain all receipts and records for a period of three years before discarding. 
C) keep track of all events that occur during the selling day. 
D) never require a record that does not provide positive benefits to someone in the sales process. 
E) record only those details that cannot be committed to memory. 
A) require written responses instead of substituting checkmarks. 
B) retain all receipts and records for a period of three years before discarding. 
C) keep track of all events that occur during the selling day. 
D) never require a record that does not provide positive benefits to someone in the sales process. 
E) record only those details that cannot be committed to memory.

Question 4

The geographic area where customers reside is called a(an):

Accepted Answer

A) zone 
B) territory 
C) location 
D) sales area 
E) organized area 
A) zone 
B) territory 
C) location 
D) sales area 
E) organized area

Question 5

Research indicates that people who face job-related stress with a positive attitude fare better than those who face it with negative attitude.

Accepted Answer

A) True 
 B)False

Question 6

The telephone has proven to be a good method of making appointments and expressing appreciation,but it is not an effective method to keep customers informed.

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

A) reduce the time spent with each prospect by 25 percent. 
B) reduce time spent on prospecting. 
C) delegate all recordkeeping activities. 
D) maintain a log of how time is spent during a typical week in order to identify wasted time. 
E) work harder. 
A) reduce the time spent with each prospect by 25 percent. 
B) reduce time spent on prospecting. 
C) delegate all recordkeeping activities. 
D) maintain a log of how time is spent during a typical week in order to identify wasted time. 
E) work harder.

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

Rhonda's large territory makes it difficult for her to keep track of what happens on each sales visit.She can keep better track by using:

Accepted Answer

A) a notebook. 
B) sales call plans. 
C) call reports. 
D) a computer. 
E) customer profile cards. 
A) a notebook. 
B) sales call plans. 
C) call reports. 
D) a computer. 
E) customer profile cards.

Question 10

Classifying customers according to geographic area or sales potential is called:

Accepted Answer

A) customer management. 
B) territory management. 
C) market segmentation. 
D) target marketing. 
E) sales management. 
A) customer management. 
B) territory management. 
C) market segmentation. 
D) target marketing. 
E) sales management.

Question 11

All of the following are true statements regarding the use of the telephone in selling except:

Accepted Answer

A) The telephone should be used exclusively to handle marginal accounts. 
B) Some customers prefer telephone contact for certain types of business transactions. 
C) The telephone provides instant communication at a low cost. 
D) The telephone is an effective way to keep the customer informed. 
E) Telephones can be used to build customer goodwill. 
A) The telephone should be used exclusively to handle marginal accounts. 
B) Some customers prefer telephone contact for certain types of business transactions. 
C) The telephone provides instant communication at a low cost. 
D) The telephone is an effective way to keep the customer informed. 
E) Telephones can be used to build customer goodwill.

Question 12

When drawing up a daily to-do list,a salesperson should:

Accepted Answer

A) refer to the previous day's log for unaccomplished activities. 
B) record approximately twice as many activities as you realistically expect to accomplish. 
C) only list those items that are most likely to get accomplished. 
D) rank activities in priority order of importance. 
E) avoid listing more than five items. 
A) refer to the previous day's log for unaccomplished activities. 
B) record approximately twice as many activities as you realistically expect to accomplish. 
C) only list those items that are most likely to get accomplished. 
D) rank activities in priority order of importance. 
E) avoid listing more than five items.

Question 13

The major purpose of a call report is to:

Accepted Answer

A) record the time and date of all phone calls. 
B) provide a precise record of purchases by each customer. 
C) provide a summary of what happened during the call and an indication of what future action is required. 
D) provide a summary of your activities. 
E) provide a summary of time spent with each customer. 
A) record the time and date of all phone calls. 
B) provide a precise record of purchases by each customer. 
C) provide a summary of what happened during the call and an indication of what future action is required. 
D) provide a summary of your activities. 
E) provide a summary of time spent with each customer.

Question 14

Setting a series of personal and business goals is a strategy for ________.

Accepted Answer

A) time management 
B) self management 
C) customer management 
D) sales management 
E) territory management 
A) time management 
B) self management 
C) customer management 
D) sales management 
E) territory management

Question 15

Martina spends 80% of her time calling on the most productive customers and the remaining 20% of the time on smaller accounts.She is practicing:

Accepted Answer

A) effective schedule planning. 
B) target marketing. 
C) effective time management. 
D) strategic selling. 
E) the classic principle of marketing; the 80/20 rule. 
A) effective schedule planning. 
B) target marketing. 
C) effective time management. 
D) strategic selling. 
E) the classic principle of marketing; the 80/20 rule.

Question 16

A moderate amount of stress is:

Accepted Answer

A) a good motivator. 
B) dangerous because it could build up. 
C) a barrier to sales success. 
D) harmful to clear thinking and creativity. 
E) unhealthy. 
A) a good motivator. 
B) dangerous because it could build up. 
C) a barrier to sales success. 
D) harmful to clear thinking and creativity. 
E) unhealthy.

Question 17

Developing a sales call plan improves:

Accepted Answer

A) stress management. 
B) records management. 
C) time management. 
D) territory management. 
E) all of the above 
A) stress management. 
B) records management. 
C) time management. 
D) territory management. 
E) all of the above

Question 18

The non-routine nature of sales makes selling a stressful occupation.

Accepted Answer

A) True 
 B)False

Question 19

Martin finds that his stress levels have increased dramatically since he started his new position as a regional sales manager.His doctor recommended he relieve stress by:

Accepted Answer

A) working a different job 
B) taking early retirement 
C) starting an exercise program 
D) increasing his sugar levels for increased energy 
E) increasing his caffeine levels for increased energy 
A) working a different job 
B) taking early retirement 
C) starting an exercise program 
D) increasing his sugar levels for increased energy 
E) increasing his caffeine levels for increased energy

Question 20

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

Accepted Answer

A) True 
 B)False

Often companies use ________ to evaluate a sales representative's performance.

When you set goals,the goals should be:

A good policy concerning record keeping is to:

The geographic area where customers reside is called a(an):

Research indicates that people who face job-related stress with a positive attitude fare better than those who face it with negative attitude.

The telephone has proven to be a good method of making appointments and expressing appreciation,but it is not an effective method to keep customers informed.

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

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

Rhonda's large territory makes it difficult for her to keep track of what happens on each sales visit.She can keep better track by using:

Classifying customers according to geographic area or sales potential is called:

All of the following are true statements regarding the use of the telephone in selling except:

When drawing up a daily to-do list,a salesperson should:

The major purpose of a call report is to:

Setting a series of personal and business goals is a strategy for ________.

Martina spends 80% of her time calling on the most productive customers and the remaining 20% of the time on smaller accounts.She is practicing:

A moderate amount of stress is:

Developing a sales call plan improves:

The non-routine nature of sales makes selling a stressful occupation.

Martin finds that his stress levels have increased dramatically since he started his new position as a regional sales manager.His doctor recommended he relieve stress by:

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

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

Often companies use ________ to evaluate a sales representative's performance.

When you set goals,the goals should be:

A good policy concerning record keeping is to:

The geographic area where customers reside is called a(an):

Research indicates that people who face job-related stress with a positive attitude fare better than those who face it with negative attitude.

The telephone has proven to be a good method of making appointments and expressing appreciation,but it is not an effective method to keep customers informed.

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

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

Rhonda's large territory makes it difficult for her to keep track of what happens on each sales visit.She can keep better track by using:

Classifying customers according to geographic area or sales potential is called:

All of the following are true statements regarding the use of the telephone in selling except:

When drawing up a daily to-do list,a salesperson should:

The major purpose of a call report is to:

Setting a series of personal and business goals is a strategy for ________.

Martina spends 80% of her time calling on the most productive customers and the remaining 20% of the time on smaller accounts.She is practicing:

A moderate amount of stress is:

Developing a sales call plan improves:

The non-routine nature of sales makes selling a stressful occupation.

Martin finds that his stress levels have increased dramatically since he started his new position as a regional sales manager.His doctor recommended he relieve stress by:

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

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