Question 1

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

Accepted Answer

A) True 
 B)False  True

Question 2

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 A

Question 3

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 C

Question 4

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Victoria Canning is an insides sales representative with Braeden Innovations LLC.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.
-While working from home saves Victoria time commuting to an office,how could it cause her time management problems?

Accepted Answer

A) Without a strict start and stop time Victoria could spend too little or too much time working. 
B) Without a manager to keep her on track Victoria could focus on the wrong activities during her work day. 
C) Without co-workers to interact with during the day,Victoria could get distracted and lose track of her call .list. 
D) Working from home could make Victoria too comfortable so she won't be motivated to call as many prospects. 
E) Working from home could be too expensive for Victoria,as she has to maintain internet and phone lines for her business. 
A) Without a strict start and stop time Victoria could spend too little or too much time working. 
B) Without a manager to keep her on track Victoria could focus on the wrong activities during her work day. 
C) Without co-workers to interact with during the day,Victoria could get distracted and lose track of her call .list. 
D) Working from home could make Victoria too comfortable so she won't be motivated to call as many prospects. 
E) Working from home could be too expensive for Victoria,as she has to maintain internet and phone lines for her business.

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

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

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

A) delegate all recordkeeping activities 
B) maintain a log of how time is spent during a typical week in order to identify wasted time 
C) reduce time spent on prospecting 
D) reduce time spent with each prospect by 25 percent 
E) go through the pipeline and remove prospects that have not made any movement forward in a specified period of time 
A) delegate all recordkeeping activities 
B) maintain a log of how time is spent during a typical week in order to identify wasted time 
C) reduce time spent on prospecting 
D) reduce time spent with each prospect by 25 percent 
E) go through the pipeline and remove prospects that have not made any movement forward in a specified period of time

Question 8

Braeden Innovations LLC is a company that sells database systems and software integration packages to schools and universities.
Victoria Canning is an insides sales representative with Braeden Innovations LLC.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 byproduct of working from home is that Victoria's work can blend into her personal space and time.In order to avoid stress from carrying work with her all the time,she should:

Accepted Answer

A) keep things in her home office that help her feel relaxed,like scented candles and flowers 
B) take regular breaks to meditate or practice yoga throughout the day 
C) interact with prospects who make her laugh throughout the day 
D) consider working less so she does not take on too much stress from eight straight hours of client contact 
E) make and enforce strict rules about when and where she works at home 
A) keep things in her home office that help her feel relaxed,like scented candles and flowers 
B) take regular breaks to meditate or practice yoga throughout the day 
C) interact with prospects who make her laugh throughout the day 
D) consider working less so she does not take on too much stress from eight straight hours of client contact 
E) make and enforce strict rules about when and where she works at home

Question 9

Salespeople with families can balance work and family obligations by:

Accepted Answer

A) traveling on the same days every month 
B) working for companies that stick to strict schedules 
C) working from an office that is not close enough to home to cause distractions 
D) delay starting families until their careers are well-established 
E) using email and other forms of remote communication effectively 
A) traveling on the same days every month 
B) working for companies that stick to strict schedules 
C) working from an office that is not close enough to home to cause distractions 
D) delay starting families until their careers are well-established 
E) using email and other forms of remote communication effectively

Question 10

Braeden Innovations LLC 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 LLC.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 the Braeden Innovations LLC 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 true?

Accepted Answer

A) Her hour-by-our activities should be recorded in a dayplanner. 
B) Po should schedule her appointments on her desk blotter calendar at the office. 
C) Po's situation is too unusual to fit into appointment calendars. 
D) Po does not need to maintain a calendar of her appointments. 
E) Po needs to manage returning emails and calls within her larger blocked time obligations. 
A) Her hour-by-our activities should be recorded in a dayplanner. 
B) Po should schedule her appointments on her desk blotter calendar at the office. 
C) Po's situation is too unusual to fit into appointment calendars. 
D) Po does not need to maintain a calendar of her appointments. 
E) Po needs to manage returning emails and calls within her larger blocked time obligations.

Question 11

The sales manager takes information from the routing and scheduling plan to develop:

Accepted Answer

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

Question 12

Time management systems will not work for salespeople unless the salespeople have:

Accepted Answer

A) the desire to consider making positive change 
B) the self-discipline to manage their time properly 
C) the organizational skills to create them 
D) the time to use them properly 
E) the commitment to use them consistently 
A) the desire to consider making positive change 
B) the self-discipline to manage their time properly 
C) the organizational skills to create them 
D) the time to use them properly 
E) the commitment to use them consistently

Question 13

A good policy concerning recordkeeping is to:

Accepted Answer

A) retain all receipts and 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) never require a record that does not provide positive benefits to someone in the sales process 
E) require records on all details and processes as a way of maintaining sales process discipline 
A) retain all receipts and 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) never require a record that does not provide positive benefits to someone in the sales process 
E) require records on all details and processes as a way of maintaining sales process discipline

Question 14

Braeden Innovations LLC 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 LLC.As a field sales representative,he makes sales presentations in person and contacts clients and prospects by phone,email,instant messaging,and in person.He enjoys the variety of his daily schedule,but is occasionally overwhelmed by the amount of travel he must do,especially when scheduling enough time to be with his family.
-One of the most stressful aspects of Jameson's life is scheduling his required work travel and still being present at home for his wife and children,who have expressed that they hate not knowing for sure when he will be home.After discussing this with his manager,who helps him troubleshoot the problem,Jameson decides to:

Accepted Answer

A) set every Monday as a "no travel" day,during which he will be home for dinner every week without fail,and schedule his travel around this appointment 
B) call his family every night as close to dinnertime as he is able to,depending on the time zone he is in 
C) tell his wife and children that he is working for their benefit,and that they need to be more understanding of his work travel 
D) begin a meditation practice to reduce his stress level,and continue it when he is traveling for work 
E) take prescription sleeping pills to help him sleep better when he is traveling for work 
A) set every Monday as a "no travel" day,during which he will be home for dinner every week without fail,and schedule his travel around this appointment 
B) call his family every night as close to dinnertime as he is able to,depending on the time zone he is in 
C) tell his wife and children that he is working for their benefit,and that they need to be more understanding of his work travel 
D) begin a meditation practice to reduce his stress level,and continue it when he is traveling for work 
E) take prescription sleeping pills to help him sleep better when he is traveling for work

Question 15

Braeden Innovations LLC 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 LLC.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 the Braeden Innovations LLC booth at the exhibit hall of the trade show.
-Because Po is not selling directly to clients,she does not have the stress of carrying a sales quota that other types of sales representatives have.For this reason,her main source of stress tends to be logistical,and comes from:

Accepted Answer

A) the level of trust she can build with the resellers she supports 
B) her hectic travel schedule to trade shows 
C) the pressure she puts on herself to be the best 
D) her feelings that resellers cannot care as much about the product as she does 
E) a desire to please the clients her resellers sell to 
A) the level of trust she can build with the resellers she supports 
B) her hectic travel schedule to trade shows 
C) the pressure she puts on herself to be the best 
D) her feelings that resellers cannot care as much about the product as she does 
E) a desire to please the clients her resellers sell to

Question 16

The primary objective of a sales ________ and scheduling plan is to increase actual face-to-face selling.

Accepted Answer

The answer of The primary objective of a sales ________...

Question 17

Braeden Innovations LLC 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 LLC.As a field sales representative,he makes sales presentations in person and contacts clients and prospects by phone,email,instant messaging,and in person.He enjoys the variety of his daily schedule,but is occasionally overwhelmed by the amount of travel he must do,especially when scheduling enough time to be with his family.
-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.This means it is helpful if prospects in the same geographic area

Accepted Answer

A) are the same size so he can offer them the same pricing schedules 
B) know that Jameson is trying to sell to all of them 
C) are in roughly the same part of the sales cycle and are ready for in-person presentations 
D) are in the same time zone,too 
E) have not heard of the product yet so Jameson can make as many cold calls as possible 
A) are the same size so he can offer them the same pricing schedules 
B) know that Jameson is trying to sell to all of them 
C) are in roughly the same part of the sales cycle and are ready for in-person presentations 
D) are in the same time zone,too 
E) have not heard of the product yet so Jameson can make as many cold calls as possible

Question 18

One of the simplest ways a salesperson can practice time management skills is to create a(n):

Accepted Answer

A) daily to-do list 
B) electronic calendar that automatically schedules activities and coordinates them with those of other salespeople 
C) file card system with notes on each account to carry along on sales calls 
D) mentoring relationship with a senior salesperson 
E) support group of salepeople to keep each other on track 
A) daily to-do list 
B) electronic calendar that automatically schedules activities and coordinates them with those of other salespeople 
C) file card system with notes on each account to carry along on sales calls 
D) mentoring relationship with a senior salesperson 
E) support group of salepeople to keep each other on track

Question 19

Braeden Innovations LLC 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 LLC.As a field sales representative,he makes sales presentations in person and contacts clients and prospects by phone,email,instant messaging,and in person.He enjoys the variety of his daily schedule,but is occasionally overwhelmed by the amount of travel he must do,especially when scheduling enough time to be with his family.
-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 to 
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 to 
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 20

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

Accepted Answer

A) attending meetings and conference calls 
B) administrative tasks and travel 
C) face-to-face selling 
D) telephone selling and follow-up 
E) prospecting and research 
A) attending meetings and conference calls 
B) administrative tasks and travel 
C) face-to-face selling 
D) telephone selling and follow-up 
E) prospecting and research

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

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

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

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.

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

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

Salespeople with families can balance work and family obligations by:

The sales manager takes information from the routing and scheduling plan to develop:

Time management systems will not work for salespeople unless the salespeople have:

A good policy concerning recordkeeping is to:

The primary objective of a sales ________ and scheduling plan is to increase actual face-to-face selling.

One of the simplest ways a salesperson can practice time management skills is to create a(n):

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

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

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.

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

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

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.

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

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

Salespeople with families can balance work and family obligations by:

The sales manager takes information from the routing and scheduling plan to develop:

Time management systems will not work for salespeople unless the salespeople have:

A good policy concerning recordkeeping is to:

The primary objective of a sales ________ and scheduling plan is to increase actual face-to-face selling.

One of the simplest ways a salesperson can practice time management skills is to create a(n):

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

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Management of the Sales Force

Filters