Question 1

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 way to keep the customer informed. 
B) The telephone provides instant communications at a lower cost than other methods. 
C) The telephone should not be used to thank a customer. 
D) Some customers prefer email contact for certain types of business transactions. 
E) The telephone can be used to check in with customers after the sale. 
A) The telephone is an ineffective way to keep the customer informed. 
B) The telephone provides instant communications at a lower cost than other methods. 
C) The telephone should not be used to thank a customer. 
D) Some customers prefer email contact for certain types of business transactions. 
E) The telephone can be used to check in with customers after the sale.

Question 2

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.
-Victoria needs to maintain regular contact with the account manager who fulfills the sales Victoria closes and provides training to accounts that buy training packages.They talk regularly on the phone,but often find that they need to confirm information with each other while one of them is talking on the phone to a client.How can they exchange information in the middle of a client call without stopping the call?

Accepted Answer

A) They can call each other on their personal lines while keeping the client on the business lines. 
B) They can ask the client to hold while they call each other on another line. 
C) They can exchange emails or instant messages. 
D) They can ask another co-worker in the middle of the call. 
E) They can ask the client for confirmation instead of asking each other. 
A) They can call each other on their personal lines while keeping the client on the business lines. 
B) They can ask the client to hold while they call each other on another line. 
C) They can exchange emails or instant messages. 
D) They can ask another co-worker in the middle of the call. 
E) They can ask the client for confirmation instead of asking each other.

Question 3

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

Accepted Answer

A) choose the "fight" or "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 from home 
A) choose the "fight" or "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 from home

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

Sales territories should,in most cases,be established on the basis of:

Accepted Answer

A) seniority of salespeople 
B) prospects for new accounts 
C) geographical considerations 
D) number of customers 
E) sales potential 
A) seniority of salespeople 
B) prospects for new accounts 
C) geographical considerations 
D) number of customers 
E) sales potential

Question 6

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

Accepted Answer

The answer of A ________ ________ is the geographic area...

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

The two major methods for salespeople to increase their sales volume are by improving selling effectiveness (becoming a more effective salesperson)and:

Accepted Answer

A) spending more time in actual selling situations 
B) dispensing with tedious recordkeeping 
C) saving time with telephone calls 
D) developing a series of personal goals 
E) increasing prospecting activities 
A) spending more time in actual selling situations 
B) dispensing with tedious recordkeeping 
C) saving time with telephone calls 
D) developing a series of personal goals 
E) increasing prospecting activities

Question 9

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

Accepted Answer

1.Obtain or create a map of your territo

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

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 has to coordinate airline flights,rental car information,prospect addresses,contact information and appointment times,and emails and voicemails from current clients,all while in transit,he often jokes that his most valuable possession is his:

Accepted Answer

A) assistant 
B) laptop 
C) Rolodex 
D) smartphone 
E) atlas 
A) assistant 
B) laptop 
C) Rolodex 
D) smartphone 
E) atlas

Question 12

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.
-Po does not sell directly to clients,but she is still responsible for keeping track of the interactions she has with resellers.Where should she keep track of these interactions?

Accepted Answer

A) in the notepad of her smartphone 
B) in a spiral-bound notebook she keeps in her laptop bag 
C) in a file on her laptop computer 
D) in her company's computerized CRM system 
E) in a monthly email to her manager 
A) in the notepad of her smartphone 
B) in a spiral-bound notebook she keeps in her laptop bag 
C) in a file on her laptop computer 
D) in her company's computerized CRM system 
E) in a monthly email to her manager

Question 13

Salespeople have a lot in common with entrepreneurs.

Accepted Answer

A) True 
 B)False

Question 14

The major purpose of a call report is to:

Accepted Answer

A) record the time and date of all phone calls 
B) record the contact information of the customers the salesperson is due to call that day 
C) provide a summary of time spent with each customer 
D) provide a precise record of purchases by each customer 
E) provide a summary of what happened during the call and an indication of what future action is required 
A) record the time and date of all phone calls 
B) record the contact information of the customers the salesperson is due to call that day 
C) provide a summary of time spent with each customer 
D) provide a precise record of purchases by each customer 
E) provide a summary of what happened during the call and an indication of what future action is required

Question 15

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.
-Jameson's territory stretches over eight states and two time zones.Which of the following categories make the most sense to organize his territory into?

Accepted Answer

A) time zone and type of organization 
B) zip code and size of organization 
C) time zone and zip code 
D) zip code and contact's position in the organization 
E) area code and contact's position in the organization 
A) time zone and type of organization 
B) zip code and size of organization 
C) time zone and zip code 
D) zip code and contact's position in the organization 
E) area code and contact's position in the organization

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

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 18

Julio Melara,top seller and motivational speaker,feels that growth and success are facilitated by having:

Accepted Answer

A) plenty of luck,and the ability to act on it 
B) strong mentors who spend time with you 
C) natural talent,and the discipline to maximize it 
D) written goals,both personal and professional 
E) a strong organization in which to grow 
A) plenty of luck,and the ability to act on it 
B) strong mentors who spend time with you 
C) natural talent,and the discipline to maximize it 
D) written goals,both personal and professional 
E) a strong organization in which to grow

Question 19

Companies use CRM systems to combine:

Accepted Answer

A) management and labor 
B) time management and stress management 
C) business and entertainment expenses 
D) sales territories 
E) islands of information about customers 
A) management and labor 
B) time management and stress management 
C) business and entertainment expenses 
D) sales territories 
E) islands of information about customers

Question 20

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.

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

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

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

Sales territories should,in most cases,be established on the basis of:

A is the geographic area where prospects and customers reside.

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

The two major methods for salespeople to increase their sales volume are by improving selling effectiveness (becoming a more effective salesperson)and:

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

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

Salespeople have a lot in common with entrepreneurs.

The major purpose of a call report is to:

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

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

Julio Melara,top seller and motivational speaker,feels that growth and success are facilitated by having:

Companies use CRM systems to combine:

Which is true of doing business in Belgium?

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

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

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

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

Sales territories should,in most cases,be established on the basis of:

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

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

The two major methods for salespeople to increase their sales volume are by improving selling effectiveness (becoming a more effective salesperson)and:

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

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

Salespeople have a lot in common with entrepreneurs.

The major purpose of a call report is to:

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

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

Julio Melara,top seller and motivational speaker,feels that growth and success are facilitated by having:

Companies use CRM systems to combine:

Which is true of doing business in Belgium?

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

A is the geographic area where prospects and customers reside.