Question 1

How can a salesperson use break-even analysis as a time management tool?

Accepted Answer

Break-even analysis is a quantitative technique for determining the level of sales at which total revenues equal total costs.Salespeople can use break-even analysis to determine how much sales volume a salesperson must generate in terms of territories and in terms of hours to meet costs in a territory.

Question 2

Territorial evaluations use quantitative quotas or goals instead of qualitative quotas to determine the performance of individual territories.

Accepted Answer

A) True 
 B)False  False

Question 3

The first step of time and territory management is:

Accepted Answer

A)  setting quotas. 
B)  seeking referrals. 
C)  scheduling calls. 
D)  planning travel routes. 
E)  engaging in prospecting. 
A)  setting quotas. 
B)  seeking referrals. 
C)  scheduling calls. 
D)  planning travel routes. 
E)  engaging in prospecting. A

Question 4

Madison works for a weed killer manufacturing company.The products have only been available in a concentrated liquid form,but now the firm is introducing a pre-mixed version that should be easier for consumers to use.Madison will most likely increase the frequency of sales calls because:

Accepted Answer

A)  the available supply is limited and costly. 
B)  there is no competition within the sales territory. 
C)  demand is low for his company's older products. 
D)  customers are less likely to buy products from the competition. 
E)  his company has increased the number of product lines available. 
A)  the available supply is limited and costly. 
B)  there is no competition within the sales territory. 
C)  demand is low for his company's older products. 
D)  customers are less likely to buy products from the competition. 
E)  his company has increased the number of product lines available.

Question 5

Many companies concentrate on improving the way their salespeople manage their time and territories because:

Accepted Answer

A)  the cost of direct selling is rapidly decreasing. 
B)  the time available for face-to-face customer contact is increasing. 
C)  there is reduced emphasis on profitability. 
D)  time is always limited. 
E)  they want to increase the salesperson's responsibilities. 
A)  the cost of direct selling is rapidly decreasing. 
B)  the time available for face-to-face customer contact is increasing. 
C)  there is reduced emphasis on profitability. 
D)  time is always limited. 
E)  they want to increase the salesperson's responsibilities.

Question 6

Sales managers use the ELMS system to:

Accepted Answer

A)  identify demographic characteristics so that customer needs match sales goals. 
B)  evaluate salespeople during annual performance appraisals. 
C)  match the personalities of salespeople and customers. 
D)  create the most efficient travel routes for salespeople. 
E)  categorize accounts in terms of profitability. 
A)  identify demographic characteristics so that customer needs match sales goals. 
B)  evaluate salespeople during annual performance appraisals. 
C)  match the personalities of salespeople and customers. 
D)  create the most efficient travel routes for salespeople. 
E)  categorize accounts in terms of profitability.

Question 7

A(n)_____ comprises a group of customers or a geographical area assigned to a salesperson.

Accepted Answer

A)  market development area 
B)  undifferentiated account 
C)  sales territory 
D)  market segment 
E)  business domain 
A)  market development area 
B)  undifferentiated account 
C)  sales territory 
D)  market segment 
E)  business domain

Question 8

A salesperson leaves early from home and drives to the far end of her territory before making the first call.Then she works her way back so that she ends up near home at the end of the day.This is called the straight-line method of routing sales calls.

Accepted Answer

A) True 
 B)False

Question 9

Establishing a travel pattern to be used in working a territory is called:

Accepted Answer

A)  account grouping. 
B)  account time allocation. 
C)  customer sales planning. 
D)  routing. 
E)  scheduling. 
A)  account grouping. 
B)  account time allocation. 
C)  customer sales planning. 
D)  routing. 
E)  scheduling.

Question 10

Multivariable account segmentation means using multiple salespeople to call on a few accounts.

Accepted Answer

A) True 
 B)False

Question 11

Lawrence sells lockers like those found in airports,bus stations,exercise centers,and schools.His fixed selling costs are $25,000 annually.His annual sales are $350,000 and the annual cost of the lockers he sells equals $215,000.Calculate his gross profit in percentage and his break-even point.

Accepted Answer

His gross profit in percentage

Question 12

The three basic routing patterns used by salespeople are straight-line,cloverleaf,and major-city.

Accepted Answer

A) True 
 B)False

Question 13

For the salesperson,time and territory management is a continuous process of planning,executing,and evaluating the sales and service provided to customers.

Accepted Answer

A) True 
 B)False

Question 14

Break-even volume per hour = Cost per hour/Gross profit percentage

Accepted Answer

A) True 
 B)False

Question 15

The use of the ELMS system is most closely related to the:

Accepted Answer

A)  50-50 method. 
B)  80/20 principle. 
C)  SELL sequence 
D)  FAB closing. 
E)  KISS selling process. 
A)  50-50 method. 
B)  80/20 principle. 
C)  SELL sequence 
D)  FAB closing. 
E)  KISS selling process.

Question 16

Routing refers to the travel pattern the salesperson uses in working a territory.

Accepted Answer

A) True 
 B)False

Question 17

It is wise to use the account segmentation approach in a market with heterogeneous needs.

Accepted Answer

A) True 
 B)False

Question 18

What is the relationship between the ELMS system and the 80/20 principle?

Accepted Answer

The ELMS system defines accounts in term

Question 19

Which of the following would be a good rule for salespeople to follow in handling their paperwork?

Accepted Answer

A)  Avoid paperwork so that more time is available for sales presentations. 
B)  Politely interrupt a sales interview to get paperwork finished. 
C)  Finish paperwork during non-selling times and evenings. 
D)  Manage paperwork on a once-a-month basis. 
E)  Handle paperwork throughout the day. 
A)  Avoid paperwork so that more time is available for sales presentations. 
B)  Politely interrupt a sales interview to get paperwork finished. 
C)  Finish paperwork during non-selling times and evenings. 
D)  Manage paperwork on a once-a-month basis. 
E)  Handle paperwork throughout the day.

Question 20

Which of the following is NOT one of the seven basic factors to consider in the allocation of a salesperson's time?

Accepted Answer

A)  Frequency of customer sales calls 
B)  Return on time invested 
C)  Nonselling time 
D)  Compensation 
E)  Travel time 
A)  Frequency of customer sales calls 
B)  Return on time invested 
C)  Nonselling time 
D)  Compensation 
E)  Travel time

How can a salesperson use break-even analysis as a time management tool?

Territorial evaluations use quantitative quotas or goals instead of qualitative quotas to determine the performance of individual territories.

The first step of time and territory management is:

Madison works for a weed killer manufacturing company.The products have only been available in a concentrated liquid form,but now the firm is introducing a pre-mixed version that should be easier for consumers to use.Madison will most likely increase the frequency of sales calls because:

Many companies concentrate on improving the way their salespeople manage their time and territories because:

Sales managers use the ELMS system to:

A(n)_____ comprises a group of customers or a geographical area assigned to a salesperson.

A salesperson leaves early from home and drives to the far end of her territory before making the first call.Then she works her way back so that she ends up near home at the end of the day.This is called the straight-line method of routing sales calls.

Establishing a travel pattern to be used in working a territory is called:

Multivariable account segmentation means using multiple salespeople to call on a few accounts.

Lawrence sells lockers like those found in airports,bus stations,exercise centers,and schools.His fixed selling costs are $25,000 annually.His annual sales are $350,000 and the annual cost of the lockers he sells equals $215,000.Calculate his gross profit in percentage and his break-even point.

The three basic routing patterns used by salespeople are straight-line,cloverleaf,and major-city.

For the salesperson,time and territory management is a continuous process of planning,executing,and evaluating the sales and service provided to customers.

Break-even volume per hour = Cost per hour/Gross profit percentage

The use of the ELMS system is most closely related to the:

Routing refers to the travel pattern the salesperson uses in working a territory.

It is wise to use the account segmentation approach in a market with heterogeneous needs.

What is the relationship between the ELMS system and the 80/20 principle?

Which of the following would be a good rule for salespeople to follow in handling their paperwork?

Which of the following is NOT one of the seven basic factors to consider in the allocation of a salesperson's time?

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 15: Time, Territory, and Self-Management: Keys to Success

How can a salesperson use break-even analysis as a time management tool?

Territorial evaluations use quantitative quotas or goals instead of qualitative quotas to determine the performance of individual territories.

The first step of time and territory management is:

Madison works for a weed killer manufacturing company.The products have only been available in a concentrated liquid form,but now the firm is introducing a pre-mixed version that should be easier for consumers to use.Madison will most likely increase the frequency of sales calls because:

Many companies concentrate on improving the way their salespeople manage their time and territories because:

Sales managers use the ELMS system to:

A(n)_____ comprises a group of customers or a geographical area assigned to a salesperson.

A salesperson leaves early from home and drives to the far end of her territory before making the first call.Then she works her way back so that she ends up near home at the end of the day.This is called the straight-line method of routing sales calls.

Establishing a travel pattern to be used in working a territory is called:

Multivariable account segmentation means using multiple salespeople to call on a few accounts.

Lawrence sells lockers like those found in airports,bus stations,exercise centers,and schools.His fixed selling costs are $25,000 annually.His annual sales are $350,000 and the annual cost of the lockers he sells equals $215,000.Calculate his gross profit in percentage and his break-even point.

The three basic routing patterns used by salespeople are straight-line,cloverleaf,and major-city.

For the salesperson,time and territory management is a continuous process of planning,executing,and evaluating the sales and service provided to customers.

Break-even volume per hour = Cost per hour/Gross profit percentage

The use of the ELMS system is most closely related to the:

Routing refers to the travel pattern the salesperson uses in working a territory.

It is wise to use the account segmentation approach in a market with heterogeneous needs.

What is the relationship between the ELMS system and the 80/20 principle?

Which of the following would be a good rule for salespeople to follow in handling their paperwork?

Which of the following is NOT one of the seven basic factors to consider in the allocation of a salesperson's time?

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters