Question 1

Which of the following can be used to calculate the costs and revenues of sales territories?

Accepted Answer

A)  ELMS system 
B)  Break-even analysis 
C)  Multivariate territorial analysis 
D)  Keystoning 
E)  SWOT analysis 
A)  ELMS system 
B)  Break-even analysis 
C)  Multivariate territorial analysis 
D)  Keystoning 
E)  SWOT analysis

Question 2

Salespeople act as business managers for their territories.

Accepted Answer

A) True 
 B)False

Question 3

Salespeople using the _____ approach recognize their territories contain accounts with heterogeneous needs and differing characteristics that require different selling strategies.

Accepted Answer

A)  account segmentation 
B)  market diversification 
C)  undifferentiated selling approach 
D)  territorial development 
E)  market penetration 
A)  account segmentation 
B)  market diversification 
C)  undifferentiated selling approach 
D)  territorial development 
E)  market penetration

Question 4

Segmenting the market into territories can be very effective in industries like insurance and retail.

Accepted Answer

A) True 
 B)False

Question 5

The most critical factor to be considered when setting up a sales route is:

Accepted Answer

A)  number of miles traveled. 
B)  traffic signals in the route. 
C)  fuel consumption. 
D)  sales experience. 
E)  travel time. 
A)  number of miles traveled. 
B)  traffic signals in the route. 
C)  fuel consumption. 
D)  sales experience. 
E)  travel time.

Question 6

The two general approaches to _____ for salespeople are undifferentiated selling and account segmentation.

Accepted Answer

A)  customer sales planning 
B)  route reporting 
C)  territory-time allocation 
D)  quota regression analysis 
E)  account analysis 
A)  customer sales planning 
B)  route reporting 
C)  territory-time allocation 
D)  quota regression analysis 
E)  account analysis

Question 7

As a sales rep for Healthtex,Linda plans her activities for the next week; she establishes a fixed day and time to visit each customer's place of business.She is engaged in the process of:

Accepted Answer

A)  account grouping. 
B)  routing. 
C)  customer allocation. 
D)  accounts mapping. 
E)  scheduling. 
A)  account grouping. 
B)  routing. 
C)  customer allocation. 
D)  accounts mapping. 
E)  scheduling.

Question 8

Explain multivariable account segmentation.

Accepted Answer

Multivariable account segmentation means

Question 9

According to the suggestions in the text,daily planning by the salesperson would be LEAST likely to include:

Accepted Answer

A)  determination of the time to contact the customer. 
B)  analysis of territorial gains and losses. 
C)  selection of the next day's prospects. 
D)  organization of facts and figures. 
E)  preparation of sales presentation materials. 
A)  determination of the time to contact the customer. 
B)  analysis of territorial gains and losses. 
C)  selection of the next day's prospects. 
D)  organization of facts and figures. 
E)  preparation of sales presentation materials.

Question 10

A salesperson invests time in direct proportion to the actual or potential sales that the account represents.This relationship of sales volume to sales calls is the:

Accepted Answer

A)  sales response function. 
B)  break-even function. 
C)  time allocation coefficient. 
D)  territory coefficient. 
E)  alternate correlation. 
A)  sales response function. 
B)  break-even function. 
C)  time allocation coefficient. 
D)  territory coefficient. 
E)  alternate correlation.

Question 11

Sutton Powell studies the sales potential of present and potential customers in her territory in order to estimate each account's potential and to make the best use of her time.This process is called:

Accepted Answer

A)  customer sales planning. 
B)  route reporting. 
C)  territory-time allocation. 
D)  account analysis. 
E)  trend assessment. 
A)  customer sales planning. 
B)  route reporting. 
C)  territory-time allocation. 
D)  account analysis. 
E)  trend assessment.

Question 12

Which of the following is a method used to define accounts in terms of their size?

Accepted Answer

A)  OAKS 
B)  KISS 
C)  FAB 
D)  ELMS 
E)  SELL 
A)  OAKS 
B)  KISS 
C)  FAB 
D)  ELMS 
E)  SELL

Question 13

List and explain the two general approaches to account analysis.

Accepted Answer

The two general approaches to account an

Question 14

The formation of sales territories can help increase sales,but it frequently leads to increased selling costs.

Accepted Answer

A) True 
 B)False

Question 15

For a salesperson,time and territory management:

Accepted Answer

A)  is the process of defining homogeneous customer segments. 
B)  is most relevant during periods of economic recession. 
C)  is useful only when selling homogeneous products. 
D)  is a continuous process of planning, executing, and evaluating sales. 
E)  requires an efficient and effective customer service manager. 
A)  is the process of defining homogeneous customer segments. 
B)  is most relevant during periods of economic recession. 
C)  is useful only when selling homogeneous products. 
D)  is a continuous process of planning, executing, and evaluating sales. 
E)  requires an efficient and effective customer service manager.

Question 16

According to the text,when a company directs its sales force members to use multiple selling strategies,this means salespeople are expected to:

Accepted Answer

A)  split commissions if a buyer's purchasing office is in one salesperson's territory and the retail outlet is the territory of another salesperson. 
B)  have several sales approaches planned so that if their first sales attempt is unsuccessful, they can shift to an alternate approach without delay. 
C)  develop different sales approaches for the different products in the company's product line. 
D)  invest the bulk of their time and resources in the key accounts in their territories. 
E)  develop one form of presentation for existing accounts and another for prospects. 
A)  split commissions if a buyer's purchasing office is in one salesperson's territory and the retail outlet is the territory of another salesperson. 
B)  have several sales approaches planned so that if their first sales attempt is unsuccessful, they can shift to an alternate approach without delay. 
C)  develop different sales approaches for the different products in the company's product line. 
D)  invest the bulk of their time and resources in the key accounts in their territories. 
E)  develop one form of presentation for existing accounts and another for prospects.

Question 17

A formal route enables the organization to establish communication between management and the sales force in terms of the location and activities of individual salespeople.

Accepted Answer

A) True 
 B)False

Question 18

Companies most likely give their salespeople strict formal route plans in order to:

Accepted Answer

A)  increase the flexibility of operations. 
B)  improve territory coverage. 
C)  promote the individual's planning experience. 
D)  minimize the size of each territory. 
E)  ensure that salespeople use the straight-line routing pattern. 
A)  increase the flexibility of operations. 
B)  improve territory coverage. 
C)  promote the individual's planning experience. 
D)  minimize the size of each territory. 
E)  ensure that salespeople use the straight-line routing pattern.

Question 19

Ryan Hester sells building supplies.His annual sales equal $450,000.His total fixed costs annually equal $75,000.The cost of goods sold annually is $335,000.Ryan's break-even point in terms of total sales is approximately:

Accepted Answer

A)  $198,000 
B)  $218,600 
C)  $224,000 
D)  $293.000 
E)  $315,200 
A)  $198,000 
B)  $218,600 
C)  $224,000 
D)  $293.000 
E)  $315,200

Question 20

After conducting an account analysis in the time and territory management process,salespeople should:

Accepted Answer

A)  set account objectives and sales quotas. 
B)  manage scheduling and routing. 
C)  conduct customer sales planning. 
D)  evaluate customers and accounts. 
E)  conduct territory evaluations. 
A)  set account objectives and sales quotas. 
B)  manage scheduling and routing. 
C)  conduct customer sales planning. 
D)  evaluate customers and accounts. 
E)  conduct territory evaluations.

Which of the following can be used to calculate the costs and revenues of sales territories?

Salespeople act as business managers for their territories.

Salespeople using the _____ approach recognize their territories contain accounts with heterogeneous needs and differing characteristics that require different selling strategies.

Segmenting the market into territories can be very effective in industries like insurance and retail.

The most critical factor to be considered when setting up a sales route is:

The two general approaches to _____ for salespeople are undifferentiated selling and account segmentation.

As a sales rep for Healthtex,Linda plans her activities for the next week; she establishes a fixed day and time to visit each customer's place of business.She is engaged in the process of:

Explain multivariable account segmentation.

According to the suggestions in the text,daily planning by the salesperson would be LEAST likely to include:

A salesperson invests time in direct proportion to the actual or potential sales that the account represents.This relationship of sales volume to sales calls is the:

Sutton Powell studies the sales potential of present and potential customers in her territory in order to estimate each account's potential and to make the best use of her time.This process is called:

Which of the following is a method used to define accounts in terms of their size?

List and explain the two general approaches to account analysis.

The formation of sales territories can help increase sales,but it frequently leads to increased selling costs.

For a salesperson,time and territory management:

According to the text,when a company directs its sales force members to use multiple selling strategies,this means salespeople are expected to:

A formal route enables the organization to establish communication between management and the sales force in terms of the location and activities of individual salespeople.

Companies most likely give their salespeople strict formal route plans in order to:

Ryan Hester sells building supplies.His annual sales equal $450,000.His total fixed costs annually equal $75,000.The cost of goods sold annually is $335,000.Ryan's break-even point in terms of total sales is approximately:

After conducting an account analysis in the time and territory management process,salespeople should:

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

Which of the following can be used to calculate the costs and revenues of sales territories?

Salespeople act as business managers for their territories.

Salespeople using the _____ approach recognize their territories contain accounts with heterogeneous needs and differing characteristics that require different selling strategies.

Segmenting the market into territories can be very effective in industries like insurance and retail.

The most critical factor to be considered when setting up a sales route is:

The two general approaches to _____ for salespeople are undifferentiated selling and account segmentation.

As a sales rep for Healthtex,Linda plans her activities for the next week; she establishes a fixed day and time to visit each customer's place of business.She is engaged in the process of:

Explain multivariable account segmentation.

According to the suggestions in the text,daily planning by the salesperson would be LEAST likely to include:

A salesperson invests time in direct proportion to the actual or potential sales that the account represents.This relationship of sales volume to sales calls is the:

Sutton Powell studies the sales potential of present and potential customers in her territory in order to estimate each account's potential and to make the best use of her time.This process is called:

Which of the following is a method used to define accounts in terms of their size?

List and explain the two general approaches to account analysis.

The formation of sales territories can help increase sales,but it frequently leads to increased selling costs.

For a salesperson,time and territory management:

According to the text,when a company directs its sales force members to use multiple selling strategies,this means salespeople are expected to:

A formal route enables the organization to establish communication between management and the sales force in terms of the location and activities of individual salespeople.

Companies most likely give their salespeople strict formal route plans in order to:

Ryan Hester sells building supplies.His annual sales equal $450,000.His total fixed costs annually equal $75,000.The cost of goods sold annually is $335,000.Ryan's break-even point in terms of total sales is approximately:

After conducting an account analysis in the time and territory management process,salespeople should:

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