Question 1

A sales account refers to a limited geographical area assigned to a salesperson.

Accepted Answer

A) True 
 B)False

Question 2

Technology such as GPS is useful for locating customers and planning routes.

Accepted Answer

A) True 
 B)False

Question 3

_____ means using more than one criterion to characterize an organization's accounts.

Accepted Answer

A)  Parallel account integration 
B)  Multiple positioning 
C)  Multivariable account segmentation 
D)  Operational integration 
E)  Horizontal integration 
A)  Parallel account integration 
B)  Multiple positioning 
C)  Multivariable account segmentation 
D)  Operational integration 
E)  Horizontal integration

Question 4

The break-even point for a territory for a month is $1,000.If the salesperson generates $1,000 of profit the territory's direct costs are covered.

Accepted Answer

A) True 
 B)False

Question 5

According to the text,the general approaches to account analysis for salespeople are _____ and ______

Accepted Answer

A)  personal selling; group selling. 
B)  undifferentiated selling; account segmentation. 
C)  mass marketing; target marketing. 
D)  integrated selling; aggregated selling. 
E)  mass customization; personalization. 
A)  personal selling; group selling. 
B)  undifferentiated selling; account segmentation. 
C)  mass marketing; target marketing. 
D)  integrated selling; aggregated selling. 
E)  mass customization; personalization.

Question 6

A market with homogeneous needs and characteristics would best be suited for an undifferentiated market approach.

Accepted Answer

A) True 
 B)False

Question 7

It is the job of the sales manager to set quotas and develop territorial sales plans for reaching the quota; it is the salesperson's job to fulfill that sales quota.

Accepted Answer

A) True 
 B)False

Question 8

What commonly causes the frequency of sales calls made by a salesperson to increase?

Accepted Answer

The following things generally cause an

Question 9

_____ is a quantitative technique for determining the level of sales at which total revenues equal total costs.

Accepted Answer

A)  Sales response function 
B)  Equilibrium analysis 
C)  Variable cost analysis 
D)  Break-even analysis 
E)  ELMS function 
A)  Sales response function 
B)  Equilibrium analysis 
C)  Variable cost analysis 
D)  Break-even analysis 
E)  ELMS function

Question 10

The J&L Grocery Distribution Company characterizes its customers according to their yearly sales potential and whether the account is a retailer,wholesaler,or government agency.This approach to segmentation is called:

Accepted Answer

A)  undifferentiated selling. 
B)  double-positioning. 
C)  multivariable account segmentation. 
D)  parallel account segregation. 
E)  total territory management. 
A)  undifferentiated selling. 
B)  double-positioning. 
C)  multivariable account segmentation. 
D)  parallel account segregation. 
E)  total territory management.

Question 11

A professional salesperson should study product materials during the waiting time at the customer's office.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following rules should a salesperson adopt in order to have more productive lunch periods?

Accepted Answer

A)  Monitor the time to avoid monopolizing too much of the buyer's day. 
B)  Have an alcoholic drink only if the client makes the suggestion. 
C)  Conduct part of the sales presentation during lunch using a laptop. 
D)  When lunching alone, use the time to read something relaxing. 
E)  Offer to purchase the customer a lunchtime cocktail or dessert. 
A)  Monitor the time to avoid monopolizing too much of the buyer's day. 
B)  Have an alcoholic drink only if the client makes the suggestion. 
C)  Conduct part of the sales presentation during lunch using a laptop. 
D)  When lunching alone, use the time to read something relaxing. 
E)  Offer to purchase the customer a lunchtime cocktail or dessert.

Question 13

A territory's break-even point can be computed in terms of dollars by dividing the _____ with gross profit percentage.

Accepted Answer

A)  salesperson's sales revenue 
B)  gross sales 
C)  total sales 
D)  salesperson's fixed costs 
E)  salesperson's total work hours 
A)  salesperson's sales revenue 
B)  gross sales 
C)  total sales 
D)  salesperson's fixed costs 
E)  salesperson's total work hours

Question 14

When a salesperson refers to her key accounts,she is talking about her _____ accounts.

Accepted Answer

A)  orphaned 
B)  homogeneous 
C)  extra-large 
D)  governmental 
E)  undifferentiated 
A)  orphaned 
B)  homogeneous 
C)  extra-large 
D)  governmental 
E)  undifferentiated

Question 15

The difference between sales and _____ is the gross profit on sales revenue.

Accepted Answer

A)  fixed costs 
B)  variable costs 
C)  cost of goods sold 
D)  total productive hours 
E)  average annual expenses 
A)  fixed costs 
B)  variable costs 
C)  cost of goods sold 
D)  total productive hours 
E)  average annual expenses

Question 16

Scheduling refers to establishing the total revenue to be generated from each sales territory.

Accepted Answer

A) True 
 B)False

Question 17

During a(n)salesperson's ____,the salesperson's actual performance is compared with the preset performance standards for the sales territory.

Accepted Answer

A)  territorial evaluation 
B)  MBO review 
C)  break-even analysis 
D)  ELMS review 
E)  market audit 
A)  territorial evaluation 
B)  MBO review 
C)  break-even analysis 
D)  ELMS review 
E)  market audit

Question 18

Experts recommend that salespeople limit themselves to no more than two routes per day to make sure enough time is spent with each customer.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following statements is most likely true about territorial evaluation?

Accepted Answer

A)  In territorial evaluation, actual performance is evaluated separately from goals. 
B)  Territorial evaluation monitors the time interval between multiple sales calls. 
C)  Qualitative quotas and performance are not considered in territorial evaluation. 
D)  Territorial evaluation establishes performance standards in the form of quotas or goals. 
E)  During the evaluation, managers reports are considered instead of individual salespeople's reports. 
A)  In territorial evaluation, actual performance is evaluated separately from goals. 
B)  Territorial evaluation monitors the time interval between multiple sales calls. 
C)  Qualitative quotas and performance are not considered in territorial evaluation. 
D)  Territorial evaluation establishes performance standards in the form of quotas or goals. 
E)  During the evaluation, managers reports are considered instead of individual salespeople's reports.

Question 20

The 80/20 principle is a time management concept that favors a salesperson putting 80 percent of his or her time on planning and 20 percent on selling.

Accepted Answer

A) True 
 B)False

A sales account refers to a limited geographical area assigned to a salesperson.

Technology such as GPS is useful for locating customers and planning routes.

_____ means using more than one criterion to characterize an organization's accounts.

The break-even point for a territory for a month is $1,000.If the salesperson generates $1,000 of profit the territory's direct costs are covered.

According to the text,the general approaches to account analysis for salespeople are _ and __

A market with homogeneous needs and characteristics would best be suited for an undifferentiated market approach.

It is the job of the sales manager to set quotas and develop territorial sales plans for reaching the quota; it is the salesperson's job to fulfill that sales quota.

What commonly causes the frequency of sales calls made by a salesperson to increase?

_____ is a quantitative technique for determining the level of sales at which total revenues equal total costs.

The J&L Grocery Distribution Company characterizes its customers according to their yearly sales potential and whether the account is a retailer,wholesaler,or government agency.This approach to segmentation is called:

A professional salesperson should study product materials during the waiting time at the customer's office.

Which of the following rules should a salesperson adopt in order to have more productive lunch periods?

A territory's break-even point can be computed in terms of dollars by dividing the _____ with gross profit percentage.

When a salesperson refers to her key accounts,she is talking about her _____ accounts.

The difference between sales and _____ is the gross profit on sales revenue.

Scheduling refers to establishing the total revenue to be generated from each sales territory.

During a(n)salesperson's ____,the salesperson's actual performance is compared with the preset performance standards for the sales territory.

Experts recommend that salespeople limit themselves to no more than two routes per day to make sure enough time is spent with each customer.

Which of the following statements is most likely true about territorial evaluation?

The 80/20 principle is a time management concept that favors a salesperson putting 80 percent of his or her time on planning and 20 percent on selling.

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

A sales account refers to a limited geographical area assigned to a salesperson.

Technology such as GPS is useful for locating customers and planning routes.

_____ means using more than one criterion to characterize an organization's accounts.

The break-even point for a territory for a month is $1,000.If the salesperson generates $1,000 of profit the territory's direct costs are covered.

According to the text,the general approaches to account analysis for salespeople are _____ and ______

A market with homogeneous needs and characteristics would best be suited for an undifferentiated market approach.

It is the job of the sales manager to set quotas and develop territorial sales plans for reaching the quota; it is the salesperson's job to fulfill that sales quota.

What commonly causes the frequency of sales calls made by a salesperson to increase?

_____ is a quantitative technique for determining the level of sales at which total revenues equal total costs.

The J&L Grocery Distribution Company characterizes its customers according to their yearly sales potential and whether the account is a retailer,wholesaler,or government agency.This approach to segmentation is called:

A professional salesperson should study product materials during the waiting time at the customer's office.

Which of the following rules should a salesperson adopt in order to have more productive lunch periods?

A territory's break-even point can be computed in terms of dollars by dividing the _____ with gross profit percentage.

When a salesperson refers to her key accounts,she is talking about her _____ accounts.

The difference between sales and _____ is the gross profit on sales revenue.

Scheduling refers to establishing the total revenue to be generated from each sales territory.

During a(n)salesperson's ____,the salesperson's actual performance is compared with the preset performance standards for the sales territory.

Experts recommend that salespeople limit themselves to no more than two routes per day to make sure enough time is spent with each customer.

Which of the following statements is most likely true about territorial evaluation?

The 80/20 principle is a time management concept that favors a salesperson putting 80 percent of his or her time on planning and 20 percent on selling.

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

According to the text,the general approaches to account analysis for salespeople are _ and __