Question 1

What is a sales territory? What are the major reasons for forming sales territories?

Accepted Answer

A sales territory comprises a group of c

Question 2

Which of the following statements about routing reports is true?

Accepted Answer

A)  A routing report is usually filed monthly and submitted to the manager. 
B)  Companies usually require route reports even if no overnight travel is involved. 
C)  Salespeople are seldom asked to specify times and accounts on routing reports. 
D)  Routing reports allow sales managers to know where salespeople are located. 
E)  Most companies allow very little latitude for salespeople in routing. 
A)  A routing report is usually filed monthly and submitted to the manager. 
B)  Companies usually require route reports even if no overnight travel is involved. 
C)  Salespeople are seldom asked to specify times and accounts on routing reports. 
D)  Routing reports allow sales managers to know where salespeople are located. 
E)  Most companies allow very little latitude for salespeople in routing.

Question 3

The 80/20 principle:

Accepted Answer

A)  is a territorial management concept that favors a salesperson putting 80 percent of his time on planning and 20 percent on action. 
B)  refers to the fact that eighty salespeople require twenty sales managers to keep the appropriate 1-to-4 ratio of supervisors to employees. 
C)  indicates that no matter how hard a salesperson tries, 80 percent of the customer's potential business ends up going to competitors. 
D)  is a territorial management concept that favors a salesperson putting 80 percent of her time on action and 20 percent on planning. 
E)  refers to the idea that 20 percent of a firm's customers account for 80 percent of a firm's profitability. 
A)  is a territorial management concept that favors a salesperson putting 80 percent of his time on planning and 20 percent on action. 
B)  refers to the fact that eighty salespeople require twenty sales managers to keep the appropriate 1-to-4 ratio of supervisors to employees. 
C)  indicates that no matter how hard a salesperson tries, 80 percent of the customer's potential business ends up going to competitors. 
D)  is a territorial management concept that favors a salesperson putting 80 percent of her time on action and 20 percent on planning. 
E)  refers to the idea that 20 percent of a firm's customers account for 80 percent of a firm's profitability.

Question 4

The process of applying different selling strategies to different customers and prospects is known as the account segmentation approach.

Accepted Answer

A) True 
 B)False

Question 5

The majority of sales force resources should be invested in key accounts.

Accepted Answer

A) True 
 B)False

Question 6

Sales territories can be used to obtain thorough coverage of the market.

Accepted Answer

A) True 
 B)False

Question 7

A company most likely forms sales territories to:

Accepted Answer

A)  sell a complex product. 
B)  obtain thorough market coverage. 
C)  operate fully in a monopolistic market. 
D)  use an undifferentiated selling approach. 
E)  control its credit rating more effectively. 
A)  sell a complex product. 
B)  obtain thorough market coverage. 
C)  operate fully in a monopolistic market. 
D)  use an undifferentiated selling approach. 
E)  control its credit rating more effectively.

Question 8

Which of the following statements about undifferentiated selling is most likely true?

Accepted Answer

A)  The undifferentiated selling approach is only useful if customers are heterogeneous. 
B)  Many door-to-door salespeople use the undifferentiated approach. 
C)  The undifferentiated selling approach allows salespeople to devote time to customers in proportion to the customer's potential value. 
D)  The undifferentiated selling approach allows salespeople to streamline their pre-call preparation and thus is growing in popularity. 
E)  Undifferentiated selling cannot be used in conjunction with a stimulus-response presentation. 
A)  The undifferentiated selling approach is only useful if customers are heterogeneous. 
B)  Many door-to-door salespeople use the undifferentiated approach. 
C)  The undifferentiated selling approach allows salespeople to devote time to customers in proportion to the customer's potential value. 
D)  The undifferentiated selling approach allows salespeople to streamline their pre-call preparation and thus is growing in popularity. 
E)  Undifferentiated selling cannot be used in conjunction with a stimulus-response presentation.

Question 9

One of the basic factors to consider in territory-time allocation is non-selling time.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following statements about sales territories is INCORRECT?

Accepted Answer

A)  A sales territory contains present customers. 
B)  Geographic boundaries define a sales territory. 
C)  Firms use sales territories to evaluate performance. 
D)  A sales territory typically contains potential customers. 
E)  A sales territory comprises a geographic area assigned to a salesperson. 
A)  A sales territory contains present customers. 
B)  Geographic boundaries define a sales territory. 
C)  Firms use sales territories to evaluate performance. 
D)  A sales territory typically contains potential customers. 
E)  A sales territory comprises a geographic area assigned to a salesperson.

Question 11

Which of the following statements about using the telephone for territory coverage is most likely TRUE?

Accepted Answer

A)  The telephone is inappropriate for handling complaints. 
B)  Prospecting over the telephone is ineffective and time consuming. 
C)  Large accounts should primarily be handled and serviced by telephone. 
D)  Phone calls can replace some personal visits to geographically distant accounts. 
E)  Telephone sales have replaced personal selling efforts because of time and cost savings. 
A)  The telephone is inappropriate for handling complaints. 
B)  Prospecting over the telephone is ineffective and time consuming. 
C)  Large accounts should primarily be handled and serviced by telephone. 
D)  Phone calls can replace some personal visits to geographically distant accounts. 
E)  Telephone sales have replaced personal selling efforts because of time and cost savings.

Question 12

Territory time allocation is the time spent by the salesperson calling on accounts excluding the traveling time.

Accepted Answer

A) True 
 B)False

Question 13

Satisfying the service needs of accounts by telephone is not recommended for salespeople despite in cost reductions.

Accepted Answer

A) True 
 B)False

Question 14

Hana Cho sells gas-powered generators.She finds it useful to divide the accounts in her territory on the basis of whether they sell at wholesale or retail as well as according to their potential sales volume.Cho is using:

Accepted Answer

A)  dual operational integration. 
B)  multivariable account segmentation. 
C)  parallel account integration. 
D)  territory-aggregate management. 
E)  double positioning. 
A)  dual operational integration. 
B)  multivariable account segmentation. 
C)  parallel account integration. 
D)  territory-aggregate management. 
E)  double positioning.

Question 15

Ruth sells bathroom fixtures.She believes that if she can get a customer she is calling on to go out to lunch with her,she will close the sale.What do you think about Ruth's assumption?

Accepted Answer

Salespeople often take people to lunch.H

Question 16

One major disadvantage of having sales territories is the duplication of efforts by salespeople in the same area.

Accepted Answer

A) True 
 B)False

Question 17

According to the text,which of the following is one of the seven basic factors to be considered in the allocation of a salesperson's time?

Accepted Answer

A)  Nonselling time 
B)  Product price 
C)  Total revenue of the company 
D)  Number of competitors 
E)  Estimated sales volume 
A)  Nonselling time 
B)  Product price 
C)  Total revenue of the company 
D)  Number of competitors 
E)  Estimated sales volume

Question 18

The difference between cost of goods sold and sales is called the gross profit on sales revenue.

Accepted Answer

A) True 
 B)False

Question 19

Before making a sales call,the salesperson should first qualify an account,which means the account should meet the firm's credit standards.

Accepted Answer

A) True 
 B)False

Question 20

Research indicates that a business lunch almost always leads directly to a quick sale.

Accepted Answer

A) True 
 B)False

What is a sales territory? What are the major reasons for forming sales territories?

Which of the following statements about routing reports is true?

The 80/20 principle:

The process of applying different selling strategies to different customers and prospects is known as the account segmentation approach.

The majority of sales force resources should be invested in key accounts.

Sales territories can be used to obtain thorough coverage of the market.

A company most likely forms sales territories to:

Which of the following statements about undifferentiated selling is most likely true?

One of the basic factors to consider in territory-time allocation is non-selling time.

Which of the following statements about sales territories is INCORRECT?

Which of the following statements about using the telephone for territory coverage is most likely TRUE?

Territory time allocation is the time spent by the salesperson calling on accounts excluding the traveling time.

Satisfying the service needs of accounts by telephone is not recommended for salespeople despite in cost reductions.

Hana Cho sells gas-powered generators.She finds it useful to divide the accounts in her territory on the basis of whether they sell at wholesale or retail as well as according to their potential sales volume.Cho is using:

Ruth sells bathroom fixtures.She believes that if she can get a customer she is calling on to go out to lunch with her,she will close the sale.What do you think about Ruth's assumption?

One major disadvantage of having sales territories is the duplication of efforts by salespeople in the same area.

According to the text,which of the following is one of the seven basic factors to be considered in the allocation of a salesperson's time?

The difference between cost of goods sold and sales is called the gross profit on sales revenue.

Before making a sales call,the salesperson should first qualify an account,which means the account should meet the firm's credit standards.

Research indicates that a business lunch almost always leads directly to a quick sale.

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

What is a sales territory? What are the major reasons for forming sales territories?

Which of the following statements about routing reports is true?

The 80/20 principle:

The process of applying different selling strategies to different customers and prospects is known as the account segmentation approach.

The majority of sales force resources should be invested in key accounts.

Sales territories can be used to obtain thorough coverage of the market.

A company most likely forms sales territories to:

Which of the following statements about undifferentiated selling is most likely true?

One of the basic factors to consider in territory-time allocation is non-selling time.

Which of the following statements about sales territories is INCORRECT?

Which of the following statements about using the telephone for territory coverage is most likely TRUE?

Territory time allocation is the time spent by the salesperson calling on accounts excluding the traveling time.

Satisfying the service needs of accounts by telephone is not recommended for salespeople despite in cost reductions.

Hana Cho sells gas-powered generators.She finds it useful to divide the accounts in her territory on the basis of whether they sell at wholesale or retail as well as according to their potential sales volume.Cho is using:

Ruth sells bathroom fixtures.She believes that if she can get a customer she is calling on to go out to lunch with her,she will close the sale.What do you think about Ruth's assumption?

One major disadvantage of having sales territories is the duplication of efforts by salespeople in the same area.

According to the text,which of the following is one of the seven basic factors to be considered in the allocation of a salesperson's time?

The difference between cost of goods sold and sales is called the gross profit on sales revenue.

Before making a sales call,the salesperson should first qualify an account,which means the account should meet the firm's credit standards.

Research indicates that a business lunch almost always leads directly to a quick sale.

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