Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

Mack Jacoby 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.Mack works an average of 240 days a year and 8 hours each day.Mack makes an average of five sales calls per day.Mack's break-even volume per hour is approximately:

Accepted Answer

A) $119.00 
B) $153.00 
C) $171.00 
D) $256.00 
E) $392.00 
A) $119.00 
B) $153.00 
C) $171.00 
D) $256.00 
E) $392.00

Question 3

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

Accepted Answer

A) The sales response function 
B) Equilibrium analysis 
C) Profit allocation 
D) Break-even analysis 
E) The ELMS approach 
A) The sales response function 
B) Equilibrium analysis 
C) Profit allocation 
D) Break-even analysis 
E) The ELMS approach

Question 4

Which of the following is a basic factor to consider in time allocation?

Accepted Answer

A) Nonselling time 
B) Cost of goods sold 
C) Personality style of customers 
D) Structure of sales presentation 
E) Revenue projections for the year 
A) Nonselling time 
B) Cost of goods sold 
C) Personality style of customers 
D) Structure of sales presentation 
E) Revenue projections for the year

Question 5

Nonselling time is a factor to be considered in territory time allocation.

Accepted Answer

A) True 
 B)False

Question 6

In deciding how to allocate his sales time,Austin should consider all of the following EXCEPT:

Accepted Answer

A) non-selling time. 
B) cost of goods sold. 
C) time required for each sales call. 
D) frequency of sales calls. 
E) return on time invested. 
A) non-selling time. 
B) cost of goods sold. 
C) time required for each sales call. 
D) frequency of sales calls. 
E) return on time invested.

Question 7

Fewer overnight trips and more regular contact with productive customers can reduce sales expenses as well as improve a firm's sales-cost ratio.

Accepted Answer

A) True 
 B)False

Question 8

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 9

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

Accepted Answer

A) True 
 B)False

Question 10

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 large,important 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 large,important accounts in their territories. 
E) develop one form of presentation for existing accounts and another for prospects.

Question 11

Sales managers monitor the frequency and time intervals between sales calls for each salesperson.

Accepted Answer

A) True 
 B)False

Question 12

Stephen started a new company which manufactures vacuum cleaners.He hired four salespeople and decided to use the door-to-door selling technique to sell his products.Which selling approach will most likely be used by the salespeople?

Accepted Answer

A) Account segmentation 
B) Undifferentiated 
C) Customized 
D) Specific 
E) Unstructured 
A) Account segmentation 
B) Undifferentiated 
C) Customized 
D) Specific 
E) Unstructured

Question 13

Territorial evaluation is the comparison of performance standards for the individual territory with the salesperson's actual performance.

Accepted Answer

A) True 
 B)False

Question 14

The two general approaches to account analysis for salespeople are:

Accepted Answer

A) time and territory management. 
B) undifferentiated selling and account segmentation. 
C) mass marketing and target marketing. 
D) personal selling and mass selling. 
E) homogeneous selling and heterogeneous selling. 
A) time and territory management. 
B) undifferentiated selling and account segmentation. 
C) mass marketing and target marketing. 
D) personal selling and mass selling. 
E) homogeneous selling and heterogeneous selling.

Question 15

The total fixed cost for Harold,a salesperson,is $20,000 per month.Harold generates 25% gross profit on the products he sells.If Harold sells $200,000 worth of merchandise in six months,which of the following statements is true?

Accepted Answer

A) By having Harold,the company incurred a direct loss of $70,000. 
B) Harold generated $120,000 in gross profit for the company. 
C) Harold sold $120,000 worth of goods,which equals the BEP. 
D) By having Harold,the company incurred a direct loss of $280,000. 
E) Harold generated $30,000 gross profit for the company. 
A) By having Harold,the company incurred a direct loss of $70,000. 
B) Harold generated $120,000 in gross profit for the company. 
C) Harold sold $120,000 worth of goods,which equals the BEP. 
D) By having Harold,the company incurred a direct loss of $280,000. 
E) Harold generated $30,000 gross profit for the company.

Question 16

Differentiate between routing and scheduling.

Accepted Answer

Routing is the travel pattern

Question 17

Explain the undifferentiated selling approach.

Accepted Answer

If the selling strategies are designed a

Question 18

Which selling approach would most likely involve a salesperson using the same selling strategy for all customers?

Accepted Answer

A) Homogeneous selling 
B) Heterogeneous selling 
C) Account segmentation 
D) TTM segmentation 
E) Undifferentiated selling 
A) Homogeneous selling 
B) Heterogeneous selling 
C) Account segmentation 
D) TTM segmentation 
E) Undifferentiated selling

Question 19

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.

Question 20

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

Accepted Answer

A) True 
 B)False

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

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

Which of the following is a basic factor to consider in time allocation?

Nonselling time is a factor to be considered in territory time allocation.

In deciding how to allocate his sales time,Austin should consider all of the following EXCEPT:

Fewer overnight trips and more regular contact with productive customers can reduce sales expenses as well as improve a firm's sales-cost ratio.

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

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

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

Sales managers monitor the frequency and time intervals between sales calls for each salesperson.

Stephen started a new company which manufactures vacuum cleaners.He hired four salespeople and decided to use the door-to-door selling technique to sell his products.Which selling approach will most likely be used by the salespeople?

Territorial evaluation is the comparison of performance standards for the individual territory with the salesperson's actual performance.

The two general approaches to account analysis for salespeople are:

The total fixed cost for Harold,a salesperson,is $20,000 per month.Harold generates 25% gross profit on the products he sells.If Harold sells $200,000 worth of merchandise in six months,which of the following statements is true?

Differentiate between routing and scheduling.

Explain the undifferentiated selling approach.

Which selling approach would most likely involve a salesperson using the same selling strategy for all customers?

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

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

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

Filters

Exam 14: Time, territory, and Self-Management: Keys to Success

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

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

Which of the following is a basic factor to consider in time allocation?

Nonselling time is a factor to be considered in territory time allocation.

In deciding how to allocate his sales time,Austin should consider all of the following EXCEPT:

Fewer overnight trips and more regular contact with productive customers can reduce sales expenses as well as improve a firm's sales-cost ratio.

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

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

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

Sales managers monitor the frequency and time intervals between sales calls for each salesperson.

Stephen started a new company which manufactures vacuum cleaners.He hired four salespeople and decided to use the door-to-door selling technique to sell his products.Which selling approach will most likely be used by the salespeople?

Territorial evaluation is the comparison of performance standards for the individual territory with the salesperson's actual performance.

The two general approaches to account analysis for salespeople are:

The total fixed cost for Harold,a salesperson,is $20,000 per month.Harold generates 25% gross profit on the products he sells.If Harold sells $200,000 worth of merchandise in six months,which of the following statements is true?

Differentiate between routing and scheduling.

Explain the undifferentiated selling approach.

Which selling approach would most likely involve a salesperson using the same selling strategy for all customers?

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

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

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

Filters