Question 1

Briefly explain territory time allocation step in territory management.

Accepted Answer

It is the allocation of time spent by sa

Question 2

Donovan's sales territory encompasses the entire metropolitan area of Seattle.Which of the following routing patterns is Donovan likely to use when selling to customers in Seattle?

Accepted Answer

A) Quadrant pattern 
B) Straight-line pattern 
C) Leapfrog pattern 
D) Major-city pattern 
E) Rush-hour pattern 
A) Quadrant pattern 
B) Straight-line pattern 
C) Leapfrog pattern 
D) Major-city pattern 
E) Rush-hour pattern

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

Which of the following companies would LEAST likely form sales territories?

Accepted Answer

A) McGraw-Hill Publishing 
B) Century-21 Real Estate 
C) Anheuser Busch 
D) Hewlett Packard 
E) Proctor & Gamble 
A) McGraw-Hill Publishing 
B) Century-21 Real Estate 
C) Anheuser Busch 
D) Hewlett Packard 
E) Proctor & Gamble

Question 5

A professional salesperson should not study product materials during the waiting time at the customer's office.

Accepted Answer

A) True 
 B)False

Question 6

You are the salesperson for a manufacturing business that makes various scents used in soap and candle making.Your sales manager expects your frequency of sales calls on a particular customer will increase when the:

Accepted Answer

A) complexity of the scent mixtures sold decreases. 
B) number of orders placed for different scents diminishes. 
C) future sales potential for your company's products decreases. 
D) number of product lines sold carried by the wholesaler increases. 
E) total number of managerial levels increases at the end of the year. 
A) complexity of the scent mixtures sold decreases. 
B) number of orders placed for different scents diminishes. 
C) future sales potential for your company's products decreases. 
D) number of product lines sold carried by the wholesaler increases. 
E) total number of managerial levels increases at the end of the year.

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

An insurance company should most likely:

Accepted Answer

A) form territories based on income distribution. 
B) make geographical sales territories. 
C) avoid making distinct sales territories. 
D) make small,local sales territories. 
E) have territories with only prospects. 
A) form territories based on income distribution. 
B) make geographical sales territories. 
C) avoid making distinct sales territories. 
D) make small,local sales territories. 
E) have territories with only prospects.

Question 9

A sales territory is not advisable in the life insurance industry.Why?

Accepted Answer

In industries like life insurance,person

Question 10

Which of the following statements about using the telephone for territory coverage is INCORRECT?

Accepted Answer

A) The telephone can be useful for handling complaints. 
B) It is appropriate to use the telephone to develop leads and qualify prospects. 
C) Computers facilitate the use of the telephone in selling. 
D) If possible,the telephone should be used to replace some personal visits to geographically distant accounts. 
E) Telephone sales are developed to replace personal selling. 
A) The telephone can be useful for handling complaints. 
B) It is appropriate to use the telephone to develop leads and qualify prospects. 
C) Computers facilitate the use of the telephone in selling. 
D) If possible,the telephone should be used to replace some personal visits to geographically distant accounts. 
E) Telephone sales are developed to replace personal selling.

Question 11

Why would a company insist that its salespeople stick to strict route designs?

Accepted Answer

Strict route designs enable the company

Question 12

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 13

A company uses formal route designs to:

Accepted Answer

A) overcome territory disagreements. 
B) reach small to medium size territories. 
C) provide greater latitude to salespeople. 
D) establish communication between management and the sales force. 
E) reduce the promotional and distribution costs of new products. 
A) overcome territory disagreements. 
B) reach small to medium size territories. 
C) provide greater latitude to salespeople. 
D) establish communication between management and the sales force. 
E) reduce the promotional and distribution costs of new products.

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

According to the text,which of the following is one of the objectives given for establishing sales territories?

Accepted Answer

A) To lower long-term company profits. 
B) To improve customer relations and satisfaction. 
C) To match the wants of the salesperson with the needs of the customers served. 
D) To facilitate utilization of the undifferentiated selling approach. 
E) To attain more efficiency in businesses based on personal friendships. 
A) To lower long-term company profits. 
B) To improve customer relations and satisfaction. 
C) To match the wants of the salesperson with the needs of the customers served. 
D) To facilitate utilization of the undifferentiated selling approach. 
E) To attain more efficiency in businesses based on personal friendships.

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Gross profit is the difference between:

Accepted Answer

A) sales revenue and costs of goods sold. 
B) sales revenue and fixed costs of the salesperson. 
C) sales revenue and costs of goods sold including taxes. 
D) net profit and transportation cost. 
E) total sales and manufacturing cost. 
A) sales revenue and costs of goods sold. 
B) sales revenue and fixed costs of the salesperson. 
C) sales revenue and costs of goods sold including taxes. 
D) net profit and transportation cost. 
E) total sales and manufacturing cost.

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

The 80/20 principle can be used to explain why salespeople use:

Accepted Answer

A) the ELMS system to segment accounts in their sales territories. 
B) trial closes a minimum of three times per sales call. 
C) three different types of routing patterns. 
D) waiting time for non-selling activities. 
E) mobile offices and technology. 
A) the ELMS system to segment accounts in their sales territories. 
B) trial closes a minimum of three times per sales call. 
C) three different types of routing patterns. 
D) waiting time for non-selling activities. 
E) mobile offices and technology.

Question 20

How is the sales response function used by salespeople in time management?

Accepted Answer

The sales response function is the relat

Briefly explain territory time allocation step in territory management.

Donovan's sales territory encompasses the entire metropolitan area of Seattle.Which of the following routing patterns is Donovan likely to use when selling to customers in Seattle?

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

Which of the following companies would LEAST likely form sales territories?

A professional salesperson should not study product materials during the waiting time at the customer's office.

You are the salesperson for a manufacturing business that makes various scents used in soap and candle making.Your sales manager expects your frequency of sales calls on a particular customer will increase when the:

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

An insurance company should most likely:

A sales territory is not advisable in the life insurance industry.Why?

Which of the following statements about using the telephone for territory coverage is INCORRECT?

Why would a company insist that its salespeople stick to strict route designs?

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

A company uses formal route designs to:

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

According to the text,which of the following is one of the objectives given for establishing sales territories?

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

Gross profit is the difference between:

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

The 80/20 principle can be used to explain why salespeople use:

How is the sales response function used by salespeople in time management?

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

Briefly explain territory time allocation step in territory management.

Donovan's sales territory encompasses the entire metropolitan area of Seattle.Which of the following routing patterns is Donovan likely to use when selling to customers in Seattle?

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

Which of the following companies would LEAST likely form sales territories?

A professional salesperson should not study product materials during the waiting time at the customer's office.

You are the salesperson for a manufacturing business that makes various scents used in soap and candle making.Your sales manager expects your frequency of sales calls on a particular customer will increase when the:

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

An insurance company should most likely:

A sales territory is not advisable in the life insurance industry.Why?

Which of the following statements about using the telephone for territory coverage is INCORRECT?

Why would a company insist that its salespeople stick to strict route designs?

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

A company uses formal route designs to:

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

According to the text,which of the following is one of the objectives given for establishing sales territories?

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

Gross profit is the difference between:

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

The 80/20 principle can be used to explain why salespeople use:

How is the sales response function used by salespeople in time management?

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