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1 | |
Not all companies segment their markets into sales territories. |
| | A) | True |
| | B) | False |
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2 | |
The development of individual territory and time usage objectives is called territory-time allocation. |
| | A) | True |
| | B) | False |
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3 | |
The difference between cost of goods sold and sales is the gross profit on sales revenue. |
| | A) | True |
| | B) | False |
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4 | |
Although it is useful to have lunch with a prospect or a client, dining alone can be very productive for a professional salesperson. |
| | A) | True |
| | B) | False |
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5 | |
For a salesperson, the critical factor in route planning is to minimize the number of miles traveled. |
| | A) | True |
| | B) | False |
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6 | |
Sales managers let each person monitor the frequency and time intervals of their own sales calls. |
| | A) | True |
| | B) | False |
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7 | |
Many companies concentrate on improving the way their salespeople manage their time and territories because: |
| | A) | the cost of direct selling is rapidly decreasing. |
| | B) | the time available for face-to-face customer contact is increasing. |
| | C) | there is reduced emphasis on profitability. |
| | D) | time is always limited. |
| | E) | all of the above conditions exist. |
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8 | |
Which of the following statements about sales territories is FALSE? |
| | A) | A sales territory typically contains customers. |
| | B) | A sales territory typically contains potential customers. |
| | C) | Companies use sales territories in an effort to insure thorough coverage of the market. |
| | D) | By definition, sales territories have geographic boundaries. |
| | E) | A sales territory comprises a geographical area assigned to a salesperson. |
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9 | |
Which of the following companies is most likely NOT to use sales territories? |
| | A) | a large consumer products manufacturer |
| | B) | a leading small engine manufacturer |
| | C) | a real estate company |
| | D) | a large textbook publisher |
| | E) | an international manufacturer of paper products |
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10 | |
One of the seven key elements of proper time and territory management for the salesperson is: |
| | A) | vendor analysis. |
| | B) | forestalling. |
| | C) | establishment of the quota for the salesperson's territory. |
| | D) | the design of a Gantt chart. |
| | E) | none of the above. |
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11 | |
Salespeople using the _____ approach recognize their territories contain accounts with heterogeneous needs and differing characteristics that require different selling strategies. |
| | A) | account segmentation |
| | B) | market diversification |
| | C) | undifferentiated selling approach |
| | D) | territorial development |
| | E) | market penetration |
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12 | |
When a company directs its sales force members to use multiple selling strategies, its salespeople are expected to: |
| | A) | split commissions if a buyer's purchasing office is in one salesperson's territory and the retail outlet in 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 a variety of plans for selling the numerous products in the company's product line to a variety of different market segments. |
| | D) | invest the bulk of their time and other resources in the large, important accounts in their territories. |
| | E) | develop one form of presentation for existing accounts and another for prospects. |
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13 | |
Sami sells security systems. She has just called on a retail store that she believes ought to carry the merchandise she sells. After spending almost an hour showing how her company's security system operated, she learned that her prospect did not have the authority to place an order. What costly time management mistake did Sami make? |
| | A) | She did not use the most efficient routing pattern. |
| | B) | She did not demand a larger sales territory. |
| | C) | She forgot to qualify her prospect before making the sales call. |
| | D) | She did not use the ELMS system to prioritize her sales calls. |
| | E) | She did not make a time management mistake. |
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14 | |
Robbie sells wrought iron used in the restoration of historical buildings. When Robbie arrived for his appointment with a contractor who was restoring several buildings in a downtown area, he learned that the prospect would not be returning to the office for three hours. What should Robbie do? |
| | A) | Use his cell phone to see if a nearby customer is available for a sales call. |
| | B) | Place the prospective customer in his orphan file. |
| | C) | Sit and wait patiently because a salesperson should never lose a sales opportunity. |
| | D) | Use the ELMS system and place the customer in an elimination file. |
| | E) | Plan to use an assumptive close when he does get to make his sales presentation with the prospect. |
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15 | |
An organization that wanted to improve the coverage of its sales territories, minimize wasted time, and keep its sales manager informed of the location of individual sales force members should: |
| | A) | establish fixed times for its salespeople to call on customers. |
| | B) | standardize the length of the sales presentation used by its salespeople |
| | C) | use formal route designs |
| | D) | require its salespeople to attend time management seminars |
| | E) | do all of the above |
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