Question 1

Which of the following statements about using routing reports is true?
A)decreases territory coverage.
B)maximizes the travel experience for the salesperson.
C)salespeople are seldom, if ever, asked to specify specific times and accounts on their routing reports.
D)A routing report allows the salesperson's immediate supervisor to know where to find him/her.
E)All large companies have established strict guidelines for routing.

Accepted Answer

A routing report allows the salesperson's immediate supervisor to know where to find him/her. This is because the report provides information about the salesperson's location and activities, allowing the supervisor to monitor and manage their performance. The other options are incorrect; routing reports do not decrease territory coverage (they are used to optimize route planning), do not necessarily maximize travel experience, may require the specification of specific times and accounts, and while many large companies do have guidelines for routing, this is not true of all companies.

Question 2

Sales Managers discuss various different topics with new salespeople.The textbook highlights several such topics.Select any six topics and discuss them.

Accepted Answer

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Question 3

Which of the following best describes activities associated with territory evaluation?
A)engaging in routing and scheduling activities
B)establishing territorial goals and evaluating performance against those goals
C)dividing and analysing accounts in a territory according to their potential
D)limiting the number of new accounts that may be added to a particular territory
E)developing sales call objectives and profiling potential prospects in a territory

Accepted Answer

Territory evaluation involves setting goals for a territory and assessing performance against those goals to ensure effective management and optimization of sales efforts within that territory.

Question 4

Which of the following would NOT be a characteristic of a "good goal" identified in the textbook?
A)specific
B)conservative
C)measurable
D)relevant
E)achievable

Accepted Answer

A "good goal" should be specific, measurable, relevant, achievable, and time-bound (SMART). There is no mention of the goal being conservative as a characteristic in the textbook.

Question 5

What activity is a salesperson engaged in when he/she uses online mapping services when planning her client visits?
A)sales calling
B)Account time allocation
C)goal setting
D)Routing
E)Scheduling

Accepted Answer

When a salesperson uses online mapping services to plan client visits, they are engaged in Routing. This involves figuring out the best route between multiple locations to minimize drive time and expenses, and maximize the number of visits they can make in a day.

Question 6

The textbook discusses four reasons for not developing sales territories.List and describe those four reasons.Explain how each might benefit or hinder salesperson's success.

Accepted Answer

The answer of The textbook discusses four reasons for not...

Question 7

An inexperienced sales person is trying to determine the number of times he/she should call on customers assigned to her territory.If asked, what would you tell this salesperson that would help him/her determine if an increase in frequency of visits to specific customers in his/her territory is warranted?

Accepted Answer

The answer of An inexperienced sales person is trying to...

Question 8

As the office furniture salesperson plans her activities for next week, she is establishing a certain day and time to visit each customer's place of business.What activity is this salesperson engaged in?
A)sales calling
B)scheduling
C)customer time allocation
D)goal setting
E)routing

Accepted Answer

The salesperson is engaged in scheduling, as she is planning specific times to visit each customer's place of business. Sales calling refers to making actual sales calls, customer time allocation and routing are related to managing time and travel, and goal setting is related to setting targets and objectives.

Question 9

What are the two general approaches used for account analysis and, what are some variables a salesperson should consider when choosing between these two approaches?

Accepted Answer

The answer of What are the two general approaches used...

Question 10

Bruce describes his employer has having a collegial atmosphere with teamwork, well communicated and clear performance expectations, a high level of employee empowerment and opportunities to earn high income levels.Which of the following terms best describes Bruce's employer?
A)a training centre
B)a recognized team
C)a great sales environment
D)a support team
E)a management team

Accepted Answer

The description provided mentions a high level of employee empowerment and opportunities to earn high income levels, indicating that this is a sales environment. The focus is on performance expectations and employee empowerment, rather than training or support. The use of the term "collegial atmosphere" indicates a team-oriented environment. Therefore, the best choice is C - a great sales environment.

Question 11

Textbook highlights six time management skills which salespeople can use to achieve success though productivity and efficiency.List these six time management skills.

Accepted Answer

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Question 12

What is the relationship between the ELMS system and the 80/20 principle?

Accepted Answer

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Question 13

Given the importance of developing sales territories it is odd that some companies would not partake in this activity.Based on the information provided in the textbook, what are some of the potential reasons why some companies do not develop sales territories? Provide two examples of industries that find it disadvantageous having specific sales territories assigned to specific sales people.

Accepted Answer

The answer of Given the importance of developing sales territories...

Question 14

Time and territory management includes several different yet at times related activities.Which of these activities would you NOT include under the umbrella of time and territory management?
A)setting up sales quotas for the territory
B)performing account analysis
C)setting up objectives for each account
D)fine tuning your sales strategy when evaluation performance
E)switching accounts between colleagues working for the same company

Accepted Answer

Switching accounts between colleagues is more related to internal team management and resource allocation rather than time and territory management, which focuses on optimizing sales efforts and strategies within a given territory.

Question 15

What is the process of analyzing each prospect and customer to maximize the chances of reaching a sales goal?
A)time management
B)undifferentiated selling
C)time allocation
D)account analysis
E)account segmentation

Accepted Answer

The process of analyzing each prospect and customer to maximize the chances of reaching a sales goal is called account analysis. Through this, sales professionals can identify the potential customers and allocate their time accordingly to achieve their sales targets.

Question 16

What is the most likely reason why a company would provide strict route plans for its salespeople?
A)to improve collection of overdue accounts
B)to communicate with salespeople about expected location and activities
C)to promote the individual's planning experience
D)to minimize territory size
E)to maximize the utility of the salesperson's weekly report

Accepted Answer

Providing strict route plans for salespeople allows the company to communicate about expected locations and activities, ensuring that the salesperson is effectively covering their assigned territory and helping to maximize sales opportunities. Additionally, it allows the company to monitor and track the salesperson's movements, ensuring they are meeting their goals and objectives for the organization.

Question 17

When salespeople set goals, they should meet five criteria.What are they and provide an example that incorporates these four criteria?

Accepted Answer

The answer of When salespeople set goals, they should meet...

Question 18

According to the textbook, which of the following statements about using the telephone for minimal territory coverage is NOT true?
A)The telephone can be useful for handling complaints.
B)It is appropriate to use the telephone to develop leads and qualify prospects.
C)Skype and Facetime 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)Assign smaller accounts which generate 5% of the business to telephone selling.

Accepted Answer

The answer of According to the textbook, which of the...

Question 19

Which of the following is one of the abilities of Emotional Intelligence?
A)Your ability to understand what is causing your emotions
B)Your ability to manage other people's emotions
C)Another person's ability to perceive your emotions
D)Another person's ability to identify your emotions
E)Your ability to control other people's emotions

Accepted Answer

Emotional Intelligence involves the ability to understand and manage one's own emotions, which includes recognizing the causes of those emotions.

Question 20

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

Accepted Answer

The answer of Why would a company insist that its...

Quiz 13: Time, Territory, and Self-Management

Which of the following statements about using routing reports is true?

Sales Managers discuss various different topics with new salespeople.The textbook highlights several such topics.Select any six topics and discuss them.

Which of the following best describes activities associated with territory evaluation?

Which of the following would NOT be a characteristic of a "good goal" identified in the textbook?

What activity is a salesperson engaged in when he/she uses online mapping services when planning her client visits?

The textbook discusses four reasons for not developing sales territories.List and describe those four reasons.Explain how each might benefit or hinder salesperson's success.

As the office furniture salesperson plans her activities for next week, she is establishing a certain day and time to visit each customer's place of business.What activity is this salesperson engaged in?

What are the two general approaches used for account analysis and, what are some variables a salesperson should consider when choosing between these two approaches?

Bruce describes his employer has having a collegial atmosphere with teamwork, well communicated and clear performance expectations, a high level of employee empowerment and opportunities to earn high income levels.Which of the following terms best describes Bruce's employer?

Textbook highlights six time management skills which salespeople can use to achieve success though productivity and efficiency.List these six time management skills.

What is the relationship between the ELMS system and the 80/20 principle?

Time and territory management includes several different yet at times related activities.Which of these activities would you NOT include under the umbrella of time and territory management?

What is the process of analyzing each prospect and customer to maximize the chances of reaching a sales goal?

What is the most likely reason why a company would provide strict route plans for its salespeople?

When salespeople set goals, they should meet five criteria.What are they and provide an example that incorporates these four criteria?

According to the textbook, which of the following statements about using the telephone for minimal territory coverage is NOT true?

Which of the following is one of the abilities of Emotional Intelligence?

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