Question 1

Which of the following are suggestions offered in the textbook to help you manage your sales time effectively?
A) work your numbers so you know how many prospects you have to visit to meet your goals
B) use a set time each day for certain sales activities
C) leverage your lunch break
D) stay focused on your task
E) all of these choices are correct

Accepted Answer

All of these choices are correct. Working out your numbers, sticking to a set schedule for sales activities, utilizing your lunch break, and staying focused on your task are all effective strategies for managing sales time effectively.

Question 2

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 would help in communicating with them about their expected location and activities. This would ensure that they are not deviating from their assigned areas and meeting the required targets. It would also help in planning ahead and avoiding unnecessary travel and expenses.

Question 3

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

Accepted Answer

The salesperson is engaged in routing, which involves using online mapping services to plan the most efficient route for visiting clients. This can help the salesperson save time and resources while maximizing the number of visits they can make in a day.

Question 4

Which of the following statements about how a Canadian salesperson does business in Russia is true?
A) When a Russian gives a direct "no," his mind cannot be changed.
B) Business cards are good-bilingual cards are better.
C) The Russians keep their social life separate from their business life.
D) Once a sale is made to a Russian business, the sales agreement will not be modified--even if conditions change.
E) All of these choices are correct.

Accepted Answer

In Russia, having bilingual business cards is considered more professional and respectful, as it shows an effort to bridge language barriers.

Question 5

Which of the following conditions would NOT be conducive to using a telephone or smart-phone in a sales activity?
A) for handling routine transactions such as re-ordering
B) satisfy part of the service needs of accounts
C) to facilitate the servicing of accounts that have little impact on your sales totals
D) to slowly phase out personal contact with some major accounts
E) for prospecting activities

Accepted Answer

Slowly phasing out personal contact with major accounts is usually not conducive to building long-term relationships and may negatively affect sales in the long-term. Personal contact should be maintained with major accounts, while the phone or smart-phone can be used for routine transactions, servicing accounts with low sales impact, and prospecting activities.

Question 6

Which of the following rules should a salesperson adopt in order to have more productive lunch periods?
A) If she is lunching with a client, she should keep an eye on the clock so that she does not monopolize too much of her buyer's time.
B) He should have a drink only if his client suggests it because some buyers do not approve of alcohol.
C) When taking a client to lunch, she should try to get the order signed before her return to the client's office where something may have come up that will distract the buyer.
D) If he is lunching alone, he should use the time to read something relaxing and get his mind off business.
E) None of these choices are correct.

Accepted Answer

Keeping an eye on the clock during a lunch with a client is a productive practice as it respects the client's time and helps maintain a professional relationship.

Question 7

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 a salesperson's immediate supervisor to know their current location and where to find them if needed.

Question 8

The old adage "time is money" resonates with many successful salespeople.Which of the following would NOT be variables that a successful salesperson would include in a time management plan?
A) develop monthly, weekly, and daily sales plans each having different levels of information and detail
B) uses the time management plan to populate sales presentation material
C) makes sure that prospects in the plan are qualified
D) ensures prospects included in the plan have the potential or are profitable
E) uses the plan to coordinate and leverages waiting times

Accepted Answer

While using the time management plan to populate sales presentation material may be a task on a salesperson's to-do list, it is not a variable that would be included in a time management plan itself. The other options listed are all important variables that a successful salesperson would consider when creating a time management plan.

Question 9

Typically the salesperson invests time in direct proportion to the actual or potential sales that the account represents.What is the term that best describes this relationship?
A) sales response function
B) break-even point
C) basis for time allocation
D) basis for territory evaluation
E) correlation of effort and reward

Accepted Answer

The answer of Typically the salesperson invests time in direct...

Question 10

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

The answer of Which of the following best describes activities...

Question 11

One of your colleagues comes to you looking for some advice.No matter what she does,she seems to be always buried in paperwork often impacting her ability to spend time with her clients.What advice would you give here?
A) tell her to postpone doing paper work until absolutely necessary or when she starts to receive calls from HO
B) tell her she was hired for her sales ability not her administrative skills - HO will understand
C) tell here to develop a daily schedule that includes an element of administrative work; evenings or in between sales calls are great times to schedule these activities
D) tell her to accumulate the paperwork, and take care of it at regularly planned monthly intervals
E) none of these choices are correct.

Accepted Answer

It is important to find a balance between spending time with clients and administrative tasks. Developing a daily schedule that includes specific times for paperwork can help manage the workload. Finding times in between sales calls or in the evenings can be helpful. Postponing paperwork until absolutely necessary is not a good strategy as it can lead to a backlog of work. Ignoring administrative tasks is also not a good strategy as it can impact the overall success of the job. Accumulating paperwork and taking care of it at long intervals is not recommended as it can lead to errors or missing important deadlines. It is better to tackle administrative tasks on a regular basis.

Question 12

Which of the following statements describes the "straight line routing" method?
A) Draw a straight line from your home base and start calling clients that are located near your home base first.
B) It is a statistical tool that helps you identify the best fit line so as to minimize travel time.
C) It is a system of aligning your accounts starting with your most profitable and ending with you least profitable. Then, call on the most profitable first notwithstanding its geographical position.
D) It is a routing system particularly useful in large metropolitan centers.
E) Draw a straight line from your home and start calling those accounts located the farthest away first. Then, work your way back towards home as you visit clients. The goal is to end your day as close to home as possible.

Accepted Answer

The "straight line routing" method refers to a system of routing where a salesperson draws a straight line from their home and starts visiting clients located the farthest away first, and then works their way back towards home as they visit clients. The goal is to end the day as close to home as possible, minimizing travel time and expenses. Option E describes this method accurately.

Question 13

Which of the following statements about using the telephone for territory coverage is 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) 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) All of these choices are correct.

Accepted Answer

All of these statements are true. The telephone can be used effectively for a variety of sales tasks, including handling complaints, developing leads, qualifying prospects, and replacing some face-to-face visits with geographically distant accounts. Additionally, computers and other technology can greatly enhance the effectiveness of telephone selling.

Question 14

Jill is feeling pretty stressed out at her sales job.The deadlines and quotas are getting to her.Which of the following would be useful tips for Jill to consider?
A) prioritize tasks and handle them one at a time
B) use physical relaxation techniques like meditation
C) set realistic goals so you can experience some success
D) get enough sleep and eat properly
E) all of these choices are correct

Accepted Answer

All of these options are useful tips for Jill to consider. Prioritizing tasks can help her focus on one thing at a time and feel a sense of accomplishment as she completes each task. Using physical relaxation techniques like meditation can help to reduce stress and anxiety. Setting realistic goals can help her feel more in control and experience some success. Finally, getting enough sleep and eating properly are essential for maintaining good physical and mental health, which can help Jill better handle the demands of her job.

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 described in the question is account analysis, which involves evaluating each prospect and customer to determine the best approach for selling to them and maximizing the chances of reaching a sales goal. Time management, undifferentiated selling, time allocation, and account segmentation may all be factors in the overall sales strategy, but they do not specifically address the process of analyzing each account.

Question 16

Which of the following is NOT one of the seven variables discussed in the textbook that should be considered when a salesperson attempts to determine how much time should be spent calling on customers in a specific territory?
A) number of accounts in the territory
B) return on time invested
C) non-selling time
D) clients' receptivity to new products
E) travel time around the territory

Accepted Answer

The seven variables discussed in the textbook that should be considered when a salesperson attempts to determine how much time should be spent calling on customers in a specific territory include: number of accounts in the territory, potential sales volume of each account, travel time around the territory, non-selling time, return on time invested, seasonal variations, and client call patterns. Clients' receptivity to new products is not one of these variables.

Question 17

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) account grouping
B) scheduling
C) customer time allocation
D) customer sale planning
E) routing

Accepted Answer

The salesperson is engaged in scheduling her activities by establishing a certain day and time to visit each customer's place of business.

Question 18

You are the salesperson for a wholesale business that makes CRM platforms for a variety of different industries.Which of the following variables will lead you to increase the numbers of visits to a particular wholesaler?
A) the complexity of the systems sold decreases
B) the number of orders placed decreases
C) future sales potential decreases
D) the number of different CRM systems sold to the wholesaler increases
E) the total number of managerial levels increases

Accepted Answer

Increasing the number of different CRM systems sold to the wholesaler can lead to an increase in visits as it offers more options and potential for the wholesaler to offer to their clients.

Question 19

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

Accepted Answer

The term "conservative" is not typically used in the context of setting goals. Characteristics of a good goal usually include being specific, measurable, achievable, relevant, and time-bound (SMART). Being conservative is not a relevant criteria for goal-setting.

Question 20

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 selling team
B) a buying centre
C) a great sales environment
D) an empowered organization
E) a management team

Accepted Answer

Bruce's description of his employer highlights characteristics such as teamwork, clear expectations, empowerment, and high income opportunities, which are indicative of a great sales environment.

Quiz 13: Time,Territory,and Self-Management

Which of the following are suggestions offered in the textbook to help you manage your sales time effectively?

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

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

Which of the following statements about how a Canadian salesperson does business in Russia is true?

Which of the following conditions would NOT be conducive to using a telephone or smart-phone in a sales activity?

Which of the following rules should a salesperson adopt in order to have more productive lunch periods?

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

The old adage "time is money" resonates with many successful salespeople.Which of the following would NOT be variables that a successful salesperson would include in a time management plan?

Typically the salesperson invests time in direct proportion to the actual or potential sales that the account represents.What is the term that best describes this relationship?

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

One of your colleagues comes to you looking for some advice.No matter what she does,she seems to be always buried in paperwork often impacting her ability to spend time with her clients.What advice would you give here?

Which of the following statements describes the "straight line routing" method?

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

Jill is feeling pretty stressed out at her sales job.The deadlines and quotas are getting to her.Which of the following would be useful tips for Jill to consider?

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

Which of the following is NOT one of the seven variables discussed in the textbook that should be considered when a salesperson attempts to determine how much time should be spent calling on customers in a specific territory?

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?

You are the salesperson for a wholesale business that makes CRM platforms for a variety of different industries.Which of the following variables will lead you to increase the numbers of visits to a particular wholesaler?

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

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?