Question 1

The process of determining if an account has the potential to warrant a visit by the salesperson broadly describes the process of prospecting.

Accepted Answer

This statement is true. Prospecting is the process of identifying potential customers or accounts that may be interested in a company's products or services, and determining if they are a good fit for a sales visit.

Question 2

According to a national survey of salespeople,the most important factor in facilitating the carrying out of their selling duties is time and territory management.

Accepted Answer

This statement is supported by the national survey of salespeople.

Question 3

The term scheduling refers to the travel pattern the salesperson uses in working his or her territory.

Accepted Answer

Scheduling refers to the planning and arrangement of activities, tasks, and events in a particular sequence or order, including appointments, meetings, and tasks to maximize productivity and efficiency. Termed as itinerary planning or route planning, scheduling is a crucial aspect of sales management that helps in optimizing the use of available resources, including time, transportation, and energy to achieve defined sales goals. Travel patterns are the routes or paths taken by the salesperson in executing the planned activities or tasks, which is a part of scheduling, but not the sole definition.

Question 4

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

Accepted Answer

Fewer overnight trips and regular contact with productive customers can help a firm to reduce its sales expenses, such as travel and accommodation costs, while also improving the ratio of sales to cost. By reducing non-essential travel and focusing on productive customer interactions, sales teams can become more efficient and generate more revenue with fewer expenses.

Question 5

The development of individual territory and time usage objectives is called territory-time allocation.

Accepted Answer

The answer of The development of individual territory and time...

Question 6

One of the reasons why some companies do not enforce strict territory criteria is based on the notion that in some industries such as real estate and insurance sales are often based on personal connections and friendships.

Accepted Answer

In industries such as real estate and insurance, personal connections and friendships can play a significant role in sales success. Therefore, companies may choose not to enforce strict territory criteria to allow their salespeople to leverage these relationships.

Question 7

Social media is used by many salespeople to drive sales and stay connected with their customers.Often,these salespeople budget a certain portion of the day to undertake social media activities relevant to their sales activities.

Accepted Answer

This statement is true. Many salespeople use social media to drive sales and stay connected with their customers. They allocate a certain amount of time each day to carry out social media activities related to their sales.

Question 8

Evidence suggests there is an inverse relationship between the number of sales calls made and actual products sold by salespeople.

Accepted Answer

The answer of Evidence suggests there is an inverse relationship...

Question 9

Companies that enforce formalized route designs often do it to maximize territory coverage by the salesperson.

Accepted Answer

Formalized route designs help salespeople cover their assigned territories more efficiently and effectively, resulting in better territory coverage. By following established routes, salespeople can ensure they reach as many customers as possible during their visits.

Question 10

Salespeople using the account segmentation approach believe their territory has accounts with different needs and characteristics; hence,different selling strategies need to be deployed to maximize potential revenue.

Accepted Answer

Salespeople using the account segmentation approach do believe that their territory has accounts with different needs and characteristics, and they believe that different selling strategies need to be deployed to maximize potential revenue.

Question 11

A salespersons should allocate their time based on the location of the account?

Accepted Answer

The answer of A salespersons should allocate their time based...

Question 12

Although it is useful to have lunch with a prospect or a client,dining alone can be very productive for a professional salesperson.

Accepted Answer

Dining alone can provide time for a salesperson to strategize, review notes, and prepare for upcoming meetings, as well as give them a chance to decompress and recharge.

Question 13

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

Accepted Answer

The 80/20 principle, also known as the Pareto principle, states that 80% of the effects come from 20% of the causes. While the principle can be applied to time management, it does not specifically prescribe putting 80% of one's time on planning and 20% on selling for a salesperson.

Question 14

According to the text,there is no industry in which sales territories are more rigorously enforced than the insurance industry.

Accepted Answer

The statement is not universally true as sales territory enforcement can vary across different industries and companies, and the text does not specify that the insurance industry is the most rigorous in this regard.

Question 15

The setting of objectives is important to help meet sales goals.

Accepted Answer

Setting clear objectives helps sales teams focus their efforts and measure their progress towards achieving their goals. Without specific objectives, it can be difficult to know which activities will have the greatest impact on sales performance.

Question 16

The following is an example of a good sales goal: "Carlos will be more successful this year."

Accepted Answer

This is not a specific or measurable goal. It does not specify what success means, nor does it provide any concrete actions or targets for Carlos to work towards. A good sales goal would be something like "Carlos will increase his sales volume by 20% compared to last year by implementing a new outreach strategy and closing an average of 3 more deals per month." This goal is specific, measurable, and provides clear targets and actions for Carlos to work towards.

Question 17

The term sales response function of a customer refers to the relationship between sales volume and sales effort.

Accepted Answer

The answer of The term sales response function of a...

Question 18

Homogeneous markets may well be served by an undifferentiated selling plan.

Accepted Answer

Homogeneous markets refer to markets where the needs and preferences of customers are similar. In such markets, an undifferentiated selling plan that treats all customers as identical may be effective as there are no major differences between customers to be addressed.

Question 19

In general terms,it is NOT a best practice for salespeople to establish a minimum number of times they will visit each class of accounts.

Accepted Answer

Establishing a minimum number of visits for each class of accounts helps ensure consistent engagement and relationship building, which is a best practice in sales.

Question 20

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?

Accepted Answer

The answer of Time and territory management includes several different...

Quiz 13: Time,Territory,and Self-Management