question

Salespeople have a lot in common with entrepreneurs.

answer

True

question

The starting point for effective time management is forming a new attitude toward time conservation.

answer

True

question

Keeping a time log is not an effective method of time management.

answer

False

question

Expense records are likely to be required not only by a salesperson's own company but by a government agency.

answer

True

question

Getting enough quality sleep is one of the most effective strategies for managing the negative aspects of stress.

answer

True

question

There is definitely a close relationship between increased sales volume and spending more time in face-to-face selling situations.

answer

True

question

Now that laptop computers are common, manual card file boxes are no longer likely to be used by salespeople.

answer

True

question

A daily "to do" list is a waste of time for the salesperson who has a good memory.

answer

False

question

The telephone has proven to be a good method of making appointments, keeping customers informed and expressing appreciation, but it is not an effective method for building customer goodwill.

answer

False

question

The first step in territory management is to classify all customers according to potential sales volume.

answer

True

question

There are no precise rules to observe in establishing a sales routing and scheduling plan.

answer

True

question

It is best to begin time conservation by picking one or two of the least wasteful areas and correcting those problems first.

answer

False

question

Most sales and marketing firms develop territories solely on the basis of geographical considerations.

answer

False

question

When tension builds, your most effective reaction is to choose whether to use the "fight" or the "flight" response.

answer

False

question

Frequency of visits to established customers should generally be related to sales potential.

answer

True

question

The two major methods for salespeople to increase their sales volume are by improving selling effectiveness (becoming a more effective salesperson) and: A) spending more time in actual selling situations B) dispensing with tedious recordkeeping C) saving time with telephone calls D) developing a series of personal goals E) increasing prospecting activities

answer

A) spending more time in actual selling situations

question

Which of the following is a guiding principle used in establishing a sales routing and scheduling plan? A) Develop a routing plan that gives equal attention to each customer. B) If your territory is quite large, consider organizing it into two smaller zones. C) Develop a schedule that best accommodates your personal and professional needs. D) Avoid scheduling tentative calls, which may be distracting. E) Ask for assistance from other salespeople if you cannot complete your route.

answer

B) If your territory is quite large, consider organizing it into two smaller zones.

question

Opportunity management consists of which of the following areas? A) chance management B) territory management C) talent management D) budget management E) needs management

answer

B) territory management

question

When drawing up a daily "to do" list, a salesperson should: A) refer to the previous day's log for unaccomplished activities B) avoid listing more than five items C) record approximately twice as many activities as you realistically expect to accomplish D) list activities in priority order of importance E) rank items by chronology instead of importance

answer

D) list activities in priority order of importance

question

Sales territories should, in most cases, be established on the basis of: A) seniority of salespeople B) prospects for new accounts C) geographical considerations D) number of customers E) sales potential

answer

E) sales potential

question

The primary objective of a sales routing and scheduling plan is to: A) increase actual selling time by reducing travel time B) have a written record of where you have been and where you are going C) determine the geographical distribution of customers D) initiate new contacts with potential customers E) visualize your territory on a map

answer

A) increase actual selling time by reducing travel time

question

One of the most effective methods of dealing with stress is to: A) choose the "fight" or "flight" response B) maintain an optimistic outlook C) initiate a crusade to alleviate all sources of stress D) throw yourself with renewed vigor into your job E) set up a home office so you can work from home

answer

B) maintain an optimistic outlook

question

The sales manager takes information from the routing and scheduling plan to develop: A) a to-do list B) a weekly sales report C) a sales call plan D) a customer contact card E) a call record

answer

C) a sales call plan

question

A good policy concerning recordkeeping is to: A) retain all receipts and records for three years before discarding them B) require written responses instead of substituting checkmarks C) record only those details that cannot be committed to memory D) never require a record that does not provide positive benefits to someone in the sales process E) require records on all details and processes as a way of maintaining sales process discipline

answer

D) never require a record that does not provide positive benefits to someone in the sales process

question

Time management systems will not work for salespeople unless the salespeople have: A) the desire to consider making positive change B) the self-discipline to manage their time properly C) the organizational skills to create them D) the time to use them properly E) the commitment to use them consistently

answer

E) the commitment to use them consistently

question

Which is true of doing business in Belgium? A) Speaking Dutch will help you in the Flanders area. B) Speaking French will help you north of Brussels. C) One selling strategy will work for the entire country. D) Dutch is spoken in the Wallonia area in the south of the country. E) Belgians prefer to communicate in business English.

answer

A) Speaking Dutch will help you in the Flanders area.

question

One of the best ways to gain more time is to: A) delegate all recordkeeping activities B) maintain a log of how time is spent during a typical week in order to identify wasted time C) reduce time spent on prospecting D) reduce time spent with each prospect by 25 percent E) go through the pipeline and remove prospects that have not made any movement forward in a specified period of time

answer

B) maintain a log of how time is spent during a typical week in order to identify wasted time

question

Which of the following is a true statement regarding the appropriate use of the telephone in selling? A) The telephone is an ineffective way to keep the customer informed. B) The telephone provides instant communications at a lower cost than other methods. C) The telephone should not be used to thank a customer. D) Some customers prefer email contact for certain types of business transactions. E) The telephone can be used to check in with customers after the sale.

answer

E) The telephone can be used to check in with customers after the sale.

question

Which of the following guidelines regarding territory management is most suitable? A) Develop a routing plan that is based primarily on visiting new accounts. B) Develop a routing plan that is based solely on potential sales volume. C) Develop a routing plan that is based solely on geographical considerations. D) Develop a routing plan that is based on a combination of potential sales volume and geographical considerations. E) Visit only your best customers and ignore those with low potential sales.

answer

D) Develop a routing plan that is based on a combination of potential sales volume and geographical considerations.

question

The major purpose of a call report is to: A) record the time and date of all phone calls B) record the contact information of the customers the salesperson is due to call that day C) provide a summary of time spent with each customer D) provide a precise record of purchases by each customer E) provide a summary of what happened during the call and an indication of what future action is required

answer

E) provide a summary of what happened during the call and an indication of what future action is required

question

Salespeople are similar to entrepreneurs in that both of them must practice: A) financial strategy B) management skills C) self-analysis D) self-esteem E) self-management

answer

E) self-management

question

Julio Melara, top seller and motivational speaker, feels that growth and success are facilitated by having: A) plenty of luck, and the ability to act on it B) strong mentors who spend time with you C) natural talent, and the discipline to maximize it D) written goals, both personal and professional E) a strong organization in which to grow

answer

D) written goals, both personal and professional

question

On average, salespeople spend most of their work time on: A) attending meetings and conference calls B) administrative tasks and travel C) face-to-face selling D) telephone selling and follow-up E) prospecting and research

answer

B) administrative tasks and travel

question

According to self-management experts, every moment spent planning saves how many minutes in execution? A) one to two B) two to three C) three to four D) four to five E) five to six

answer

C) three to four

question

One of the simplest ways a salesperson can practice time management skills is to create a(n): A) daily to-do list B) electronic calendar that automatically schedules activities and coordinates them with those of other salespeople C) file card system with notes on each account to carry along on sales calls D) mentoring relationship with a senior salesperson E) support group of salepeople to keep each other on track

answer

A) daily to-do list

question

Companies use CRM systems to combine: A) management and labor B) time management and stress management C) business and entertainment expenses D) sales territories E) islands of information about customers

answer

E) islands of information about customers

question

Salespeople with families can balance work and family obligations by: A) traveling on the same days every month B) working for companies that stick to strict schedules C) working from an office that is not close enough to home to cause distractions D) delay starting families until their careers are well-established E) using email and other forms of remote communication effectively

answer

E) using email and other forms of remote communication effectively

question

Many salespeople schedule routing by using the 80/20 rule, meaning: A) 80 percent of their time on calls from the office and 20 percent on face-to-face calls B) 80 percent of their time on face-to-face calls and 20 percent on calls from the office C) 80 percent of their time on larger accounts and 20 percent on less profitable accounts D) 80 percent of their time on calls and 20 percent on prospecting E) 80 percent of their time on sales activities and 20 percent on paperwork

answer

C) 80 percent of their time on larger accounts and 20 percent on less profitable accounts

question

A sales call plan is: A) a daily action plan initiated by the salesperson B) a weekly action plan, often initiated by the sales manager C) a monthly action plan, initiated by the salesperson D) a record of sales calls that have been made in the previous month E) a record of sales calls that are to be made that day

answer

B) a weekly action plan, often initiated by the sales manager

question

Which of the following is a type of record salespeople need to keep? A) shipping records B) customer files for current customers only C) call reports D) customers' internal budgeting records E) sales records for other salespeople

answer

C) call reports

question

Maintaining accurate sales records can help a salesperson by putting current sales into: A) arrears B) escrow C) danger D) payment E) perspective

answer

E) perspective

question

An external stimulus called a stressor and the physical and emotional responses to that stimulus are called: A) emotionalism B) tension C) hypertension D) stress E) stimulus syndrome

answer

D) stress

question

The fight or flight response is a typical response to: A) optimism B) exercise C) stress D) organization E) sleep

answer

C) stress

question

Getting seven to eight hours of sleep a night can help salespeople: A) get to work on time B) manage stress C) prevent "afternoon slump" D) maintain an attractive appearance E) be less focused at work

answer

B) manage stress

question

Which of the following is a good way to manage stress? A) Increase focus on your job tasks. B) Work from home. C) Maintain a realistic outlook to avoid disappointment. D) Practice healthy emotional expression. E) Run for cardio and lift weights for strengthening.

answer

D) Practice healthy emotional expression.

question

A ________ ________ is the geographic area where prospects and customers reside.

answer

Sales Territory

question

Alan Lakein says the most important aspect of time management is knowing what your ________ are.

answer

Goals

question

The primary objective of a sales ________ and scheduling plan is to increase actual face-to-face selling.

answer

Routing

question

________ refers to two simultaneous events: an external stimulus called a stressor, and the physical and emotional responses to that stimulus.

answer

Stress

question

Salespeople can help maintain healthy levels of stress by increasing their ________ exercise.

answer

Physical

question

Sound time management techniques can pave the way to greater sales productivity. List and discuss four time-saving techniques used by time-conscious people in all walks of life.

answer

1. Develop a series of personal goals. 2. Prepare a daily "to do" list. 3. Maintain a planning calendar. 4. Organize your selling tools.

question

List the guiding principles that can be used to develop a routing and scheduling plan.

answer

1. Obtain or create a map of your territory. 2. If your territory is quite large, consider organizing it into smaller zones. 3. Develop a routing plan for a specific period of time. 4. Develop a schedule that accommodates your customers' needs. 5. Think ahead, and establish one or more tentative calls in case you have extra time. 6. Decide how frequently to call on the basis of sales potential.

MKT 337 Chapter 16 – Flashcards

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