Question 1

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

Accepted Answer

The sales goal is not specific, measurable, or time-bound, which are all important criteria for effective goal setting. It also doesn't provide any clear criteria for success, making it difficult to track progress or determine whether the goal has been achieved. A better sales goal would be something like "Carlos will increase his sales revenue by 20% by the end of the fiscal year."

Question 2

Mapline and Badgersales are CRM software which offer route planning and scheduling.

Accepted Answer

Mapline and Badgersales are both CRM software that offer route planning and scheduling.

Question 3

Emotional intelligence consists of five abilities.

Accepted Answer

False

Question 4

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

Accepted Answer

Heterogeneous markets consist of different segments with varying needs and preferences. Therefore, an undifferentiated selling plan would not address these varying needs effectively, and a differentiated or focused selling plan would be more appropriate.

Question 5

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

The statement is true, as account segmentation is a tactic that involves dividing a territory or customer base into subgroups based on their unique needs and characteristics, and then tailoring sales strategies and tactics to suit each group's specific requirements. Such an approach enables salespeople to optimize their time and resources and maximize sales revenue by focusing on the accounts most likely to generate the highest returns.

Question 6

In general terms, it is a best practice for salespeople to establish a minimum number of times they will visit each class of accounts.

Accepted Answer

By establishing a minimum number of visits to each class of accounts, salespeople can ensure that they are maintaining regular communication and building relationships with their customers, which can lead to increased sales and customer loyalty. It also helps salespeople prioritize their time and resources, focus on the most important accounts, and identify opportunities for growth and improvement.

Question 7

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

Accepted Answer

The answer of Fewer overnight trips and regular contact with...

Question 8

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 9

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

Accepted Answer

Sales territories are often rigorously enforced in various industries, not just real estate, and the statement does not provide evidence that real estate is the most rigorous.

Question 10

A salesperson should allocate their time based on the location of the account.

Accepted Answer

A salesperson should allocate their time based on the potential value and needs of the account, not just location.

Question 11

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 some industries, such as real estate and insurance, personal connections and relationships can play a significant role in sales, which may lead companies to be more flexible with territory criteria.

Question 12

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

Accepted Answer

The answer of Companies that enforce formalized scheduling designs often...

Question 13

The only important objective of the salesperson is to develop and maintain relationships.

Accepted Answer

While developing and maintaining relationships is important, a salesperson also aims to meet sales targets, understand customer needs, and close deals.

Question 14

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 percent of results come from 20 percent of efforts. While it can be applied to time management, it does not specifically recommend the ratio of 80 percent planning and 20 percent selling for salespeople.

Question 15

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

Accepted Answer

Setting objectives helps to provide a clear direction for sales efforts and focus efforts on specific goals, which can ultimately help to achieve sales targets.

Question 16

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

The process of prospecting involves identifying potential customers or clients for a business. In sales, this includes determining which accounts have the potential to generate revenue and warrant a visit by a salesperson. Therefore, the statement is true.

Question 17

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

Accepted Answer

Sales-time allocation is the process of developing individual territory and time usage objectives for salespeople.

Question 18

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

Accepted Answer

Typically, more sales calls lead to more opportunities to sell products, suggesting a positive relationship rather than an inverse one.

Question 19

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

The statement presents a fact based on a national survey of salespeople. The survey found that time and territory management was the most important factor in facilitating the carrying out of their selling duties. Therefore, the statement is true.

Question 20

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 an opportunity for a salesperson to reflect on their sales strategy, review their notes and prepare for upcoming sales meetings or presentations. It can also provide a break from the constant meetings and interactions with clients, allowing for personal time to recharge and focus on individual goals and priorities. Dining alone can be a good opportunity to reflect on your sales approach, plan your next steps, or catch up on reading industry news. It also allows for uninterrupted thinking and creativity.

Quiz 13: Time, Territory, and Self-Management