Site MapHelpFeedbackMultiple Choice Quiz
Multiple Choice Quiz
(See related pages)

1
Wasting customer's time never leads to:
A)a sale.
B)Sales manager's trust.
C)A better relationship.
D)Market potential.
2
Which of the following is NOT one of reasons time and territory management is important to salespeople?
A)It increases productivity.
B)It shortens the workweek.
C)It improves customer relationships.
D)It enhances personal confidence.
3
Which of the following is NOT one of the reasons why time and territory management is important to sales managers?
A)It ensures territory and customer coverage.
B)It minimizes sales expenses.
C)It provides a basis to assess sales performance.
D)None of the above.
4
A sales manager wants to assess sales performance. He or she will most likely ask questions about:
A)Why sales have been so high in certain territories.
B)What are product sales by region.
C)Why some customers have re-ordered so frequently.
D)All of the above.
5
Carla is upgrading the company's territory management system. She hopes to use the system to:
A)Control the day-to-day actions of salespeople.
B)Avoid conflict of interest accusations.
C)Identify problems and spot positive trends.
D)All of the above.
6
Sales managers use territory management systems to make decisions regarding:
A)Recruiting.
B)Compensation.
C)Training.
D)All of the above.
7
To make efficient use of their time, a salesperson needs to:
A)Identify their personal and professional priorities.
B)Develop a time management plan.
C)Avoid talkative customers.
D)Answers A and B above.
8
Which of the following is one of the common personal life priorities questions salespeople need to address?
A)How important is my family?
B)How important is personal wealth?
C)Do I live to work or work to live?
D)All of the above.
9
The difficult part of a time management plan is:
A)Defining the right priorities.
B)Logistics.
C)Event scheduling.
D)Implementing it.
10
What questions should a time management plan address?
A)What you are doing today?
B)What you are going to do this week/month?
C)Is critical information organized in an efficient useful manner?
D)All of the above.
11
When developing a territory management plan, one goal should be to:
A)See every customer weekly.
B)Minimize nonselling time.
C)Create account attractiveness.
D)Avoid the 80:20 rule.
12
A territory feedback system can help salespeople:
A)Avoid MSA mistakes.
B)Develop career priorities.
C)Increase the 80:20 rule to 70:30.
D)Share information.
13
_____________ are probably the most widely used basic geographic control unit.
A)Cities.
B)Counties.
C)Countries.
D)Cartels.
14
The likely demand from each customer and prospect in a basic control unit is the:
A)Customer/prospect multiplier.
B)Routing maximization schedule.
C)Market potential.
D)Enterprise supply management model.
15
The 80:20 rule suggests that:
A)80 percent of customers or products account for 20 percent of total sales.
B)20 percent of customers or products account for 20 percent of total sales.
C)80 percent of customers or products account for 80 percent of total sales.
D)All of the above.
16
A software system used to coordinate bid estimation, order entry, shipping, and billing systems is called an:
A)MSA accounting system.
B)Enterprise resources planning system.
C)Corporate potential management system.
D)Workforce cooperative planning system.





To learn more about the book this website supports, please visit its Information Center.
(c)2010 McGraw-Hill Higher Education
Any use is subject to the Terms of Use and Privacy Notice.
McGraw-Hill Higher Education is one of the many fine businesses of The McGraw-Hill Companies.


Johnston Relationship SellingOnline Learning Center

Home > Chapter 9 > Multiple Choice Quiz