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Exam 16: Opportunity Management: The Key to Greater Sales Productivity

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Question 1

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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

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Question 2

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

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Question 3

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Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Po Komacho is a trade sales representative with Braeden Innovations. As a trade sales representative, she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients. A large part of her job involves attending industry trade shows and working at the Braeden Innovations booth at the exhibit hall of the trade show. -Po does not sell directly to clients,but she is still responsible for keeping track of the interactions she has with resellers. Where should she keep track of these interactions?

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Po Komacho is a trade sales representative with Braeden Innovations. As a trade sales representative, she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients. A large part of her job involves attending industry trade shows and working at the Braeden Innovations booth at the exhibit hall of the trade show. -Although Po lacks the stress of meeting a sales quota,she experiences stress related to her schedule. Which of the following would most likely relieve Po's stress?

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

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Victoria Canning is an inside sales representative with Braeden Innovations. As an inside sales representative, she makes sales presentations via webinar and contacts clients and prospects by phone, e-mail, and instant messaging, all from her home office. She says the best thing about her job is having a fulfilling professional career but never having to commute to an office. -Because Victoria and the account manager she partners with are not in the same space but need to have access to the same information,it is vital that they both use:

A sales territory is a group of customers and potential customers assigned to a team of salespeople.

The fight or flight response is a typical response to:

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

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Victoria Canning is an inside sales representative with Braeden Innovations. As an inside sales representative, she makes sales presentations via webinar and contacts clients and prospects by phone, e-mail, and instant messaging, all from her home office. She says the best thing about her job is having a fulfilling professional career but never having to commute to an office. -Victoria needs to organize her territory. Which categories would make the most sense for Victoria to use to organize her territory to schedule her calls most efficiently?

Time management is a crucial part of opportunity management.

Which of the following would LEAST likely be included in a firm's CRM system?

When a salesperson experiences stress,the fight or flight response:

A(n)________ is a weekly action plan that is used to record planned and completed sales calls.

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

Salespeople are most likely similar to entrepreneurs in that both of them must practice:

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Po Komacho is a trade sales representative with Braeden Innovations. As a trade sales representative, she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients. A large part of her job involves attending industry trade shows and working at the Braeden Innovations booth at the exhibit hall of the trade show. -Since Po may not be able to reduce the time she spends away from home because she cannot control the dates of the trade shows she attends,what is a way she could alleviate stress when she is home?

An external stimulus called a stressor and the physical and emotional responses to that stimulus are called:

Julio Melara,top seller and motivational speaker,feels that growth and success are facilitated by having:

When drawing up a daily"to do"list,a salesperson should most likely: