1. Classroom Response System Content to accompany Anderson/Dubinsky/Mehta Personal Selling, 2nd ed. CHAPTER 13

2. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 2 Instructor Notes All content comes from ACE quizzes and the test bank. “Notes page ” view displays exact source of content.

3. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 3 Question 1 When salespeople realize that only a small percent of their customers provide most of their sales and profits, they see the application of a)Gresham’s Law. b)the concentration principle. c)Parkinson’s Law. d)the iceberg principle.

4. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 4 Question 1 When salespeople realize that only a small percent of their customers provide most of their sales and profits, they see the application of a)Gresham’s Law. b)the concentration principle. *Correct Answer c)Parkinson’s Law. d)the iceberg principle.

5. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 5 Question 2 Which of the following statements is false regarding time and territory management? a)Few jobs demand more self-management than professional personal selling. b)Self-management is much less difficult than being managed by someone else. c)The success of salespeople is significantly affected by how effectively and efficiently they manage their time and territory. d)Self-management is difficult because salespeople set the daily performance standards for themselves.

6. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 6 Question 2 Which of the following statements is false regarding time and territory management? a)Few jobs demand more self-management than professional personal selling. b)Self-management is much less difficult than being managed by someone else. *Correct Answer c)The success of salespeople is significantly affected by how effectively and efficiently they manage their time and territory. d)Self-management is difficult because salespeople set the daily performance standards for themselves.

7. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 7 Question 3 The number of training sessions given to prospects or customers is an example of a(n) _________ quota. a)financial b)activity c)sales volume d)combination

8. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 8 Question 3 The number of training sessions given to prospects or customers is an example of a(n) _________ quota. a)financial b)activity *Correct Answer c)sales volume d)combination

9. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 9 Question 4 Devising a plan or pattern to use in making sales calls is called a)market segmentation. b)territorial routing. c)strategic planning. d)a strategic business unit.

10. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 10 Question 4 Devising a plan or pattern to use in making sales calls is called a)market segmentation. b)territorial routing. *Correct Answer c)strategic planning. d)a strategic business unit.

11. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 11 Question 5 General principles underlying the “outer-ring” approach to routing include all of the below except a)customers in close proximity to each other should not be visited in direct succession b)avoid using the same route to and from a customer c)daily travel routes should be as nearly circular as possible d)routes already traveled should not be crossed

12. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 12 Question 5 General principles underlying the “outer-ring” approach to routing include all of the below except a)customers in close proximity to each other should not be visited in direct succession *Correct Answer b)avoid using the same route to and from a customer c)daily travel routes should be as nearly circular as possible d)routes already travel should not be crossed

13. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 13 Question 6 Salespeople should know that all of the following are correct except a)learning to say “no” is probably the most important time-saving technique a salesperson can learn. b)some innovative companies send memoranda and other company communications by cassette so salespeople can listen to them while driving. c)customer service depends on the changing needs of customers; thus it is unpredictable and cannot be scheduled. d)on the actual day of the scheduled sales calls, it’s a good idea to reconfirm appointments.

14. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 14 Question 6 Salespeople should know that all of the following are correct except a)learning to say “no” is probably the most important time-saving technique a salesperson can learn. b)some innovative companies send memoranda and other company communications by cassette so salespeople can listen to them while driving. c)customer service depends on the changing needs of customers; thus it is unpredictable and cannot be scheduled. *Correct Answer d)on the actual day of the scheduled sales calls, it’s a good idea to reconfirm appointments.

15. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 15 Question 7 In his territorial routing, Stuart Little starts at the office and moves in a circle of stops until he ends up back at the office. This routing pattern is called: a)Straight-line b)Circular c)Hopscotch d)Outer ring

16. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 16 Question 7 In his territorial routing, Stuart Little starts at the office and moves in a circle of stops until he ends up back at the office. This routing pattern is called: a)Straight-line b)Circular *Correct Answer c)Hopscotch d)Outer ring

17. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 17 Question 8 Effectiveness is cost oriented and focuses on doing things with a minimum expenditure of time, effort, and resources (e.g., number of miles driven, expenses incurred). a)T b)F

18. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 18 Question 8 Effectiveness is cost oriented and focuses on doing things with a minimum expenditure of time, effort, and resources (e.g., number of miles driven, expenses incurred). a)T b)F *Correct Answer

19. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 19 Question 9 Most companies pay commissions to salespeople as soon as the sales order is received. a)T b)F

20. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 20 Question 9 Most companies pay commissions to salespeople as soon as the sales order is received. a)T b)F *Correct Answer

21. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 21 Question 10 Sales __________ are performance objectives and motivation incentives for salespeople. a)efforts b)results c)quotas d)returns

22. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 13 | Slide 22 Question 10 Sales __________ are performance objectives and motivation incentives for salespeople. a)efforts b)results c)quotas *Correct Answer d)returns