Exam 14: Time, Territory, and Self-Management: Keys to Success

Robert is the CEO of a small firm which manufactures inverters. Company sales have been increasing, and Robert finds it increasingly difficult to manage the salespeople. The company has a sufficient number of salespeople, but they are not able to reach all current and potential customers. Robert also has difficulties in evaluating the performance of salespeople. What advice can you give Robert?

Which of the following is a method used to define accounts in terms of their size?

As per the text, one of the time management skills that can help sales professionals in achieving success is having a systematic account for the outcomes you aim to achieve before allocating time to achieve these outcomes.

After conducting an account analysis in the time and territory management process, salespeople should:

In most cases, the total sales quota for a salesperson is:

Which of the following statements is LEAST likely to be true about networking?

The break-even point for a territory for a month is $1,000. If the salesperson generates $1,000 of profit the territory's direct costs are covered.

Salespeople need to segment their accounts by the amount of revenue generated to:

All of the following statements reflect sales managers' expectations of new salespeople, EXCEPT:

Which one of the following is NOT a time management skill that can help sales professionals in achieving success:

Sheryl Ford, a senior salesperson at a large firm, was asked by her sales manager to handle a key customer at a distant place from her home. Sheryl was surprised because that area belonged to another salesperson. According to the text, what is the most likely reason for Sheryl's assignment?

Gross profit is the difference between:

All of the following statements reflect sales managers' expectations of new salespeople, EXCEPT:

What is a sales territory?

Sales managers and executives hope that their emerging salespeople develop a certain aura that the salesperson is perceived as possessing a quality of authority.

Stephen started a new company that offers house-cleaning services. He decided to reach out to homeowners in his neighborhood to promote his services. Which selling approach will most likely be used by Stephen?

Salespeople use Territory Analysis software application to upload customers' list into the system and analyze data based on purchase volume, purchase types and, purchase frequency.

Effective salespeople remember that building and maintaining relationships does not necessarily require the mutual investment of resources.

Madison works for a weed killer manufacturing company. The products have only been available in a concentrated liquid form, but now the firm is introducing a pre-mixed version that should be easier for consumers to use. Madison will most likely increase the frequency of sales calls because:

Salespeople should not rely on technology for any of the sales activities.