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

Based on the following data, calculate the breakeven point in dollars: Sales = $400,000 Gross Profit = $100,000 Transportation = $8,000 Cost of Goods Sold = $280,000 Expenses = $10,000 Salary = $40,000

Some companies give their salespeople strict formal route plans in order to:

Break-even volume per hour = Cost per hour/Gross profit percentage

Before making a sales call, the salesperson should first qualify an account, which means the account should meet the firm's credit standards.

When a salesperson refers to her key accounts, she is talking about her ________ accounts.

Clearwater Hampers is a small British company that sells luxury food and drinks in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business as well as are a number of department stores. Clearwater has had several orders for more than a quarter of a million dollars and prides itself on how much repeat business it does. The company's leading salesperson, Peter Austin, is placed in charge of an important territory divided on the basis of geography and sales potential. He classifies his customers according to the size of their average orders. In preparing for his sales call allocation plans, Austin should consider all of the following EXCEPT:

Which of the following rules should a salesperson adopt in order to have more productive lunch periods?

A sales quota comprises a group of customers or a geographical area assigned to a salesperson.

What are the two general approaches used for account analysis?

What is territorial evaluation? What is the purpose and benefit of territorial evaluation?

List two software technology tools used in territory management, as per the text.

The difference between cost of goods sold and sales is the net profit on sales revenue.

Hancock Distribution Company characterizes its customers according to their yearly sales potential and whether the account is a builder, a homeowner, or a government facility. This approach to segmentation is called:

Which of the following companies would LEAST likely form sales territories?

A sales territory:

Which of the following is used to calculate the costs and revenues of sales territories?

Why would a company insist that its salespeople stick to strict route designs?

Territorial evaluation is the comparison of performance standards for the individual territory with the salesperson's actual performance.

Routing refers to the travel pattern the salesperson uses in working his territory.

Which of the following companies is most likely to avoid the formation of sales territories?