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

Lin Zander sells health and beauty aids to retailers. If she sells $74,130, she exactly covers all of her territory's direct costs. Based on an 8-hour workday, a five-day week, and a 48-week year, how much does Zander need to sell hourly to reach her break-even point?

Rick Preston, a pharmaceutical sales representative, has a new kidney medication available. He is in the process of identifying physicians in his territory that might be interested in the new drug and estimating the sales potential of each. Rick is in the process of:

Which of the following statements about routing reports is true?

Differentiate between routing and scheduling.

Sales call allocation is the time spent by the salesperson calling on accounts excluding the traveling time.

Which of the following statements about sales territories is INCORRECT?

________ means using more than one criterion to characterize an organization's accounts.

The account segmentation approach to territory management is used to:

All of the following are true for multivariable account segmentation EXCEPT that it:

Which one of the following is a time management skill that can help sales professionals in achieving success:

Explain multivariable account segmentation.

Jayson Jaworski is a manufacturer's salesperson. He finds it useful to divide the accounts in his territory on the basis of whether the buyer sells at the wholesale or retail level as well as according to the account's potential sales volume. Jaworski is using:

Discuss how technology use can enhance a salesperson's time efficiency?

The undifferentiated selling approach is used by the salesperson when:

Describe sales technology.

All companies segment their markets into sales territories.

"To increase the product assortment purchased by current customers by two percent during the next three months," is an example of a(n):

It is wise to use the account segmentation approach in a market with heterogeneous needs.

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. Austin is a firm believer in the 80/20 principle. This means he believes:

Which selling approach would most likely involve a salesperson using the same selling strategy for all customers?