A) is a territorial management concept that favors a salesperson putting 80 percent of his time on planning and 20 percent on action. B) refers to the fact that eighty salespeople require twenty sales managers to keep the appropriate 1-to-4 ratio of supervisors to employees. C) indicates that no matter how hard a salesperson tries, 80 percent of the customer's potential business ends up going to competitors. D) is a territorial management concept that favors a salesperson putting 80 percent of her time on action and 20 percent on planning. E) refers to the idea that 20 percent of a firm's customers account for 80 percent of a firm's profitability. A) is a territorial management concept that favors a salesperson putting 80 percent of his time on planning and 20 percent on action. B) refers to the fact that eighty salespeople require twenty sales managers to keep the appropriate 1-to-4 ratio of supervisors to employees. C) indicates that no matter how hard a salesperson tries, 80 percent of the customer's potential business ends up going to competitors. D) is a territorial management concept that favors a salesperson putting 80 percent of her time on action and 20 percent on planning. E) refers to the idea that 20 percent of a firm's customers account for 80 percent of a firm's profitability.

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

Salespeople using the ________ approach recognize their territories contain accounts with heterogeneous needs and differing characteristics that require different selling strategies.

(Multiple Choice)

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Question 141

Which of the following statements about using the calendar and time management systems such as Microsoft Outlook and Google Calendar is INCORRECT?

(Multiple Choice)

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Question 142

What does the term executive presence means? Why is it important for an emerging salesperson to work on his/her executive presence?

(Essay)

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Question 143

At what point does the salesperson reach the most productive number of sales calls?

(Essay)

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Question 144

A professional salesperson should not study product materials during the waiting time at the customer's office.

(True/False)

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Question 145

According to the suggestions in the text, daily planning by the salesperson would be LEAST likely to include:

(Multiple Choice)

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Question 146

A company uses formal route designs to:

(Multiple Choice)

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Question 147

During a salesperson's ________, her actual performance is compared with the performance standards set for her sales territory.

(Multiple Choice)

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Question 148

Which of the following would be a good rule for salespeople to follow in handling their paperwork?

(Multiple Choice)

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Question 149

Sales managers monitor the frequency and time intervals between sales calls for each salesperson.

(True/False)

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Question 150

Your ability to understand what's causing your emotion is part of your emotional intelligence.

(True/False)

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Question 151

You are the salesperson for a manufacturing business that makes various scents used in soap and candle making. Your sales manager expects your frequency of sales calls on a particular customer will increase when the:

(Multiple Choice)

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Question 152

As per the text, one of the time management skills that can help sales professionals in achieving success is spending time on low-priority tasks.

(True/False)

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Question 153

Which of the following activities is NOT an appropriate thing to do while you, the salesperson, are waiting to see a buyer?

(Multiple Choice)

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Question 154

The 80/20 principle:

(Multiple Choice)

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Question 155

The 80/20 principle is a time management concept that favors a salesperson putting 80 percent of his time on planning and 20 percent on selling.

(True/False)

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Question 156

An insurance company should most likely:

(Multiple Choice)

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Question 157

"To increase the total number of sales calls every month by 10," is an example of a(n):

(Multiple Choice)

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Question 158

Scheduling refers to the travel pattern the salesperson uses in working his or her territory.

(True/False)

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Question 159

Showing 141 - 159 of 159

Salespeople using the ________ approach recognize their territories contain accounts with heterogeneous needs and differing characteristics that require different selling strategies.

Which of the following statements about using the calendar and time management systems such as Microsoft Outlook and Google Calendar is INCORRECT?

What does the term executive presence means? Why is it important for an emerging salesperson to work on his/her executive presence?

At what point does the salesperson reach the most productive number of sales calls?

A professional salesperson should not study product materials during the waiting time at the customer's office.

According to the suggestions in the text, daily planning by the salesperson would be LEAST likely to include:

A company uses formal route designs to:

During a salesperson's ________, her actual performance is compared with the performance standards set for her sales territory.

Which of the following would be a good rule for salespeople to follow in handling their paperwork?

Sales managers monitor the frequency and time intervals between sales calls for each salesperson.

Your ability to understand what's causing your emotion is part of your emotional intelligence.

You are the salesperson for a manufacturing business that makes various scents used in soap and candle making. Your sales manager expects your frequency of sales calls on a particular customer will increase when the:

As per the text, one of the time management skills that can help sales professionals in achieving success is spending time on low-priority tasks.

Which of the following activities is NOT an appropriate thing to do while you, the salesperson, are waiting to see a buyer?

The 80/20 principle:

The 80/20 principle is a time management concept that favors a salesperson putting 80 percent of his time on planning and 20 percent on selling.

An insurance company should most likely:

"To increase the total number of sales calls every month by 10," is an example of a(n):

Scheduling refers to the travel pattern the salesperson uses in working his or her territory.

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

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