A) for organizations that seldom want to divide their territory. B) in territories where customers expect regular sales calls. C) when the salesperson is trying to maximize travel time between sales calls. D) when the salesperson is looking for leads. E) for compact territories. A) for organizations that seldom want to divide their territory. B) in territories where customers expect regular sales calls. C) when the salesperson is trying to maximize travel time between sales calls. D) when the salesperson is looking for leads. E) for compact territories.

Exam 15: Managing Your Time and Territory

Roderick sells restaurant supplies to eateries in western Kentucky.Because his clients do much of their own business at lunch time,he discovers that they prefer to have him call between 9:00 and 11:00 A.M.and between 1:30 and 4:30 P.M.The time he devotes to making these sales calls is referred to as the _____.

Free

(Multiple Choice)

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Question 1

Correct Answer:

Verified

Describe the various ways in which salespeople can perform activity analysis.

Free

(Essay)

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Question 2

Correct Answer:

Verified

When planning their time,salespeople set certain activity goals.They use these goals not only as guidelines but also to evaluate their own performance.At the end of each day,week,and month,salespeople should review their activities in relation to the goals they set.Goals are written down or entered into NetSuite when they are set-say,Sunday evening when planning the following week.Then,on Friday evening,the actual activities from each day would be tallied and totaled for the week and compared to the goals.The salesperson could then evaluate whether more calls of a certain type are needed in the following week.

ABC analysis would be of LEAST value to a salesperson selling:

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(Multiple Choice)

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Question 3

Correct Answer:

Verified

List the four types of routing plans used by salespeople.

(Essay)

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Question 4

Salespeople should consider physical resources they manage as investments because they must be managed wisely to produce the best possible return.

(True/False)

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Question 5

A goal to increase the amount of commission earned by 15 percent is an example of a(n)_____ goal.

(Multiple Choice)

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Question 6

What is customer share? How can a salesperson use the research regarding customer share to improve their performance?

(Essay)

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Question 7

Harriet,a salesperson,has been given four additional counties in her territory as a result of a corporate restructuring,and she needs to rework her travel plans to include these new accounts while holding travel time to a minimum.The activity Harriet is engaged in is called:

(Multiple Choice)

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Question 8

In sales,zoning means dividing a territory into zones,based on ease of travel and concentration of customers.

(True/False)

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Question 9

Which of the following reasons best explains why "To reduce my dependency on a memorized sales presentation within the next six months" is not an effective personal development goal?

(Multiple Choice)

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Question 10

To be effective time planners,salespeople must have a good understanding of their own work habits.

(True/False)

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Question 11

A salesperson receives $200 commission per sale and has set a goal of earning $3,000 per month.With a conversion rate of 1 out of 8 prospects,he will need to make sales presentations to _____ prospects to achieve his performance goal.

(Multiple Choice)

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Question 12

The first step in the activities planning process is to:

(Multiple Choice)

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Question 13

What do a salesperson's conversion goals measure?

(Essay)

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Question 14

Zoning works best:

(Multiple Choice)

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Question 15

Performance and conversion goals are the basis for _____ goals.

(Multiple Choice)

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Question 16

There are three types of goals that a salesperson should set to achieve the highest possible levels of success.Which of the following types of goal should be set first?

(Multiple Choice)

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Question 17

How does calculating the conversion rate help salespeople in performing productivity analyses?

(Essay)

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Question 18

Which of the following is the final stage of self-management process?

(Multiple Choice)

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Question 19

A goal to increase the number of sales calls made in one day from eight to nine is an example of a(n)_____ goal.

(Multiple Choice)

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Question 20

Showing 1 - 20 of 100

Describe the various ways in which salespeople can perform activity analysis.

ABC analysis would be of LEAST value to a salesperson selling:

List the four types of routing plans used by salespeople.

Salespeople should consider physical resources they manage as investments because they must be managed wisely to produce the best possible return.

A goal to increase the amount of commission earned by 15 percent is an example of a(n)_____ goal.

What is customer share? How can a salesperson use the research regarding customer share to improve their performance?

Harriet,a salesperson,has been given four additional counties in her territory as a result of a corporate restructuring,and she needs to rework her travel plans to include these new accounts while holding travel time to a minimum.The activity Harriet is engaged in is called:

In sales,zoning means dividing a territory into zones,based on ease of travel and concentration of customers.

Which of the following reasons best explains why "To reduce my dependency on a memorized sales presentation within the next six months" is not an effective personal development goal?

To be effective time planners,salespeople must have a good understanding of their own work habits.

A salesperson receives $200 commission per sale and has set a goal of earning $3,000 per month.With a conversion rate of 1 out of 8 prospects,he will need to make sales presentations to _____ prospects to achieve his performance goal.

The first step in the activities planning process is to:

What do a salesperson's conversion goals measure?

Zoning works best:

Performance and conversion goals are the basis for _____ goals.

There are three types of goals that a salesperson should set to achieve the highest possible levels of success.Which of the following types of goal should be set first?

How does calculating the conversion rate help salespeople in performing productivity analyses?

Which of the following is the final stage of self-management process?

A goal to increase the number of sales calls made in one day from eight to nine is an example of a(n)_____ goal.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Within Your Company

Managing Your Career

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