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

Ezekiel delivers pesticides to farmers' cooperatives.When planning his daily routing pattern,Ezekiel prefers to start with the customers furthest away and work his way back to his company's office.Which routing pattern is followed by Ezekiel?

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

Account analysis classifies accounts according to the ELMS system.Briefly describe this system.

What is a sales territory? What are the major reasons for forming sales territories?

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

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

A company may avoid establishing sales territories if:

Which of the following activities would be LEAST appropriate to conduct over the telephone?

Which of the following statements about routing is true?

Why is the development of sales territories inefficient for some companies?

The undifferentiated selling approach is used by the salesperson when:

Which of the following statements about sales territories is true?

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

The most critical factor to be considered when setting up a sales route is:

Sales managers use the ELMS system to:

Karolyn sells bathroom fixtures.She believes that if she can get a customer she is calling on to go out to lunch with her,she will close the sale.What do you think about Karolyn's assumption?

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

If a territorial evaluation indicates that a salesperson's quotas are not met,then it is most likely that:

Dividing accounts on the basis of market type and sales volume would be an example of:

Which of the following statements is most likely true about territorial evaluation?