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

Mack Jacoby sells building supplies.His annual sales equal $450,000.His total fixed costs annually equal $75,000.The cost of goods sold annually is $335,000.Mark's break-even point in terms of total sales is approximately:

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?

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

Sheryl Ford,a senior salesperson at a large firm,was asked by her sales manager to handle a key customer at a distant place from her home.Sheryl was surprised because that area belonged to another salesperson.According to the text,what is the most likely reason for Sheryl's assignment?

Account analysis:

Sales territories are a disadvantage for some firms in all of the following cases EXCEPT when:

Robert is the CEO of a small firm which manufactures inverters.Company sales have been increasing,and Robert finds it increasingly difficult to manage the salespeople.The company has a sufficient number of salespeople,but they are not able to reach all current and potential customers.Robert also has difficulties in evaluating the performance of salespeople.What advice can you give Robert?

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

The three basic routing patterns are:

What is the first step in account analysis?

For the salesperson,time and territory management (TTM):

Research has shown that a business lunch rarely leads to a sale.

Which of the following statements about sales territories is INCORRECT?

The three basic routing patterns are straight-line,cloverleaf,and major-city.

Which of the following is one of the seven basic factors the text indicates must be considered in the allocation of a salesperson's time?

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

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

In most cases,the total sales quota for a salesperson is:

The 80/20 principle:

For a salesperson,the critical factor in route planning is to minimize the number of miles traveled.