Exam 15: Time, Territory, and Self-Management: Keys to Success

During a(n) salesperson's ____, the salesperson's actual performance is compared with the preset performance standards for the sales territory.

List and explain the two general approaches to account analysis.

Experts recommend that salespeople limit themselves to no more than two routes per day to make sure enough time is spent with each customer.

The formation of sales territories can help increase sales, but it frequently leads to increased selling costs.

Ryan Hester 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. Ryan's break-even point in terms of total sales is approximately:

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

The break-even point for a territory for a month is $1,000. If the salesperson generates $1,000 of profit the territory's direct costs are covered.

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

Which of the following is NOT one of the seven basic factors to consider in the allocation of a salesperson's time?

Sales managers use the ELMS system to: A. identify demographic characteristics so that customer needs match sales goals.

A market with homogeneous needs and characteristics would best be suited for an undifferentiated market approach.

The use of the ELMS system is most closely related to the:

Developing and using sales territories allows management to match salespeople to customer's needs in a better way.

Which of the following statements about sales territories is INCORRECT?

According to the text, the general approaches to account analysis for salespeople are _____ and ______

The difference between sales and _____ is the gross profit on sales revenue.

Which of the following statements about undifferentiated selling is most likely true?

Hana Cho sells gas-powered generators. She finds it useful to divide the accounts in her territory on the basis of whether they sell at wholesale or retail as well as according to their potential sales volume. Cho is using:

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

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