Deck 15: Managing Your Time and Territory

Question 1

Goals without deadlines create a sense of urgency in the salesperson and provide guidance to achieve those goals.

Answer 1

False

Question 2

Comparing your performance with the best in your organization is a form of benchmarking

Answer 2

True

Question 3

Not only does prime selling time vary from one industry to another,it may also vary within the same industry as you move from one nation to another.

Answer 3

True

Question 4

Activity goals are important because they reflect how efficiently the salesperson uses resources,such as time,to accomplish performance goals.

Question 5

A salesperson lacking goals will drift around their territory,wasting time and energy.

Question 6

Routing is a method of identifying accounts which should receive the highest level of resource allocation.

Question 7

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

Question 8

Goals relating to outcomes are activity goals.

Question 9

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

Question 10

Salespeople should learn to allocate resources in ways that generate the greatest level of sales.

Question 11

To plan for the unexpected,a salesperson's first visit of the day should be to a noncustomer with low potential.

Question 12

Easy goals are more motivating than challenging goals because of the satisfaction that comes from always succeeding.

Question 13

Customer management includes allocating all the resources at the salesperson's disposal in the most productive manner.

Question 14

ABC analysis is used most successfully by the salespeople of capital products than consumer packaged goods.

Question 15

The first step in the self-management process is to allocate resources and determine strategies to achieve goals.

Question 16

Performance goals are behavioral objectives.

Question 17

Account share is the average percentage of business received from a company's accounts in a particular category

Question 18

Successful salespeople recognize that once their daily plan is set,they should not deviate from it at any cost.

Question 19

The purpose of classifying accounts through grid analysis is to determine which accounts should receive more resources.

Question 20

The desire to drop everything else to handle a request is called the "tyranny of the urgent."

Question 21

Evaluating performance is the component of self-management that provides direction for how hard the salesperson should be working as well as an opportunity to determine which strategies work best.

Question 22

Which of the following is the best example of a performance goal?

A) To increase the number of cold calls from 10 per month to 12 per month
B) To make more sales calls using the telephone
C) To increase the amount of sales revenue by 10 percent
D) To increase the number of sales made relative to the number of sales calls made
E) To increase the number of customer accounts relative to the number of cold calls made

Question 23

Which of the following statements is true about goals?

A) Goals should seldom be based on time.
B) The effort toward accomplishing a goal matters, not the actual results.
C) To continuously motivate a person, goals set should be challenging and unreachable.
D) Goals should be specific and measurable.
E) All of the above statements about goals are true.

Question 24

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

A) Revising goals.
B) Implementing a time management strategy.
C) Allocating resources.
D) Completing paper work on time.
E) Evaluating performance.

Question 25

Customer contacts should always be in the form of in-person sales calls.

Question 26

Salespeople need to evaluate performance relative to performance goals set earlier.

Question 27

Career and sales goals should be challenging so that the:

A) salesperson setting the goals can easily achieve them.
B) probability of achieving the goals will be measurable.
C) salesperson setting the goals will be motivated.
D) time frame in which the goals are to be achieved will be long-term.
E) salesperson can drag on forever, even if no progress is being made.

Question 28

Larry is a new sales rep.He has designed his sales strategy and allocated resources.Which of the following is the next immediate step that Larry will need to complete?

A) Set new goals
B) Implement a time and territory strategy
C) Reallocate resources
D) Complete his paperwork before beginning his sales strategy
E) Evaluate his performance to date

Question 29

Harrison is self-employed.He sells advertising specialty items like calendars,pens,etc.imprinted with the name and advertising messages of local businesses who give the items to customers and prospects.He has set for himself a goal of earning $180,000 in sales for this year.Harrison's revenue goal is an example of a(n)_____ goal.

A) transformation
B) consequence
C) activity
D) performance
E) conversion

Question 30

The conversion ratio is the total number of sales made in a month.

Question 31

A professional salesperson not only looks for specific areas to improve but also evaluates the success of the overall sales call.

Question 32

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

A) performance
B) consequence
C) activity
D) transformation
E) conversion

Question 33

Conversion ratios should also be calculated by account type.

Question 34

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

Question 35

For salespeople,paperwork time is more productive than time spent selling to customers.

Question 36

Marissa is trying to improve her self-management techniques.She has no trouble setting goals,but the next immediate step in the self-management process,that is,_____,seems to always cause her problems.

A) conducting a productivity analysis
B) implementing a time management strategy
C) allocating resources to meet her goals
D) completing her paperwork on time
E) evaluating her own performance

Question 37

Sales call routing plans vary depending on the demands of the customers and the salesperson's ability to schedule calls at convenient times.

Question 38

Variable call patterns occur when a salesperson sees the same customers regularly.

Question 39

Goals relating to outcomes are _____ goals.

A) performance
B) consequence
C) activity
D) transformation
E) conversion

Question 40

The first stage of the self-management process is:

A) setting goals.
B) implementing a time management strategy.
C) allocating resources.
D) designing a time management strategy.
E) evaluating performance.

Question 41

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?

A) Transformation
B) Consequence
C) Activity
D) Performance
E) Conversion

Question 42

Tracy's company expects her to give no less than three demonstrations per work day.This is an example of a(n)_____ goal.

A) transformation
B) consequence
C) activity
D) performance
E) conversion

Question 43

_____ classifies accounts on the basis of the company's competitive position with an account along with the account's sales potential.

A) ABC analysis
B) Product differentiation
C) Cloverleaf analysis
D) The sales call allocation grid
E) Market basket analysis

Question 44

_____ goals are important because they reflect how efficiently a salesperson uses resources,such as time,to accomplish performance goals.

A) Transformation
B) Consequence
C) Activity
D) Performance
E) Conversion

Question 45

According to the self-management process,which of the following statements is true about resource allocation?

A) As a rule, 10 percent of a salesperson's sales come from 90 percent of his customers.
B) Attending meetings and learning about new products are examples of a salesperson's nonselling investment of their time.
C) Since there are no limitations on time, the salesperson should spend all his/her work time making sales calls.
D) The physical resources managed by a salesperson represent costs to him/her but investments to the company for which he/she works.
E) Resource allocation is the third stage of the self-management process.

Question 46

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?

A) It is extremely specific.
B) It is not derived from previous goals.
C) It has no impact on career goals.
D) It is not challenging.
E) It is not measurable.

Question 47

Which of the following statements is true about account classification and resource allocation?

A) Customer management is simply a time management issue.
B) As a rule, 80 percent of the sales in a territory come from only 20 percent of the customers.
C) Salespeople should avoid classifying customers on the basis of their sales potential.
D) All customers have the same buying potential, just as all sales activities produce the same results.
E) None of the above statements about account classification and resource allocation is true.

Question 48

Mariah is a stock broker.She knows that to increase her number of clients she must do a lot of prospecting since only about 1 out 30 prospects she works with will become profitable clients.She believes by doing a better job qualifying her prospects she will be able to persuade 1 out of 25 next month.This goal is an example of a(n)_____ goal.

A) transformation
B) consequence
C) activity
D) performance
E) conversion

Question 49

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.

A) 120
B) 100
C) 200
D) 80
E) cannot be determined

Question 50

Karen knew that the best salesperson in her company had a sales conversion ratio of 75 percent while hers was only 55 percent.Since one of Karen's goals is to improve her conversion ratio,she could use _____ and compare what she was doing with what the best salesperson in the company was doing,to identify ways to improve her sales conversion rate.

A) benchmarking
B) crowdsourcing
C) market analysis
D) groupthinking
E) social loafing

Question 51

Salespeople are often told to "work smarter,not harder." What does this expression mean?

A) Get more sales relative to the number of calls you make.
B) Lower your activity goals and live with the results; life's too short to let work make you miserable.
C) Don't set your performance goals so high that they cause stress.
D) If you charge more to your expense account, it's like getting a tax-free raise.
E) Spend less time on nonselling activities like travel and paperwork.

Question 52

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

A) clothes to department stores.
B) MRI equipment to hospitals.
C) cereal to supermarkets and grocery stores.
D) pharmaceuticals to drug store pharmacies.
E) cosmetics to retail outlets.

Question 53

Dmitri believes he can increase his income by 10 percent if he makes two more sales calls per week.His goal to increase the number of calls he makes is an example of a(n)_____ goal.

A) transformation
B) consequence
C) activity
D) performance
E) conversion

Question 54

Eva classifies her customers into three groups to aid her in allocating her time and other resources appropriately.Group 1 constitutes her best accounts,Group 2 consists of accounts of moderate value,and Group 3 is comprised of noncustomers and very low value accounts.Eva is using:

A) triple play grouping.
B) CPM method.
C) triangular analysis.
D) ABC analysis.
E) good-better-best grouping.

Question 55

A sales call allocation grid classifies accounts according to account opportunity and strength of position.The account opportunity dimension indicates:

A) the value of resources the salesperson is able to focus on a customer.
B) how conveniently the sales rep is able to contact a customer and travel to the customer's location.
C) how much a customer needs the product and whether he/she is able to pay for the product.
D) how strong the company and salesperson's position are with a customer.
E) the distribution costs associated with serving a customer.

Question 56

To use the sales call allocation grid,Spence must classify each of his accounts in terms of their need and ability to pay for his product and:

A) his company's competitive position with that customer.
B) the account-opportunity.
C) who the decision maker is.
D) the company's geographic location relative to the customer's location.
E) the company's geographic location relative to his company's nearest distribution center.

Question 57

Behavioral objectives such as increasing the number of demonstrations performed are also called _____ goals.

A) transformation
B) conformance
C) activity
D) performance
E) conversion

Question 58

Performance and conversion goals are the basis for _____ goals.

A) activity
B) transformation
C) consequence
D) terminal
E) collaborative

Question 59

Which of the following is the best example of a conversion goal?

A) Increasing the amount of commission checks by 15 percent
B) Increasing the number of telephone sales calls by 12 percent
C) Improving sales presentation skills
D) Improving the average sales generated relative to the number of calls made
E) Decreasing the number of customer complaints by 5 percent

Question 60

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

A) performance
B) consequence
C) activity
D) transformation
E) conversion

Question 61

Zoning works best:

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.

Question 62

Which of the following statements about time management is true?

A) Prime selling time depends on the buyer's industry.
B) Prime selling time is the time a salesperson devotes to performing nonselling activities.
C) The time of day when a buyer is most likely to be willing to see a salesperson is called the sales evaluating time.
D) Successful salespeople know that once their daily plan is set, they should not deviate from it.
E) Prime selling time is the same across most industries.

Question 63

The sales call allocation grid is used a great deal for analyzing:

A) current customers.
B) time spent on paperwork.
C) time spent traveling between accounts.
D) the use of the mail and the phone in account maintenance.
E) future prospects.

Question 64

Which of the following statements about making sales calls is true?

A) Days before holidays are seen as good days to call on customers.
B) It is a good idea to avoid making sales calls on bad weather days when you and your samples are likely to be exposed to the elements.
C) Bad weather increases competition and makes it difficult for salespeople to close deals.
D) Making daily plans and developing efficient routes are important steps toward better time use.
E) Days after holidays are seen as good days to call on customers.

Question 65

A sales call allocation grid classifies accounts according to account opportunity and strength of position.The strength of position dimension indicates:

A) the value of resources the salesperson is able to focus on a customer.
B) how conveniently the sales rep is able to reach a customer's office.
C) how much a customer needs the product and whether he/she is able to pay for the product.
D) how strong the salesperson and company are in selling the account.
E) the distribution costs associated with serving a customer.

Question 66

In the context of routing,variable call patterns occur when:

A) paperwork regularly requires a full day to complete.
B) the salesperson must call on accounts in an irregular order.
C) computer assistance is unavailable.
D) a particular customers wants to see the salesperson every Monday.
E) the telephone and direct mail are used for prospecting.

Question 67

How do computers help international selling organizations operate smoothly?

A) By permitting salespeople to forego their usual sales reports
B) By eliminating the need for videoconferencing
C) By reducing communication barriers between the field and the home office
D) By reducing the need for salespeople
E) By doing all of the above

Question 68

Reuben is a consumer products salesperson who calls on supermarkets and grocery stores.Due to the regular nature of his sales calls,Reuben should use _____ call patterns to route himself.

A) routine
B) standard
C) box
D) enclosed
E) traditional

Question 69

_____ is dividing a territory into specific areas,based on ease of travel and concentration of customers,in order to minimize travel time.

A) Batching
B) Assembling
C) Combining
D) Routing
E) Zoning

Question 70

Tyler maintains a calendar in which he notes various tasks he is required to perform in the future and when they are due to be done.He also keeps information about call backs he is supposed to make.In addition,he has information about many of his customer's birthdays (so he can send a card).This calendar helps him prepare his to-do lists to get things done in a timely manner.Which of the following terms best describes this calendar?

A) Duty box
B) Engagement file
C) Activity index
D) Organizer box
E) Tickler file

Question 71

As Amy plans her day,the first thing for her to do is make a list of activities that should be performed.The next,immediate step for her is to:

A) consult her records regarding how long similar activities took when she did them previously.
B) develop a time schedule for doing those activities.
C) determine the priority for each activity.
D) estimate how long each activity will take.
E) develop long-term sales goals.

Question 72

Using customer relationship management (CRM)software,salespeople can perform _____,which is a process for identifying and managing sales opportunities.

A) vendor analysis
B) pipeline analysis
C) benchmarking
D) customer value analysis
E) circular routing

Question 73

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 _____.

A)sales evaluating time
B)prime selling time
C)downtime
D)target market time
E)niche time

Question 74

Iris,a salesperson,finds her life fun but hectic.She frequently has to adjust whom she will contact next for a sales call because clients' demands for her products change almost weekly.Iris should use a(n)_____ pattern to route her sales calls.

A) linear call
B) sequential
C) regular
D) variable call
E) consecutive call

Question 75

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:

A) niching.
B) outlining.
C) routing.
D) patterning.
E) converting.

Question 76

Which of the following should a salesperson do to minimize the impact of paperwork on his or her prime selling time?

A) Let the paperwork accumulate
B) Complete routine reports at the end of the month
C) Realize that paperwork can increase their productivity
D) Regularly set aside a day when he or she could be selling, to catch up on paperwork
E) All of the above

Question 77

To salespeople the benefit of zoning is:

A) minimizing travel time between customers.
B) forming creative combinations within routing.
C) avoiding routine sales call patterns.
D) dividing accounts into groups according to its profitability.
E) scattering sales across a wide geographic area.

Question 78

The process of scheduling sales calls to minimize travel time is called:

A) niching.
B) outlining.
C) routing.
D) patterning.
E) scheduling.

Question 79

_____ refers to the average percentage of business received from a company's accounts in a particular category.

A) Market share
B) Account attitude
C) Routing patterns
D) Account opportunity
E) Customer share

Question 80

The first step in the activities planning process is to:

A) determine the priority of each activity to be performed.
B) estimate time needed to complete each activity.
C) list the activities that need to be performed.
D) develop a time schedule for performing activities.
E) spend more time on low-priority activities.