Time,territory,and Self-management: Keys To Success

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Questions Bank

The Life,Times,and Career of the Professional Salesperson
Relationship Marketing: Where Personal Selling Fits
Ethics First Then Customer Relationships
The Psychology of Selling: Why People Buy
Communication for Relationship Building: Its Not All Talk
Sales Knowledge: Customers,Products,technologies
Prospecting the Lifeblood of Selling
Planning the Sales Call Is a Must
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time,Territory,and Self-Management: Keys to Success
Planning,Staffing,and Training Successful Salespeople
Motivation,Compensation,Leadership,and Evaluation of Salespeople

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Question 1

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According to the Golden Rule,how you spend your time greatly influences your level of sales success.

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Question 2

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A sales account refers to a limited geographical area assigned to a salesperson.

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Question 3

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Sales territories can be used to obtain thorough coverage of the market.

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Question 4

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Salespeople act as business managers for their territories.

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Question 5

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

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Question 6

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

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Question 7

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Segmenting the market into territories can be very effective in industries like insurance and retail.

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Question 8

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For the salesperson,time and territory management is a continuous process of planning,executing,and evaluating the sales and service provided to customers.

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Question 9

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All companies segment their markets into sales territories.

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Question 10

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The process of applying and designing selling strategies equally to different accounts is known as a differentiated selling approach.

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Question 11

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

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Question 12

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The 80/20 principle is a time management concept that favors a salesperson putting 80 percent of his or her time on planning and 20 percent on selling.

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Question 13

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The process of applying different selling strategies to different customers and prospects is known as the account segmentation approach.

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Question 14

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The majority of sales force resources should be invested in key accounts.

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Question 15

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It is wise to use the account segmentation approach in a market with heterogeneous needs.

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Question 16

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Territory time allocation is the time spent by the salesperson calling on accounts excluding the traveling time.

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Question 17

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Multivariable account segmentation means using multiple salespeople to call on a few accounts.

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Question 18

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One of the basic factors to consider in territory-time allocation is non-selling time.

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Question 19

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The difference between cost of goods sold and sales is called the gross profit on sales revenue.

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Question 20

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Break-even volume per hour = Cost per hour/Gross profit percentage

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