Exam 15: Managing Your Time and Territory

Harriet,a salesperson with GoodGrip Tires,has been given four additional counties in her territory after a corporate restructuring.To minimize her travel time,she needs to plan her sales calls to include these new accounts.Identify the method used by Harriet in this scenario.

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

Harrison is self-employed.He sells advertising specialty items like calendars,pens,etc. ,imprinted with the name and advertising message 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.

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

How does calculating the conversion rate help salespeople in performing productivity analyses?

A salesperson should set his or her _____ first because attaining certain execution levels is of primary importance to both the organization and the salesperson.

Sarah has created a sales call allocation grid.Describe the attractiveness of accounts that fall into the grid segment denoting strong strength of position but low opportunity.What sales strategies should she use for these accounts?

_____ is a method of planning sales calls in a specific order to minimize travel time.

Salespeople should set aside a block of prime selling time for paperwork.

Describe the various ways in which salespeople can perform activity analysis.

Monica is creating a chart comparing the strength of her company's position versus the account opportunity for her customers.What is Monica creating?

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

In sales,zoning works best for large territories or for situations in which salespeople call regularly on the same accounts.

Karen works for Leather Planet Company.The top salesperson in her company has a sales conversion ratio of 80 percent,while hers is only 55 percent.Karen wants to achieve a conversion rate of 75 percent for the current quarter.Which of the following methods will help Karen see where she is falling short?

Identify and describe the two dimensions that define the sales call allocation grid.

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

The sales call allocation grid classifies accounts according to account opportunity and strength of position.Which of the following dimensions is indicated by account opportunity?

Larry is a new sales executive with Dr.Eddy's Laboratories.According to the self-management process,he has set his goals and has allocated resources to meet his goals.Identify the next step that he should take.

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

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