Exam 15: Managing Your Time and Territory

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

Identify a true statement about setting goals in the self-management process.

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

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

Roderick sells restaurant supplies to eateries in western Kentucky.Because his clients do much of their own business at lunchtime,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.This time he devotes to making sales calls is referred to as the _____.

How does an ABC analysis use the 80/20 rule?

A goal to increase the number of sales calls made in one day from 8 to 9 is an example of a(n)_____ goal.

The sales call allocation grid is a great tool for analyzing:

Mariah is a stockbroker.She knows that to increase her number of clients she must do a lot of prospecting since only about 1 out of 30 prospects she works with will become a profitable client.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.

Differentiate between the two types of sales call patterns.

Performance goals are behavioral objectives.

How should salespeople classify customers in order to achieve sales goals?

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

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

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

The first step in the activities planning process is to:

Goals relating to outcomes are activity goals.

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

To salespeople,zoning is advantageous in:

List the four types of routing plans used by salespeople.