Exam 16: Opportunity Management: The Key to Greater Sales Productivity

Which of the following is an effective way to manage stress?

An external stimulus called a stressor and the physical and emotional responses to that stimulus are called:

________ refers to two simultaneous events: an external stimulus called a stressor,and the physical and emotional responses to that stimulus.

The two major methods for salespeople to increase their sales volume are by improving selling effectiveness and:

One of the simplest ways a salesperson can practice time management skills is to create a(n):

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities.Jameson Kilpatrick is a field sales representative with Braeden Innovations.As a field sales representative,he makes sales presentations in person and contacts clients and prospects by phone,email,text,and in person.He enjoys the variety of his daily schedule,but is occasionally overwhelmed by the amount of travel he must do. -Since Jameson has to coordinate airline flights,rental car information,prospect addresses,contact information and appointment times,and emails and voicemails from current clients,all while in transit,he would most likely benefit from a(n):

One of the best ways to gain more time is to:

Julio Melara,top seller and motivational speaker,feels that growth and success are facilitated by having:

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities.Victoria Canning is an inside sales representative with Braeden Innovations.As an inside sales representative,she makes sales presentations via webinar and contacts clients and prospects by phone,email,and instant messaging,all from her home office.She says the best thing about her job is having a fulfilling professional career but never having to commute to an office. -Victoria needs to organize her territory.Which categories would make the most sense for Victoria to use to organize her territory to schedule her calls most efficiently?

The primary objective of a sales ________ and scheduling plan is to increase actual face-to-face selling.

Salespeople need to know what their goals are to be able to manage their time effectively.

The telephone has proven to be a good method of making appointments,keeping customers informed,and expressing appreciation,but it is an ineffective tool for building customer goodwill.

Which of the following guidelines regarding territory management is most suitable?

According to self-management experts,every moment spent planning saves how many minutes in execution?

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities.Jameson Kilpatrick is a field sales representative with Braeden Innovations.As a field sales representative,he makes sales presentations in person and contacts clients and prospects by phone,email,text,and in person.He enjoys the variety of his daily schedule,but is occasionally overwhelmed by the amount of travel he must do. -One of the most stressful aspects of Jameson's life is scheduling his required work travel and still being present at home for his wife and children,who have expressed that they hate not knowing for sure when he will be home.Which of the following would most likely enable Jameson to balance home and career better?

List the guiding principles that can be used to develop a routing and scheduling plan.

What is a primary reason for requiring sales reports?

The starting point for effective time management is forming a new attitude toward time conservation.

The fight or flight response is a typical response to:

Braeden Innovations is a company that sells database systems and software integration packages to schools and universities.Po Komacho is a trade sales representative with Braeden Innovations.As a trade sales representative,she promotes the company and its products to software resellers and supports their sales representatives in selling Braeden's software to clients.A large part of her job involves attending industry trade shows and working at the Braeden Innovations booth at the exhibit hall of the trade show. -Po has a bigger challenge in keeping track of brochures and literature than do other types of sales representatives.Which of the following would most likely enable Po to organize her selling tools better?