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

Outlook for sales representatives is very important when dealing with stress.Researchers have shown what type of outlook helps deal with stress best?

What does territory management involve?

Sales territories should,in most cases,be established on the basis of:

__________ is the process you use to select,define and put into operation the expectations you have for yourself.

For goals to be effective,they must be:

Sales territories can be classified according to:

A goal such a "I want to sell more" is not good because it is:

There is little relationship between time spent in face-to-face selling situations and sales volume.

How can a sales representative increase sales volume?

An outcome of too much information in the technological age is:

Which of the following is a guiding principle to be used in establishing a sales routing and scheduling plan?

There is a trend of including more qualitative information on customers; such as their buying behaviour,instead of simple quantitative information,such as the number of calls made each day in the call reports.

An increase in use of telephone calls,e-mails and voice mails etc.in sales is the result of:

How does goal setting help with time management?

When tension builds,your most effective reaction is to choose either the "fight" or "flight" response.

Sound time management techniques can pave the way to greater sales productivity.List and discuss four time-saving techniques used by time-conscious salespeople.

Stress can lead to:

A good way to classify customers is based on:

The four-dimensional process consisting of time,territory,records and stress management is called:

In an effort to improve customer relationship management,salespeople are including more __________ about the customers,such as their buying behaviours and perceptions in the call reports.