Exam 15: Time, Territory, and Self-Management: Keys to Success

Stephen started a new company which manufactures vacuum cleaners.He hired four salespeople and decided to use the door-to-door selling technique to sell his products.Which selling approach will most likely be used by the salespeople?

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

Territorial evaluation is the establishment of _____ for the individual territory in the form of qualitative and quantitative quotas or goals.

Meredith Jacoby sells floral supplies.Her annual sales equal $450,000.Her total fixed costs annually equal $75,000.The cost of goods sold annually is $335,000.Calculate her gross profit percentage.

Dividing accounts on the basis of the types of accounts and sales volume would be an example of:

Based on the following data,calculate the breakeven point. Sales = $500,000 Transportation = $10,000 Gross Profit = $200,000 Lodging and Meals = $8,000 Salary = $37,000 Other expenses = $5,000

Based on the following data,calculate the breakeven point in dollars: Sales = $400,000 Gross Profit = $100,000 Transportation = $8,000 Cost of Goods Sold = $280,000 Expenses = $10,000 Salary = $40,000

"To increase the product assortment purchased by current customers by two percent during the next three months," is an example of a(n):

_____ refers to establishing a fixed time for visiting a customer's business.

Michael delivers pesticides to farmers' cooperatives.When planning his daily routing pattern,Michael prefers to start with the customers who are at the far end of the territory and work his way back to his company's office.Which routing pattern would most likely allow Michael to do this?

All companies segment their markets into sales territories.

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

Which selling approach would most likely involve a salesperson using the same selling strategy for all customers?

The 80/20 principles can be used to explain why salespeople use:

James Lambert is an assistant territory sales manager at Cellcom,a leading wireless service provider in Europe.James manages the salespeople in a small city in France.There are many players in the wireless service provider market,and it is becoming increasingly difficult to position the company as unique.What can James do to position Cellcom as a unique company,when compared to its competitors?

Mario Jimenez sells electrical supplies.His annual sales equal $450,000.His total fixed costs annually equal $75,000.The cost of goods sold annually is $335,000.Mario works an average of 240 days a year and 8 hours each day.Mario makes an average of five sales calls per day.Mario's break-even volume per hour is approximately:

The undifferentiated selling approach is used when the:

What are the basic factors a salesperson must consider when allocating time within territories?

Why is the development of sales territories inefficient for some companies?

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