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60.
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?
61.
The sales call allocation grid classifies accounts according to account opportunity and
strength of position. The strength of position dimension indicates:
62.
The sales call allocation grid is a great tool for analyzing:
63.
_____ refers to the average percentage of business received from a company's accounts in a
particular category.
64.
Using a customer relationship management (CRM) software, salespeople can perform _____,
which is a process for identifying and managing sales opportunities.
65.
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 _____.
66.
Which of the following statements about time management is true?
67.
The first step in the activities planning process is to:
68.
As Amy plans her day, the first thing for her to do is to make a list of the activities that should
be performed. The next, immediate step for her is to:
69.
Tyler maintains a calendar in which he notes various tasks he is required to perform in the
future and when they are due. He also keeps information about callbacks he is supposed to
make. In addition, he has information about many of his customer's birthdays (so he can send
a card). This calendar helps him prepare his to-do lists to get things done in a timely manner.
Which of the following terms best describes this calendar?
70.
Which of the following statements about making sales calls is true?
71.
_____ is a method of planning sales calls in a specific order to minimize travel time.
72.
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.
73.
Which of the following scenarios exemplifies a routine call pattern?
74.
In the context of routing, variable call patterns occur when:
75.
Iris, a salesperson with Winter Fruits Ltd., sells display refrigeration units to supermarkets and
vegetable stores. The demand for her products is erratic, and she has to plan her sales calls
accordingly. Identify the call pattern that will help Iris plan her sales call more effectively.
76.
To salespeople, zoning is advantageous in:
77.
_____ is dividing a territory into specific areas, based on ease of travel and concentration of
customers, in order to minimize travel time.
78.
Zoning works best:
79.
Identify a method that will help salespeople handle paperwork and reports efficiently.
80.
How do computers help international selling organizations operate smoothly?
Short Answer Questions
81.
What does it mean when your sales manager tells you that all of your activity goals are
intermediate goals?
82.
What do a salesperson's conversion goals measure?
83.
Differentiate between performance goals and conversion goals.
84.
How should salespeople classify customers in order to achieve sales goals?
85.
Monica is creating a chart comparing the strength of her company's position versus the
account opportunity for her customers. What is Monica creating?
86.
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?
87.
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?
15-32
88.
What is meant by routing in sales?
89.
List the four types of routing plans used by salespeople.
90.
Brett has just calculated his number of sales per call for the last month. What has he
calculated?
Essay Questions
91.
Beverly has just attended a seminar on the self-management process for salespeople. Briefly
describe the four stages of the self-management process she learned about at the seminar.
92.
List and briefly describe the three types of sales call goals.
93.
How does an ABC analysis use the 80/20 rule?
94.
Identify and describe the two dimensions that define the sales call allocation grid.
95.
List the steps in the process of activities planning.
96.
Differentiate between the two types of sales call patterns.
97.
What is meant by zoning, and how does it help salespeople achieve sales goals?
98.
What can salespeople do to minimize the impact of paperwork on their prime selling time?
99.
Describe the various ways in which salespeople can perform activity analysis.
100.
How does calculating the conversion rate help salespeople in performing productivity
analyses?
