MKT 337 Chapter 16
A) spending more time in actual selling situations
B) dispensing with tedious recordkeeping
C) saving time with telephone calls
D) developing a series of personal goals
E) increasing prospecting activities
A) Develop a routing plan that gives equal attention to each customer.
B) If your territory is quite large, consider organizing it into two smaller zones.
C) Develop a schedule that best accommodates your personal and professional needs.
D) Avoid scheduling tentative calls, which may be distracting.
E) Ask for assistance from other salespeople if you cannot complete your route.
A) chance management
B) territory management
C) talent management
D) budget management
E) needs management
A) refer to the previous day’s log for unaccomplished activities
B) avoid listing more than five items
C) record approximately twice as many activities as you realistically expect to accomplish
D) list activities in priority order of importance
E) rank items by chronology instead of importance
A) seniority of salespeople
B) prospects for new accounts
C) geographical considerations
D) number of customers
E) sales potential
A) increase actual selling time by reducing travel time
B) have a written record of where you have been and where you are going
C) determine the geographical distribution of customers
D) initiate new contacts with potential customers
E) visualize your territory on a map
A) choose the “fight” or “flight” response
B) maintain an optimistic outlook
C) initiate a crusade to alleviate all sources of stress
D) throw yourself with renewed vigor into your job
E) set up a home office so you can work from home
A) a to-do list
B) a weekly sales report
C) a sales call plan
D) a customer contact card
E) a call record
A) retain all receipts and records for three years before discarding them
B) require written responses instead of substituting checkmarks
C) record only those details that cannot be committed to memory
D) never require a record that does not provide positive benefits to someone in the sales process
E) require records on all details and processes as a way of maintaining sales process discipline
A) the desire to consider making positive change
B) the self-discipline to manage their time properly
C) the organizational skills to create them
D) the time to use them properly
E) the commitment to use them consistently
A) Speaking Dutch will help you in the Flanders area.
B) Speaking French will help you north of Brussels.
C) One selling strategy will work for the entire country.
D) Dutch is spoken in the Wallonia area in the south of the country.
E) Belgians prefer to communicate in business English.
A) delegate all recordkeeping activities
B) maintain a log of how time is spent during a typical week in order to identify wasted time
C) reduce time spent on prospecting
D) reduce time spent with each prospect by 25 percent
E) go through the pipeline and remove prospects that have not made any movement forward in a specified period of time
A) The telephone is an ineffective way to keep the customer informed.
B) The telephone provides instant communications at a lower cost than other methods.
C) The telephone should not be used to thank a customer.
D) Some customers prefer email contact for certain types of business transactions.
E) The telephone can be used to check in with customers after the sale.
A) Develop a routing plan that is based primarily on visiting new accounts.
B) Develop a routing plan that is based solely on potential sales volume.
C) Develop a routing plan that is based solely on geographical considerations.
D) Develop a routing plan that is based on a combination of potential sales volume and geographical considerations.
E) Visit only your best customers and ignore those with low potential sales.
A) record the time and date of all phone calls
B) record the contact information of the customers the salesperson is due to call that day
C) provide a summary of time spent with each customer
D) provide a precise record of purchases by each customer
E) provide a summary of what happened during the call and an indication of what future action is required
A) financial strategy
B) management skills
A) plenty of luck, and the ability to act on it
B) strong mentors who spend time with you
C) natural talent, and the discipline to maximize it
D) written goals, both personal and professional
E) a strong organization in which to grow
A) attending meetings and conference calls
B) administrative tasks and travel
C) face-to-face selling
D) telephone selling and follow-up
E) prospecting and research
A) one to two
B) two to three
C) three to four
D) four to five
E) five to six
A) daily to-do list
B) electronic calendar that automatically schedules activities and coordinates them with those of other salespeople
C) file card system with notes on each account to carry along on sales calls
D) mentoring relationship with a senior salesperson
E) support group of salepeople to keep each other on track
A) management and labor
B) time management and stress management
C) business and entertainment expenses
D) sales territories
E) islands of information about customers
A) traveling on the same days every month
B) working for companies that stick to strict schedules
C) working from an office that is not close enough to home to cause distractions
D) delay starting families until their careers are well-established
E) using email and other forms of remote communication effectively
A) 80 percent of their time on calls from the office and 20 percent on face-to-face calls
B) 80 percent of their time on face-to-face calls and 20 percent on calls from the office
C) 80 percent of their time on larger accounts and 20 percent on less profitable accounts
D) 80 percent of their time on calls and 20 percent on prospecting
E) 80 percent of their time on sales activities and 20 percent on paperwork
A) a daily action plan initiated by the salesperson
B) a weekly action plan, often initiated by the sales manager
C) a monthly action plan, initiated by the salesperson
D) a record of sales calls that have been made in the previous month
E) a record of sales calls that are to be made that day
A) shipping records
B) customer files for current customers only
C) call reports
D) customers’ internal budgeting records
E) sales records for other salespeople
E) stimulus syndrome
A) get to work on time
B) manage stress
C) prevent “afternoon slump”
D) maintain an attractive appearance
E) be less focused at work
A) Increase focus on your job tasks.
B) Work from home.
C) Maintain a realistic outlook to avoid disappointment.
D) Practice healthy emotional expression.
E) Run for cardio and lift weights for strengthening.
2. Prepare a daily “to do” list.
3. Maintain a planning calendar.
4. Organize your selling tools.
2. If your territory is quite large, consider organizing it into smaller zones.
3. Develop a routing plan for a specific period of time.
4. Develop a schedule that accommodates your customers’ needs.
5. Think ahead, and establish one or more tentative calls in case you have extra time.
6. Decide how frequently to call on the basis of sales potential.
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