Question 1

How can you use the concepts of prime selling time and "tyranny of the urgent" to better market yourself?

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Question 2

In "The Value of Just Showing Up" what three reasons does John Ragsdale give for technical sales people not getting the sale even though their products were likely to be the best fit for the customer?

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Question 3

The self-management process in selling has four stages. What is done during the first stage?

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Question 4

Which of the following evaluation measurement tools can salespeople use to assess their performance?

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All of the above evaluation measurement tools can be used by salespeople to assess their performance. Success of a new sales presentation relative to one used previously can help determine the effectiveness of the new approach. Commission amount and sales volume by new and old customers are direct indicators of sales performance. Number of prospecting calls is also an important metric to evaluate how many leads a salesperson is generating.

Question 5

Beverly has just taken a seminar on the self-management process for salespeople. Briefly describe the four stages she learned about and their relationship.

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Question 6

What do a salesperson's conversion goals measure?

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Question 7

Brendan has just been given a CRM system by his sales manager. How can Brendan use the system to improve his sales performance?

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Question 8

In "Lead Scoring and Predictive Modeling in Sales," what is "digital body language?"

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Question 9

Sonya has created as sales call allocation grid. Describe the attractiveness of accounts that fall into the weak strength of position but high opportunity portion of the grid. What sales strategies should she use for these accounts?

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Question 10

Imagine you are interviewing for a sales position. As you talk to the interviewer, she mentions her tickler file and asks you to describe the type of information that should be in such a file. How do you respond?

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Question 11

How does an ABC analysis use the 80/20 rule?

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Question 12

Marshall sells adhesives used in making furniture. Give three examples of resource investments Marshall could make in his customers. How could this resource investment be linked to an ABC analysis?

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Question 13

Identify and describe the two dimensions that define the sales call allocation grid.

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Question 14

What is the activity of comparing your performance with the best in the organization called?

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Question 15

What does it mean when the sales manager tells you that all of your activity goals are intermediate goals?

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Question 16

What can salespeople do to minimize the impact of paperwork on their prime selling time?

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Question 17

List and briefly describe the three types of sales call goals.

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Question 18

How can a salesperson use the research regarding customer share to improve their performance?

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Question 19

In the opening profile who did Tony Fiorello find most helpful to her in managing her time in a new territory?

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Question 20

Sarah has created as sales call allocation grid. Describe the attractiveness of accounts that fall into the strong strength of position but low opportunity portion of the grid. What sales strategies should she use for these accounts?

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Quiz 15: Managing Your Time and Territory