Question 1

When salespeople set goals,they should meet 4 criteria.What are they and provide an example that incorporates these four criteria?

Accepted Answer

The answer of When salespeople set goals,they should meet 4...

Question 2

Most firms do NOT allow their salespeople to have considerable latitude in routing their sales calls.

Accepted Answer

The answer of Most firms do NOT allow their salespeople...

Question 3

Mike,a general sales manager establishes sales quotas for each salesperson based in part on the potential of a specific territory.Then,the salesperson must perform an account analysis for each prospect and customer to attempt to maximize the chances of reaching his/her sales goals.

Accepted Answer

The scenario describes a situation where the sales manager establishes sales quotas based on territory potential, and the salesperson then analyzes each prospect and customer account to increase the chances of meeting those goals. This is a common sales practice.

Question 4

An inexperienced sales person is trying to determine the number of times he/she should call on customers assigned to her territory.If asked,what would you tell this salesperson that would help him/her determine if an increase in frequency of visits to specific customers in his/her territory is warranted?

Accepted Answer

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Question 5

Given the importance of developing sales territories it is odd that some companies would not partake in this activity.Based on the information provided in the textbook,what are some of the potential reasons why some companies do not develop sales territories? Provide two examples of industries that find it disadvantageous having specific sales territories assigned to specific sales people.

Accepted Answer

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Question 6

What are the two general approaches used for account analysis and,what are some variables a salesperson should consider when choosing between these two approaches?

Accepted Answer

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Question 7

What is the relationship between the ELMS system and the 80/20 principle?

Accepted Answer

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Question 8

The Straight-Line method and the Major-Client method are examples of account segmentation strategies.

Accepted Answer

The Straight-Line method is a depreciation method, not an account segmentation strategy. The Major-Client method is not a recognized account segmentation strategy.

Question 9

It is common knowledge of those in the sales profession that a consumer goods salesperson should segment accounts by size to ensure those customers who contribute the most to his sales success receive the most attention.

Accepted Answer

This statement is true and is a common practice in the sales profession to focus more attention on the accounts that contribute the most to sales success.

Question 10

Why would a company insist that its salespeople stick to strict route designs?

Accepted Answer

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Question 11

The seventh step in the process of time and territory management is customer evaluation.This last step allows the salesperson to compare projected sales results against what the company developed as targets for each territory.

Accepted Answer

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Quiz 13: Time,Territory,and Self-Management