Deck 16: Opportunity Management: The Key to Greater Sales Productivity

Question 1

Matching

-Gives salespeople useful information with which to check their own progress

A) productive records management
B) productive management of stress
C) unproductive territory management
D) productive territory management
E) territory management
F) sales territory
G) time management
H) developing a routing and scheduling plan

Answer 1

productive records management

Question 2

Matching

-Maintain an optimistic outlook

A) productive records management
B) productive management of stress
C) unproductive territory management
D) productive territory management
E) territory management
F) sales territory
G) time management
H) developing a routing and scheduling plan

Answer 2

productive management of stress

Question 3

Matching

-Maintaining a fixed routing plan over a long period of time

A) productive records management
B) productive management of stress
C) unproductive territory management
D) productive territory management
E) territory management
F) sales territory
G) time management
H) developing a routing and scheduling plan

Answer 3

unproductive territory management

Question 4

Matching

-Taking steps to deal with such symptoms as undue anxiety, depression, or abrupt changes in mood

A) productive records management
B) productive management of stress
C) unproductive territory management
D) productive territory management
E) territory management
F) sales territory
G) time management
H) developing a routing and scheduling plan

Question 5

Matching

-Never requiring a record that is not absolutely necessary

A) productive records management
B) productive management of stress
C) unproductive territory management
D) productive territory management
E) territory management
F) sales territory
G) time management
H) developing a routing and scheduling plan

Question 6

Matching

-Discipline yourself to avoid a "fight" or "flight" response.

A) productive records management
B) productive management of stress
C) unproductive territory management
D) productive territory management
E) territory management
F) sales territory
G) time management
H) developing a routing and scheduling plan

Question 7

Matching

-Using sales call plans

A) productive records management
B) productive management of stress
C) unproductive territory management
D) productive territory management
E) territory management
F) sales territory
G) time management
H) developing a routing and scheduling plan

Question 8

Matching

-Using call reports

A) productive records management
B) productive management of stress
C) unproductive territory management
D) productive territory management
E) territory management
F) sales territory
G) time management
H) developing a routing and scheduling plan

Question 9

Matching

-Working off tension and anger with forms of physical activity

A) productive records management
B) productive management of stress
C) unproductive territory management
D) productive territory management
E) territory management
F) sales territory
G) time management
H) developing a routing and scheduling plan

Question 10

Matching

-Dividing customers based on geography

A) productive records management
B) productive management of stress
C) unproductive territory management
D) productive territory management
E) territory management
F) sales territory
G) time management
H) developing a routing and scheduling plan

Question 11

Matching

-Group of customers and prospective customers assigned to a single salesperson

A) productive records management
B) productive management of stress
C) unproductive territory management
D) productive territory management
E) territory management
F) sales territory
G) time management
H) developing a routing and scheduling plan

Question 12

Matching

-Keeping to-do lists

A) productive records management
B) productive management of stress
C) unproductive territory management
D) productive territory management
E) territory management
F) sales territory
G) time management
H) developing a routing and scheduling plan

Question 13

Matching

-Color-coding customers based on

A) productive records management
B) productive management of stress
C) unproductive territory management
D) productive territory management
E) territory management
F) sales territory
G) time management
H) developing a routing and scheduling plan