Deck 9: Self-Management: Time and Territory

Question 1

Time and territory management is primarily the responsibility of:

A)Salespeople.
B)Sales managers.
C)Salespeople and sales managers.
D)Customers.

Answer 1

C

Question 2

Which of the following is NOT one of the common personal life priorities questions salespeople need to address?

A)How important is my family?
B)Is the customer satisfied with my company/me?
C)Do I live to work or work to live?
D)How important is personal wealth?

Answer 2

B

Question 3

Peter,a sales manager,uses the territory management system to review commission plans.This use of territory management system is consistent with which reason why time and territory management systems are important?

A)Ensure territory and customer coverage.
B)Minimize sales expenses.
C)Assess sales performance.
D)Align company policies with customer expectations.

Answer 3

C

Question 4

By investing in territory management systems,sales managers can:

A)Control the day-to-day actions of salespeople.
B)Avoid conflict of interest accusations.
C)Identify problems and spot positive trends.
D)All of the choices are correct.

Question 5

Defining sales territories and customer coverage minimizes sales expense through:

A)Reducing sales commissions.
B)Creating competition among salespeople.
C)CRM.
D)Eliminating duplication.

Question 6

You have just been hired as a sales manager for an airplane company and find the territory management system has a wealth of information.You decide to use the management system to make decisions regarding:

A)Recruiting.
B)Compensation.
C)Training.
D)All of the choices are correct.

Question 7

With regard to sales territories,the sales manager's goal is to:

A)Maximize the full potential of the territory.
B)Minimize the cost of sales.
C)Increase territories to work salespeople harder.
D)All of the choices are correct.

Question 8

One of the most constructive tools salespeople can use to build customer relationships is to effectively manage:

A)Corporate finances.
B)Sales manager's trust.
C)Customer time.
D)Sophisticated software.

Question 9

Arlene,a sales manager,uses the territory management system to decide which salesperson should be assigned new customers.This use of territory management system is consistent with which reason why time and territory management systems are important?

A)Ensure territory and customer coverage.
B)Minimize sales expenses.
C)Assess sales performance.
D)Align company policies with customer expectations.

Question 10

Jurgen has just been given his basic territory requirements.He now knows:

A)The number of customers.
B)Expected call frequency.
C)Expected call duration.
D)All of the choices are correct.

Question 11

Managers design territories so that salespeople must __________________ to reach the territory's full sales potential.

A)Use both transactional and relationship sales techniques.
B)Exert maximum effort.
C)Work day and night.
D)Minimize sales calls and maximize electronic communication

Question 12

Omar,a sales manager,uses the territory management system to determine the qualifications needed when hiring new salespeople.This use of territory management system is consistent with which reason why time and territory management systems are important?

A)Ensure territory and customer coverage.
B)Minimize sales expenses.
C)Assess sales performance.
D)Align company policies with customer expectations.

Question 13

When defining sales territories and customer coverage:

A)All customers should be treated the same.
B)Only major customers should receive sales calls.
C)The company aligns the sales force appropriately with various customers.
D)All of the choices are correct.

Question 14

Beverly is assessing personal career questions.She will need to ask herself:

A)How important is my family?
B)Is the customer satisfied with my company/me?
C)Would I do anything to succeed?
D)How many new sales calls have I made this year?

Question 15

Vanessa sometimes will isolate herself in advance of a sales meeting,taking the time to properly prepare for the meeting.She has found that doing this:

A)Enhances her confidence in the sales meeting.
B)Makes the sales meeting last longer.
C)Is easier than selling.
D)All of the choices are correct.

Question 16

Regina is struggling to identify her personal and professional priorities as a salesperson.She will need to address the question:

A)Where should I start?
B)What is important to me?
C)When will my sales manager call me?
D)Where is my time manager?

Question 17

Gracie,a sales manager,wants to assess sales performance.She will most likely ask questions about:

A)Individual sales territories.
B)Product sales in each region.
C)Why some customers have not re-ordered.
D)All of the choices are correct.

Question 18

Terrance knows wasting customer's time is not good for relationship selling.Terrance:

A)Is on time for appointments.
B)Deals with customer concerns promptly.
C)Maximizes the time he has with customers.
D)All of the choices are correct.

Question 19

The single most effective way to make sure the company has the right relationships with its customers is to create territories that define:

A)Commissions based on territorial depth.
B)Where and how customers will interact with the company.
C)Who,what,where,why,and how the company succeeds.
D)The single most important marketing mix factor for each customer.

Question 20

Roger,a sales manager,uses the company's territory management system to design and monitor sales territories.This use of territory management system is consistent with which reason why time and territory management systems are important?

A)Ensure territory and customer coverage.
B)Minimize sales expenses.
C)Assess sales performance.
D)All of the choices are correct.

Question 21

Brian developed a time management plan but has found the difficult part is:

A)Defining the right priorities.
B)Logistics.
C)Event scheduling.
D)Implementing it.

Question 22

MSAs are:

A)Market sales areas.
B)Integrated economic and social units with a large population nucleus.
C)Meeting schedule assignments used to develop account priorities.
D)Management summary assessments used in territory management.

Question 23

______________ tend to improve sales force morale and diminish disputes between management and the sales force.

A)Equal workloads.
B)High performance standards.
C)Market potential analysis.
D)Daily meetings.

Question 24

It is easier for a sales manager to evaluate each salesperson's performance and compare salespeople when:

A)Salespeople are of equal ability.
B)New salespeople are guided by established salespeople.
C)Sales territories are roughly equal.
D)Call frequencies are the same for all salespeople.

Question 25

When using a laptop or cell phone for time management,salespeople need to remember a laptop or cell phone is:

A)Always better than a post it system.
B)Secure from competitive intelligence.
C)As good as the information in it.
D)Supposed to be user-friendly.

Question 26

Ralph is creating his first time management plan.He has learned that the basic elements of a time management plan include all of the following EXCEPT:

A)Daily event schedule
B)Organization of critical information.
C)Life priorities lists.
D)Weekly/monthly planning calendar.

Question 27

Warren is developing a territory management plan.One of his goals will be to:

A)See every customer weekly.
B)Maximize face-to-face selling time with customers.
C)Employ the 80:20 rule.
D)Avoid the 80:20 rule.

Question 28

Norma is assessing her account activity.She will ask herself questions about:

A)New sales calls.
B)New customers.
C)Sales/expense ratios.
D)All of the choices are correct.

Question 29

____________________ combine census data with other information to create customized basic control units.

A)Geodemographers.
B)Account professionals.
C)Enterprise planning resource managers.
D)Sales territory consultants.

Question 30

Salespeople need to make sure career and professional priorities are _________ life priorities.

A)Consistent with.
B)Offset by.
C)Rationalized by.
D)Depreciated by.

Question 31

One reason sales territories are frequently defined by counties is:

A)There are many counties.
B)There are no other choices.
C)Salespeople prefer county-wide territories.
D)There is a wealth of information about counties.

Question 32

One reason not to use counties as a basic control unit is when they are:

A)Too small.
B)Too many.
C)Too large.
D)Indefinable.

Question 33

Jessica is developing a plan to reach all of her customers in a given period of time.She is developing a:

A)Market potential plan.
B)Workload analysis.
C)Basic control unit.
D)Routing schedule.

Question 34

One advantage to using zip codes as basic control units is:

A)They are all the same.
B)They are free.
C)They are likely to be relatively similar in demographics.
D)They offer an alternative to geographic basic control units.

Question 35

Bob is assessing account priorities.He will ask himself:

A)Do I live to work or work to live?
B)Is the customer buying more now than last year?
C)What are my career goals?
D)What is my ratio of sales to expenses compared to last years?

Question 36

Greg has been told to call on Homer's Automotive twice each month.Greg has been told call:

A)Monitoring levels.
B)Frequency.
C)Territory plans.
D)Attractiveness level.

Question 37

In defining sales territories the basic control unit is the:

A)Customer.
B)Geographic area.
C)Profit potential.
D)Sales/Call ratio.

Question 38

Which of the following priorities and objectives are most often identified by salespeople working with management with specific performance goals set for a given period of time?

A)Personal life priorities.
B)Personal career priorities.
C)Professional activities priorities.
D)Professional time management planning priorities.

Question 39

To do their job sales managers must design effective sales territories and:

A)Assess MSA/CMSA ratios.
B)Measure sales performance.
C)Monitor closely each salesperson's time management plan.
D)All of the choices are correct.

Question 40

Karen is organizing a territory feedback system for her company.She knows from past experience that this system can help salespeople:

A)Share information.
B)Develop career priorities.
C)Reduce the 80:20 rule to 70:30.
D)Avoid MSA mistakes.

Question 41

Daniel is calculating the direct selling time for each of his sales representatives.He will estimate direct selling time by:

A)Adding the nonselling time to the selling time for each type of account.
B)Multiplying the call frequency of each type of account by the number of such accounts.
C)Multiplying the number of accounts times the amount of nonselling time minus the selling time.
D)Subtracting the account attractiveness from the sales call frequency and then multiplying by 80/20.

Question 42

When sales territories are roughly equal,it makes it easier for sales managers to compare sales performances.

Question 43

As sales manager,you need to estimate the market potential for each territory.You do this by estimating the:

A)Dividing the census by the basic control unit.
B)Potential demand for each customer and prospect.
C)Offering incentives to salespeople to ask customers what their potential is.
D)Size of the MSA multiplied by the 80:20 rule.

Question 44

In defining sales territories,the basic control unit is the market potential.

Question 45

Bill finds most of his sales volume comes from a few,key customers,yet he spends a lot of time with many small dollar-amount clients.Bill is experiencing:

A)Account attractiveness syndrome.
B)Call frequency quandary.
C)The 80:20 rule.
D)Sales potential frustration.

Question 46

Teresa is developing an account planning matrix.The two factors she uses to divide her accounts are:

A)Account potential and Competitive strength.
B)Basic control units and Secondary control units.
C)Market potential and industry potential.
D)Sales territory and company territory

Question 47

When developing sales analysis software,it is important to remember that:

A)Only sales managers should see the results.
B)Salespeople should be the primary concern.
C)Different people in the organization may want different analyses.
D)All of the choices are correct.

Question 48

To salespeople,time is money.

Question 49

Pratna is the sales manager for a software company.She wants to know how well sales are doing.She will evaluate ____________ relative to its potential.

A)Product sales
B)Customer accounts
C)Territory results.
D)All of the choices are correct.

Question 50

Salespeople are more productive if they manage their time rather than their territory.

Question 51

Dave has just purchased software to coordinate bid estimation,order entry,shipping,and billing systems.Dave has purchased a _____________ system.

A)MSA.
B)Enterprise resources planning.
C)Customer potential management.
D)Workforce cooperative planning.

Question 52

Why is time and territory management important to salespeople?

Question 53

The most difficult part of a time management plan is event scheduling.

Question 54

With regard to defining sales management,all customers should be treated the same.

Question 55

To determine the total effort required to cover a sales territory,the manager considers:

A)Number of accounts.
B)Number of calls to be made.
C)Estimated amount of nonselling and travel time.
D)All of the choices are correct.

Question 56

A salesperson's basic sales territory requirements include the number of customers and expected call frequency.

Question 57

MSA means Market Sales Area.

Question 58

Ideally,sales managers like to form sales territories that are equal in both __________ and _______________.

A)Sales; profit.
B)Call frequency; call outcome.
C)potential; workload.
D)Prospects; customers.

Question 59

The document with most information about customers is the sales invoice.

Question 60

Creating territories eliminates duplication.

Question 61

What does a salesperson need to do to manage their time efficiently?

Question 62

What is the 80:20 rule?

Question 63

What should salespeople include in their time management plan?

Question 64

What factors influence the productivity of sales calls? How does productivity influence sales management?

Question 65

What are the two key questions that drive salespeople's time and territory management?

Question 66

What are the major sources of information for sales analysis?

Question 67

As described in the text,one of the critical duties of a sales manager is to design territories.What are the five steps to territory design in their logical order?

Question 68

What factors does a sales manager use to determine the total effort required to cover a sales territory?

Question 69

What are the basic goals in developing a routing schedule?

Question 70

Why is time and territory management important to sales managers?

Question 71

Why do companies often concentrate their field selling efforts in MSAs?

Question 72

What is included in a salesperson's basic territory requirements?

Question 73

How can a salesperson avoid wasting customer's time?

Question 74

From a sales management perspective,what are the problems associated with sales territories that are too large and too small?