Question 1

Salespeople should not only evaluate each sales call individually but also look at which activity leads to desired outcomes and at what rate.

Accepted Answer

Evaluating the effectiveness of different sales activities is important in identifying which approaches lead to the most success, and can help salespeople make informed decisions about how to allocate their time and resources. By analyzing the data on a larger scale, sales reps can identify trends and patterns that can help them optimize their sales process and achieve better results overall.

Question 2

Sales call routing plans vary depending on the demands of the customers and the salesperson's ability to schedule calls at convenient times.

Accepted Answer

Sales call routing plans need to consider the customers' schedules and preferences to increase the chance of successful sales calls. Additionally, the salesperson's availability and ability to schedule calls at convenient times are important factors to consider when developing a routing plan. Therefore, there is variability in the plans depending on these factors.

Question 3

Activity analysis helps a salesperson analyze how well each sales call went.

Accepted Answer

The answer of Activity analysis helps a salesperson analyze how...

Question 4

The first stage of the self-management process is:

Accepted Answer

Setting goals is the first stage of the self-management process as it provides a direction and purpose for the individual’s actions and decisions. Without clear goals, it would be difficult to allocate resources, design a time management strategy, and evaluate performance effectively. Therefore, setting goals is essential in the initial stages of self-management.

Question 5

Which of the following is the best example of a performance goal?

Accepted Answer

A performance goal should be specific and measurable. Option A is specific but not measurable as it does not give a clear target for improvement. Option B is not specific enough as it does not mention a target number of calls to be made. Option D and E are not specific and measurable as they do not provide a clear target or criteria for improvement. Option C is specific (10% increase in sales revenue) and measurable (based on sales revenue figures).

Question 6

Harrison is self-employed.He sells advertising specialty items like calendars,pens,etc. ,imprinted with the name and advertising message of local businesses who give the items to customers and prospects.He has set for himself a goal of earning $180,000 in sales for this year.Harrison's revenue goal is an example of a(n)_____ goal.

Accepted Answer

Harrison's revenue goal of earning $180,000 in sales is an example of a performance goal. Performance goals are outcome-based goals that focus on achieving a specific result or level of performance. In this case, Harrison's goal is to achieve a specific level of revenue through his sales efforts.

Question 7

Salespeople should set aside a block of prime selling time for paperwork.

Accepted Answer

Salespeople should allocate their prime selling time for activities that directly generate sales, such as prospecting and meeting with clients. Paperwork and administrative tasks should be done during non-peak selling hours.

Question 8

A salesperson should set his or her _____ first because attaining certain execution levels is of primary importance to both the organization and the salesperson.

Accepted Answer

Performance goals are the most important to set for a salesperson as they outline the level of success and results they are expected to achieve in their role. Activity quotas and goals are important, but they should be secondary to performance goals as they are simply the means to achieving those performance goals. Gross margin quotas may be more appropriate for sales managers, and conversion goals are only relevant for certain types of sales positions (such as e-commerce).

Question 9

Salespeople need to evaluate performance relative to performance goals set earlier.

Accepted Answer

Salespeople need to regularly evaluate their performance to ensure they are on track to meeting their goals and make any necessary adjustments to their strategies or tactics.

Question 10

Customer contacts should always be in the form of in-person sales calls.

Accepted Answer

Customer contacts can also be made through phone, email, online chats, social media or other forms of communication. In-person sales calls are one way of making customer contacts but not the only way.

Question 11

Variable call patterns occur when a salesperson sees the same customers regularly.

Accepted Answer

The answer of Variable call patterns occur when a salesperson...

Question 12

Which of the following is the final stage of the self-management process?

Accepted Answer

Evaluating performance is the final stage of the self-management process, as it involves reflecting on one's progress towards achieving goals and identifying areas for improvement. Revising goals, implementing a time management strategy, allocating resources, and completing paperwork on time are all important steps in the self-management process, but they precede the final stage of evaluating performance.

Question 13

A professional salesperson not only looks for specific areas to improve but also evaluates the success of overall sales calls.

Accepted Answer

This statement is true. A professional salesperson should always evaluate the success of their overall sales calls in addition to looking for specific areas to improve. This helps them identify their strengths and weaknesses and make adjustments to improve their sales performance.

Question 14

Marissa,a sales manager with Care Health Systems,has set her targets and goals for the current financial year.Which of the following steps should Marissa take next according to the self-management process?

Accepted Answer

After setting targets and goals, the next step in the self-management process is allocating resources to meet those goals. This involves planning and organizing the necessary resources such as time, budget, and personnel to achieve the set objectives.

Question 15

Conversion ratios should also be calculated by account type.

Accepted Answer

Conversion ratios can vary between account types, and therefore should be calculated separately for each type in order to get a more accurate understanding of performance.

Question 16

Larry is a new sales executive with Dr.Eddy's Laboratories.According to the self-management process,he has set his goals and has allocated resources to meet his goals.Identify the next step that he should take.

Accepted Answer

After setting goals and allocating resources, the next step in the self-management process is to implement the strategies, such as making sales calls, to work towards achieving those goals.

Question 17

In sales,zoning works best for large territories or for situations in which salespeople call regularly on the same accounts.

Accepted Answer

The answer of In sales,zoning works best for large territories...

Question 18

Goals relating to outcomes are _____ goals.

Accepted Answer

Performance goals are related to outcomes as they focus on achieving specific results or standards.

Question 19

Identify a true statement about setting goals in the self-management process.

Accepted Answer

Goals should be effective, which means they should be specific, measurable, attainable, relevant, and time-bound. It's important to set goals that can be tracked and quantified so that progress can be measured and adjustments made as needed. Specific goals provide clarity, while measurable goals provide an objective way of determining progress.

Question 20

Career and sales goals should be challenging so that the:

Accepted Answer

Career and sales goals should be challenging so that the salesperson setting the goals will be motivated. If the goals are too easy, the salesperson may not feel motivated to work hard to achieve them, whereas if the goals are too difficult or unrealistic, they may become discouraged and give up. Challenging goals provide a healthy balance of motivation and realism.

Quiz 15: Managing Your Time and Territory