Ch 16 Flashcards
Every moment spent on planning, according to some experts in self-management, saves ________moments in execution.
three or four
When salespeople are asked to evaluate the major challenges they face in their work, the number one challenge is ________.
time management
A sales territory is a group of customers or prospective customers assigned to a salesperson. Today, territory management is ________.
less of an art and more of a science
The process of systematizing data collection and storage is called ________.
records management
Learning to cope with the ________ that surface in the daily life of a salesperson is an important part of the self-management process.
stressors
Two of the best ways to spend more time in face-to-face selling situations are ________.
time and territory management
Keeping ________ can help you identify various activities and use your time effectively.
a time log
________ requires you to be clear about what you want to accomplish and has a great deal of psychological value.
Developing a series of personal goals
Three ways for the salesperson to accomplish goals include ________.
preparing a daily to do list, maintaining a planning calendar, and organizing sales tools
Other important tools in the age of information that can facilitate time management include ________.
electronic and cyberspace tools
Common ways in which sales territories are developed include ________.
geographies and classes of customers
The first step in the sales territory management process begins with ________.
classifying all customers
Sales territory management also means that you should spend the most time ________.
with customers with the greatest sales potential
The second step in territory management is ________.
developing a routing and scheduling plan
Many salespeople have found that _____ is/are one of their most time-consuming nonselling activities.
travel
Good records management has several key advantages, which include ________.
more time for actual selling, better organization, and quick accessibility to information that makes it possible to close more sales and improve customer service.
________ are all primary types of records kept by salespeople.
Customer and prospect files, call reports, expense records, and sales records
Call reports are one of the most basic records used in sales and provide a(n) ________.
summary of what happened during the call and an indication of what future action is required
Sales records are used to create sales reports. The primary use of sales reports are to analyze ________.
salespeople’s performance
Personal selling is characterized by highs and lows. Carefully prepared records can serve as a ________.
Correct. Carefully prepared records serve as a reality check to help analyze the reason for a sales slump.
Stress refers to two simultaneous events. These are the ________.
external stimulus and the physical/emotional responses to that stimulus
One way to control stress is to maintain an optimistic outlook, which ________.
gives rise to positive attitudes and effective relationships with customers
Practicing healthy emotional expression can help avoid ________.
damaging your relationships with team members, customers, or customer support personnel
The sales call plan contains _____.
routing and scheduling
Primary stress management strategies include a ________.
stress-free home office, maintaining an optimistic outlook, practicing healthy emotional expression, and maintaining a healthy lifestyle
