Ch 16

Question 1

Every moment spent on​ planning, according to some experts in​ self-management, saves​ ________moments in execution.

Answer 1

three or four

Question 2

When salespeople are asked to evaluate the major challenges they face in their​ work, the number one challenge is​ ________.

Answer 2

time management

Question 3

A sales territory is a group of customers or prospective customers assigned to a salesperson.​ Today, territory management is​ ________.

Answer 3

less of an art and more of a science

Question 4

The process of systematizing data collection and storage is called​ ________.

Answer 4

records management

Question 5

Learning to cope with the​ ________ that surface in the daily life of a salesperson is an important part of the​ self-management process.

Answer 5

stressors

Question 6

Two of the best ways to spend more time in​ face-to-face selling situations are​ ________.

Answer 6

time and territory management

Question 7

Keeping​ ________ can help you identify various activities and use your time effectively.

Answer 7

a time log

Question 8

​________ requires you to be clear about what you want to accomplish and has a great deal of psychological value.

Answer 8

Developing a series of personal goals

Question 9

Three ways for the salesperson to accomplish goals include​ ________.

Answer 9

preparing a daily to do​ list, maintaining a planning​ calendar, and organizing sales tools

Question 10

Other important tools in the age of information that can facilitate time management include​ ________.

Answer 10

electronic and cyberspace tools

Question 11

Common ways in which sales territories are developed include​ ________.

Answer 11

geographies and classes of customers

Question 12

The first step in the sales territory management process begins with​ ________.

Answer 12

classifying all customers

Question 13

Sales territory management also means that you should spend the most time​ ________.

Answer 13

with customers with the greatest sales potential

Question 14

The second step in territory management is​ ________.

Answer 14

developing a routing and scheduling plan

Question 15

Many salespeople have found that​ _____ is/are one of their most​ time-consuming nonselling activities.

Answer 15

travel

Question 16

Good records management has several key​ advantages, which include​ ________.

Answer 16

more time for actual​ selling, better​ organization, and quick accessibility to information that makes it possible to close more sales and improve customer service.

Question 17

​________ are all primary types of records kept by salespeople.

Answer 17

Customer and prospect​ files, call​ reports, expense​ records, and sales records

Question 18

Call reports are one of the most basic records used in sales and provide​ a(n) ________.

Answer 18

summary of what happened during the call and an indication of what future action is required

Question 19

Sales records are used to create sales reports. The primary use of sales reports are to analyze​ ________.

Answer 19

​salespeople’s performance

Question 20

Personal selling is characterized by highs and lows. Carefully prepared records can serve as a​ ________.

Answer 20

Correct. Carefully prepared records serve as a reality check to help analyze the reason for a sales slump.

Question 21

Stress refers to two simultaneous events. These are the​ ________.

Answer 21

external stimulus and the​ physical/emotional responses to that stimulus

Question 22

One way to control stress is to maintain an optimistic​ outlook, which​ ________.

Answer 22

gives rise to positive attitudes and effective relationships with customers

Question 23

Practicing healthy emotional expression can help avoid​ ________.

Answer 23

damaging your relationships with team​ members, customers, or customer support personnel

Question 24

The sales call plan contains​ _____.

Answer 24

routing and scheduling

Question 25

Primary stress management strategies include a​ ________.

Answer 25

​stress-free home​ office, maintaining an optimistic​ outlook, practicing healthy emotional​ expression, and maintaining a healthy lifestyle