Chapter 4: Time,Territory and Self-Management

What is a sales territory?

• A defined area or group assigned to a salesperson

• A method of tracking sales performance

• A type of customer relationship management

• A scheduling technique for sales meetings

What is the primary goal of time allocation for salespeople?

• To improve customer relations

• To maximize productivity

• To reduce travel expenses

• To increase the number of clients

Which of the following is NOT a reason to establish sales territories?

• To increase product prices

• To reduce sales expense

• To evaluate performance

• To improve customer relations

What does effective scheduling ensure?

• Lower travel costs

• More client meetings

• Higher sales commissions

• Timely completion of sales activities

Which method helps salespeople use waiting time effectively?

• Planning meetings

• Qualifying prospects

• Making follow-up calls

• Traveling to clients

What type of expenses includes costs like fuel and airfare?

• Transportation Expenses

• Cost of Living

• Other Expenses

• Entertainment

In a direct reimbursement plan, what does the company require?

• Salespeople to submit receipts

• Salespeople to cover their own expenses

• No documentation needed

• A fixed daily allowance

What is the purpose of customer and prospect card files?

• To store detailed customer information

• To manage customer interactions

• To log expenses

• To track sales performance

What does CRM stand for?

• Customer Revenue Model

• Client Relationship Model

• Client Resource Management

• Customer Relationship Management

Which type of CRM focuses on automating customer-facing processes?

• Operational CRM

• Analytical CRM

• Strategic CRM

• Collaborative CRM