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Definitions
Activities of salespeople
Popular excuses for poor time management
Managing your time.
100
results oriented and focuses on achieving goals (for example: sales revenue and profitability.
What is Effectiveness?
100
What activity is preparing presentations, making calls, and negotiating resistance.
What is selling process.
100
When a sales person believes that they are not given enough time for a project, what is the excuse?
What is insufficient time.
100
What is it called when you pick one important task and concentrate on completing it?
What is... accomplishing one major objective each day.
200
When a sales person is assigned to a geographical area that is a control unit that contains customer accounts.
What is sales territory?
200
What activity includes overnight visit to sales appointments.
What is traveling out of town.
200
The excuse given when something occurs that was not plan
What is unexpected disruption.
200
writing an agenda for the following week is also known as
What is creating a schedule.
300
the potential prospects needs and ability to purchase the product is called?
What is account opportunity.
300
What activity includes taking clients to dinner, golfing, stage plays etc.
What is entertaining customers.
300
When someone has a need for control and perfection they believe that they are able to..
What is "do it better myself"
300
What is it called when you continuously put off a project or an assignment
What is Procrastination?
400
Cost-oriented focus on making the best possible use of sales person's time and efforts.
What is efficiency?
400
What activity is attending sales meeting, set up and staff exhibits at trade shows.
What is attending conferences or meetings.
400
When you the lack the time to do everything on your list people often say...
What is "If i could work faster"
400
When you close your office door to stop unexpected visitors and concentrate on reading or writing reports this is one example of
What is reducing one time-waster each week
500
Many sales problems can remain hidden beneath the surface of overall positive sales.
What is the iceberg principle.
500
What activity is must want to establish and maintain relationships with distributors, extending credit, collect past-due accounts.
What is working with distributors.
500
When a person says they have to many responsibilities and they are not getting items done, the excuse that they give maybe.
What is "to many demands on my hand".
500
scheduling time when you are able to listen to music, read a book, talk with friends is an example of..
What is scheduling personal time.