Chapter 14 Time, Territory, and Self-Management: Keys to Success

Chapter 14 Time, Territory, and Self-Management: Keys to Success

 

Complete Chapter Questions With Answers

 

Sample Questions Are Posted Below 

 

 

 

Chapter 14 Time, Territory, and Self-Management: Keys to Success

True / False Questions

1. According to the Golden Rule, how you spend your time greatly influences your level of sales success.
   Answer: True

Learning Objective: 14-01

Topic: The Golden Rule: Time

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: How you spend your time determines your life. It greatly influences the level of your success in sales—and school. Time encompasses the time spent with customers and your life activities.

 

2. A sales quota comprises a group of customers or a geographical area assigned to a salesperson.
   Answer: False

Learning Objective: 14-01

Topic: Customers Form Sales Territories

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: A sales territory comprises a group of customers or a geographic area assigned to a salesperson. Firms use sales territories to establish each salesperson’s responsibilities and to improve customer relations.

 

3. Sales territories can be used to obtain thorough coverage of the market.
   Answer: True

Learning Objective: 14-01

Topic: Customers Form Sales Territories

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: Firms use sales territories to obtain a thorough coverage of a market. With proper coverage of territories, a company will reach the sales potential of its markets.

 

4. Fewer overnight trips and more regular contact with productive customers can reduce sales expenses as well as improve a firm’s sales-cost ratio.
   Answer: True

Learning Objective: 14-01

Topic: Customers Form Sales Territories

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: Sales territories are designed to avoid duplicating efforts so that two salespeople do not travel in the same area. Such benefits as fewer travel miles and fewer overnight trips, plus regular contact with productive customers by the same salesperson, can improve the firm’s sales-to-cost ratio.

 

5. Generally, it is a good idea to maximize the difference between the salesperson and the customer being served to keep sales presentations fresh and interesting.
   Answer: False

Learning Objective: 14-01

Topic: Customers Form Sales Territories

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: Salespeople are hired and trained to meet the requirements of the customers in a territory. Often, the more similar the customer and the salesperson, the more likely the sales effort will succeed.