Chapter Questions
The From the Field boxed feature (p. 383) describes how Alex Pettes manages his time for self–improvement. Why is it important for salespeople to have a self-improvement plan?
Opportunity management has been described as a four-dimensional process. Describe each dimension.
List and briefly describe the four goal-setting principles.
How can a salesperson use a time log to improve time management?
List four techniques the salesperson should use to make better use of valuable selling time.
Effective territory management involves two major steps. What are they?
What is a sales call plan? Explain how it is used.
Describe the records most commonly kept by sales-people.
What is stress? What are some indicators of stress?
Table 16.2describes six “five-minute stress busters.” Which of these do you think are most important for persons employed in the sales field? Explain.