Term
| What are the symptoms of bad time management? |
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Definition
Letting papers pile up on your desk and emails pile up in your in-box.
Delaying decisions, thus frustrating both your superiors and your co-workers.
Getting farther behind every day.
Working late and having to work weekends. |
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Term
| How much of your time are you supposed to plan? |
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Definition
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Term
| How much time are you supposed to leave for "wiggle room"? |
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Definition
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Term
| What are 3 ways to plan your time? |
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Definition
Go through your planner at the beginning of each week
Categorize
Prioritize |
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Term
| What are some organizing systems? |
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Definition
Master calender
Daily to-do List
Integrated systems |
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Term
| How do you identify priorities? |
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Definition
A type: pressing related to your goals
B type: something that can be done anytime
C type: nice to do someday |
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Term
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Definition
| Work expands to fill the time allowed for its completion |
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Term
| What are some ways to manage time goals? |
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Definition
Parkinson's Law
Record time next to each item |
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Term
| What are the big time wasters? |
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Definition
Telephone Interruptions
Inefficient Delegation
Extended Lunches or Breaks
Cluttered Work Space
Poorly Run Meetings
Socializing On The Job
Misfiled Information
Poor Planning
Procrastination
Waiting/Delays
Paperwork
Junk Mail
Drop-In Visitors
Not Setting/Sticking to Priorities |
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Term
| How do you use time effectively? |
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Definition
Consolidate Similar Tasks.
Tackle Tough Jobs First.
Delegate And Develop Others.
Learn To Use Idle Time.
Get Control Of The Paper Flow.
Avoid The Cluttered Desk Syndrome.
Get Started Immediately On Important Tasks.
Reduce Meeting Time.
Take Time To Plan.
Learn To Say “No.”
Remember That Now Is The Time To Put It All Together. |
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Term
| What are the steps for Territory Management? |
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Definition
1: Classify customers
2: Develop Routing and Scheduling Plan |
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Term
| What happens when you classify customers? |
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Definition
Classify according to potential sales volume
Track current dollar amount and potential dollars
Realize a small amount of customers may provide a majority of sales volume |
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Term
| What happens during the "Develop Routing and Scheduling Plan"? |
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Definition
Map territory/use smaller zones if large
Develop routing plan for a specific time frame
Schedule around customer needs
Establish tentative calls
Use 80/20 rule |
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Term
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Definition
80 percent of time spent calling on most productive customers
20 percent on prospects and smaller accounts |
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Term
| Why do Companies Develop and Use Sales Territories? |
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Definition
To obtain thorough coverage of the market.
To establish each salesperson's responsibilities.
To evaluate performance.
To improve customer relations.
To reduce sales expense.
To allow better matching of salesperson to customer’s needs.
To benefit both salespeople and the company. |
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Term
| What are some Territory Routing Patterns? |
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Definition
Cloverleaf
Hopscotch
Circular and Straight Line Patterns |
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Term
| How do you manage stress? |
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Definition
Develop stress-free work environment
Maintain optimistic outlook
Practice healthy emotional expression
Maintain healthy lifestyle |
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Term
| What is the stress equation? |
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Definition
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Term
| What are some symptoms of stress? |
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Definition
Worry
Tense
Tired
Frightened
Elated
Depressed
Anxious
Anger |
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Term
| What are the 2 types of stressors? |
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Definition
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Term
| What are some external stressors? |
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Definition
Physical Environment
Social Interaction
Organizational
Major Life Events
Daily Hassles |
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Term
| What are some internal stressors? |
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Definition
Lifestyle choices
Negative self – talk
Mind Traps
Personality traits |
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Term
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Definition
| No,there is positive and negitive stress |
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Term
| How is most of the stress we experience generated? |
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Definition
By ourselves.
How we perceive life. |
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Term
| What are the physical symptoms of stress? |
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Definition
Sleep pattern changes
Fatigue
Digestion changes
Loss of sexual drive
Headaches
Aches and pains
Infections
Indigestion
Dizziness
Fainting
Sweating & trembling
Tingling hands & feet
Breathlessness
Palpitations
Missed heartbeats |
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Term
| What are the mental symptoms of stress? |
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Definition
Lack of concentration
Memory lapses
Difficulty in making decisions
Confusion
Disorientation
Panic attacks |
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Term
| What are the behavioral symptoms of stress? |
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Definition
Appetite changes - too much or too little
Eating disorders - anorexia, bulimia
Increased intake of alcohol & other drugs
Increased smoking
Restlessness
Nail biting
Hypochondria |
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Term
| What are the emotional symptoms of stress? |
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Definition
Bouts of depression
Impatience
Fits of rage
Tearfulness
Deterioration of personal hygiene and appearance |
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Term
| What are some stress related illnesses? |
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Definition
Cardiovascular disease
Immune system disease
Asthma
Digestive disorders
Ulcers
Skin complaints - psoriasis
Headaches and migraines
Pre-menstrual syndrome
Depression
Diabetes |
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Term
| What percent of modern diseases have their origins in stress? |
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Definition
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Term
| What are some stress management techniques? |
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Definition
Change your thinking
Change your behaviour
Change your lifestyle |
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Term
| What do sales managers do? |
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Definition
Manages (organizes) sales staff
Recruits
Trains
Budgets
Develops compensation plans
Grades sales force productivity
Motivates sales staff |
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Term
| What are the 5 characteristics of a GREAT sales manager? |
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Definition
Provides employees with a sense of mission
Challenges sales team to stretch themselves
Gives immediate feedback
Rewards and praises individual and team performance
Helps employees develop their talents and careers |
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Term
| What are the specific responsibilities performed by the Sales Manager? |
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Definition
Manages (organizes) sales staff
Recruits and selects people
Provides sales training
Determines compensation plans
Assessing productivity: quantitative criteria
Assessing Productivity: qualitative criteria
Sales force motivation |
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Term
| What does sales force motivation encompass? |
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Definition
Motivating the employees
Manager:Creating the work climate
Employee: taking advantage of the motivating climate |
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Term
| What is the key to having motivated employees? |
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Definition
| Hire employees who are already motivated |
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