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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Time and Territory Management: Keys to Success

True/False Quiz



1

The ELMS system is used to broadly classify accounts.
A)True
B)False
2

When salespeople aim a single selling strategy at all accounts, they are engaged in account segmentation.
A)True
B)False
3

Time and territory management includes account analysis but does not include scheduling and routing.
A)True
B)False
4

The relationship of sales volume to sales calls is called the sales response function.
A)True
B)False
5

When salespeople develop daily, weekly, and monthly call plans, they are practicing time management.
A)True
B)False




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