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23 Cards in this Set
- Front
- Back
- 3rd side (hint)
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ABC Analysis
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Evaluating the importance of an account. A is more important, B is second, and C is least.
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Account Opportunity
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Another term for the sales potential dimensions of the sales call allocation.
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Account share
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The percentage of business received from a company's accounts.
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*Also called customer share
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Activity Goals
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Behavioral objectives, such as the number of calls made in a day.
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Benchmarking
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A process of comparing your activities and performance with those of the best organization or individual in order to improve.
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Circular Routing
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Method of scheduling sales calls that includes using circular patterns from the home base in order to cover the territory.
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Cloverleaf Routing
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Method of scheduling sales calls that involves using loops to cover different portions of the territory on different days or weeks.
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Conversion Goals
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Measures of salesperson efficiency.
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Conversion Ratio
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calculated by dividing performance results by activity results, for example, dividing the number of sales by the number of calls.
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*Similar to a batting average
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Customer Share
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The percentage of business received from a company's accounts.
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*Also called Account share
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Leapfrog Routing
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Method of scheduling calls that requires the identification of clusters of customers.
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Performance Goals
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Goals relating to outcomes, such as revenue.
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Pipeline Analysis
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A process for identifying an managing sales opportunities
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*Also called opportunity management
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Prime Selling Time
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Time of day at which a salesperson is most likely to be able to see a customer.
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Routine Call Patterns
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Method of scheduling calls used when the same customers are seen regularly.
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Routing
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Method of scheduling sales calls to minimize travel time.
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Sales Call Allocation Grid
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Grid used to determine account strategy.
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Share of Wallet
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The percentage of business received from a company's accounts.
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*Also called customer share and account share
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Straight-line Routing
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Method of scheduling sales calls involving straight-line patterns from the home base in order to cover the sales territory.
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Strength of Position
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Dimension of the sales call allocation grid that considers the seller's strength in landing sales at an account.
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Tickler File
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File or calendar used by salespeople to remind them when to call on specific accounts.
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Variable Call Patterns
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A non-systematic method that a salesperson occasionally uses for calling on accounts.
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Zoning
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Method of scheduling calls that divides a territory into zones.
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