Exam 10: Adding Value: Self-Leadership and Teamwork

Offices set up at multiple locations where salespeople can access a wide range of selling technologies are called:

According to the five sequential stages of self-leadership, what should salespeople do once they've completed their territory analysis and account classification?

Synergy refers to the value of the whole being greater than the value of the some of the parts.

The _______________ routing plan works best when accounts are located in clusters that are some distance apart.

In order to maintain high customer satisfaction, it is often important for salespeople to form close internal partnerships with their customer service personnel.

When you begin working in a group, one of the first things you should do is to clarify expectations.

The cloverleaf territory routing plan is the best method for creating an effective territory routing plan.

Increase sales by 10%, although realistic, is not an effective goal because it is not ____________.

Which common method for classifying accounts is growing in popularity because it is flexible and incorporates multiple variables?

A salesperson's desire of selling a certain amount of product within an area or territory in order to achieve personal goals is called a/an ____________ goal.

Which of the following is not one of the six teamwork skills that salespeople must learn and sincerely apply in the process of building internal partnerships?

High-tech sales support offices are no longer needed because of the technology associate with laptop computers.

Suppose a salesperson sets a personal goal to achieve an annual income of $100,000. What is the next goal the salesperson should set?

To plan effectively, salespeople should derive their long-term plans from their short-term plans.

Deal analytics refers to a new set of "smart" tools in the area of salesforce automation.

__________ analysis is the process of surveying an area to determine customers and prospects who are most likely to buy.

Goals should be quantifiable, realistic, and ______ specific.

Suppose a salesperson tells you that one of their goals is to increase sales by 5%. Which of the following is probably your best response if the salesperson asked you for feedback related to the goal?

Although some internal partnerships are important, it is unlikely that salespeople would ever need to form relationships with personnel working in the selling organization's shipping and transportation area.

Suppose a salesperson is classifying accounts based on the level of sales potential and strength of relationship (buyer-seller). Which common method for classifying accounts is the salesperson using?