Exam 10: Adding Value: Self-Leadership and Teamwork

Connie's accounts are evenly dispersed throughout her territory. She should probably utilize the circular route pattern when creating her territory routing plan.

Which common method for classifying accounts is popular because of its simplicity?

The most effective teams are the ones in which team members compete against each other to produce the best performance outcome.

Portfolio analysis is a common method used for account classification because of its simplicity.

A salesperson wanting a more insightful classification method should use portfolio analysis rather than single-factor analysis.

Increase sales by the end of the quarter, although realistic, is not an effective goal because it is not ___________.

When a team member makes a mistake, he/she should apologize even if it's insincere.

The last stage of Self-Leadership is _____________________.

The first stage of self-leadership is territory analysis.

Which of the following is not one of the characteristics of properly developed goals?

Goals should be realistic, yet ______________.

Which the following is not one of the sequential stages of self-leadership?

The _______________ routing plan works best when accounts are concentrated in different parts of the territory.

Deal analytics help salespeople by analyzing historical sales data.

Which of the following common sales call routing plan patterns is best used when accounts are concentrated in different parts of the territory?

Portfolio analysis is more complex than single-factor analysis.

Personal integrity is important to successful teamwork.

The _______________ routing plan works best when the territory is large and accounts are clustered into several widely dispersed groups.

Written plans are generally more effective than plans not written down.

The process of doing the right things and doing them well is called ____.