Exam 10: Adding Value: Self-Leadership and Teamwork

In Stage Five of self-leadership, a ssessment checkpoints should be built into plans at progressive points in time to encourage and facilitate the evaluation of one's progress.

_____ is a method for analyzing accounts that allows two factors to be considered simultaneously.

In the process of building internal partnerships, salespeople must:

Roger, a sales executive, has completed a survey of his selling area; he has located existing customers and prospects, discovered their interests, and understands their motivation for buying products. He has also segregated these customers and prospects into categories based on their potential as customers. In this scenario, Roger's next step should be to:

Sharon has set a goal to earn $50,000 in the current financial year by selling her company's products to at least 1000 customers. According to the five sequential stages of self-leadership, Sharon's next step should be to:

In the context of tapping technology and automation, desktops, notebooks, laptops, tablets, and smartphones are examples of _____.

A salesperson's account goal is directly dependent on his or her personal goal.

In the context of territory routing plans, the leapfrog routing plan is best applied when:

To maximize the effectiveness of sales plans, salespeople should keep sales plans current and flexible because:

Salespeople can receive valuable information regarding client complaints and problems by engaging in a partnership with the _____ team.

Which of the following is most likely to generate buyer loyalty?

In the context of account classification, which of the following is a feature of portfolio analysis?

Mobile CRM applications utilize _____ access to enable users to view, create, and modify data on any Internet-capable device

Ella is a salesperson at SalesQuarter Inc. She performs a two-factor analysis for classifying an account and finds that the account is less attractive, offering low opportunity. In this scenario, which of the following selling strategies should Ella follow?

_____ integrate multiple communication and customer contact channels-including the Web, e-mail, call center, and social media applications in order to maximize client interactions.

If a customer places an order for a product that is an urgent requirement, the concerned salesperson should engage in a partnership with the _____ to meet the customer requirement.

Martha, a salesperson, discusses her goals with her coworker. She mentions that she has set an account goal of $30,000. In order to achieve her account goal, Martha should first achieve a _____.

In the context of account characteristics and suggested selling effort allocations for a typical portfolio analysis incorporating the factors of account opportunity and seller's competitive position, when competitive position is strong:

Portfolio analysis is the most often used method for account classification and is analyzed on the basis of a single factor.

Which of the following is true of deal analytics?