Exam 10: Adding Value: Self Leadership and Teamwork

Personal integrity is important to successful teamwork.

What is the last stage of the five stages of self-leadership?

A salesperson's annual territory sales goals, annual account sales goals, and sales call goals should be interdependent.

_____________ relationships are relationships salespeople have with other individuals in their own company.

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.

Deal analytics help salespeople by analyzing historical sales data.

CRM applications are very similar to the spreadsheet applications.

_____________________ are "smart" sales force automation tools that analyze historical sales data in order to identify sales opportunities.

Sam wants to be an effective team leader. To improve his effectiveness, Sam should empower his team members by keeping his expectations ambiguous (allowing the team will be more creative).

When Sam is calling on his accounts, he starts near his office and moves in an expanding pattern of concentric circles that spiral across the territory. Sam is using a ______________ routing plan.

Placing existing customers and prospects in categories based on their sales potential is called ____.

A salesperson's desire of selling a certain amount of product to one customer or account in order to achieve territory and personal goals is called a/an ___________ goal.

When working in teams, it's important to focus on the task at hand and not worry so much about "the little things."

Which of the following common sales call routing plan patterns is best used when the territory is large and accounts are clustered in the several widely dispersed groups?

Setting clear goals help salespeople:

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

For most salespeople involved in relational selling, their success is dependent upon their ability to create and maintain both external and internal relationships.

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?

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

"Smart" sales force automation tools that analyze data on past customer behavior, cross-selling opportunities, and demographics to identify areas of opportunity are referred to collectively as?