Exam 10: Adding Value: Self-Leadership and Teamwork

Kim does an excellent job of setting objectives for herself. Unfortunately, she rarely devotes any time to developing and executing plans to achieve those objectives. Kim is:

Steve's works his territory by starting at his office and working out in one direction until he reaches the end of his territory. Steve is using a _______________ routing plan.

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.

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

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

One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability to "show personal __________."

One of the primary objectives of portfolio analysis is __________________________?

What is another name for a company's internal Internet?

It is extremely important that students wishing to pursue a career in professional selling be familiar with the various types of selling technology.

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

Suppose a salesperson is classifying accounts based on the level of sales potential. Which common method for classifying accounts is the salesperson using?

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

Salespeople involved in relational selling are becoming increasingly more independent of their organizations.

Which of the following is not one of the common sales call routing plan patterns?

The process of scheduling activities that can be used as a map for achieving objectives is called __________ planning.

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

The process of scheduling activities that can be used as a map for achieving objectives is referred to as:

The process of placing existing customers and prospects into categories based on their potential as customers is referred to as account classification.

"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?

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