Exam 10: Adding Value: Self-Leadership and Teamwork

The last stage of Self-Leadership is _____________________.

Which of the following common sales call routing plan patterns is best used when accounts are located in linear clusters that are some distance from one another?

The process of surveying an area to determine customers and prospects that are most likely to buy is referred to as territory analysis.

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

In order to successfully establish territory routing plans, salespeople will need the information gained from ____.

Ethan is a salesperson who likes to set goals and objectives. Within the context of effective self-leadership, Ethan sets goals and objectives because:

______________ are secured networks within the organization using the Internet or commercial channels to provide direct linkages between company units and individuals.

Mobile salesperson ______________ solutions are wireless broadband applications that enable users to view, create, and modify customer data on any internet-capable device such as smartphones, netbooks, and laptops.

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

A salesperson's annual territory sales goals should be dependent upon his/her annual account sales goals.

To maximize the effectiveness of daily plans, salespeople should adhere to which two guiding principles?

A goal of selling $30,000 in products to an account over the next 12 months is an example of a sales call goal.

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

To maximize the effectiveness of a daily sales plan, salespeople should remember to "keep it current and __________.

Deal analytics help salespeople by analyzing historical sales data.

Successful teamwork usually results in synergy. Which of the following best describes what this means?

Intranets and Extranets can each be considered an example of a specialized Internet.

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

Common courtesy is important to successful teamwork.

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