Exam 10: Adding Value: Self-Leadership and Teamwork

Steve is looking for a way to analyze customer data from his territory in an effort to identify new opportunities for sales revenue growth. _______________ could help Steve with this task.

What is another name for a company's internal Internet that is securely linked up with its major customers and suppliers?

Anthony is a salesperson for ABC Supplies. Based on his annual territory sales goal, he has set his annual account sales goals for his top 30 accounts. Next he needs to:

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

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

Suppose a salesperson sets a personal goal to achieve an annual income of $100,000. What is the next goal the salesperson should set?

The first stage of self-leadership is territory analysis.

CRM applications are very similar to the spreadsheet applications.

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?

An important part of self-leadership is the ability to perform an effective self-assessment.

Which of the following is not one of the types of software applications a salesperson is likely to use when taking advantage of computer technology?

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).

Scott is a salesperson with a very large territory and whose accounts are clustered in the several widely dispersed groups?

Setting clear goals helps salespeople:

The _______________ routing plan works best when accounts are located in clusters that are some distance apart.

An effective plan works like a map showing the way from where you are to where you want to go - your objectives.

Suppose a salesperson tells you that one of their goals is to increase sales by 5%. Which of the following is probably your best response if the salesperson asked you for feedback related to the goal?

A ___________________ is a territory routing plan used when the territory is composed of a major metropolitan area and the territory is split into a series of geometric shapes.

Suppose you are salesperson for a company that manufactures and sells industrial equipment. Two or three of your key accounts periodically have special delivery needs that are difficult to accommodate. Which of the following represents the action you should probably take to avoid losing the accounts by ensuring customer satisfaction among them?

Personal integrity is important to successful teamwork.