Exam 10: Adding Value

When using a two-factor analysis to classify accounts based on account opportunity and competitive position, which of the following types of accounts represent the most likely potential for new business?

Which type of goal is a salesperson's desire to sell a certain amount of product to one customer to achieve territory and personal goals?

According to the textbook, what is the term for the process of placing existing customers and prospects into categories based on their sales potential?

Deal analytics refers to a new set of "smart" tools in the area of salesforce automation.

How is the purpose of classifying accounts best summarized?

According to the textbook, which common sales call routing plan pattern is best used when accounts are located in clusters that are some distance from one another?

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

Effective goals are those that are realistic, yet challenging for salespeople to attain.

According to the textbook, which common sales call routing plan pattern is best used when the territory is large and accounts are clustered into several widely dispersed groups?

Mary is a salesperson who is classifying her accounts based on the level of sales potential and the strength of her relationship (buyer-seller). Which common method for classifying accounts is Mary using?

Which common type of sales goal are number of accounts lost, complaints received, and lost account ratios examples of?

Sharon has set her goals and objectives for the year and completed a territory analysis and account classification. According to the Five Sequential Stages of Self-Leadership model, what should Sharon do now?

Which common type of sales goal are dollar sales, unit sales, number of orders, and aggregates or by groups examples of?

Yves is a salesperson working in an industry where generating high levels of customer satisfaction is necessary to ensure customer retention. Which of the following internal partnerships would Yves be wise to develop?

Celia has set her goals and objectives for the year. According to the Five Sequential Stages of Self-Leadership model, what should Celia do now?

Sven is a salesperson for a financial services provider that sells to a wide variety of retailers, many of which require special credit and billing arrangements to suit the seasonality of the industries in which they compete. To be successful selling in this environment, which of the following internal partnerships should Sven look to develop?

Which common type of sales goal are customer goodwill generation, level of satisfaction, and receivables collected examples of?

Although some internal partnerships are important, it is unlikely that salespeople would ever need to form relationships with personnel working in the selling organization's shipping and transportation area.

A personal development goal can include education and training outside of work.

Which of the following best summarizes the textbook's conclusion regarding why some salespeople are better than others?