Exam 10: Adding Value

According to the textbook, what is the term for a territory routing plan in which the salesperson works each of the accounts at one cluster and then moves to the next cluster?

From a salesperson's perspective, what is the term for the process of scheduling activities that can be used as a map for achieving objectives?

Which common type of sales goal is the ratio of number of sales to the number of calls made an example of?

Rhyanna is attempting to classify a new account. She believes the account could be very profitable, but her company is in a relatively weak competitive position. What should Rhyanna's selling effort strategy be?

According to the textbook, what is the term for the process of doing the right things and doing them well?

When in the tapping technology and automation stage of self-leadership, which of the following would a salesperson looking to have access to detailed historical customer account information from anywhere at any time most likely be interested in?

The cloverleaf territory routing plan is the most efficient method for creating an effective territory routing plan.

A salesperson is classifying accounts based on the level of sales potential. Which common method for classifying accounts is the salesperson most likely using?

Which of the following statements best describes how successful teamwork usually results in synergy?

Which type of goal is a salesperson's individual desired accomplishment, such as achieving a desired annual income over a specific time period?

According to the textbook, what is the fourth stage of self-leadership?

Which method for analyzing accounts makes it possible to consider two factors simultaneously?

A sales objective of "Sell 10 percent more" fails on which characteristic of properly developed goals?

Synergistic teamwork requires a commitment on the part of all parties to look for win-win solutions.

Because it has been shown that selling technology and automation have little to do with a salesperson's success, their use is mostly regarded as a passing fad.

To be effective, sales plans should be locked in once established.

The straight-line plan is best used when accounts are concentrated in different parts of the territory.

Before salespeople can establish effective territory routing plans, they must know the required call frequency for each account.

Common courtesy is important to successful teamwork.

The first stage of self-leadership is territory analysis.