Exam 10: Adding Value

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

What is the collective term for "smart" salesforce automation tools that analyze data on past customer behaviour, cross-selling opportunities, and demographics to identify areas of opportunity?

Which of the following best summarizes why a salesperson should conduct a territory analysis before account classification in the Five Sequential Stages of Self-Leadership model?

According to the textbook, self-leadership is about working smarter, not harder.

Extranets are generally accessible to the public.

Which type of goal is a salesperson's desire to sell a certain amount of product per each visit to achieve account, territory, and personal goals?

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

To be effective, goals need only be challenging.

Connie's accounts are evenly dispersed throughout her territory. She should probably use the circular route pattern when creating her territory routing plan.

Once salespeople are fully trained, they rarely need to "team up" with anyone from inside the company.

The primary benefit of most selling technology and automation is improved access to information and communications for salespeople.

Written sales plans are generally more effective than plans developed and expressed verbally.

What is the term for wireless broadband applications that enable users to view, create, and modify data on any Internet-capable devices such as smartphones, netbooks, and laptop computers?

According to the textbook, what is the term for a territory routing plan in which salespeople start from their offices and make calls in one direction until they reach the end of the territory?

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

Which common type of sales goal are gross profits, contribution margin, and returns and discounts examples of?

According to the textbook, which common sales call routing plan pattern is best used when accounts are concentrated in different parts of the territory?

The first step in practising self-leadership is to develop a plan to be successful.

"Having the top territory in the company" is an example of an effective goal.

Bilal is a new salesperson for a pharmaceutical wholesale distributor that sells a wide variety of diverse products, many of which he does not have a strong technical background in. To be successful selling in this environment, which of the following internal partnerships should Bilal look to develop?