Exam 10: Adding Value

According to the textbook, what is a territory routing plan in which the salesperson begins at the office and moves in an expanding pattern of concentric circles that spiral across the territory?

It is common for salespeople to find 80 to 90 percent of their sales potential generated by 10 to 20 percent of their accounts.

Using the single factor analysis method, accounts classified as "D" accounts require the same attention as those classified as "A" or "B" accounts.

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