Topic 7: Adding Value, Self-Leadership and Teamwork

Question 1

Self-Leadership

Answer 1

the process of doing the right things and doing them well

Question 2

5 Sequential Stages of Self-Leadership

Answer 2

• setting goals & objectives
• Territory analysis and account classification
• development and implementation of strategies and plans
• tapping technology and automation
• assessment and evaluation

Question 3

types of goals

Answer 3

1. personal goals
2. territory goals
3. account goals
4. sales call goals

Question 4

territory analysis

Answer 4

the process of surveying an area to determine customers and prospects who are most likely to buy

Question 5

account classification

Answer 5

process of placing existing customers and prospects into categories based on their sales potential

Question 6

single-factor analysis

Answer 6

a method for analyzing accounts that is based on one single factor, typically the level of sales potential

Question 7

portfolio analysis

Answer 7

a method for analyzing accounts that allows two factors to be considered simultaneously

Question 8

Straight-Line Route Pattern:

Answer 8

• accounts are located in clusters that are some distance from one another

Question 9

Cloverleaf Route Pattern:

Answer 9

• accounts are concentrated in different parts of the territory

Question 10

Circular Route Pattern:

Answer 10

• accounts evenly dispersed throughout the territory

Question 11

Leapfrog Route Pattern:

Answer 11

• territory is large and accounts are clustered into several widely dispersed groups

Question 12

Major-City Route Pattern:

Answer 12

• territory is composed of major metropolitan areas

Question 13

Assessment of Performance and Goal Attainment:

Answer 13

• plan for periodic checkpoints
• compare projected performance level to actual performance level
• evaluate performance and make adjustments as necessary