Each level requires different types of effort and
produces different outcomes, and each of the levels is interrelated and interdependent on the others. Ultimately, each higher-level goal is dependent on the salesperson setting and achieving the specific goals for each lower level.
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Which of the following common sales call routing plan patterns is best used when the territory is large and accounts are clustered in the several widely dispersed groups?Leapfrog-When the territory is exceptionally large and accounts are clustered into several widely dispersed groups, the leapfrog routing methodology is most efficient. Beginning in one cluster, the salesperson works each of the accounts at that location and then jumps (typically by flying) to the next cluster.
Which of the following is a difference between ABC analysis and portfolio analysis?Which of the following is a difference between ABC analysis and Portfolio analysis? ABC analysis uses only one factor, whereas portfolio analysis uses two factors.
Which of the following is the best method for reducing customer complaints a salesperson can utilize?Encouraging self-service is one of the best strategies to reduce customer complaints. Think about this for a moment; a customer complains when he encounters a problem.
Are defined as relationships that sales people have with other individuals in their own company?External relationships are relationships salespeople have with other individuals in their own company. A salesperson's success depends on the degree of support he or she receives from others in the various functional areas of an organization.
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