Topic 7: Adding Value, Self-Leadership and Teamwork Flashcards Preview

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Flashcards in Topic 7: Adding Value, Self-Leadership and Teamwork Deck (13)
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1

Self-Leadership

the process of doing the right things and doing them well

2

5 Sequential Stages of Self-Leadership

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

3

types of goals

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

4

territory analysis

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

5

account classification

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

6

single-factor analysis

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

7

portfolio analysis

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

8

Straight-Line Route Pattern:

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

9

Cloverleaf Route Pattern:

- accounts are concentrated in different parts of the territory

10

Circular Route Pattern:

- accounts evenly dispersed throughout the territory

11

Leapfrog Route Pattern:

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

12

Major-City Route Pattern:

- territory is composed of major metropolitan areas

13

Assessment of Performance and Goal Attainment:

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