In general, salespeople should prioritize customers and prospects within their territory according to one broad factor: Sales potential Time Geography Effort Question 7 (2 points) The extent to which salespeople are successful can sometimes hinge upon the extent to which salespeople can leverage from across the company. A team of experts Personal favors Productivity Revenue potential ln territories, salespeople are responsible for selling to only a single type of customer. Geographic Product-based Customer-based Strategic account-based When considering to prioritize accounts, the salesperson should probably allocate significantly more time to the top five customers than to the bottom 15 customers. Geography Current spending levels Current spending growth Historical spending Question 11 (2 points) When considering to prioritize accounts, the salesperson should probably still invest Significant time into the relationship with a former customer who spent significantly in the past but no longer buys, despite current spending levels and currents pending growth. Relationship factors Current spending levels Geography Historical spending