Salespeople may sometimes need to work with their department to help resolve payment disputes and collect past-due payments. Accounting Customer service Human resources Shipping or installation Question 20 (2 points) One way to think about a strategy is as a(n) that is expected to lead to goal attainment. General idea Resource-allocation plan Optional roadmap Set of rules Salespeople should maintain good working relationships with their colleagues since they can provide a wealth of additional customer insight. Accounting Customer service Human resources Shipping or installation Question 14 ( 2 points) When considering to prioritize accounts, the salesperson should probably be investing more time into his or her relationship with this growing customer. Geography Relationship factors Current spending growth Historical spending Accounts with spending level and spending growth should probably be considered moderate priorities. Low/high High/low Low/low High/high Question 22 (2 points) From the organization's standpoint, territories are simple and reduce uncertainty or confusion about each salesperson's responsibilities. Customer-based Strategic account-based Geographic Product-based To the extent that the salesperson is paid to build and maintain profitable relationships, can also be a time management concern for salespeople. Relationship factors Current spending levels Geography Historical spending Beyond creating customized solutions, it can be helpful for salespeople to have good relationships with colleagues in manufacturing, production, or engineering departments for another reason: Product knowledge Speedy delivery times Personal development Revenue forecasts Question 18 (2 points) Accounts with spending level and spending growth should take moderate to high priority. Low/high High/low Low/low High/high