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 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 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 Question 12 (2 points) A(n) is an arrangement in which the salesperson's company pays for certain cost that are incurred as a part of the salesperson's job. ABC account approach Expense account Negotiation Solution configuration Consistently successful salespeople are motivated to achieve good results; their high effort levels at work do not depend on outside pressure from other people. Extrinsically Intrinsically Occasionally Through money Question 10 (2 points) 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 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 Question 16 (2 points) The term refers to selling that is conducted in person. Inside sales Outside sales Team selling Territory goals