1. Drew is a salesperson for a company that manufactures seat covers for pickup trucks. Drew relies on his friend Susan—the owner of the biggest truck dealership in the entire state—for leads. Susan calls Drew and lets him know when someone has purchased a new pickup truck. In this scenario, Drew uses a _____ as a source of lead generation.
center of influence
tradeshow
company record
cold call
sales seminar
2. In order to identify priorities for limited financial and people resources at General Electric, GE's management prioritizes the tactics in a strategic plan that are most important. Which of the following steps in that prioritization process is not critical?
Make priorities explicit early in the process.
Translate priorities into action items with clear goals, timetables, KPIs and accountability.
Relentlessly communicate and monitor progress holding managers accountable for execution.
Reward staff for achieving the priority tactics, not the nonpriority tactics.