Question 1

A sales organization audit is a systematic approach for evaluating sales organization effectiveness.

Accepted Answer

A) True 
 B)False

Question 2

_______________ refers to determination of the type of relationship to be developed with different account groups.

Accepted Answer

Relationsh

Question 3

Natalie is a sales manager and trying to determine the best type of relationship to seek with the different account groups her company serves. Natalie should keep in mind that:

Accepted Answer

A)  Most customers prefer a lower level transaction-based relationship. 
B)  Most customers prefer a higher level collaborative relationship. 
C)  Selling costs are increased when serving accounts with higher-level relationships. 
D)  The relationship desired by the customer takes priority over the cost of serving that customer. 
E)  Natalie needs to keep each of the above in mind. 
A)  Most customers prefer a lower level transaction-based relationship. 
B)  Most customers prefer a higher level collaborative relationship. 
C)  Selling costs are increased when serving accounts with higher-level relationships. 
D)  The relationship desired by the customer takes priority over the cost of serving that customer. 
E)  Natalie needs to keep each of the above in mind.

Question 4

Audits are best conducted by people inside the organization because they know and understand the sales force.

Accepted Answer

A) True 
 B)False

Question 5

Planning for recruitment and selection is the first step in the recruitment and selection process.

Accepted Answer

A) True 
 B)False

Question 6

Susan is classifying her accounts into categories so that she can develop the appropriate relationship strategy for each category. Susan is working on her selling strategy.

Accepted Answer

A) True 
 B)False

Question 7

A needs assessment involves determining the extent to which the members of the sales force possess the desired skills, attitudes, perceptions, and behaviors.

Accepted Answer

A) True 
 B)False

Question 8

Giving salespeople continuous feedback in a positive manner is a sales management "best practice."

Accepted Answer

A) True 
 B)False

Question 9

Sales 2.0 incorporates customer-driven processes.

Accepted Answer

A) True 
 B)False

Question 10

Companies employing multiple types of assessment when evaluating job candidates may benefit from utilizing a/an:

Accepted Answer

A)  Software application 
B)  Web-based employment assessment protocol 
C)  Assessment center 
D)  Video conferencing system 
E)  Resume screening tool 
A)  Software application 
B)  Web-based employment assessment protocol 
C)  Assessment center 
D)  Video conferencing system 
E)  Resume screening tool

Question 11

________ analysis examines the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales.

Accepted Answer

The answer of ________ analysis examines the sales organization's past,...

Question 12

The second stage of the recruitment and selection process is ___________ prospective candidates.

Accepted Answer

The answer of The second stage of the recruitment and...

Question 13

Management control over selling effort allocated to different markets is one of the advantages of organizing the sales force by product.

Accepted Answer

A) True 
 B)False

Question 14

Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to asses sales training needs.

Accepted Answer

A) True 
 B)False

Question 15

Once Marcus has completed delivery of the sales training program he needs to follow the final step of the sales training process (described in the text)which is:

Accepted Answer

A)  Set training objectives 
B)  Perform follow-up training 
C)  Assess new training needs 
D)  Conduct follow-up and evaluation 
E)  Evaluate training alternatives 
A)  Set training objectives 
B)  Perform follow-up training 
C)  Assess new training needs 
D)  Conduct follow-up and evaluation 
E)  Evaluate training alternatives

Question 16

Determining sales force effectiveness and performance is the first step of the sales management process.

Accepted Answer

A) True 
 B)False

Question 17

Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to set training objectives.

Accepted Answer

A) True 
 B)False

Question 18

Locating prospective candidates is the first step in the recruitment and selection process.

Accepted Answer

A) True 
 B)False

Question 19

In order to have effective sales leadership skills, one must be a sales manager.

Accepted Answer

A) True 
 B)False

Question 20

Motivation is comprised of three dimensions: ______________, ______________, and _____________.

Accepted Answer

Intensity, Persistence, Direction
Intens

A sales organization audit is a systematic approach for evaluating sales organization effectiveness.

_______________ refers to determination of the type of relationship to be developed with different account groups.

Natalie is a sales manager and trying to determine the best type of relationship to seek with the different account groups her company serves. Natalie should keep in mind that:

Audits are best conducted by people inside the organization because they know and understand the sales force.

Planning for recruitment and selection is the first step in the recruitment and selection process.

Susan is classifying her accounts into categories so that she can develop the appropriate relationship strategy for each category. Susan is working on her selling strategy.

A needs assessment involves determining the extent to which the members of the sales force possess the desired skills, attitudes, perceptions, and behaviors.

Giving salespeople continuous feedback in a positive manner is a sales management "best practice."

Sales 2.0 incorporates customer-driven processes.

Companies employing multiple types of assessment when evaluating job candidates may benefit from utilizing a/an:

________ analysis examines the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales.

The second stage of the recruitment and selection process is ___________ prospective candidates.

Management control over selling effort allocated to different markets is one of the advantages of organizing the sales force by product.

Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to asses sales training needs.

Once Marcus has completed delivery of the sales training program he needs to follow the final step of the sales training process (described in the text)which is:

Determining sales force effectiveness and performance is the first step of the sales management process.

Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to set training objectives.

Locating prospective candidates is the first step in the recruitment and selection process.

In order to have effective sales leadership skills, one must be a sales manager.

Motivation is comprised of three dimensions: , , and _.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Filters

Exam 11: Sales Management and Sales 2.0

A sales organization audit is a systematic approach for evaluating sales organization effectiveness.

_______________ refers to determination of the type of relationship to be developed with different account groups.

Natalie is a sales manager and trying to determine the best type of relationship to seek with the different account groups her company serves. Natalie should keep in mind that:

Audits are best conducted by people inside the organization because they know and understand the sales force.

Planning for recruitment and selection is the first step in the recruitment and selection process.

Susan is classifying her accounts into categories so that she can develop the appropriate relationship strategy for each category. Susan is working on her selling strategy.

A needs assessment involves determining the extent to which the members of the sales force possess the desired skills, attitudes, perceptions, and behaviors.

Giving salespeople continuous feedback in a positive manner is a sales management "best practice."

Sales 2.0 incorporates customer-driven processes.

Companies employing multiple types of assessment when evaluating job candidates may benefit from utilizing a/an:

________ analysis examines the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales.

The second stage of the recruitment and selection process is ___________ prospective candidates.

Management control over selling effort allocated to different markets is one of the advantages of organizing the sales force by product.

Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to asses sales training needs.

Once Marcus has completed delivery of the sales training program he needs to follow the final step of the sales training process (described in the text)which is:

Determining sales force effectiveness and performance is the first step of the sales management process.

Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to set training objectives.

Locating prospective candidates is the first step in the recruitment and selection process.

In order to have effective sales leadership skills, one must be a sales manager.

Motivation is comprised of three dimensions: ______________, ______________, and _____________.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Filters

Motivation is comprised of three dimensions: , , and _.