Question 1

The third step of the recruitment and selection process is ___________ and hiring.

Accepted Answer

Evaluation (Selectio

Question 2

Before conducting a sales analysis, a sales manager must specify the organizational level of analysis.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following best reflects an account targeting strategy?

Accepted Answer

A)  A decision to build transaction-based relationships with customers. 
B)  The categorization of accounts based on volume and purchase frequency. 
C)  The elimination of a low-profit product from the product line. 
D)  A decision to target accounts in a particular geographic region. 
E)  All of the above are examples of account targeting strategies. 
A)  A decision to build transaction-based relationships with customers. 
B)  The categorization of accounts based on volume and purchase frequency. 
C)  The elimination of a low-profit product from the product line. 
D)  A decision to target accounts in a particular geographic region. 
E)  All of the above are examples of account targeting strategies.

Question 4

Which of the following is not one of the four key decision associated with conducting a sales analysis?

Accepted Answer

A)  Unit of analysis 
B)  Production cost analysis 
C)  Type of sales 
D)  Method of analysis 
E)  Organization level of analysis 
A)  Unit of analysis 
B)  Production cost analysis 
C)  Type of sales 
D)  Method of analysis 
E)  Organization level of analysis

Question 5

Independence sales organizations that sell complementary, but not computing, products and different manufacturers are called _______________________.

Accepted Answer

Manufactur

Question 6

The use of customer-driven processes enabled by the latest Web technology to co-create value with customers is referred to as __________________.

Accepted Answer

The answer of The use of customer-driven processes enabled by...

Question 7

The final step in the recruitment and selection process is evaluating and hiring.

Accepted Answer

A) True 
 B)False

Question 8

Sales ___________refers to activities that influence others to achieve shared goals to advance the organization.

Accepted Answer

The answer of Sales ___________refers to activities that influence others...

Question 9

Having employees refer sales candidates can be a very effective means of locating quality salespeople.

Accepted Answer

A) True 
 B)False

Question 10

An examination of the tasks, duties, and responsibilities of the sales job is referred to as a:

Accepted Answer

A)  Job analysis 
B)  Job description 
C)  Job qualification 
D)  Job survey 
E)  Job placement test 
A)  Job analysis 
B)  Job description 
C)  Job qualification 
D)  Job survey 
E)  Job placement test

Question 11

Who is generally responsible for developing sales strategies at the account level?

Accepted Answer

A)  Sales Managers and Salespeople 
B)  Chief Selling Officer. 
C)  Regional Sales Managers 
D)  Customer Service Manager 
E)  Sales Strategy Manager 
A)  Sales Managers and Salespeople 
B)  Chief Selling Officer. 
C)  Regional Sales Managers 
D)  Customer Service Manager 
E)  Sales Strategy Manager

Question 12

Which of the following is not one of the sales organization alternatives discussed in the text?

Accepted Answer

A)  Geographic 
B)  Product 
C)  Market 
D)  Functional 
E)  Decentralized 
A)  Geographic 
B)  Product 
C)  Market 
D)  Functional 
E)  Decentralized

Question 13

The function of focusing on continually developing salespeople by providing feedback and serving as a role model is called?

Accepted Answer

A)  Coaching 
B)  Sales management 
C)  Transactional leadership 
D)  Transformational leadership 
E)  Executive sales management 
A)  Coaching 
B)  Sales management 
C)  Transactional leadership 
D)  Transformational leadership 
E)  Executive sales management

Question 14

How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives is known as?

Accepted Answer

A)  Sales organization effectiveness 
B)  Salesperson performance 
C)  Sales goal congruence 
D)  Holistic goal performance 
E)  None of the above 
A)  Sales organization effectiveness 
B)  Salesperson performance 
C)  Sales goal congruence 
D)  Holistic goal performance 
E)  None of the above

Question 15

The "consultative" selling strategy is most appropriate when following a ________ relationship strategy.

Accepted Answer

A)  Transaction 
B)  Collaborative 
C)  Solutions 
D)  Partnership 
E)  Both B and D are correct 
A)  Transaction 
B)  Collaborative 
C)  Solutions 
D)  Partnership 
E)  Both B and D are correct

Question 16

Which of the following is most accurate with respect to the relationship between sales strategy and corporate strategic decisions?

Accepted Answer

A)  Strategic decisions made at the corporate level should be consistent with sales strategy decisions. 
B)  Sales strategy decision making should be consistent with strategic decisions made at the corporate level. 
C)  Once the front line sales managers develop their sales strategy, the organization can determine its overall operational strategy. 
D)  Generally, sales managers determine sales strategy without consideration of the corporate level strategies. 
E)  None of the above is accurate. 
A)  Strategic decisions made at the corporate level should be consistent with sales strategy decisions. 
B)  Sales strategy decision making should be consistent with strategic decisions made at the corporate level. 
C)  Once the front line sales managers develop their sales strategy, the organization can determine its overall operational strategy. 
D)  Generally, sales managers determine sales strategy without consideration of the corporate level strategies. 
E)  None of the above is accurate.

Question 17

The first stage of the recruitment and selection process is __________________ for recruitment and selection.

Accepted Answer

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

Question 18

Jamison Co.'s sales force has always had trouble gaining market share despite having superior products at competitive prices. Which of the following "best practices" should the company consider employing?

Accepted Answer

A)  Recruiting and hiring the best sales talent. 
B)  Moving from a salary to a commission compensation structure. 
C)  Separating the selling function from the marketing function. 
D)  Retraining the sales force to focus on profitability and market share growth through price-cutting. 
E)  Developing a more efficient production system to lower costs. 
A)  Recruiting and hiring the best sales talent. 
B)  Moving from a salary to a commission compensation structure. 
C)  Separating the selling function from the marketing function. 
D)  Retraining the sales force to focus on profitability and market share growth through price-cutting. 
E)  Developing a more efficient production system to lower costs.

Question 19

"Performance management" and "360-degree feedback" are essentially the same.

Accepted Answer

A) True 
 B)False

Question 20

Training and coaching the right skill sets is a sales management "best practice."

Accepted Answer

A) True 
 B)False

The third step of the recruitment and selection process is ___________ and hiring.

Before conducting a sales analysis, a sales manager must specify the organizational level of analysis.

Which of the following best reflects an account targeting strategy?

Which of the following is not one of the four key decision associated with conducting a sales analysis?

Independence sales organizations that sell complementary, but not computing, products and different manufacturers are called _______________________.

The use of customer-driven processes enabled by the latest Web technology to co-create value with customers is referred to as __________________.

The final step in the recruitment and selection process is evaluating and hiring.

Sales ___________refers to activities that influence others to achieve shared goals to advance the organization.

Having employees refer sales candidates can be a very effective means of locating quality salespeople.

An examination of the tasks, duties, and responsibilities of the sales job is referred to as a:

Who is generally responsible for developing sales strategies at the account level?

Which of the following is not one of the sales organization alternatives discussed in the text?

The function of focusing on continually developing salespeople by providing feedback and serving as a role model is called?

How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives is known as?

The "consultative" selling strategy is most appropriate when following a ________ relationship strategy.

Which of the following is most accurate with respect to the relationship between sales strategy and corporate strategic decisions?

The first stage of the recruitment and selection process is __________________ for recruitment and selection.

Jamison Co.'s sales force has always had trouble gaining market share despite having superior products at competitive prices. Which of the following "best practices" should the company consider employing?

"Performance management" and "360-degree feedback" are essentially the same.

Training and coaching the right skill sets is a sales management "best practice."

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

The third step of the recruitment and selection process is ___________ and hiring.

Before conducting a sales analysis, a sales manager must specify the organizational level of analysis.

Which of the following best reflects an account targeting strategy?

Which of the following is not one of the four key decision associated with conducting a sales analysis?

Independence sales organizations that sell complementary, but not computing, products and different manufacturers are called _______________________.

The use of customer-driven processes enabled by the latest Web technology to co-create value with customers is referred to as __________________.

The final step in the recruitment and selection process is evaluating and hiring.

Sales ___________refers to activities that influence others to achieve shared goals to advance the organization.

Having employees refer sales candidates can be a very effective means of locating quality salespeople.

An examination of the tasks, duties, and responsibilities of the sales job is referred to as a:

Who is generally responsible for developing sales strategies at the account level?

Which of the following is not one of the sales organization alternatives discussed in the text?

The function of focusing on continually developing salespeople by providing feedback and serving as a role model is called?

How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives is known as?

The "consultative" selling strategy is most appropriate when following a ________ relationship strategy.

Which of the following is most accurate with respect to the relationship between sales strategy and corporate strategic decisions?

The first stage of the recruitment and selection process is __________________ for recruitment and selection.

Jamison Co.'s sales force has always had trouble gaining market share despite having superior products at competitive prices. Which of the following "best practices" should the company consider employing?

"Performance management" and "360-degree feedback" are essentially the same.

Training and coaching the right skill sets is a sales management "best practice."

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