Question 1

Managing an organization's personal selling function to include planning, implementing, and controlling the sales management process is called:

Accepted Answer

A)  Sales leadership 
B)  Sales management 
C)  Sales supervision 
D)  Sales control 
E)  None of the above 
A)  Sales leadership 
B)  Sales management 
C)  Sales supervision 
D)  Sales control 
E)  None of the above

Question 2

Sales managers are almost always good at coaching their salespeople.

Accepted Answer

A) True 
 B)False

Question 3

After reading the ______________ for an open sales position, Sandy has determined the company recruiting for that position will most likely find her to be an acceptable candidate?

Accepted Answer

A)  Job analysis 
B)  Job description 
C)  Job qualifications 
D)  Job survey 
E)  Job type 
A)  Job analysis 
B)  Job description 
C)  Job qualifications 
D)  Job survey 
E)  Job type

Question 4

Jennifer is a Regional Sales Manager overseeing five districts and 30 salespeople and sales managers. When exercising her power, Jennifer should:

Accepted Answer

A)  be reluctant to use any form of power. 
B)  be careful not to overuse the power of position or punishment. 
C)  reward all desired outcomes or behaviors. 
D)  minimize the power of her subordinates. 
E)  do all of the above. 
A)  be reluctant to use any form of power. 
B)  be careful not to overuse the power of position or punishment. 
C)  reward all desired outcomes or behaviors. 
D)  minimize the power of her subordinates. 
E)  do all of the above.

Question 5

Developing the sales force is concerned with getting the best sales talent and providing them with the knowledge and skills to be successful.

Accepted Answer

A) True 
 B)False

Question 6

Successfully executing a specific relationship strategy requires a unique selling strategy.

Accepted Answer

A) True 
 B)False

Question 7

A growing trend in evaluating salesperson performance is the use of 360-degree feedback.

Accepted Answer

A) True 
 B)False

Question 8

________ evaluations assess the activities salespeople perform in the generation of sales and in completing non-selling responsibilities.

Accepted Answer

A)  Behavioral-based 
B)  Outcome-based 
C)  Measured 
D)  Non-measured 
E)  Real 
A)  Behavioral-based 
B)  Outcome-based 
C)  Measured 
D)  Non-measured 
E)  Real

Question 9

____________indicate the attitude, skills, knowledge, personal traits, and willingness to accept occupational conditions to perform the job.

Accepted Answer

The answer of ____________indicate the attitude, skills, knowledge, personal traits,...

Question 10

The objective of a sales channel strategy is to ensure accounts receive proper selling effort and coverage.

Accepted Answer

A) True 
 B)False

Question 11

________ evaluations link outcome-based measures to behavior-based measures.

Accepted Answer

A)  Outcome adjusted behavioral-based 
B)  Behavior adjusted outcome-based 
C)  Behaviorally anchored rating scales (BARS) 
D)  G.E. Sales Assessment 
E)  Exo-Endo 
A)  Outcome adjusted behavioral-based 
B)  Behavior adjusted outcome-based 
C)  Behaviorally anchored rating scales (BARS) 
D)  G.E. Sales Assessment 
E)  Exo-Endo

Question 12

Steve is a salesperson who is responsible for selling only two of his company's 15 products. Steve is working in a _____________ sales force.

Accepted Answer

A)  Decentralized 
B)  Centralized 
C)  Specialized 
D)  Geographic 
E)  None of the above 
A)  Decentralized 
B)  Centralized 
C)  Specialized 
D)  Geographic 
E)  None of the above

Question 13

________ analysis evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

Accepted Answer

The answer of ________ analysis evaluates the results from combining...

Question 14

Sales organization _________________ is an overall assessment of how well the sales organization achieved its goals and objectives.

Accepted Answer

The answer of Sales organization _________________ is an overall assessment...

Question 15

The two broad categories of leadership styles are transactional and transformational.

Accepted Answer

A) True 
 B)False

Question 16

________ evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

Accepted Answer

A)  Sales analysis 
B)  Profitability analysis 
C)  Sales projection audit 
D)  Opportunity analysis 
E)  Cost analysis 
A)  Sales analysis 
B)  Profitability analysis 
C)  Sales projection audit 
D)  Opportunity analysis 
E)  Cost analysis

Question 17

Generally, a job description is written before a list of the job qualifications.

Accepted Answer

A) True 
 B)False

Question 18

Managing an organization's personnel selling function is called:

Accepted Answer

A)  Management 
B)  Sales management 
C)  Organizational strategy 
D)  Sales strategy 
E)  Personnel management 
A)  Management 
B)  Sales management 
C)  Organizational strategy 
D)  Sales strategy 
E)  Personnel management

Question 19

Karen's responsibilities include planning, implementing and controlling the personal selling function. Karen's job is most likely that of a:

Accepted Answer

A)  Human resource manager 
B)  Sales manager 
C)  Marketing product manager 
D)  Client services representative 
E)  Customer service agent 
A)  Human resource manager 
B)  Sales manager 
C)  Marketing product manager 
D)  Client services representative 
E)  Customer service agent

Question 20

The most widely used system for dividing responsibility is to organize the sales force on the basis of?

Accepted Answer

A)  Products 
B)  Markets 
C)  Customers 
D)  Geography 
E)  None of the above 
A)  Products 
B)  Markets 
C)  Customers 
D)  Geography 
E)  None of the above

Managing an organization's personal selling function to include planning, implementing, and controlling the sales management process is called:

Sales managers are almost always good at coaching their salespeople.

After reading the ______________ for an open sales position, Sandy has determined the company recruiting for that position will most likely find her to be an acceptable candidate?

Jennifer is a Regional Sales Manager overseeing five districts and 30 salespeople and sales managers. When exercising her power, Jennifer should:

Developing the sales force is concerned with getting the best sales talent and providing them with the knowledge and skills to be successful.

Successfully executing a specific relationship strategy requires a unique selling strategy.

A growing trend in evaluating salesperson performance is the use of 360-degree feedback.

________ evaluations assess the activities salespeople perform in the generation of sales and in completing non-selling responsibilities.

____________indicate the attitude, skills, knowledge, personal traits, and willingness to accept occupational conditions to perform the job.

The objective of a sales channel strategy is to ensure accounts receive proper selling effort and coverage.

________ evaluations link outcome-based measures to behavior-based measures.

Steve is a salesperson who is responsible for selling only two of his company's 15 products. Steve is working in a _____________ sales force.

________ analysis evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

Sales organization _________________ is an overall assessment of how well the sales organization achieved its goals and objectives.

The two broad categories of leadership styles are transactional and transformational.

________ evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

Generally, a job description is written before a list of the job qualifications.

Managing an organization's personnel selling function is called:

Karen's responsibilities include planning, implementing and controlling the personal selling function. Karen's job is most likely that of a:

The most widely used system for dividing responsibility is to organize the sales force on the basis of?

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

Managing an organization's personal selling function to include planning, implementing, and controlling the sales management process is called:

Sales managers are almost always good at coaching their salespeople.

After reading the ______________ for an open sales position, Sandy has determined the company recruiting for that position will most likely find her to be an acceptable candidate?

Jennifer is a Regional Sales Manager overseeing five districts and 30 salespeople and sales managers. When exercising her power, Jennifer should:

Developing the sales force is concerned with getting the best sales talent and providing them with the knowledge and skills to be successful.

Successfully executing a specific relationship strategy requires a unique selling strategy.

A growing trend in evaluating salesperson performance is the use of 360-degree feedback.

________ evaluations assess the activities salespeople perform in the generation of sales and in completing non-selling responsibilities.

____________indicate the attitude, skills, knowledge, personal traits, and willingness to accept occupational conditions to perform the job.

The objective of a sales channel strategy is to ensure accounts receive proper selling effort and coverage.

________ evaluations link outcome-based measures to behavior-based measures.

Steve is a salesperson who is responsible for selling only two of his company's 15 products. Steve is working in a _____________ sales force.

________ analysis evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

Sales organization _________________ is an overall assessment of how well the sales organization achieved its goals and objectives.

The two broad categories of leadership styles are transactional and transformational.

________ evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

Generally, a job description is written before a list of the job qualifications.

Managing an organization's personnel selling function is called:

Karen's responsibilities include planning, implementing and controlling the personal selling function. Karen's job is most likely that of a:

The most widely used system for dividing responsibility is to organize the sales force on the basis of?

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