Question 1

Sales forces in which salespeople sell only part of the product line are said to be:

Accepted Answer

A)  Specialized 
B)  Centralized 
C)  Generalized 
D)  Cross-Managed 
E)  Differentiated 
A)  Specialized 
B)  Centralized 
C)  Generalized 
D)  Cross-Managed 
E)  Differentiated

Question 2

_____________is a written summary of the job.

Accepted Answer

The answer of _____________is a written summary of the job....

Question 3

Which of the following is not one of the sales manager "Best Practices" identified in the text?

Accepted Answer

A)  Give salespeople continuous feedback. 
B)  Build enthusiasm throughout the sales team. 
C)  Ensure top performers are identified and compensated much better than lower performers. 
D)  Emphasize continuous job improvement and career development 
E)  All the above are "Best Practices". 
A)  Give salespeople continuous feedback. 
B)  Build enthusiasm throughout the sales team. 
C)  Ensure top performers are identified and compensated much better than lower performers. 
D)  Emphasize continuous job improvement and career development 
E)  All the above are "Best Practices".

Question 4

A firm's sales strategy is important because it:

Accepted Answer

A)  Has a major impact on the firm's sales and profit performance. 
B)  Sets the stage for higher-level strategic decision making. 
C)  Influences recruitment, selection, and training of the sales force. 
D)  Both a and c are correct. 
E)  Both a and b are correct. 
A)  Has a major impact on the firm's sales and profit performance. 
B)  Sets the stage for higher-level strategic decision making. 
C)  Influences recruitment, selection, and training of the sales force. 
D)  Both a and c are correct. 
E)  Both a and b are correct.

Question 5

___________ style refers to a general orientation applied to leadership activities.Two well-known categories of this are transactional and transformational.

Accepted Answer

The answer of ___________ style refers to a general orientation...

Question 6

With respect to selling strategies, which of the following is most accurate?

Accepted Answer

A)  Achieving the desired type of relationship (with a customer) in a productive manner requires using different selling strategies. 
B)  Customers generally prefer consultative relationships. 
C)  The cost of establishing and maintaining a relationship isn't an important factor. 
D)  Selling strategies designed to establish and maintain transaction-based relationships are more profitable than other selling strategies. 
E)  Selling strategies focusing on maximizing profit in the short-run are more important than those that don't. 
A)  Achieving the desired type of relationship (with a customer) in a productive manner requires using different selling strategies. 
B)  Customers generally prefer consultative relationships. 
C)  The cost of establishing and maintaining a relationship isn't an important factor. 
D)  Selling strategies designed to establish and maintain transaction-based relationships are more profitable than other selling strategies. 
E)  Selling strategies focusing on maximizing profit in the short-run are more important than those that don't.

Question 7

The ability to punish is a source of power.

Accepted Answer

A) True 
 B)False

Question 8

Independent representative is another name for a manufacturer representative.

Accepted Answer

A) True 
 B)False

Question 9

Developing an account targeting strategy involves classifying accounts into categories.

Accepted Answer

A) True 
 B)False

Question 10

Career fairs are common internal sources of job candidates used to fill open positions.

Accepted Answer

A) True 
 B)False

Question 11

______________ refers to combining applications, communications, and content into one digital "cloud" that can be easily accessed from many different devices.

Accepted Answer

The answer of ______________ refers to combining applications, communications, and...

Question 12

The primary disadvantage of behaviorally anchored rating scales (BARS)is that they fail to include outcomes.

Accepted Answer

A) True 
 B)False

Question 13

A ________ assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets.

Accepted Answer

A)  Sales analysis 
B)  Salesperson audit 
C)  Sales projection audit 
D)  Analysis of variance (ANOV
A)  
E)  Cost analysis 
A)  Sales analysis 
B)  Salesperson audit 
C)  Sales projection audit 
D)  Analysis of variance (ANOV
A)  
E)  Cost analysis

Question 14

CRM stands for __________________________________________.

Accepted Answer

Customer R

Question 15

The number of individuals who report to each sales manager is called the:

Accepted Answer

A)  Span of control. 
B)  Sales force. 
C)  Sales force allocation. 
D)  Sales work force. 
E)  Sales Management Employee Domain (SME
D) . 
A)  Span of control. 
B)  Sales force. 
C)  Sales force allocation. 
D)  Sales work force. 
E)  Sales Management Employee Domain (SME
D) .

Question 16

____________ refers to the use of customer driven processes enabled by the latest web technology to co-create value with customers.

Accepted Answer

A)  Customer Relationship Management (CRM) 
B)  Sales 2.0 
C)  Web 2.0 
D)  E-commerce 
E)  Social Networking 
A)  Customer Relationship Management (CRM) 
B)  Sales 2.0 
C)  Web 2.0 
D)  E-commerce 
E)  Social Networking

Question 17

To be an effective coach, sales managers should encourage salespeople to evaluate themselves.

Accepted Answer

A) True 
 B)False

Question 18

A written summary of a particular job is referred to as the:

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 19

One of the advantages of organizing the sales force by function is efficiency in performing selling activities.

Accepted Answer

A) True 
 B)False

Question 20

The classification of accounts (within a target market)into categories for the purpose of developing strategic approaches for selling to each account or account group is known as:?

Accepted Answer

A)  Account targeting strategy 
B)  Relationship strategy 
C)  Market segmentation 
D)  Target marketing 
E)  None of the above 
A)  Account targeting strategy 
B)  Relationship strategy 
C)  Market segmentation 
D)  Target marketing 
E)  None of the above

Sales forces in which salespeople sell only part of the product line are said to be:

_____________is a written summary of the job.

Which of the following is not one of the sales manager "Best Practices" identified in the text?

A firm's sales strategy is important because it:

___________ style refers to a general orientation applied to leadership activities.Two well-known categories of this are transactional and transformational.

With respect to selling strategies, which of the following is most accurate?

The ability to punish is a source of power.

Independent representative is another name for a manufacturer representative.

Developing an account targeting strategy involves classifying accounts into categories.

Career fairs are common internal sources of job candidates used to fill open positions.

______________ refers to combining applications, communications, and content into one digital "cloud" that can be easily accessed from many different devices.

The primary disadvantage of behaviorally anchored rating scales (BARS)is that they fail to include outcomes.

A ________ assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets.

CRM stands for __________________________________________.

The number of individuals who report to each sales manager is called the:

____________ refers to the use of customer driven processes enabled by the latest web technology to co-create value with customers.

To be an effective coach, sales managers should encourage salespeople to evaluate themselves.

A written summary of a particular job is referred to as the:

One of the advantages of organizing the sales force by function is efficiency in performing selling activities.

The classification of accounts (within a target market)into categories for the purpose of developing strategic approaches for selling to each account or account group is known as:?

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

Sales forces in which salespeople sell only part of the product line are said to be:

_____________is a written summary of the job.

Which of the following is not one of the sales manager "Best Practices" identified in the text?

A firm's sales strategy is important because it:

___________ style refers to a general orientation applied to leadership activities.Two well-known categories of this are transactional and transformational.

With respect to selling strategies, which of the following is most accurate?

The ability to punish is a source of power.

Independent representative is another name for a manufacturer representative.

Developing an account targeting strategy involves classifying accounts into categories.

Career fairs are common internal sources of job candidates used to fill open positions.

______________ refers to combining applications, communications, and content into one digital "cloud" that can be easily accessed from many different devices.

The primary disadvantage of behaviorally anchored rating scales (BARS)is that they fail to include outcomes.

A ________ assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets.

CRM stands for __________________________________________.

The number of individuals who report to each sales manager is called the:

____________ refers to the use of customer driven processes enabled by the latest web technology to co-create value with customers.

To be an effective coach, sales managers should encourage salespeople to evaluate themselves.

A written summary of a particular job is referred to as the:

One of the advantages of organizing the sales force by function is efficiency in performing selling activities.

The classification of accounts (within a target market)into categories for the purpose of developing strategic approaches for selling to each account or account group is known as:?

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