Question 1

Which of the following is a type of reward/compensation system used to motivate and compensate salespeople?

Accepted Answer

A)  Commission 
B)  Salary 
C)  Bonus 
D)  Salary plus commission 
E)  All of the above are correct 
A)  Commission 
B)  Salary 
C)  Bonus 
D)  Salary plus commission 
E)  All of the above are correct

Question 2

Tom has just completed determining the job qualifications for a new position his company has open. His next step is to conduct a job analysis of that position.

Accepted Answer

A) True 
 B)False

Question 3

Sales managers must have a deep understanding of the personal selling function in order to manage the sales management process.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A)  Train and coach the right skill set. 
B)  Integrate sales with other business functions. 
C)  Recruit and hire the best sales talent. 
D)  Keep a focus on profitability. 
E)  Use information technology effectively to learn about customers. 
A)  Train and coach the right skill set. 
B)  Integrate sales with other business functions. 
C)  Recruit and hire the best sales talent. 
D)  Keep a focus on profitability. 
E)  Use information technology effectively to learn about customers.

Question 5

The third major step of the recruitment and selection process is:

Accepted Answer

A)  Locating prospective candidates 
B)  Conducting a job analysis 
C)  Attending career fairs 
D)  Writing a job description 
E)  Evaluating and hiring 
A)  Locating prospective candidates 
B)  Conducting a job analysis 
C)  Attending career fairs 
D)  Writing a job description 
E)  Evaluating and hiring

Question 6

The disadvantage of the sales organization audit is that it fails to identify the causes of problems identified through the process.

Accepted Answer

A) True 
 B)False

Question 7

Good sales managers should be reluctant to use one or more sources of power.

Accepted Answer

A) True 
 B)False

Question 8

Sales managers' ability to focus on continual development of salespeople through provision of feedback and serving as a role model is referred to as ________________.

Accepted Answer

The answer of Sales managers' ability to focus on continual...

Question 9

Planning for recruitment and selection is the first step of the recruitment and selection process. The second major step is:

Accepted Answer

A)  Making an offer 
B)  Locating prospective candidates 
C)  Conducting interviews 
D)  Conducting a job analysis 
E)  Listing the job qualifications 
A)  Making an offer 
B)  Locating prospective candidates 
C)  Conducting interviews 
D)  Conducting a job analysis 
E)  Listing the job qualifications

Question 10

Which of the following is not one of the major steps in the sales management process?

Accepted Answer

A)  Directing the sales force 
B)  Determining sales force effectiveness and performance 
C)  Defining the strategic role of the selling function 
D)  Developing the sales force 
E)  All of the above are major steps in the sales management process 
A)  Directing the sales force 
B)  Determining sales force effectiveness and performance 
C)  Defining the strategic role of the selling function 
D)  Developing the sales force 
E)  All of the above are major steps in the sales management process

Question 11

Tim has just completed setting the sales training objectives. He should now focus on evaluating sales training alternatives.

Accepted Answer

A) True 
 B)False

Question 12

Motivation is a function of persistence, direction, and intensity.

Accepted Answer

A) True 
 B)False

Question 13

Brandi is a sales manager focusing on outcomes. She motivates her salespeople by offering rewards for good performance and threatening punishments for poor performance. Sandy has a transactional leadership style.

Accepted Answer

A) True 
 B)False

Question 14

Jakeem wants to implement a collaborative relationship strategy. He should employ a "collaborative" selling approach.

Accepted Answer

A) True 
 B)False

Question 15

Sales managers should develop one or more selling strategies before setting the corresponding relationship strategies.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is not one of the sources of power described in the text?

Accepted Answer

A)  The ability to provide rewards 
B)  The ability to provide punishment 
C)  Money 
D)  Organizational structure 
E)  Expertise 
A)  The ability to provide rewards 
B)  The ability to provide punishment 
C)  Money 
D)  Organizational structure 
E)  Expertise

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

Before Jim, a sales manager, can begin thinking about "developing the sales force," he needs to first define the strategic role of the selling function.

Accepted Answer

A) True 
 B)False

Question 19

_________________rating scales is a performance evaluation method with the ability to link salesperson behaviors with specific outcomes and allow managers to indicate the level of behavior a specific salesperson is achieved.

Accepted Answer

Behavioral

Question 20

According to the text, the use of team selling is increasing in many firms.

Accepted Answer

A) True 
 B)False

Which of the following is a type of reward/compensation system used to motivate and compensate salespeople?

Tom has just completed determining the job qualifications for a new position his company has open. His next step is to conduct a job analysis of that position.

Sales managers must have a deep understanding of the personal selling function in order to manage the sales management process.

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

The third major step of the recruitment and selection process is:

The disadvantage of the sales organization audit is that it fails to identify the causes of problems identified through the process.

Good sales managers should be reluctant to use one or more sources of power.

Sales managers' ability to focus on continual development of salespeople through provision of feedback and serving as a role model is referred to as ________________.

Planning for recruitment and selection is the first step of the recruitment and selection process. The second major step is:

Which of the following is not one of the major steps in the sales management process?

Tim has just completed setting the sales training objectives. He should now focus on evaluating sales training alternatives.

Motivation is a function of persistence, direction, and intensity.

Brandi is a sales manager focusing on outcomes. She motivates her salespeople by offering rewards for good performance and threatening punishments for poor performance. Sandy has a transactional leadership style.

Jakeem wants to implement a collaborative relationship strategy. He should employ a "collaborative" selling approach.

Sales managers should develop one or more selling strategies before setting the corresponding relationship strategies.

Which of the following is not one of the sources of power described in the text?

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

Before Jim, a sales manager, can begin thinking about "developing the sales force," he needs to first define the strategic role of the selling function.

_________________rating scales is a performance evaluation method with the ability to link salesperson behaviors with specific outcomes and allow managers to indicate the level of behavior a specific salesperson is achieved.

According to the text, the use of team selling is increasing in many firms.

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

Which of the following is a type of reward/compensation system used to motivate and compensate salespeople?

Tom has just completed determining the job qualifications for a new position his company has open. His next step is to conduct a job analysis of that position.

Sales managers must have a deep understanding of the personal selling function in order to manage the sales management process.

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

The third major step of the recruitment and selection process is:

The disadvantage of the sales organization audit is that it fails to identify the causes of problems identified through the process.

Good sales managers should be reluctant to use one or more sources of power.

Sales managers' ability to focus on continual development of salespeople through provision of feedback and serving as a role model is referred to as ________________.

Planning for recruitment and selection is the first step of the recruitment and selection process. The second major step is:

Which of the following is not one of the major steps in the sales management process?

Tim has just completed setting the sales training objectives. He should now focus on evaluating sales training alternatives.

Motivation is a function of persistence, direction, and intensity.

Brandi is a sales manager focusing on outcomes. She motivates her salespeople by offering rewards for good performance and threatening punishments for poor performance. Sandy has a transactional leadership style.

Jakeem wants to implement a collaborative relationship strategy. He should employ a "collaborative" selling approach.

Sales managers should develop one or more selling strategies before setting the corresponding relationship strategies.

Which of the following is not one of the sources of power described in the text?

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

Before Jim, a sales manager, can begin thinking about "developing the sales force," he needs to first define the strategic role of the selling function.

_________________rating scales is a performance evaluation method with the ability to link salesperson behaviors with specific outcomes and allow managers to indicate the level of behavior a specific salesperson is achieved.

According to the text, the use of team selling is increasing in many firms.

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