Question 1

Good sales managers reward all desired job outcomes or behaviors.

Accepted Answer

A) True 
 B)False

Question 2

An overall assessment of how well the sales organization achieved its goals and objectives is called?

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 3

Management in organizations in which greater authority and responsibility are placed at higher management levels is said to be:

Accepted Answer

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

Question 4

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

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 5

Jim has four salespeople that report directly to him. Jim spends a great deal of time each month working with his salespeople in their respective territories. Jim is a:

Accepted Answer

A)  Regional Sales Manager 
B)  Field Sales Manager 
C)  Sales Support Officer 
D)  Sales Support Technician/Manager 
E)  Senior Sales Training Specialist 
A)  Regional Sales Manager 
B)  Field Sales Manager 
C)  Sales Support Officer 
D)  Sales Support Technician/Manager 
E)  Senior Sales Training Specialist

Question 6

The first step in the sales training process is to assess ________________________.

Accepted Answer

Sales Trai

Question 7

Developing a method of performance evaluation is time consuming but easy.

Accepted Answer

A) True 
 B)False

Question 8

Generally speaking, District Managers would report directly to Field Sales Managers.

Accepted Answer

A) True 
 B)False

Question 9

Sales organization audits analyze the sales organization environment.

Accepted Answer

A) True 
 B)False

Question 10

______________ involves the planning of sales messages and interactions with customers (by group, by customer, or specific customer encounters.

Accepted Answer

The answer of ______________ involves the planning of sales messages...

Question 11

___________assess is the extent to which measures provide accurate assessments of the criteria they are intended to measure.

Accepted Answer

The answer of ___________assess is the extent to which measures...

Question 12

LaTosha is a salesperson in the performance assessment process. She is receiving feedback from her sales manager, sales support personnel, and her customers. This type of assessment is called?

Accepted Answer

A)  Standard Performance Assessment 
B)  Circle to Center Assessment 
C)  360-Degree Feedback 
D)  G.E. Sales Assessment 
E)  None of the above 
A)  Standard Performance Assessment 
B)  Circle to Center Assessment 
C)  360-Degree Feedback 
D)  G.E. Sales Assessment 
E)  None of the above

Question 13

The ability to employ activities that influence others to achieve shared goals that advance the organization is referred to as:

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 14

Performance assessments that focus evaluating the actual sales results salespeople achieve are referred to as ______________.

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 15

Most sales organizations compensate salespeople with a combination of salary and commission.

Accepted Answer

A) True 
 B)False

Question 16

Sales leadership that focuses on the relationship between the sales manager and each individual salesperson within the work unit is referred to as Leader-Member Exchange (LMX).

Accepted Answer

A) True 
 B)False

Question 17

When developing a performance evaluation method, Karen (VP of Sales)should make sure the method is flexible enough to be different for each individual salesperson.

Accepted Answer

A) True 
 B)False

Question 18

Field sales managers have multiple lower-level sales managers reporting to them.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is not one of the four 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)  Recruiting and terminating the sales force 
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)  Recruiting and terminating the sales force

Question 20

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

Accepted Answer

A) True 
 B)False

Good sales managers reward all desired job outcomes or behaviors.

An overall assessment of how well the sales organization achieved its goals and objectives is called?

Management in organizations in which greater authority and responsibility are placed at higher management levels is said to be:

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

Jim has four salespeople that report directly to him. Jim spends a great deal of time each month working with his salespeople in their respective territories. Jim is a:

The first step in the sales training process is to assess ________________________.

Developing a method of performance evaluation is time consuming but easy.

Generally speaking, District Managers would report directly to Field Sales Managers.

Sales organization audits analyze the sales organization environment.

______________ involves the planning of sales messages and interactions with customers (by group, by customer, or specific customer encounters.

___________assess is the extent to which measures provide accurate assessments of the criteria they are intended to measure.

LaTosha is a salesperson in the performance assessment process. She is receiving feedback from her sales manager, sales support personnel, and her customers. This type of assessment is called?

The ability to employ activities that influence others to achieve shared goals that advance the organization is referred to as:

Performance assessments that focus evaluating the actual sales results salespeople achieve are referred to as ______________.

Most sales organizations compensate salespeople with a combination of salary and commission.

Sales leadership that focuses on the relationship between the sales manager and each individual salesperson within the work unit is referred to as Leader-Member Exchange (LMX).

When developing a performance evaluation method, Karen (VP of Sales)should make sure the method is flexible enough to be different for each individual salesperson.

Field sales managers have multiple lower-level sales managers reporting to them.

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

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

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

Good sales managers reward all desired job outcomes or behaviors.

An overall assessment of how well the sales organization achieved its goals and objectives is called?

Management in organizations in which greater authority and responsibility are placed at higher management levels is said to be:

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

Jim has four salespeople that report directly to him. Jim spends a great deal of time each month working with his salespeople in their respective territories. Jim is a:

The first step in the sales training process is to assess ________________________.

Developing a method of performance evaluation is time consuming but easy.

Generally speaking, District Managers would report directly to Field Sales Managers.

Sales organization audits analyze the sales organization environment.

______________ involves the planning of sales messages and interactions with customers (by group, by customer, or specific customer encounters.

___________assess is the extent to which measures provide accurate assessments of the criteria they are intended to measure.

LaTosha is a salesperson in the performance assessment process. She is receiving feedback from her sales manager, sales support personnel, and her customers. This type of assessment is called?

The ability to employ activities that influence others to achieve shared goals that advance the organization is referred to as:

Performance assessments that focus evaluating the actual sales results salespeople achieve are referred to as ______________.

Most sales organizations compensate salespeople with a combination of salary and commission.

Sales leadership that focuses on the relationship between the sales manager and each individual salesperson within the work unit is referred to as Leader-Member Exchange (LMX).

When developing a performance evaluation method, Karen (VP of Sales)should make sure the method is flexible enough to be different for each individual salesperson.

Field sales managers have multiple lower-level sales managers reporting to them.

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

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

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