Question 1

Bill evaluates his salespeople by working with them to review previous goals and setting new ones. This evaluation method is known as "performance management."

Accepted Answer

A) True 
 B)False

Question 2

Job __________ is an examination of the tasks, duties, and responsibilities of the sales job.

Accepted Answer

The answer of Job __________ is an examination of the...

Question 3

CRM stands for Corporate Relationship Management.

Accepted Answer

A) True 
 B)False

Question 4

Jerome is looking to integrate customer-driven processes into his information system so that he can work with his customers to co-create value. Jerome should be looking at Sales 2.0 technology.

Accepted Answer

A) True 
 B)False

Question 5

To be an effective coach, sales managers should do all of the following except?

Accepted Answer

A)  Establish a team approach. 
B)  Document corrective actions expected of salespeople. 
C)  Serve as a role model. 
D)  Recognize that salespeople are individuals. 
E)  Communicate with each subordinate in the same way to ensure fairness. 
A)  Establish a team approach. 
B)  Document corrective actions expected of salespeople. 
C)  Serve as a role model. 
D)  Recognize that salespeople are individuals. 
E)  Communicate with each subordinate in the same way to ensure fairness.

Question 6

____________ refers to the ability to create, access, and interact with networks of contacts electronically.

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 7

The classification of accounts within the target market into categories for the purpose of developing strategic approaches for selling each account or account group is called ______________.

Accepted Answer

Account Ta

Question 8

Jennifer has finished establishing relationship strategies for the account groups her sales team serves. She should now focus on developing:

Accepted Answer

A)  Account targeting strategies. 
B)  Sales call strategies for each account. 
C)  Selling strategies for each relationship strategy. 
D)  A strategic prospecting plan. 
E)  Her sales team. 
A)  Account targeting strategies. 
B)  Sales call strategies for each account. 
C)  Selling strategies for each relationship strategy. 
D)  A strategic prospecting plan. 
E)  Her sales team.

Question 9

Private employment agencies will help located candidates for a fee, typically 15-25 percent of the first year's earnings.

Accepted Answer

A) True 
 B)False

Question 10

Reliability refers to the evaluation measures stability over time and internal consistency.

Accepted Answer

A) True 
 B)False

Question 11

Giving salespeople sporadic feedback in both a positive and negative manner is a sales management "best practice."

Accepted Answer

A) True 
 B)False

Question 12

Strategies which focus on ensuring accounts receive the proper selling effort and coverage (e.g., the use of company sales force or independent representatives)are referred to as:

Accepted Answer

A)  Account targeting strategies 
B)  Selling strategies 
C)  Relationship strategies 
D)  Sales channel strategies 
E)  None of the above are correct 
A)  Account targeting strategies 
B)  Selling strategies 
C)  Relationship strategies 
D)  Sales channel strategies 
E)  None of the above are correct

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 transformational leadership style.

Accepted Answer

A) True 
 B)False

Question 14

The "mental states" selling approach is appropriate for implementing a collaborative relationship strategy.

Accepted Answer

A) True 
 B)False

Question 15

A comprehensive systematic approach for evaluating sales organization effectiveness, which provides management with diagnostic as well as prescriptive information, is called?

Accepted Answer

A)  Sales organization effectiveness 
B)  Salesperson performance 
C)  Sales goal congruence 
D)  Holistic goal performance 
E)  Sales organization audit 
A)  Sales organization effectiveness 
B)  Salesperson performance 
C)  Sales goal congruence 
D)  Holistic goal performance 
E)  Sales organization audit

Question 16

The ____________ focused organizational structure has as its disadvantages high cost, geographic duplication, and customer duplication.

Accepted Answer

The answer of The ____________ focused organizational structure has as...

Question 17

The leadership style that concentrates on inspiring employees to engage in certain behaviors and to perform at high levels is known as the ____________ leadership style.

Accepted Answer

A)  transformational 
B)  traditional 
C)  non-traditional 
D)  transactional 
E)  reward-based 
A)  transformational 
B)  traditional 
C)  non-traditional 
D)  transactional 
E)  reward-based

Question 18

A sales analysis is another name for a cost analysis.

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

Tim has decided to conduct a sales analysis. He will be examining unit sales by district for each distribution channel. The one key decision regarding the sales analysis Tim still needs to make is _______?

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

Bill evaluates his salespeople by working with them to review previous goals and setting new ones. This evaluation method is known as "performance management."

Job __________ is an examination of the tasks, duties, and responsibilities of the sales job.

CRM stands for Corporate Relationship Management.

Jerome is looking to integrate customer-driven processes into his information system so that he can work with his customers to co-create value. Jerome should be looking at Sales 2.0 technology.

To be an effective coach, sales managers should do all of the following except?

____________ refers to the ability to create, access, and interact with networks of contacts electronically.

The classification of accounts within the target market into categories for the purpose of developing strategic approaches for selling each account or account group is called ______________.

Jennifer has finished establishing relationship strategies for the account groups her sales team serves. She should now focus on developing:

Private employment agencies will help located candidates for a fee, typically 15-25 percent of the first year's earnings.

Reliability refers to the evaluation measures stability over time and internal consistency.

Giving salespeople sporadic feedback in both a positive and negative manner is a sales management "best practice."

Strategies which focus on ensuring accounts receive the proper selling effort and coverage (e.g., the use of company sales force or independent representatives)are referred to as:

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 transformational leadership style.

The "mental states" selling approach is appropriate for implementing a collaborative relationship strategy.

A comprehensive systematic approach for evaluating sales organization effectiveness, which provides management with diagnostic as well as prescriptive information, is called?

The ____________ focused organizational structure has as its disadvantages high cost, geographic duplication, and customer duplication.

The leadership style that concentrates on inspiring employees to engage in certain behaviors and to perform at high levels is known as the ____________ leadership style.

A sales analysis is another name for a cost analysis.

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

Tim has decided to conduct a sales analysis. He will be examining unit sales by district for each distribution channel. The one key decision regarding the sales analysis Tim still needs to make is _______?

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

Bill evaluates his salespeople by working with them to review previous goals and setting new ones. This evaluation method is known as "performance management."

Job __________ is an examination of the tasks, duties, and responsibilities of the sales job.

CRM stands for Corporate Relationship Management.

Jerome is looking to integrate customer-driven processes into his information system so that he can work with his customers to co-create value. Jerome should be looking at Sales 2.0 technology.

To be an effective coach, sales managers should do all of the following except?

____________ refers to the ability to create, access, and interact with networks of contacts electronically.

The classification of accounts within the target market into categories for the purpose of developing strategic approaches for selling each account or account group is called ______________.

Jennifer has finished establishing relationship strategies for the account groups her sales team serves. She should now focus on developing:

Private employment agencies will help located candidates for a fee, typically 15-25 percent of the first year's earnings.

Reliability refers to the evaluation measures stability over time and internal consistency.

Giving salespeople sporadic feedback in both a positive and negative manner is a sales management "best practice."

Strategies which focus on ensuring accounts receive the proper selling effort and coverage (e.g., the use of company sales force or independent representatives)are referred to as:

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 transformational leadership style.

The "mental states" selling approach is appropriate for implementing a collaborative relationship strategy.

A comprehensive systematic approach for evaluating sales organization effectiveness, which provides management with diagnostic as well as prescriptive information, is called?

The ____________ focused organizational structure has as its disadvantages high cost, geographic duplication, and customer duplication.

The leadership style that concentrates on inspiring employees to engage in certain behaviors and to perform at high levels is known as the ____________ leadership style.

A sales analysis is another name for a cost analysis.

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

Tim has decided to conduct a sales analysis. He will be examining unit sales by district for each distribution channel. The one key decision regarding the sales analysis Tim still needs to make is _______?

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