Question 1

Which compensation plan would appeal to a salesperson who likes the idea of being paid more for performing well,but also likes some job security?

Accepted Answer

A) guaranteed salary 
B) straight salary 
C) fixed salary plus bonus 
D) straight commission plan 
E) commission plan with a draw provision 
A) guaranteed salary 
B) straight salary 
C) fixed salary plus bonus 
D) straight commission plan 
E) commission plan with a draw provision

Question 2

Johan Yee has been a sales representative at a medium-sized textbook publishing house for five years. He has just been promoted by the sales director of his company to sales manager of a new territory. As sales manager, he is tasked with hiring and training three new sales representatives for his team.
-Johan crafts a descriptive ad and receives hundreds of resumes in response. He reads through them and chooses the 20 best candidates. To further screen candidates,he invites those 20 to take a test that profiles their skills. What is the best advice to give Johan about testing?

Accepted Answer

A) Rely solely on predictive assessment instruments which are more reliable than quantitative interviews. 
B) Conduct testing online to ensure that candidates possess the technical skills needed for the position. 
C) Use test scores to predict a candidate's verbal and nonverbal communication skills which are necessary in sales. 
D) Provide candidates with multiple tests to ensure that results are both valid and reliable predictors of sales success. 
E) Use test results in conjunction with information obtained from the personal interview and reference checks. 
A) Rely solely on predictive assessment instruments which are more reliable than quantitative interviews. 
B) Conduct testing online to ensure that candidates possess the technical skills needed for the position. 
C) Use test scores to predict a candidate's verbal and nonverbal communication skills which are necessary in sales. 
D) Provide candidates with multiple tests to ensure that results are both valid and reliable predictors of sales success. 
E) Use test results in conjunction with information obtained from the personal interview and reference checks.

Question 3

Aspen Stewart is one of five sales managers at a sports equipment company. She and the other sales managers are under pressure from management to keep their teams of sales representatives motivated and hitting their sales quotas. Because of that, Aspen has studied psychology and motivation, and is always looking for better ways to motivate her team.
-To provide external motivation,Aspen is considering a sales contest. What is the best advice to give Aspen as she designs the contest?

Accepted Answer

A) Keep contest time frames short to increase the number of winners. 
B) Use contests frequently to ensure long-term motivation. 
C) Expand territory sizes to ensure the contest motivates all salespeople. 
D) Utilize the same reward for every sales contest to ensure equity. 
E) Provide cash bonuses to all contest winners to ensure full participation. 
A) Keep contest time frames short to increase the number of winners. 
B) Use contests frequently to ensure long-term motivation. 
C) Expand territory sizes to ensure the contest motivates all salespeople. 
D) Utilize the same reward for every sales contest to ensure equity. 
E) Provide cash bonuses to all contest winners to ensure full participation.

Question 4

Newly hired salespeople are more likely to become productive staff members if they participate in a job orientation and a(n):

Accepted Answer

A) training program 
B) college recruitment session 
C) tour of the production facilities 
D) introduction to corporate personnel 
E) induction ceremony 
A) training program 
B) college recruitment session 
C) tour of the production facilities 
D) introduction to corporate personnel 
E) induction ceremony

Question 5

All of the following are good sources for recruiting quality candidates for sales jobs EXCEPT:

Accepted Answer

A) Internet job sites 
B) mediation agencies 
C) newspaper advertisements 
D) employment agencies 
E) candidates within the company 
A) Internet job sites 
B) mediation agencies 
C) newspaper advertisements 
D) employment agencies 
E) candidates within the company

Question 6

According to the authors of How to Hire and Develop Your Next Top Performer,about half of the people working in sales should be doing something else.

Accepted Answer

A) True 
 B)False

Question 7

Johan Yee has been a sales representative at a medium-sized textbook publishing house for five years. He has just been promoted by the sales director of his company to sales manager of a new territory. As sales manager, he is tasked with hiring and training three new sales representatives for his team.
-Johan needs to determine the personal character and ethics of candidates. Which of the following interview questions would be LEAST relevant for this task?

Accepted Answer

A) "What are your three core values?" 
B) "What does integrity mean to you?" 
C) "How do you handle negotiations?" 
D) "Who are your role models and why?" 
E) "How would your previous manager describe you?" 
A) "What are your three core values?" 
B) "What does integrity mean to you?" 
C) "How do you handle negotiations?" 
D) "Who are your role models and why?" 
E) "How would your previous manager describe you?"

Question 8

Consideration,in the context of sales management,is a term that describes:

Accepted Answer

A) one of the dimensions a sales manager is rated on during an annual performance review 
B) the salary plus commission and bonus a sales manager makes on team production 
C) the policies and procedures a sales manager establishes for the sales team 
D) the way a sales manager relates to the sales team 
E) an indicator of the progress the sales team is making toward sales goals 
A) one of the dimensions a sales manager is rated on during an annual performance review 
B) the salary plus commission and bonus a sales manager makes on team production 
C) the policies and procedures a sales manager establishes for the sales team 
D) the way a sales manager relates to the sales team 
E) an indicator of the progress the sales team is making toward sales goals

Question 9

Which of the following would LEAST likely be an objective of a compensation plan developed for sales team members?

Accepted Answer

A) identifying sources for hiring new salespeople 
B) increasing sales by a specific percentage 
C) increasing the number of sales calls 
D) establishing new accounts 
E) selling specific products 
A) identifying sources for hiring new salespeople 
B) increasing sales by a specific percentage 
C) increasing the number of sales calls 
D) establishing new accounts 
E) selling specific products

Question 10

Johan Yee has been a sales representative at a medium-sized textbook publishing house for five years. He has just been promoted by the sales director of his company to sales manager of a new territory. As sales manager, he is tasked with hiring and training three new sales representatives for his team.
-Soon after receiving the promotion,Johan is approached by the administrative assistant of his former sales unit. She tells him that she wants to join his team as a sales representative. She points out that she has solid knowledge of the products and company procedures already,and that he knows that she is a hard worker. What other benefit would there be to Johan in hiring her as a sales representative?

Accepted Answer

A) He knows that she fits into the company culture and understands its mission. 
B) He knows that he can pay her less than someone hired from outside the company. 
C) He has a personal friendship with her,which means he will be able to manage her better. 
D) He knows that she is outgoing,which is the primary characteristic of a good salesperson. 
E) He has never had a disagreement with her,so there is no reason not to hire her. 
A) He knows that she fits into the company culture and understands its mission. 
B) He knows that he can pay her less than someone hired from outside the company. 
C) He has a personal friendship with her,which means he will be able to manage her better. 
D) He knows that she is outgoing,which is the primary characteristic of a good salesperson. 
E) He has never had a disagreement with her,so there is no reason not to hire her.

Question 11

Victor Craig is sales director for a software company selling diagnostic software to automotive repair shops all across the country. He has been with the company for 14 months and manages a staff of six sales representatives. Victor also covers a four-state territory himself. On Monday the CEO of the company calls Victor into his office and states that management is dissatisfied with Victor's performance as sales director. Victor has 90 days to turn his performance around, or he will be fired.
-Several sales representatives complain that Victor shows a lack of consideration for their ideas and feelings and treats them all like cogs. Which of the following would most likely help Victor improve his consideration skills?

Accepted Answer

A) Make blanket policies to treat employees equally and consistently. 
B) Take a communication skills class to learn how to read nonverbal clues. 
C) Schedule face-to-face meetings with sales representatives on a regular basis. 
D) Make decisions quickly and firmly to ensure the success of the entire sales team. 
E) Make specific goals to improve sales results and increase long-term organizational profits. 
A) Make blanket policies to treat employees equally and consistently. 
B) Take a communication skills class to learn how to read nonverbal clues. 
C) Schedule face-to-face meetings with sales representatives on a regular basis. 
D) Make decisions quickly and firmly to ensure the success of the entire sales team. 
E) Make specific goals to improve sales results and increase long-term organizational profits.

Question 12

Aspen Stewart is one of five sales managers at a sports equipment company. She and the other sales managers are under pressure from management to keep their teams of sales representatives motivated and hitting their sales quotas. Because of that, Aspen has studied psychology and motivation, and is always looking for better ways to motivate her team.
-Each year,Aspen and the other sales managers meet with the director of sales to reevaluate the compensation plan for sales representatives. Last year they decided that the current compensation plan was tempting the sales representatives to compete too hard with each other and cross ethical lines. To maintain some healthy competition,provide employees with direct financial security,and encourage the sales representatives to act in the company spirit,a ________ compensation plan would be most appropriate.

Accepted Answer

A) straight commission 
B) commission with a guaranteed salary 
C) fixed salary 
D) bonus with a straight commission 
E) straight salary 
A) straight commission 
B) commission with a guaranteed salary 
C) fixed salary 
D) bonus with a straight commission 
E) straight salary

Question 13

The sales manager who treats each member of the sales force as an individual is displaying the dimension of leadership described as"consideration."

Accepted Answer

A) True 
 B)False

Question 14

Situational leadership occurs when:

Accepted Answer

A) the leader passes the character test 
B) good performance is properly rewarded 
C) the leader's style matches the situation 
D) the coach helps the salesperson recognize the need for performance improvement 
E) the leader guides the team through a changing situation 
A) the leader passes the character test 
B) good performance is properly rewarded 
C) the leader's style matches the situation 
D) the coach helps the salesperson recognize the need for performance improvement 
E) the leader guides the team through a changing situation

Question 15

Effective sales managers set a good example and possess characteristics of both structure and consideration.

Accepted Answer

A) True 
 B)False

Question 16

The primary purpose of measuring sales force productivity is to:

Accepted Answer

A) calculate the number of calls each salesperson makes every quarter 
B) compare the number of sales presentations each salesperson makes 
C) calculate the firm's total sales volume for a specific period of time 
D) analyze the profitability of each salesperson's sales volume 
E) assess the ratio of profits to sales for the sales force 
A) calculate the number of calls each salesperson makes every quarter 
B) compare the number of sales presentations each salesperson makes 
C) calculate the firm's total sales volume for a specific period of time 
D) analyze the profitability of each salesperson's sales volume 
E) assess the ratio of profits to sales for the sales force

Question 17

A sales manager screening applicants for a sales position should most likely seek an individual who:

Accepted Answer

A) will close sales no matter what it takes 
B) is familiar with other employees at the firm 
C) can bring large accounts from a competitor 
D) has entrepreneurial ideas 
E) is self-motivated 
A) will close sales no matter what it takes 
B) is familiar with other employees at the firm 
C) can bring large accounts from a competitor 
D) has entrepreneurial ideas 
E) is self-motivated

Question 18

The supervisor who holds monthly sales force meetings to explain specific goals for the future and changes in policy and procedure is exhibiting:

Accepted Answer

A) consideration 
B) structure 
C) performance analysis 
D) recognition 
E) strategy 
A) consideration 
B) structure 
C) performance analysis 
D) recognition 
E) strategy

Question 19

The Leadership Grid portrays dimensions of:

Accepted Answer

A) leadership and management 
B) motivation and skills 
C) consideration and structure 
D) empathy and direction 
E) recruitment and training 
A) leadership and management 
B) motivation and skills 
C) consideration and structure 
D) empathy and direction 
E) recruitment and training

Question 20

Victor Craig is sales director for a software company selling diagnostic software to automotive repair shops all across the country. He has been with the company for 14 months and manages a staff of six sales representatives. Victor also covers a four-state territory himself. On Monday the CEO of the company calls Victor into his office and states that management is dissatisfied with Victor's performance as sales director. Victor has 90 days to turn his performance around, or he will be fired.
-One sales representative complains that she never knows where she stands with Victor because he rarely provides feedback. The sales representative also indicates that Victor fails to communicate his expectations to sales team members. Victor most likely needs to work on the leadership dimension of:

Accepted Answer

A) mentoring 
B) motivation 
C) organization 
D) structure 
E) consideration 
A) mentoring 
B) motivation 
C) organization 
D) structure 
E) consideration

Which compensation plan would appeal to a salesperson who likes the idea of being paid more for performing well,but also likes some job security?

Newly hired salespeople are more likely to become productive staff members if they participate in a job orientation and a(n):

All of the following are good sources for recruiting quality candidates for sales jobs EXCEPT:

According to the authors of How to Hire and Develop Your Next Top Performer,about half of the people working in sales should be doing something else.

Consideration,in the context of sales management,is a term that describes:

Which of the following would LEAST likely be an objective of a compensation plan developed for sales team members?

The sales manager who treats each member of the sales force as an individual is displaying the dimension of leadership described as"consideration."

Situational leadership occurs when:

Effective sales managers set a good example and possess characteristics of both structure and consideration.

The primary purpose of measuring sales force productivity is to:

A sales manager screening applicants for a sales position should most likely seek an individual who:

The supervisor who holds monthly sales force meetings to explain specific goals for the future and changes in policy and procedure is exhibiting:

The Leadership Grid portrays dimensions of:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

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Exam 17: Management of the Sales Force

Which compensation plan would appeal to a salesperson who likes the idea of being paid more for performing well,but also likes some job security?

Newly hired salespeople are more likely to become productive staff members if they participate in a job orientation and a(n):

All of the following are good sources for recruiting quality candidates for sales jobs EXCEPT:

According to the authors of How to Hire and Develop Your Next Top Performer,about half of the people working in sales should be doing something else.

Consideration,in the context of sales management,is a term that describes:

Which of the following would LEAST likely be an objective of a compensation plan developed for sales team members?

The sales manager who treats each member of the sales force as an individual is displaying the dimension of leadership described as"consideration."

Situational leadership occurs when:

Effective sales managers set a good example and possess characteristics of both structure and consideration.

The primary purpose of measuring sales force productivity is to:

A sales manager screening applicants for a sales position should most likely seek an individual who:

The supervisor who holds monthly sales force meetings to explain specific goals for the future and changes in policy and procedure is exhibiting:

The Leadership Grid portrays dimensions of:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Filters