Question 1

It is a good idea to test compensation plans with a small group before full implementation.

Accepted Answer

A) True 
 B)False

Question 2

The straight commission plan encourages salespeople to engage in long-term customer development.

Accepted Answer

A) True 
 B)False

Question 3

Most successful supervisory management personnel display two important dimensions of effective leadership: ________ and ________.

Accepted Answer

structure;

Question 4

A compensation plan which will likely produce the greatest degree of loyalty to the company and financial security for the employee is:

Accepted Answer

A) straight commission plan 
B) guaranteed salary 
C) straight salary 
D) guaranteed salary plus a bonus 
E) straight commission plus a bonus 
A) straight commission plan 
B) guaranteed salary 
C) straight salary 
D) guaranteed salary plus a bonus 
E) straight commission plus a bonus

Question 5

The sales manager who appraises the performance of sales personnel regularly is displaying the leadership quality known as"consideration."

Accepted Answer

A) True 
 B)False

Question 6

________ leadership is based on the theory that the most successful leadership occurs when the leader's style matches the specific circumstances.

Accepted Answer

The answer of ________ leadership is based on the theory...

Question 7

A(n)________ is an explanation of what the salesperson will do and under what conditions the work will be performed.

Accepted Answer

The answer of A(n)________ is an explanation of what the...

Question 8

Many companies are experimenting with some variation of their basic compensation plans such as awards in the form of cash or points that can be used to purchase prizes. Award programs can be styled to suit a variety of sales objectives. List and describe four possible objectives.

Accepted Answer

1.Percentage sales increase.Sales levels

Question 9

A salesperson's performance evaluation is typically based entirely on qualitative items of measurement because quantitative criteria are viewed as unfair and subjective.

Accepted Answer

A) True 
 B)False

Question 10

Management sends Victor to a workshop about coaching employees to success. At the workshop,Victor learns that the first step in the coaching process is to:

Accepted Answer

A) appeal to the salesperson's emotions by sharing personal experiences 
B) allow the salesperson to suggest ideas for improving performance 
C) enable a salesperson to admit that a performance problem exists 
D) create and implement a new presentation style for the salesperson 
E) observe and assess employee performance during actual sales calls 
A) appeal to the salesperson's emotions by sharing personal experiences 
B) allow the salesperson to suggest ideas for improving performance 
C) enable a salesperson to admit that a performance problem exists 
D) create and implement a new presentation style for the salesperson 
E) observe and assess employee performance during actual sales calls

Question 11

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.
-The biggest factor in motivation for sales representatives is enjoying sales as a career. This means that the best way for Aspen to build a motivated sales team is to:

Accepted Answer

A) teach employees to cold-call more efficiently 
B) implement a straight commission compensation plan 
C) offer cash bonuses for the top sellers each month 
D) provide all employees with the same benefits 
E) provide a mix of external and internal rewards 
A) teach employees to cold-call more efficiently 
B) implement a straight commission compensation plan 
C) offer cash bonuses for the top sellers each month 
D) provide all employees with the same benefits 
E) provide a mix of external and internal rewards

Question 12

What is the first step in developing an effective sales training program?

Accepted Answer

A) measuring sales training interest levels 
B) conducting a training needs assessment 
C) establishing a sales training budget 
D) setting sales training goals 
E) selecting a training provider 
A) measuring sales training interest levels 
B) conducting a training needs assessment 
C) establishing a sales training budget 
D) setting sales training goals 
E) selecting a training provider

Question 13

________ is an intrinsic reward that occurs when a duty or task is performed.

Accepted Answer

The answer of ________ is an intrinsic reward that occurs...

Question 14

Managers who use rewards as external motivators for salespeople should most likely:

Accepted Answer

A) set goals that are realistic 
B) set goals based only on final sales numbers 
C) give rewards at regular intervals 
D) give primarily financial rewards 
E) give the same rewards to all salespeople 
A) set goals that are realistic 
B) set goals based only on final sales numbers 
C) give rewards at regular intervals 
D) give primarily financial rewards 
E) give the same rewards to all salespeople

Question 15

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.
-Since Victor spends part of his time on the road meeting with customers,which of the following would most likely help Victor manage his sales staff?

Accepted Answer

A) active listening principles 
B) videoconferencing tools 
C) territory management skills 
D) stress relief activities 
E) blogging capabilities 
A) active listening principles 
B) videoconferencing tools 
C) territory management skills 
D) stress relief activities 
E) blogging capabilities

Question 16

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.
-Aspen manages a team of sales representatives who have all chosen careers in sales because it allows them to make a living interacting with and helping people. One of the biggest sources of internal motivation for her sales team is most likely the ability to:

Accepted Answer

A) convince people to buy products they don't need 
B) solve their customers' problems 
C) ask people to spend money on sports equipment 
D) discount prices when they need to make a sale 
E) explore sports they would otherwise not have tried 
A) convince people to buy products they don't need 
B) solve their customers' problems 
C) ask people to spend money on sports equipment 
D) discount prices when they need to make a sale 
E) explore sports they would otherwise not have tried

Question 17

Smaller companies with small sales forces can reduce training costs while meeting the needs of their salespeople by:

Accepted Answer

A) hiring salespeople who have already been trained at other companies 
B) using online training courses instead of live training courses 
C) refining specific closing techniques instead of focusing on the basics of sales 
D) reallocating employees from the marketing department to the sales department 
E) creating informal training programs instead of formal training programs 
A) hiring salespeople who have already been trained at other companies 
B) using online training courses instead of live training courses 
C) refining specific closing techniques instead of focusing on the basics of sales 
D) reallocating employees from the marketing department to the sales department 
E) creating informal training programs instead of formal training programs

Question 18

Newspaper advertisements can attract well-qualified sales job applicants.

Accepted Answer

A) True 
 B)False

Question 19

A training program should have two dimensions: product knowledge and sales techniques.

Accepted Answer

A) True 
 B)False

Question 20

________ represents the first step in helping a newly hired salesperson become a productive member of your staff.

Accepted Answer

The answer of ________ represents the first step in helping...

It is a good idea to test compensation plans with a small group before full implementation.

The straight commission plan encourages salespeople to engage in long-term customer development.

Most successful supervisory management personnel display two important dimensions of effective leadership: and .

A compensation plan which will likely produce the greatest degree of loyalty to the company and financial security for the employee is:

The sales manager who appraises the performance of sales personnel regularly is displaying the leadership quality known as"consideration."

________ leadership is based on the theory that the most successful leadership occurs when the leader's style matches the specific circumstances.

A(n)________ is an explanation of what the salesperson will do and under what conditions the work will be performed.

Many companies are experimenting with some variation of their basic compensation plans such as awards in the form of cash or points that can be used to purchase prizes. Award programs can be styled to suit a variety of sales objectives. List and describe four possible objectives.

A salesperson's performance evaluation is typically based entirely on qualitative items of measurement because quantitative criteria are viewed as unfair and subjective.

Management sends Victor to a workshop about coaching employees to success. At the workshop,Victor learns that the first step in the coaching process is to:

What is the first step in developing an effective sales training program?

________ is an intrinsic reward that occurs when a duty or task is performed.

Managers who use rewards as external motivators for salespeople should most likely:

Smaller companies with small sales forces can reduce training costs while meeting the needs of their salespeople by:

Newspaper advertisements can attract well-qualified sales job applicants.

A training program should have two dimensions: product knowledge and sales techniques.

________ represents the first step in helping a newly hired salesperson become a productive member of your staff.

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

Exam 17: Management of the Sales Force

It is a good idea to test compensation plans with a small group before full implementation.

The straight commission plan encourages salespeople to engage in long-term customer development.

Most successful supervisory management personnel display two important dimensions of effective leadership: ________ and ________.

A compensation plan which will likely produce the greatest degree of loyalty to the company and financial security for the employee is:

The sales manager who appraises the performance of sales personnel regularly is displaying the leadership quality known as"consideration."

________ leadership is based on the theory that the most successful leadership occurs when the leader's style matches the specific circumstances.

A(n)________ is an explanation of what the salesperson will do and under what conditions the work will be performed.

Many companies are experimenting with some variation of their basic compensation plans such as awards in the form of cash or points that can be used to purchase prizes. Award programs can be styled to suit a variety of sales objectives. List and describe four possible objectives.

A salesperson's performance evaluation is typically based entirely on qualitative items of measurement because quantitative criteria are viewed as unfair and subjective.

Management sends Victor to a workshop about coaching employees to success. At the workshop,Victor learns that the first step in the coaching process is to:

What is the first step in developing an effective sales training program?

________ is an intrinsic reward that occurs when a duty or task is performed.

Managers who use rewards as external motivators for salespeople should most likely:

Smaller companies with small sales forces can reduce training costs while meeting the needs of their salespeople by:

Newspaper advertisements can attract well-qualified sales job applicants.

A training program should have two dimensions: product knowledge and sales techniques.

________ represents the first step in helping a newly hired salesperson become a productive member of your staff.

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

Most successful supervisory management personnel display two important dimensions of effective leadership: and .