Exam 17: Management of the Sales Force

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. -What should Johan do first to begin the process of hiring new team members?

Which of the following characteristics of a sales manager provides evidence of structure?

The functions performed by sales managers include planning,recruiting,training,budgeting,developing compensation plans,and assessing sales force productivity.

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. -During the interviewing process,Johan needs to determine if candidates have certain qualities that are necessary for sales success. Which of the following characteristics is most important for a sales job?

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 sales managers and director of sales need to evaluate sales production levels. The company's policy has been to compare each sales representative's sales to their sales the previous year. Which of the following is the strongest argument for changing this method of evaluation?

What is the primary benefit of seeking job candidates within your own company?

According to the text,if you fail the character test,you fail as a sales manager.

The training programs of both small and large marketing firms should incorporate three dimensions. One of them is knowledge of the product line,company marketing strategies,territory information,and business trends. What are the other two?

Incentive programs that focus on cash bonuses produce the greatest motivation for salespeople.

Some organizations are using ability or aptitude assessment instruments to determine future performance in certain types of sales jobs. Experts in the field of employment testing say that test scores:

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. -The CEO suggests that Victor attend a training program for sales managers. If the program is like most others,which of the following topics will most likely be covered?

Leadership is:

List the behaviors that are evidence of consideration.

What is the best suggestion for assessing sales force productivity?

Scheduling a special luncheon to celebrate the closing of a large sale is a technique most likely characteristic of a supervisor who displays: