Question 1

A written summary of a particular job is referred to as the:

Accepted Answer

A)  Job analysis 
B)  Job description 
C)  Job qualifications 
D)  Job survey 
E)  Job type 
A)  Job analysis 
B)  Job description 
C)  Job qualifications 
D)  Job survey 
E)  Job type B

Question 2

Motivation is a function of persistence, direction, and intensity.

Accepted Answer

A) True 
 B)False  True

Question 3

Managing an organization's personnel selling function is called:

Accepted Answer

A)  management 
B)  sales management 
C)  organizational strategy 
D)  sales strategy 
E)  personnel management 
A)  management 
B)  sales management 
C)  organizational strategy 
D)  sales strategy 
E)  personnel management B

Question 4

Which of the following is not one of the sales organization alternatives discussed in the text?

Accepted Answer

A)  Geographic 
B)  Product 
C)  Market 
D)  Functional 
E)  Decentralized 
A)  Geographic 
B)  Product 
C)  Market 
D)  Functional 
E)  Decentralized

Question 5

Good sales managers reward all desired job outcomes or behaviors.

Accepted Answer

A) True 
 B)False

Question 6

A growing trend in evaluating salesperson performance is the use of 360-degree feedback.

Accepted Answer

A) True 
 B)False

Question 7

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 8

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 9

Determining salesforce effectiveness and performance is the first step of the sales management process.

Accepted Answer

A) True 
 B)False

Question 10

Having employees refer sales candidates can be a very effective means of locating quality salespeople.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

Sales Trai

Question 12

Which of the following best reflects the relationship between account targeting strategies and relationship strategies?

Accepted Answer

A)  Relationship strategies provide the basis for account targeting strategies. 
B)  Account targeting strategies provide the basis for relationship strategies. 
C)  Relationship strategies are independent of account targeting strategies. 
D)  Both a and b are correct. 
E)  Both b and c are correct. 
A)  Relationship strategies provide the basis for account targeting strategies. 
B)  Account targeting strategies provide the basis for relationship strategies. 
C)  Relationship strategies are independent of account targeting strategies. 
D)  Both a and b are correct. 
E)  Both b and c are correct.

Question 13

Career fairs are common external sources of job candidates used to fill open positions.

Accepted Answer

A) True 
 B)False

Question 14

Because they are not managers, salespeople can never possess any real power.

Accepted Answer

A) True 
 B)False

Question 15

Susan is classifying her accounts into categories so that she can develop the appropriate relationship strategy for each category. Susan is working on her selling strategy.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

According to the text, the use of team selling is increasing in many firms.

Accepted Answer

A) True 
 B)False

Question 18

Career fairs are common internal sources of job candidates used to fill open positions.

Accepted Answer

A) True 
 B)False

Question 19

________analysis assess costs the sales organization incurs in the process of generating sales by comparing incurred costs with planed costs and sales budgets.

Accepted Answer

The answer of ________analysis assess costs the sales organization incurs...

Question 20

Front-line sales managers are also called field sales managers.

Accepted Answer

A) True 
 B)False

A written summary of a particular job is referred to as the:

Motivation is a function of persistence, direction, and intensity.

Managing an organization's personnel selling function is called:

Which of the following is not one of the sales organization alternatives discussed in the text?

Good sales managers reward all desired job outcomes or behaviors.

A growing trend in evaluating salesperson performance is the use of 360-degree feedback.

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

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

Determining salesforce effectiveness and performance is the first step of the sales management process.

Having employees refer sales candidates can be a very effective means of locating quality salespeople.

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

Which of the following best reflects the relationship between account targeting strategies and relationship strategies?

Career fairs are common external sources of job candidates used to fill open positions.

Because they are not managers, salespeople can never possess any real power.

Susan is classifying her accounts into categories so that she can develop the appropriate relationship strategy for each category. Susan is working on her selling strategy.

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

According to the text, the use of team selling is increasing in many firms.

Career fairs are common internal sources of job candidates used to fill open positions.

________analysis assess costs the sales organization incurs in the process of generating sales by comparing incurred costs with planed costs and sales budgets.

Front-line sales managers are also called field sales managers.

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

A written summary of a particular job is referred to as the:

Motivation is a function of persistence, direction, and intensity.

Managing an organization's personnel selling function is called:

Which of the following is not one of the sales organization alternatives discussed in the text?

Good sales managers reward all desired job outcomes or behaviors.

A growing trend in evaluating salesperson performance is the use of 360-degree feedback.

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

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

Determining salesforce effectiveness and performance is the first step of the sales management process.

Having employees refer sales candidates can be a very effective means of locating quality salespeople.

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

Which of the following best reflects the relationship between account targeting strategies and relationship strategies?

Career fairs are common external sources of job candidates used to fill open positions.

Because they are not managers, salespeople can never possess any real power.

Susan is classifying her accounts into categories so that she can develop the appropriate relationship strategy for each category. Susan is working on her selling strategy.

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

According to the text, the use of team selling is increasing in many firms.

Career fairs are common internal sources of job candidates used to fill open positions.

________analysis assess costs the sales organization incurs in the process of generating sales by comparing incurred costs with planed costs and sales budgets.

Front-line sales managers are also called field sales managers.

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