Question 1

Sharon has four salespeople that report directly to her, and Sharon reports their activity to her manager. Sharon is most likely a:

Accepted Answer

A)  Regional Sales Manager 
B)  District Sales Manager 
C)  Vice President of Sales 
D)  Chief Sales Officer 
E)  None of the above 
A)  Regional Sales Manager 
B)  District Sales Manager 
C)  Vice President of Sales 
D)  Chief Sales Officer 
E)  None of the above

Question 2

The most widely used system for dividing responsibility is to organize the salesforce by markets served.

Accepted Answer

A) True 
 B)False

Question 3

Sales ____________ refers to sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis.

Accepted Answer

The answer of Sales ____________ refers to sales managers working...

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

___________ style refers to a general orientation applied to leadership activities. Two well-known categories of this are transactional and transformational.

Accepted Answer

The answer of ___________ style refers to a general orientation...

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

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 8

Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to set training objectives.

Accepted Answer

A) True 
 B)False

Question 9

The first step of the sales management process is "directing the salesforce".

Accepted Answer

A) True 
 B)False

Question 10

Sales organization effectiveness is an overall assessment of how well the sales organization achieved its goals and objectives.

Accepted Answer

A) True 
 B)False

Question 11

Once Marcus has completed delivery of the sales training program he needs to follow the final step of the sales training process (described in the text) which is:

Accepted Answer

A)  Set training objectives 
B)  Perform follow-up training 
C)  Assess new training needs 
D)  Conduct follow-up and evaluation 
E)  Evaluate training alternatives 
A)  Set training objectives 
B)  Perform follow-up training 
C)  Assess new training needs 
D)  Conduct follow-up and evaluation 
E)  Evaluate training alternatives

Question 12

The classification of accounts within a target market into categories for the purpose of developing strategic approaches for selling to each account or account group is known as:?

Accepted Answer

A)  account targeting strategy 
B)  relationship strategy 
C)  market segmentation 
D)  target marketing 
E)  None of the above 
A)  account targeting strategy 
B)  relationship strategy 
C)  market segmentation 
D)  target marketing 
E)  None of the above

Question 13

Sales organization audits analyze the sales organization environment.

Accepted Answer

A) True 
 B)False

Question 14

A sales analysis examines (estimated) future sales performance.

Accepted Answer

A) True 
 B)False

Question 15

________ evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

Accepted Answer

A)  Sales analysis 
B)  Profitability analysis 
C)  Sales projection audit 
D)  Opportunity analysis 
E)  Cost analysis 
A)  Sales analysis 
B)  Profitability analysis 
C)  Sales projection audit 
D)  Opportunity analysis 
E)  Cost analysis

Question 16

An overall assessment of how well the sales organization achieved its goals and objectives is called?

Accepted Answer

A)  Sales organization effectiveness 
B)  Salesperson performance 
C)  Sales goal congruence 
D)  Holistic goal performance 
E)  None of the above 
A)  Sales organization effectiveness 
B)  Salesperson performance 
C)  Sales goal congruence 
D)  Holistic goal performance 
E)  None of the above

Question 17

Independent representative is another name for a manufacturer representative.

Accepted Answer

A) True 
 B)False

Question 18

Once the sales training alternatives are evaluated, sales training objectives should be set.

Accepted Answer

A) True 
 B)False

Question 19

With respect to the sales training process, after Brenda is done assessing the sales training needs, she should begin working on:

Accepted Answer

A)  Evaluating training alternatives 
B)  Performing sales training 
C)  Setting training objectives 
D)  Setting the sales training schedule 
E)  Her computer 
A)  Evaluating training alternatives 
B)  Performing sales training 
C)  Setting training objectives 
D)  Setting the sales training schedule 
E)  Her computer

Question 20

The function of focusing on continually developing salespeople by providing feedback and serving as a role model is called?

Accepted Answer

A)  Coaching 
B)  Sales management 
C)  Transactional leadership 
D)  Transformational leadership 
E)  Executive sales management 
A)  Coaching 
B)  Sales management 
C)  Transactional leadership 
D)  Transformational leadership 
E)  Executive sales management

Sharon has four salespeople that report directly to her, and Sharon reports their activity to her manager. Sharon is most likely a:

The most widely used system for dividing responsibility is to organize the salesforce by markets served.

Sales ____________ refers to sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis.

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

___________ style refers to a general orientation applied to leadership activities. Two well-known categories of this are transactional and transformational.

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

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.

Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to set training objectives.

The first step of the sales management process is "directing the salesforce".

Sales organization effectiveness is an overall assessment of how well the sales organization achieved its goals and objectives.

Once Marcus has completed delivery of the sales training program he needs to follow the final step of the sales training process (described in the text) which is:

The classification of accounts within a target market into categories for the purpose of developing strategic approaches for selling to each account or account group is known as:?

Sales organization audits analyze the sales organization environment.

A sales analysis examines (estimated) future sales performance.

________ evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

An overall assessment of how well the sales organization achieved its goals and objectives is called?

Independent representative is another name for a manufacturer representative.

Once the sales training alternatives are evaluated, sales training objectives should be set.

With respect to the sales training process, after Brenda is done assessing the sales training needs, she should begin working on:

The function of focusing on continually developing salespeople by providing feedback and serving as a role model is called?

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

Sharon has four salespeople that report directly to her, and Sharon reports their activity to her manager. Sharon is most likely a:

The most widely used system for dividing responsibility is to organize the salesforce by markets served.

Sales ____________ refers to sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis.

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

___________ style refers to a general orientation applied to leadership activities. Two well-known categories of this are transactional and transformational.

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

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.

Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to set training objectives.

The first step of the sales management process is "directing the salesforce".

Sales organization effectiveness is an overall assessment of how well the sales organization achieved its goals and objectives.

Once Marcus has completed delivery of the sales training program he needs to follow the final step of the sales training process (described in the text) which is:

The classification of accounts within a target market into categories for the purpose of developing strategic approaches for selling to each account or account group is known as:?

Sales organization audits analyze the sales organization environment.

A sales analysis examines (estimated) future sales performance.

________ evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

An overall assessment of how well the sales organization achieved its goals and objectives is called?

Independent representative is another name for a manufacturer representative.

Once the sales training alternatives are evaluated, sales training objectives should be set.

With respect to the sales training process, after Brenda is done assessing the sales training needs, she should begin working on:

The function of focusing on continually developing salespeople by providing feedback and serving as a role model is called?

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