Question 1

Generally speaking, District Managers would report directly to Field Sales Managers.

Accepted Answer

A) True 
 B)False

Question 2

Social networking is great for personal relationships but is generally thought of as unprofessional in when used in a b2b context.

Accepted Answer

A) True 
 B)False

Question 3

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 transactional leadership style.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is not one of the sales manager "Best Practices" identified in the text?

Accepted Answer

A)  Give salespeople continuous feedback. 
B)  Build enthusiasm throughout the sales team. 
C)  Ensure top performers are identified and compensated better than lower performers. 
D)  Emphasize continuous job improvement and career development 
E)  All the above are "Best Practices". 
A)  Give salespeople continuous feedback. 
B)  Build enthusiasm throughout the sales team. 
C)  Ensure top performers are identified and compensated better than lower performers. 
D)  Emphasize continuous job improvement and career development 
E)  All the above are "Best Practices".

Question 5

Bill is applying for a sales position and is asked to complete several different types of assessments. He may be asked to go to an assessment center to complete the assessments.

Accepted Answer

A) True 
 B)False

Question 6

Jakeem wants to implement a collaborative relationship strategy. He should employ a "collaborative" selling approach.

Accepted Answer

A) True 
 B)False

Question 7

A needs assessment involves determining the extent to which the members of the salesforce possess the desired skills, attitudes, perceptions, and behaviors.

Accepted Answer

A) True 
 B)False

Question 8

The use of customer-driven processes enabled by the latest Web technology to co-create value with customers is referred to as __________________.

Accepted Answer

The answer of The use of customer-driven processes enabled by...

Question 9

Sales leadership that focuses on the relationship between the sales manager and each individual salesperson within the work unit is referred to as Leader-Member Exchange (LME).

Accepted Answer

A) True 
 B)False

Question 10

___________ assess is the extent to which a measure is stable over time and exhibits the internal consistency.

Accepted Answer

The answer of ___________ assess is the extent to which...

Question 11

One of the advantages of organizing the salesforce by product is management control over selling effort allocated to products.

Accepted Answer

A) True 
 B)False

Question 12

Span of control refers to the number of individuals who report to each sales manager.

Accepted Answer

A) True 
 B)False

Question 13

___________assess is the extent to which measures provide accurate assessments of the criteria they are intended to measure.

Accepted Answer

The answer of ___________assess is the extent to which measures...

Question 14

A ________ assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets.

Accepted Answer

A)  sales analysis 
B)  salesperson audit 
C)  sales projection audit 
D)  analysis of variance (ANOV
A)  
E)  cost analysis 
A)  sales analysis 
B)  salesperson audit 
C)  sales projection audit 
D)  analysis of variance (ANOV
A)  
E)  cost analysis

Question 15

Connie sells all of her company's 20 products. Her company's sales structure is highly specialized.

Accepted Answer

A) True 
 B)False

Question 16

A comprehensive systematic approach for evaluating sales organization effectiveness, which provides management with diagnostic as well as prescriptive information, is called?

Accepted Answer

A)  Sales organization effectiveness 
B)  Salesperson performance 
C)  Sales goal congruence 
D)  Holistic goal performance 
E)  Sales organization audit 
A)  Sales organization effectiveness 
B)  Salesperson performance 
C)  Sales goal congruence 
D)  Holistic goal performance 
E)  Sales organization audit

Question 17

________ evaluations assess the activities salespeople perform in the generation of sales and in completing non-selling responsibilities.

Accepted Answer

A)  Behavioral-based 
B)  Outcome-based 
C)  Measured 
D)  Non-measured 
E)  Real 
A)  Behavioral-based 
B)  Outcome-based 
C)  Measured 
D)  Non-measured 
E)  Real

Question 18

Intensity, direction, and persistence are generally thought to be the components of:

Accepted Answer

A)  Sales leadership 
B)  Sales management 
C)  Sales supervision 
D)  Sales control 
E)  Motivation 
A)  Sales leadership 
B)  Sales management 
C)  Sales supervision 
D)  Sales control 
E)  Motivation

Question 19

Management in organizations in which greater authority and responsibility are placed at higher management levels is said to be:

Accepted Answer

A)  Specialized 
B)  Centralized 
C)  Vertically Stacked 
D)  Cross-Managed 
E)  Differentiated 
A)  Specialized 
B)  Centralized 
C)  Vertically Stacked 
D)  Cross-Managed 
E)  Differentiated

Question 20

Planning for recruitment and selection is the first step of the recruitment and selection process. The second major step is:

Accepted Answer

A)  Making an offer 
B)  Locating prospective candidates 
C)  Conducting interviews 
D)  Conducting a job analysis 
E)  Listing the job qualifications 
A)  Making an offer 
B)  Locating prospective candidates 
C)  Conducting interviews 
D)  Conducting a job analysis 
E)  Listing the job qualifications

Generally speaking, District Managers would report directly to Field Sales Managers.

Social networking is great for personal relationships but is generally thought of as unprofessional in when used in a b2b context.

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 transactional leadership style.

Which of the following is not one of the sales manager "Best Practices" identified in the text?

Bill is applying for a sales position and is asked to complete several different types of assessments. He may be asked to go to an assessment center to complete the assessments.

Jakeem wants to implement a collaborative relationship strategy. He should employ a "collaborative" selling approach.

A needs assessment involves determining the extent to which the members of the salesforce possess the desired skills, attitudes, perceptions, and behaviors.

The use of customer-driven processes enabled by the latest Web technology to co-create value with customers is referred to as __________________.

Sales leadership that focuses on the relationship between the sales manager and each individual salesperson within the work unit is referred to as Leader-Member Exchange (LME).

___________ assess is the extent to which a measure is stable over time and exhibits the internal consistency.

One of the advantages of organizing the salesforce by product is management control over selling effort allocated to products.

Span of control refers to the number of individuals who report to each sales manager.

___________assess is the extent to which measures provide accurate assessments of the criteria they are intended to measure.

A ________ assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets.

Connie sells all of her company's 20 products. Her company's sales structure is highly specialized.

A comprehensive systematic approach for evaluating sales organization effectiveness, which provides management with diagnostic as well as prescriptive information, is called?

________ evaluations assess the activities salespeople perform in the generation of sales and in completing non-selling responsibilities.

Intensity, direction, and persistence are generally thought to be the components of:

Management in organizations in which greater authority and responsibility are placed at higher management levels is said to be:

Planning for recruitment and selection is the first step of the recruitment and selection process. The second major step is:

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

Generally speaking, District Managers would report directly to Field Sales Managers.

Social networking is great for personal relationships but is generally thought of as unprofessional in when used in a b2b context.

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 transactional leadership style.

Which of the following is not one of the sales manager "Best Practices" identified in the text?

Bill is applying for a sales position and is asked to complete several different types of assessments. He may be asked to go to an assessment center to complete the assessments.

Jakeem wants to implement a collaborative relationship strategy. He should employ a "collaborative" selling approach.

A needs assessment involves determining the extent to which the members of the salesforce possess the desired skills, attitudes, perceptions, and behaviors.

The use of customer-driven processes enabled by the latest Web technology to co-create value with customers is referred to as __________________.

Sales leadership that focuses on the relationship between the sales manager and each individual salesperson within the work unit is referred to as Leader-Member Exchange (LME).

___________ assess is the extent to which a measure is stable over time and exhibits the internal consistency.

One of the advantages of organizing the salesforce by product is management control over selling effort allocated to products.

Span of control refers to the number of individuals who report to each sales manager.

___________assess is the extent to which measures provide accurate assessments of the criteria they are intended to measure.

A ________ assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets.

Connie sells all of her company's 20 products. Her company's sales structure is highly specialized.

A comprehensive systematic approach for evaluating sales organization effectiveness, which provides management with diagnostic as well as prescriptive information, is called?

________ evaluations assess the activities salespeople perform in the generation of sales and in completing non-selling responsibilities.

Intensity, direction, and persistence are generally thought to be the components of:

Management in organizations in which greater authority and responsibility are placed at higher management levels is said to be:

Planning for recruitment and selection is the first step of the recruitment and selection process. The second major step is:

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