Question 1

_____________is a written summary of the job.

Accepted Answer

The answer of _____________is a written summary of the job....

Question 2

Sharon has decided to conduct a sales analysis. She will be examining unit sales by district in the current period to unit sales by district in the previous period. The one key decision regarding the sales analysis Sharon still needs to make is _______?

Accepted Answer

A)  Unit of analysis 
B)  Production cost analysis 
C)  Type of sales 
D)  Method of analysis 
E)  Organization level of analysis 
A)  Unit of analysis 
B)  Production cost analysis 
C)  Type of sales 
D)  Method of analysis 
E)  Organization level of analysis

Question 3

_______________ refers to determination of the type of relationship to be developed with different account groups.

Accepted Answer

Relationsh

Question 4

______________ refers to combining applications, communications, and content into one digital "cloud" that can be easily accessed from many different devices.

Accepted Answer

The answer of ______________ refers to combining applications, communications, and...

Question 5

Successfully executing a specific relationship strategy requires a unique selling strategy.

Accepted Answer

A) True 
 B)False

Question 6

Anthony is a sales manager and trying to determine the best type of relationship to seek with the different account groups his company serves. Anthony should keep in mind that:

Accepted Answer

A)  Most customers prefer a lower level transaction-based relationship. 
B)  Most customers prefer a higher level collaborative relationship. 
C)  Selling costs are increased when serving accounts with higher-level relationships. 
D)  The relationship desired by the customer takes priority over the cost of serving that customer. 
E)  Anthony needs to keep each of the above in mind. 
A)  Most customers prefer a lower level transaction-based relationship. 
B)  Most customers prefer a higher level collaborative relationship. 
C)  Selling costs are increased when serving accounts with higher-level relationships. 
D)  The relationship desired by the customer takes priority over the cost of serving that customer. 
E)  Anthony needs to keep each of the above in mind.

Question 7

Steve is a salesperson who is responsible for selling only two of his company's 15 products. Steve is working in a _____________ salesforce.

Accepted Answer

A)  Decentralized 
B)  Centralized 
C)  Specialized 
D)  Geographic 
E)  None of the above 
A)  Decentralized 
B)  Centralized 
C)  Specialized 
D)  Geographic 
E)  None of the above

Question 8

Sales 2.0 incorporates customer-driven processes.

Accepted Answer

A) True 
 B)False

Question 9

It's possible for a salesperson who is persistent to not have a lot of motivation.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is not one of the major steps in the sales management process?

Accepted Answer

A)  Directing the salesforce 
B)  Determining salesforce effectiveness and performance 
C)  Defining the strategic role of the selling function 
D)  Developing the salesforce 
E)  Recruiting and terminating the salesforce 
A)  Directing the salesforce 
B)  Determining salesforce effectiveness and performance 
C)  Defining the strategic role of the selling function 
D)  Developing the salesforce 
E)  Recruiting and terminating the salesforce

Question 11

Management control over selling effort allocated to different markets is one of the advantages of organizing the salesforce by product.

Accepted Answer

A) True 
 B)False

Question 12

Sandy's responsibilities include planning, implementing and controlling the personal selling function. Sandy's job is most likely that of a:

Accepted Answer

A)  human resource manager 
B)  sales manager 
C)  marketing product manager 
D)  client services representative 
E)  customer service agent 
A)  human resource manager 
B)  sales manager 
C)  marketing product manager 
D)  client services representative 
E)  customer service agent

Question 13

A ________ examines the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales.

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 14

The first step of the sales training process is?

Accepted Answer

A)  Set training objectives 
B)  Design sales training programs 
C)  Evaluate training alternatives 
D)  Assess sales training needs 
E)  None of the above 
A)  Set training objectives 
B)  Design sales training programs 
C)  Evaluate training alternatives 
D)  Assess sales training needs 
E)  None of the above

Question 15

The number of individuals reported each sales manager is called ________of control.

Accepted Answer

The answer of The number of individuals reported each sales...

Question 16

________ evaluations link outcome-based measures to behavior-based measures.

Accepted Answer

A)  Outcome adjusted behavioral-based 
B)  Behavior adjusted outcome-based 
C)  Behaviorally anchored rating scales (BARS) 
D)  G.E. Sales Assessment 
E)  Exo-Endo 
A)  Outcome adjusted behavioral-based 
B)  Behavior adjusted outcome-based 
C)  Behaviorally anchored rating scales (BARS) 
D)  G.E. Sales Assessment 
E)  Exo-Endo

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

An examination of the tasks, duties, and responsibilities of the sales job is referred to as a:

Accepted Answer

A)  Job analysis 
B)  Job description 
C)  Job qualification 
D)  Job survey 
E)  Job placement test 
A)  Job analysis 
B)  Job description 
C)  Job qualification 
D)  Job survey 
E)  Job placement test

Question 19

Planning for recruitment and selection is the first step in the recruitment and selection process.

Accepted Answer

A) True 
 B)False

Question 20

Andrew uses a combination of software, content, and communications tools to help him achieve his sales objectives. Andrew is taking advantage of __________________.

Accepted Answer

A)  Social networking 
B)  Cloud computing 
C)  Sales Productivity Enhancement (SP
E)  
D)  Consumer Relationship Management (CRM) 
E)  Mulit-Tier Technology Tools (MTTT) 
A)  Social networking 
B)  Cloud computing 
C)  Sales Productivity Enhancement (SP
E)  
D)  Consumer Relationship Management (CRM) 
E)  Mulit-Tier Technology Tools (MTTT)

_____________is a written summary of the job.

Sharon has decided to conduct a sales analysis. She will be examining unit sales by district in the current period to unit sales by district in the previous period. The one key decision regarding the sales analysis Sharon still needs to make is _______?

_______________ refers to determination of the type of relationship to be developed with different account groups.

______________ refers to combining applications, communications, and content into one digital "cloud" that can be easily accessed from many different devices.

Successfully executing a specific relationship strategy requires a unique selling strategy.

Anthony is a sales manager and trying to determine the best type of relationship to seek with the different account groups his company serves. Anthony should keep in mind that:

Steve is a salesperson who is responsible for selling only two of his company's 15 products. Steve is working in a _____________ salesforce.

Sales 2.0 incorporates customer-driven processes.

It's possible for a salesperson who is persistent to not have a lot of motivation.

Which of the following is not one of the major steps in the sales management process?

Management control over selling effort allocated to different markets is one of the advantages of organizing the salesforce by product.

Sandy's responsibilities include planning, implementing and controlling the personal selling function. Sandy's job is most likely that of a:

A ________ examines the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales.

The first step of the sales training process is?

The number of individuals reported each sales manager is called ________of control.

________ evaluations link outcome-based measures to behavior-based measures.

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

An examination of the tasks, duties, and responsibilities of the sales job is referred to as a:

Planning for recruitment and selection is the first step in the recruitment and selection process.

Andrew uses a combination of software, content, and communications tools to help him achieve his sales objectives. Andrew is taking advantage of __________________.

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

_____________is a written summary of the job.

Sharon has decided to conduct a sales analysis. She will be examining unit sales by district in the current period to unit sales by district in the previous period. The one key decision regarding the sales analysis Sharon still needs to make is _______?

_______________ refers to determination of the type of relationship to be developed with different account groups.

______________ refers to combining applications, communications, and content into one digital "cloud" that can be easily accessed from many different devices.

Successfully executing a specific relationship strategy requires a unique selling strategy.

Anthony is a sales manager and trying to determine the best type of relationship to seek with the different account groups his company serves. Anthony should keep in mind that:

Steve is a salesperson who is responsible for selling only two of his company's 15 products. Steve is working in a _____________ salesforce.

Sales 2.0 incorporates customer-driven processes.

It's possible for a salesperson who is persistent to not have a lot of motivation.

Which of the following is not one of the major steps in the sales management process?

Management control over selling effort allocated to different markets is one of the advantages of organizing the salesforce by product.

Sandy's responsibilities include planning, implementing and controlling the personal selling function. Sandy's job is most likely that of a:

A ________ examines the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales.

The first step of the sales training process is?

The number of individuals reported each sales manager is called ________of control.

________ evaluations link outcome-based measures to behavior-based measures.

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

An examination of the tasks, duties, and responsibilities of the sales job is referred to as a:

Planning for recruitment and selection is the first step in the recruitment and selection process.

Andrew uses a combination of software, content, and communications tools to help him achieve his sales objectives. Andrew is taking advantage of __________________.

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