Question 1

Which of the following is a type of reward/compensation system used to motivate and compensate salespeople?

Accepted Answer

A)  Commission 
B)  Salary 
C)  Bonus 
D)  Salary plus commission 
E)  All of the above are correct 
A)  Commission 
B)  Salary 
C)  Bonus 
D)  Salary plus commission 
E)  All of the above are correct

Question 2

The number of individuals who report to each sales manager is called the:

Accepted Answer

A)  Span of control. 
B)  Sales force. 
C)  Sales fore allocation. 
D)  Sales work force. 
E)  Sales Management Employee Domain (SME
D) . 
A)  Span of control. 
B)  Sales force. 
C)  Sales fore allocation. 
D)  Sales work force. 
E)  Sales Management Employee Domain (SME
D) .

Question 3

Generally, a job description is written before a list of the job qualifications.

Accepted Answer

A) True 
 B)False

Question 4

When developing a performance evaluation method, Karen (VP of Sales) should make sure the method is flexible enough to be different for each individual salesperson.

Accepted Answer

A) True 
 B)False

Question 5

After reading the ______________ for an open sales position, Sandy has determined the company recruiting for that position will most likely find her to be an acceptable candidate?

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

Question 6

Sales leadership and sales management are essentially the same thing.

Accepted Answer

A) True 
 B)False

Question 7

CRM stands for __________________________________________.

Accepted Answer

Customer R

Question 8

Before Jim, a sales manager, can begin thinking about "developing the salesforce," he needs to first define the strategic role of the selling function.

Accepted Answer

A) True 
 B)False

Question 9

Locating prospective candidates is the first step in the recruitment and selection process.

Accepted Answer

A) True 
 B)False

Question 10

How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives is known as?

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 11

The second stage of the recruitment and selection process is ___________ prospective candidates.

Accepted Answer

The answer of The second stage of the recruitment and...

Question 12

Independence sales organizations that sell complementary, but not computing, products and different manufacturers are called _______________________.

Accepted Answer

Manufactur

Question 13

The third step of the recruitment and selection process is ___________ and hiring.

Accepted Answer

Evaluation

Question 14

Which of the following is most accurate with respect to the relationship between sales strategy and corporate strategic decisions?

Accepted Answer

A)  Strategic decisions made at the corporate level should be consistent with sales strategy decisions. 
B)  Sales strategy decision making should be consistent with strategic decisions made at the corporate level. 
C)  Once the front line sales managers develop their sales strategy, the organization can determine its overall operational strategy. 
D)  Generally, sales managers determine sales strategy without consideration of the corporate level strategies. 
E)  None of the above are accurate. 
A)  Strategic decisions made at the corporate level should be consistent with sales strategy decisions. 
B)  Sales strategy decision making should be consistent with strategic decisions made at the corporate level. 
C)  Once the front line sales managers develop their sales strategy, the organization can determine its overall operational strategy. 
D)  Generally, sales managers determine sales strategy without consideration of the corporate level strategies. 
E)  None of the above are accurate.

Question 15

Good sales managers should be reluctant to use one or more sources of power.

Accepted Answer

A) True 
 B)False

Question 16

Jerome is looking to integrate customer-driven processes into his information system so that he can work with his customers to co-create value. Jerome should be looking at Sales 2.0 technology.

Accepted Answer

A) True 
 B)False

Question 17

Jim has four salespeople that report directly to him. Jim spends a great deal of time each month working with his salespeople in their respective territories. Jim is a:

Accepted Answer

A)  Regional Sales Manager 
B)  Field Sales Manager 
C)  Sales Support Officer 
D)  Sales Support Technician/Manager 
E)  Senior Sales Training Specialist 
A)  Regional Sales Manager 
B)  Field Sales Manager 
C)  Sales Support Officer 
D)  Sales Support Technician/Manager 
E)  Senior Sales Training Specialist

Question 18

Tim has just completed setting the sales training objectives. He should now focus on evaluating sales training alternatives.

Accepted Answer

A) True 
 B)False

Question 19

____________ refers to the use of customer driven processes enabled by the latest web technology to co-create value with customers.

Accepted Answer

A)  Customer Relationship Management (CRM) 
B)  Sales 2.0 
C)  Web 2.0 
D)  E-commerce 
E)  Social Networking 
A)  Customer Relationship Management (CRM) 
B)  Sales 2.0 
C)  Web 2.0 
D)  E-commerce 
E)  Social Networking

Question 20

Dana is looking for a software application that will allow her sales organization to collect, manage, and utilize information about its customers in an effort to improve customer relationships and sales productivity. Dana should be looking for a _____________________ application.

Accepted Answer

A)  Sales Force Automation (SF
A)  
B)  Sales Productivity Enhancement (SP
E)  
C)  Customer Relationship Management (CRM) 
D)  Consumer Relationship Management (CRM) 
E)  Real-Time Sales Performance Management (RTSPM) 
A)  Sales Force Automation (SF
A)  
B)  Sales Productivity Enhancement (SP
E)  
C)  Customer Relationship Management (CRM) 
D)  Consumer Relationship Management (CRM) 
E)  Real-Time Sales Performance Management (RTSPM)

Which of the following is a type of reward/compensation system used to motivate and compensate salespeople?

The number of individuals who report to each sales manager is called the:

Generally, a job description is written before a list of the job qualifications.

When developing a performance evaluation method, Karen (VP of Sales) should make sure the method is flexible enough to be different for each individual salesperson.

After reading the ______________ for an open sales position, Sandy has determined the company recruiting for that position will most likely find her to be an acceptable candidate?

Sales leadership and sales management are essentially the same thing.

CRM stands for __________________________________________.

Before Jim, a sales manager, can begin thinking about "developing the salesforce," he needs to first define the strategic role of the selling function.

Locating prospective candidates is the first step in the recruitment and selection process.

How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives is known as?

The second stage of the recruitment and selection process is ___________ prospective candidates.

Independence sales organizations that sell complementary, but not computing, products and different manufacturers are called _______________________.

The third step of the recruitment and selection process is ___________ and hiring.

Which of the following is most accurate with respect to the relationship between sales strategy and corporate strategic decisions?

Good sales managers should be reluctant to use one or more sources of power.

Jerome is looking to integrate customer-driven processes into his information system so that he can work with his customers to co-create value. Jerome should be looking at Sales 2.0 technology.

Jim has four salespeople that report directly to him. Jim spends a great deal of time each month working with his salespeople in their respective territories. Jim is a:

Tim has just completed setting the sales training objectives. He should now focus on evaluating sales training alternatives.

____________ refers to the use of customer driven processes enabled by the latest web technology to co-create value with customers.

Dana is looking for a software application that will allow her sales organization to collect, manage, and utilize information about its customers in an effort to improve customer relationships and sales productivity. Dana should be looking for a _____________________ application.

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

Which of the following is a type of reward/compensation system used to motivate and compensate salespeople?

The number of individuals who report to each sales manager is called the:

Generally, a job description is written before a list of the job qualifications.

When developing a performance evaluation method, Karen (VP of Sales) should make sure the method is flexible enough to be different for each individual salesperson.

After reading the ______________ for an open sales position, Sandy has determined the company recruiting for that position will most likely find her to be an acceptable candidate?

Sales leadership and sales management are essentially the same thing.

CRM stands for __________________________________________.

Before Jim, a sales manager, can begin thinking about "developing the salesforce," he needs to first define the strategic role of the selling function.

Locating prospective candidates is the first step in the recruitment and selection process.

How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives is known as?

The second stage of the recruitment and selection process is ___________ prospective candidates.

Independence sales organizations that sell complementary, but not computing, products and different manufacturers are called _______________________.

The third step of the recruitment and selection process is ___________ and hiring.

Which of the following is most accurate with respect to the relationship between sales strategy and corporate strategic decisions?

Good sales managers should be reluctant to use one or more sources of power.

Jerome is looking to integrate customer-driven processes into his information system so that he can work with his customers to co-create value. Jerome should be looking at Sales 2.0 technology.

Jim has four salespeople that report directly to him. Jim spends a great deal of time each month working with his salespeople in their respective territories. Jim is a:

Tim has just completed setting the sales training objectives. He should now focus on evaluating sales training alternatives.

____________ refers to the use of customer driven processes enabled by the latest web technology to co-create value with customers.

Dana is looking for a software application that will allow her sales organization to collect, manage, and utilize information about its customers in an effort to improve customer relationships and sales productivity. Dana should be looking for a _____________________ application.

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