Question 1

In order to have effective sales leadership skills, one must be a sales manager.

Accepted Answer

A) True 
 B)False

Question 2

A sales organization audit is a systematic approach for evaluating sales organization effectiveness.

Accepted Answer

A) True 
 B)False

Question 3

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)  All of the above are major steps in the sales management process 
A)  Directing the salesforce 
B)  Determining salesforce effectiveness and performance 
C)  Defining the strategic role of the selling function 
D)  Developing the salesforce 
E)  All of the above are major steps in the sales management process

Question 4

Developing the salesforce is concerned with getting the best sales talent and providing them with the knowledge and skills to be successful.

Accepted Answer

A) True 
 B)False

Question 5

Tom has just completed determining the job qualifications for a new position his company has open. His next step is to conduct a job analysis of that position.

Accepted Answer

A) True 
 B)False

Question 6

The "mental states" selling approach is appropriate for implementing a collaborative relationship strategy.

Accepted Answer

A) True 
 B)False

Question 7

Bill evaluates his salespeople by working with them to review previous goals and setting new ones. This evaluation method is known as "performance management."

Accepted Answer

A) True 
 B)False

Question 8

The collection of skills, knowledge, personal traits, aptitude and willingness to accept occupational conditions necessary to perform the 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

Question 9

Sales ___________refers to planning, implementing, and controlling the sales and sales management process.

Accepted Answer

The answer of Sales ___________refers to planning, implementing, and controlling...

Question 10

The most widely used system for dividing responsibility is to organize the salesforce on the basis of geographic territories.

Accepted Answer

A) True 
 B)False

Question 11

Jennifer is a Regional Sales Manager overseeing five districts and 30 salespeople and sales managers. When exercising her power, Jennifer should:

Accepted Answer

A)  be reluctant to use any form of power. 
B)  be careful not to overuse the power of position or punishment. 
C)  reward all desired outcomes or behaviors. 
D)  minimize the power of her subordinates. 
E)  do all of the above. 
A)  be reluctant to use any form of power. 
B)  be careful not to overuse the power of position or punishment. 
C)  reward all desired outcomes or behaviors. 
D)  minimize the power of her subordinates. 
E)  do all of the above.

Question 12

Bill is employing a mental states selling strategy for one of his account groups. It's most likely Bill is seeking a ___________ relationship with these customers.

Accepted Answer

A)  collaborative 
B)  consultative 
C)  transaction-based 
D)  partnership 
E)  multipoint 
A)  collaborative 
B)  consultative 
C)  transaction-based 
D)  partnership 
E)  multipoint

Question 13

Who is generally responsible for developing sales strategies at the account level?

Accepted Answer

A)  Sales Managers 
B)  Chief Selling Officer. 
C)  Regional Sales Managers 
D)  Customer Service Manager 
E)  Sales Strategy Manager 
A)  Sales Managers 
B)  Chief Selling Officer. 
C)  Regional Sales Managers 
D)  Customer Service Manager 
E)  Sales Strategy Manager

Question 14

As a manufacturer representative, Susan sells products manufactured by other companies.

Accepted Answer

A) True 
 B)False

Question 15

The primary disadvantage of behaviorally anchored rating scales (BARS) is that they fail to include outcomes.

Accepted Answer

A) True 
 B)False

Question 16

Under an outcome-based evaluation system, Susan (a salesperson) will likely be measured on how her actual sales compare to her sales quota.

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

The answer of Sales organization _________________ is an overall assessment...

Question 18

Before conducting a sales analysis, a sales manager must specify the organizational level of analysis.

Accepted Answer

A) True 
 B)False

Question 19

Manufacturer representatives are employees of the company that manufactures the products they sell.

Accepted Answer

A) True 
 B)False

Question 20

The leadership style that concentrates on inspiring employees to engage in certain behaviors and to perform at high levels is known as the ____________ leadership style.

Accepted Answer

A)  transformational 
B)  traditional 
C)  non-traditional 
D)  transactional 
E)  reward-based 
A)  transformational 
B)  traditional 
C)  non-traditional 
D)  transactional 
E)  reward-based

In order to have effective sales leadership skills, one must be a sales manager.

A sales organization audit is a systematic approach for evaluating sales organization effectiveness.

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

Developing the salesforce is concerned with getting the best sales talent and providing them with the knowledge and skills to be successful.

Tom has just completed determining the job qualifications for a new position his company has open. His next step is to conduct a job analysis of that position.

The "mental states" selling approach is appropriate for implementing a collaborative relationship strategy.

Bill evaluates his salespeople by working with them to review previous goals and setting new ones. This evaluation method is known as "performance management."

The collection of skills, knowledge, personal traits, aptitude and willingness to accept occupational conditions necessary to perform the job is referred to as the:

Sales ___________refers to planning, implementing, and controlling the sales and sales management process.

The most widely used system for dividing responsibility is to organize the salesforce on the basis of geographic territories.

Jennifer is a Regional Sales Manager overseeing five districts and 30 salespeople and sales managers. When exercising her power, Jennifer should:

Bill is employing a mental states selling strategy for one of his account groups. It's most likely Bill is seeking a ___________ relationship with these customers.

Who is generally responsible for developing sales strategies at the account level?

As a manufacturer representative, Susan sells products manufactured by other companies.

The primary disadvantage of behaviorally anchored rating scales (BARS) is that they fail to include outcomes.

Under an outcome-based evaluation system, Susan (a salesperson) will likely be measured on how her actual sales compare to her sales quota.

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

Before conducting a sales analysis, a sales manager must specify the organizational level of analysis.

Manufacturer representatives are employees of the company that manufactures the products they sell.

The leadership style that concentrates on inspiring employees to engage in certain behaviors and to perform at high levels is known as the ____________ leadership style.

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

In order to have effective sales leadership skills, one must be a sales manager.

A sales organization audit is a systematic approach for evaluating sales organization effectiveness.

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

Developing the salesforce is concerned with getting the best sales talent and providing them with the knowledge and skills to be successful.

Tom has just completed determining the job qualifications for a new position his company has open. His next step is to conduct a job analysis of that position.

The "mental states" selling approach is appropriate for implementing a collaborative relationship strategy.

Bill evaluates his salespeople by working with them to review previous goals and setting new ones. This evaluation method is known as "performance management."

The collection of skills, knowledge, personal traits, aptitude and willingness to accept occupational conditions necessary to perform the job is referred to as the:

Sales ___________refers to planning, implementing, and controlling the sales and sales management process.

The most widely used system for dividing responsibility is to organize the salesforce on the basis of geographic territories.

Jennifer is a Regional Sales Manager overseeing five districts and 30 salespeople and sales managers. When exercising her power, Jennifer should:

Bill is employing a mental states selling strategy for one of his account groups. It's most likely Bill is seeking a ___________ relationship with these customers.

Who is generally responsible for developing sales strategies at the account level?

As a manufacturer representative, Susan sells products manufactured by other companies.

The primary disadvantage of behaviorally anchored rating scales (BARS) is that they fail to include outcomes.

Under an outcome-based evaluation system, Susan (a salesperson) will likely be measured on how her actual sales compare to her sales quota.

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

Before conducting a sales analysis, a sales manager must specify the organizational level of analysis.

Manufacturer representatives are employees of the company that manufactures the products they sell.

The leadership style that concentrates on inspiring employees to engage in certain behaviors and to perform at high levels is known as the ____________ leadership style.

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