Question 1

One of the goals of cloud computing is to make information available from a variety of communication devices.

Accepted Answer

A) True 
 B)False

Question 2

LaTosha is a salesperson in the performance assessment process. She is receiving feedback from her sales manager, sales support personnel, and her customers. This type of assessment is called?

Accepted Answer

A)  Standard Performance Assessment 
B)  Circle to Center Assessment 
C)  360-Degree Feedback 
D)  G.E. Sales Assessment 
E)  None of the above 
A)  Standard Performance Assessment 
B)  Circle to Center Assessment 
C)  360-Degree Feedback 
D)  G.E. Sales Assessment 
E)  None of the above

Question 3

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

Accepted Answer

A)  Products 
B)  Markets 
C)  Customers 
D)  Geography 
E)  None of the above 
A)  Products 
B)  Markets 
C)  Customers 
D)  Geography 
E)  None of the above

Question 4

The third major step of the recruitment and selection process is:

Accepted Answer

A)  Locating prospective candidates 
B)  Conducting a job analysis 
C)  Attending career fairs 
D)  Writing a job description 
E)  Evaluating and hiring 
A)  Locating prospective candidates 
B)  Conducting a job analysis 
C)  Attending career fairs 
D)  Writing a job description 
E)  Evaluating and hiring

Question 5

______________ involves the planning of sales messages and interactions with customers (by group, by customer, or specific customer encounters.

Accepted Answer

The answer of ______________ involves the planning of sales messages...

Question 6

The disadvantage of the sales organization audit is that it fails to identify the causes of problems identified through the process.

Accepted Answer

A) True 
 B)False

Question 7

A sales organization ______________ is a comprehensive, systematic approach for evaluating sales organization effectiveness, which provides management diagnostic as well as prescriptive information.

Accepted Answer

The answer of A sales organization ______________ is a comprehensive,...

Question 8

The ability to punish is a source of power.

Accepted Answer

A) True 
 B)False

Question 9

Private employment agencies will help located candidates for a fee, typically 15-25 percent of the first year's earnings.

Accepted Answer

A) True 
 B)False

Question 10

____________ refers to the ability to create, access, and interact with networks of contacts electronically.

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 11

The final step in the recruitment and selection process is evaluating and hiring.

Accepted Answer

A) True 
 B)False

Question 12

Reliability refers to the evaluation measures stability over time and internal consistency.

Accepted Answer

A) True 
 B)False

Question 13

When building a sales team that encourages the development of relationships with customers, a decentralized structure facilitates such decision making in the field.

Accepted Answer

A) True 
 B)False

Question 14

Job __________ is an examination of the tasks, duties, and responsibilities of the sales job.

Accepted Answer

The answer of Job __________ is an examination of the...

Question 15

The objective of a sales channel strategy is to ensure accounts receive proper selling effort and coverage.

Accepted Answer

A) True 
 B)False

Question 16

The ____________ focused organizational structure has as its disadvantages high cost, geographic duplication, and customer duplication.

Accepted Answer

The answer of The ____________ focused organizational structure has as...

Question 17

To be an effective coach, sales managers should encourage salespeople to evaluate themselves.

Accepted Answer

A) True 
 B)False

Question 18

Audits are best conducted by people inside the organization because they know and understand the salesforce.

Accepted Answer

A) True 
 B)False

Question 19

The two broad categories of leadership styles are transactional and transformational.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following are the two types/categories of salesperson performance criteria?

Accepted Answer

A)  Behavioral and Non-Behavioral 
B)  Behavioral and Outcome 
C)  Outcome and Income 
D)  Measured and Non-measured 
E)  Real and Imagined 
A)  Behavioral and Non-Behavioral 
B)  Behavioral and Outcome 
C)  Outcome and Income 
D)  Measured and Non-measured 
E)  Real and Imagined

One of the goals of cloud computing is to make information available from a variety of communication devices.

LaTosha is a salesperson in the performance assessment process. She is receiving feedback from her sales manager, sales support personnel, and her customers. This type of assessment is called?

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

The third major step of the recruitment and selection process is:

______________ involves the planning of sales messages and interactions with customers (by group, by customer, or specific customer encounters.

The disadvantage of the sales organization audit is that it fails to identify the causes of problems identified through the process.

A sales organization ______________ is a comprehensive, systematic approach for evaluating sales organization effectiveness, which provides management diagnostic as well as prescriptive information.

The ability to punish is a source of power.

Private employment agencies will help located candidates for a fee, typically 15-25 percent of the first year's earnings.

____________ refers to the ability to create, access, and interact with networks of contacts electronically.

The final step in the recruitment and selection process is evaluating and hiring.

Reliability refers to the evaluation measures stability over time and internal consistency.

When building a sales team that encourages the development of relationships with customers, a decentralized structure facilitates such decision making in the field.

Job __________ is an examination of the tasks, duties, and responsibilities of the sales job.

The objective of a sales channel strategy is to ensure accounts receive proper selling effort and coverage.

The ____________ focused organizational structure has as its disadvantages high cost, geographic duplication, and customer duplication.

To be an effective coach, sales managers should encourage salespeople to evaluate themselves.

Audits are best conducted by people inside the organization because they know and understand the salesforce.

The two broad categories of leadership styles are transactional and transformational.

Which of the following are the two types/categories of salesperson performance criteria?

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

One of the goals of cloud computing is to make information available from a variety of communication devices.

LaTosha is a salesperson in the performance assessment process. She is receiving feedback from her sales manager, sales support personnel, and her customers. This type of assessment is called?

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

The third major step of the recruitment and selection process is:

______________ involves the planning of sales messages and interactions with customers (by group, by customer, or specific customer encounters.

The disadvantage of the sales organization audit is that it fails to identify the causes of problems identified through the process.

A sales organization ______________ is a comprehensive, systematic approach for evaluating sales organization effectiveness, which provides management diagnostic as well as prescriptive information.

The ability to punish is a source of power.

Private employment agencies will help located candidates for a fee, typically 15-25 percent of the first year's earnings.

____________ refers to the ability to create, access, and interact with networks of contacts electronically.

The final step in the recruitment and selection process is evaluating and hiring.

Reliability refers to the evaluation measures stability over time and internal consistency.

When building a sales team that encourages the development of relationships with customers, a decentralized structure facilitates such decision making in the field.

Job __________ is an examination of the tasks, duties, and responsibilities of the sales job.

The objective of a sales channel strategy is to ensure accounts receive proper selling effort and coverage.

The ____________ focused organizational structure has as its disadvantages high cost, geographic duplication, and customer duplication.

To be an effective coach, sales managers should encourage salespeople to evaluate themselves.

Audits are best conducted by people inside the organization because they know and understand the salesforce.

The two broad categories of leadership styles are transactional and transformational.

Which of the following are the two types/categories of salesperson performance criteria?

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