Question 1

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 2

________ 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 3

The use of multiple-person sales teams in dealing with multiple-person customer buying centers is referred to as _________________.

Accepted Answer

The answer of The use of multiple-person sales teams in...

Question 4

Sales leadership and sales management are essentially the same thing.

Accepted Answer

A) True 
 B)False

Question 5

Sales 2.0 incorporates customer-driven processes.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

To be an effective coach, sales managers should do all of the following except?

Accepted Answer

A)  Establish a team approach. 
B)  Document corrective actions expected of salespeople. 
C)  Serve as a role model. 
D)  Recognize that salespeople are individuals. 
E)  Communicate with each subordinate in the same way to ensure fairness. 
A)  Establish a team approach. 
B)  Document corrective actions expected of salespeople. 
C)  Serve as a role model. 
D)  Recognize that salespeople are individuals. 
E)  Communicate with each subordinate in the same way to ensure fairness.

Question 8

Motivation is a function of persistence, direction, and intensity.

Accepted Answer

A) True 
 B)False

Question 9

A written summary of a particular 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 10

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 11

The most widely used system for dividing responsibility is to organize the sales force 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 12

A growing trend in evaluating salesperson performance is the use of 360-degree feedback.

Accepted Answer

A) True 
 B)False

Question 13

________analysis assess costs the sales organization incurs in the process of generating sales by comparing incurred costs with planed costs and sales budgets.

Accepted Answer

The answer of ________analysis assess costs the sales organization incurs...

Question 14

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 15

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 16

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 17

The first step of the sales management process is "directing the sales force".

Accepted Answer

A) True 
 B)False

Question 18

Managing an organization's personnel selling function is called:

Accepted Answer

A)  Management 
B)  Sales management 
C)  Organizational strategy 
D)  Sales strategy 
E)  Personnel management 
A)  Management 
B)  Sales management 
C)  Organizational strategy 
D)  Sales strategy 
E)  Personnel management

Question 19

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

Accepted Answer

A)  Train and coach the right skill set. 
B)  Integrate sales with other business functions. 
C)  Recruit and hire the best sales talent. 
D)  Keep a focus on profitability. 
E)  Use information technology effectively to learn about customers. 
A)  Train and coach the right skill set. 
B)  Integrate sales with other business functions. 
C)  Recruit and hire the best sales talent. 
D)  Keep a focus on profitability. 
E)  Use information technology effectively to learn about customers.

Question 20

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

Accepted Answer

A) True 
 B)False

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

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

The use of multiple-person sales teams in dealing with multiple-person customer buying centers is referred to as _________________.

Sales leadership and sales management are essentially the same thing.

Sales 2.0 incorporates customer-driven processes.

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

To be an effective coach, sales managers should do all of the following except?

Motivation is a function of persistence, direction, and intensity.

A written summary of a particular job is referred to as the:

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

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

A growing trend in evaluating salesperson performance is the use of 360-degree feedback.

________analysis assess costs the sales organization incurs in the process of generating sales by comparing incurred costs with planed costs and sales budgets.

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

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

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.

The first step of the sales management process is "directing the sales force".

Managing an organization's personnel selling function is called:

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

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

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

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

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

The use of multiple-person sales teams in dealing with multiple-person customer buying centers is referred to as _________________.

Sales leadership and sales management are essentially the same thing.

Sales 2.0 incorporates customer-driven processes.

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

To be an effective coach, sales managers should do all of the following except?

Motivation is a function of persistence, direction, and intensity.

A written summary of a particular job is referred to as the:

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

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

A growing trend in evaluating salesperson performance is the use of 360-degree feedback.

________analysis assess costs the sales organization incurs in the process of generating sales by comparing incurred costs with planed costs and sales budgets.

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

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

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.

The first step of the sales management process is "directing the sales force".

Managing an organization's personnel selling function is called:

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

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

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