Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

The answer of ________ analysis examines the sales organization's past,...

Question 4

Managing an organization's personal selling function to include planning, implementing, and controlling the sales management process is called:

Accepted Answer

A)  Sales leadership 
B)  Sales management 
C)  Sales supervision 
D)  Sales control 
E)  None of the above 
A)  Sales leadership 
B)  Sales management 
C)  Sales supervision 
D)  Sales control 
E)  None of the above

Question 5

Alan is a sales manager who relies heavily on rewards and punishment to lead his salespeople. Alan would probably best be characterized as having a __________ leadership style.

Accepted Answer

A)  transformational 
B)  traditional 
C)  non-traditional 
D)  transactional 
E)  coercive 
A)  transformational 
B)  traditional 
C)  non-traditional 
D)  transactional 
E)  coercive

Question 6

Sales ____________ refers to sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis.

Accepted Answer

The answer of Sales ____________ refers to sales managers working...

Question 7

Connie sells all of her company's 20 products. Her company's sales structure is highly specialized.

Accepted Answer

A) True 
 B)False

Question 8

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 9

Behavior-based evaluation methods include measuring the extent to which the salesperson made quota.

Accepted Answer

A) True 
 B)False

Question 10

Once the sales training alternatives are evaluated, sales training objectives should be set.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

A comprehensive systematic approach for evaluating sales organization effectiveness, which provides management with diagnostic as well as prescriptive information, is called?

Accepted Answer

A)  Sales organization effectiveness 
B)  Salesperson performance 
C)  Sales goal congruence 
D)  Holistic goal performance 
E)  Sales organization audit 
A)  Sales organization effectiveness 
B)  Salesperson performance 
C)  Sales goal congruence 
D)  Holistic goal performance 
E)  Sales organization audit

Question 13

Career fairs are common internal sources of job candidates used to fill open positions.

Accepted Answer

A) True 
 B)False

Question 14

Developing a method of performance evaluation is time consuming but easy.

Accepted Answer

A) True 
 B)False

Question 15

A sales analysis examines (estimated) future sales performance.

Accepted Answer

A) True 
 B)False

Question 16

Jamison Co.'s sales force has always had trouble gaining market share despite having superior products at competitive prices. Which of the following "best practices" should the company consider employing?

Accepted Answer

A)  Recruiting and hiring the best sales talent. 
B)  Moving from a salary to a commission compensation structure. 
C)  Separating the selling function from the marketing function. 
D)  Retraining the sales force to focus on profitability and market share growth through price-cutting. 
E)  Developing a more efficient production system to lower costs. 
A)  Recruiting and hiring the best sales talent. 
B)  Moving from a salary to a commission compensation structure. 
C)  Separating the selling function from the marketing function. 
D)  Retraining the sales force to focus on profitability and market share growth through price-cutting. 
E)  Developing a more efficient production system to lower costs.

Question 17

Andrew uses a combination of software, content, and communications tools that can be accessed from many different devices 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)  Multi-Tier Technology Tools (MTTT) 
A)  Social networking 
B)  Cloud computing 
C)  Sales Productivity Enhancement (SP
E)  
D)  Consumer Relationship Management (CRM) 
E)  Multi-Tier Technology Tools (MTTT)

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

The most widely used system for dividing responsibility is to organize the sales force by markets served.

Accepted Answer

A) True 
 B)False

Question 20

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

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

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

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

Managing an organization's personal selling function to include planning, implementing, and controlling the sales management process is called:

Alan is a sales manager who relies heavily on rewards and punishment to lead his salespeople. Alan would probably best be characterized as having a __________ leadership style.

Sales ____________ refers to sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis.

Connie sells all of her company's 20 products. Her company's sales structure is highly specialized.

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?

Behavior-based evaluation methods include measuring the extent to which the salesperson made quota.

Once the sales training alternatives are evaluated, sales training objectives should be set.

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

A comprehensive systematic approach for evaluating sales organization effectiveness, which provides management with diagnostic as well as prescriptive information, is called?

Career fairs are common internal sources of job candidates used to fill open positions.

Developing a method of performance evaluation is time consuming but easy.

A sales analysis examines (estimated) future sales performance.

Jamison Co.'s sales force has always had trouble gaining market share despite having superior products at competitive prices. Which of the following "best practices" should the company consider employing?

Andrew uses a combination of software, content, and communications tools that can be accessed from many different devices to help him achieve his sales objectives. Andrew is taking advantage of __________________.

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

The most widely used system for dividing responsibility is to organize the sales force by markets served.

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:

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

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

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

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

Managing an organization's personal selling function to include planning, implementing, and controlling the sales management process is called:

Alan is a sales manager who relies heavily on rewards and punishment to lead his salespeople. Alan would probably best be characterized as having a __________ leadership style.

Sales ____________ refers to sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis.

Connie sells all of her company's 20 products. Her company's sales structure is highly specialized.

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?

Behavior-based evaluation methods include measuring the extent to which the salesperson made quota.

Once the sales training alternatives are evaluated, sales training objectives should be set.

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

A comprehensive systematic approach for evaluating sales organization effectiveness, which provides management with diagnostic as well as prescriptive information, is called?

Career fairs are common internal sources of job candidates used to fill open positions.

Developing a method of performance evaluation is time consuming but easy.

A sales analysis examines (estimated) future sales performance.

Jamison Co.'s sales force has always had trouble gaining market share despite having superior products at competitive prices. Which of the following "best practices" should the company consider employing?

Andrew uses a combination of software, content, and communications tools that can be accessed from many different devices to help him achieve his sales objectives. Andrew is taking advantage of __________________.

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

The most widely used system for dividing responsibility is to organize the sales force by markets served.

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:

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