Question 1

An overall assessment of how well the sales organization achieved its goals and objectives is called?

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 2

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

Accepted Answer

A) True 
 B)False

Question 3

Management in organizations in which greater authority and responsibility are placed at higher management levels is said to be:

Accepted Answer

A)  Specialized 
B)  Centralized 
C)  Vertically Stacked 
D)  Cross-Managed 
E)  Differentiated 
A)  Specialized 
B)  Centralized 
C)  Vertically Stacked 
D)  Cross-Managed 
E)  Differentiated

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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 6

It's possible for a salesperson who is persistent to not have a lot of motivation.

Accepted Answer

A) True 
 B)False

Question 7

The classification of accounts (within a target market) into categories for the purpose of developing strategic approaches for selling to each account or account group is known as: ?

Accepted Answer

A)  Account targeting strategy 
B)  Relationship strategy 
C)  Market segmentation 
D)  Target marketing 
E)  None of the above 
A)  Account targeting strategy 
B)  Relationship strategy 
C)  Market segmentation 
D)  Target marketing 
E)  None of the above

Question 8

A ________ assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets.

Accepted Answer

A)  Sales analysis 
B)  Salesperson audit 
C)  Sales projection audit 
D)  Analysis of variance (ANOV
A)  
E)  Cost analysis 
A)  Sales analysis 
B)  Salesperson audit 
C)  Sales projection audit 
D)  Analysis of variance (ANOV
A)  
E)  Cost analysis

Question 9

________ analysis evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

Accepted Answer

The answer of ________ analysis evaluates the results from combining...

Question 10

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 11

Jakeem wants to implement a collaborative relationship strategy. He should employ a "collaborative" selling approach.

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

Good sales managers reward all desired job outcomes or behaviors.

Accepted Answer

A) True 
 B)False

Question 14

Most sales organizations compensate salespeople with a combination of salary and commission.

Accepted Answer

A) True 
 B)False

Question 15

"Performance management" and "360-degree feedback" are essentially the same.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Susan is classifying her accounts into categories so that she can develop the appropriate relationship strategy for each category. Susan is working on her selling strategy.

Accepted Answer

A) True 
 B)False

Question 18

Motivation is comprised of three dimensions: ______________, ______________, and _____________.

Accepted Answer

Intensity,

Question 19

Independent representative is another name for a manufacturer representative.

Accepted Answer

A) True 
 B)False

Question 20

Planning for recruitment and selection is the first step in the recruitment and selection process.

Accepted Answer

A) True 
 B)False

An overall assessment of how well the sales organization achieved its goals and objectives is called?

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

Management in organizations in which greater authority and responsibility are placed at higher management levels is said to be:

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

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

It's possible for a salesperson who is persistent to not have a lot of motivation.

The classification of accounts (within a target market) into categories for the purpose of developing strategic approaches for selling to each account or account group is known as: ?

A ________ assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets.

________ analysis evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

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

Jakeem wants to implement a collaborative relationship strategy. He should employ a "collaborative" selling approach.

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

Good sales managers reward all desired job outcomes or behaviors.

Most sales organizations compensate salespeople with a combination of salary and commission.

"Performance management" and "360-degree feedback" are essentially the same.

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

Susan is classifying her accounts into categories so that she can develop the appropriate relationship strategy for each category. Susan is working on her selling strategy.

Motivation is comprised of three dimensions: , , and _.

Independent representative is another name for a manufacturer representative.

Planning for recruitment and selection is the first step in the recruitment and selection process.

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

An overall assessment of how well the sales organization achieved its goals and objectives is called?

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

Management in organizations in which greater authority and responsibility are placed at higher management levels is said to be:

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

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

It's possible for a salesperson who is persistent to not have a lot of motivation.

The classification of accounts (within a target market) into categories for the purpose of developing strategic approaches for selling to each account or account group is known as: ?

A ________ assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets.

________ analysis evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

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

Jakeem wants to implement a collaborative relationship strategy. He should employ a "collaborative" selling approach.

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

Good sales managers reward all desired job outcomes or behaviors.

Most sales organizations compensate salespeople with a combination of salary and commission.

"Performance management" and "360-degree feedback" are essentially the same.

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

Susan is classifying her accounts into categories so that she can develop the appropriate relationship strategy for each category. Susan is working on her selling strategy.

Motivation is comprised of three dimensions: ______________, ______________, and _____________.

Independent representative is another name for a manufacturer representative.

Planning for recruitment and selection is the first step in the recruitment and selection process.

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

Motivation is comprised of three dimensions: , , and _.