Question 1

____________ refers to the use of customer driven processes enabled by the latest web technology to co-create value with customers.

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 2

Steve is a salesperson who is responsible for selling only two of his company's 15 products. Steve is working in a _____________ sales force.

Accepted Answer

A)  Decentralized 
B)  Centralized 
C)  Specialized 
D)  Geographic 
E)  None of the above 
A)  Decentralized 
B)  Centralized 
C)  Specialized 
D)  Geographic 
E)  None of the above

Question 3

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

Accepted Answer

A)  Sales analysis 
B)  Profitability analysis 
C)  Sales projection audit 
D)  Opportunity analysis 
E)  Cost analysis 
A)  Sales analysis 
B)  Profitability analysis 
C)  Sales projection audit 
D)  Opportunity analysis 
E)  Cost analysis

Question 4

Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to set training objectives.

Accepted Answer

A) True 
 B)False

Question 5

Tim has just completed setting the sales training objectives. He should now focus on evaluating sales training alternatives.

Accepted Answer

A) True 
 B)False

Question 6

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 7

The first stage of the recruitment and selection process is __________________ for recruitment and selection.

Accepted Answer

The answer of The first stage of the recruitment and...

Question 8

Anthony, a sales manager, is in the process of determining the extent to which the members of the sales force possess the skills, attitudes, perceptions, and behaviors required to be successful. Anthony is engaged in a/an?

Accepted Answer

A)  Needs assessment 
B)  Job analysis 
C)  Job determination assessment 
D)  Training seminar 
E)  None of the above 
A)  Needs assessment 
B)  Job analysis 
C)  Job determination assessment 
D)  Training seminar 
E)  None of the above

Question 9

Natalie is a sales manager and trying to determine the best type of relationship to seek with the different account groups her company serves. Natalie should keep in mind that:

Accepted Answer

A)  Most customers prefer a lower level transaction-based relationship. 
B)  Most customers prefer a higher level collaborative relationship. 
C)  Selling costs are increased when serving accounts with higher-level relationships. 
D)  The relationship desired by the customer takes priority over the cost of serving that customer. 
E)  Natalie needs to keep each of the above in mind. 
A)  Most customers prefer a lower level transaction-based relationship. 
B)  Most customers prefer a higher level collaborative relationship. 
C)  Selling costs are increased when serving accounts with higher-level relationships. 
D)  The relationship desired by the customer takes priority over the cost of serving that customer. 
E)  Natalie needs to keep each of the above in mind.

Question 10

_________________rating scales is a performance evaluation method with the ability to link salesperson behaviors with specific outcomes and allow managers to indicate the level of behavior a specific salesperson is achieved.

Accepted Answer

Behavioral

Question 11

The classification of accounts within the target market into categories for the purpose of developing strategic approaches for selling each account or account group is called ______________.

Accepted Answer

Account Ta

Question 12

Which of the following is not one of the sources of power described in the text?

Accepted Answer

A)  The ability to provide rewards 
B)  The ability to provide punishment 
C)  Money 
D)  Organizational structure 
E)  Expertise 
A)  The ability to provide rewards 
B)  The ability to provide punishment 
C)  Money 
D)  Organizational structure 
E)  Expertise

Question 13

Field sales managers have multiple lower-level sales managers reporting to them.

Accepted Answer

A) True 
 B)False

Question 14

Sales managers must have a deep understanding of the personal selling function in order to manage the sales management process.

Accepted Answer

A) True 
 B)False

Question 15

How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives is known as?

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 16

Span of control refers to the number of individuals who report to each sales manager.

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

Sales managers are almost always good at coaching their salespeople.

Accepted Answer

A) True 
 B)False

Question 19

Strategies which focus on ensuring accounts receive the proper selling effort and coverage (e.g., the use of company sales force or independent representatives) are referred to as:

Accepted Answer

A)  Account targeting strategies 
B)  Selling strategies 
C)  Relationship strategies 
D)  Sales channel strategies 
E)  None of the above are correct 
A)  Account targeting strategies 
B)  Selling strategies 
C)  Relationship strategies 
D)  Sales channel strategies 
E)  None of the above are correct

Question 20

Once Marcus has completed delivery of the sales training program he needs to follow the final step of the sales training process (described in the text) which is:

Accepted Answer

A)  Set training objectives 
B)  Perform follow-up training 
C)  Assess new training needs 
D)  Conduct follow-up and evaluation 
E)  Evaluate training alternatives 
A)  Set training objectives 
B)  Perform follow-up training 
C)  Assess new training needs 
D)  Conduct follow-up and evaluation 
E)  Evaluate training alternatives

____________ refers to the use of customer driven processes enabled by the latest web technology to co-create value with customers.

Steve is a salesperson who is responsible for selling only two of his company's 15 products. Steve is working in a _____________ sales force.

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

Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to set training objectives.

Tim has just completed setting the sales training objectives. He should now focus on evaluating sales training alternatives.

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

The first stage of the recruitment and selection process is __________________ for recruitment and selection.

Anthony, a sales manager, is in the process of determining the extent to which the members of the sales force possess the skills, attitudes, perceptions, and behaviors required to be successful. Anthony is engaged in a/an?

Natalie is a sales manager and trying to determine the best type of relationship to seek with the different account groups her company serves. Natalie should keep in mind that:

_________________rating scales is a performance evaluation method with the ability to link salesperson behaviors with specific outcomes and allow managers to indicate the level of behavior a specific salesperson is achieved.

The classification of accounts within the target market into categories for the purpose of developing strategic approaches for selling each account or account group is called ______________.

Which of the following is not one of the sources of power described in the text?

Field sales managers have multiple lower-level sales managers reporting to them.

Sales managers must have a deep understanding of the personal selling function in order to manage the sales management process.

How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives is known as?

Span of control refers to the number of individuals who report to each sales manager.

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

Sales managers are almost always good at coaching their salespeople.

Strategies which focus on ensuring accounts receive the proper selling effort and coverage (e.g., the use of company sales force or independent representatives) are referred to as:

Once Marcus has completed delivery of the sales training program he needs to follow the final step of the sales training process (described in the text) which is:

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

____________ refers to the use of customer driven processes enabled by the latest web technology to co-create value with customers.

Steve is a salesperson who is responsible for selling only two of his company's 15 products. Steve is working in a _____________ sales force.

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

Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to set training objectives.

Tim has just completed setting the sales training objectives. He should now focus on evaluating sales training alternatives.

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

The first stage of the recruitment and selection process is __________________ for recruitment and selection.

Anthony, a sales manager, is in the process of determining the extent to which the members of the sales force possess the skills, attitudes, perceptions, and behaviors required to be successful. Anthony is engaged in a/an?

Natalie is a sales manager and trying to determine the best type of relationship to seek with the different account groups her company serves. Natalie should keep in mind that:

_________________rating scales is a performance evaluation method with the ability to link salesperson behaviors with specific outcomes and allow managers to indicate the level of behavior a specific salesperson is achieved.

The classification of accounts within the target market into categories for the purpose of developing strategic approaches for selling each account or account group is called ______________.

Which of the following is not one of the sources of power described in the text?

Field sales managers have multiple lower-level sales managers reporting to them.

Sales managers must have a deep understanding of the personal selling function in order to manage the sales management process.

How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives is known as?

Span of control refers to the number of individuals who report to each sales manager.

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

Sales managers are almost always good at coaching their salespeople.

Strategies which focus on ensuring accounts receive the proper selling effort and coverage (e.g., the use of company sales force or independent representatives) are referred to as:

Once Marcus has completed delivery of the sales training program he needs to follow the final step of the sales training process (described in the text) which is:

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