Question 1

Bill has four salespeople that report directly to him, and Bill reports their activity to the manager of his region. Bill is most likely a:

Accepted Answer

A)  Regional Sales Manager 
B)  District Sales Manager (Field Sales Manager) 
C)  Vice President of Sales 
D)  Chief Sales Officer 
E)  None of the above 
A)  Regional Sales Manager 
B)  District Sales Manager (Field Sales Manager) 
C)  Vice President of Sales 
D)  Chief Sales Officer 
E)  None of the above

Question 2

Training and coaching the right skill sets is a sales management "best practice."

Accepted Answer

A) True 
 B)False

Question 3

__________________ involves performance assessment of a salesperson for multiple sources having a relationship with the salesperson (i.e., customers, managers, and staff).

Accepted Answer

The answer of __________________ involves performance assessment of a salesperson...

Question 4

CRM stands for __________________________________________.

Accepted Answer

Customer R

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

Bill evaluates his salespeople by working with them to review previous goals and setting new ones. This evaluation method is known as "performance management."

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is not one of the four major steps in the sales management process?

Accepted Answer

A)  Directing the sales force 
B)  Determining sales force effectiveness and performance 
C)  Defining the strategic role of the selling function 
D)  Developing the sales force 
E)  Recruiting and terminating the sales force 
A)  Directing the sales force 
B)  Determining sales force effectiveness and performance 
C)  Defining the strategic role of the selling function 
D)  Developing the sales force 
E)  Recruiting and terminating the sales force

Question 8

The ability to employ activities that influence others to achieve shared goals that advance the organization is referred to as:

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 9

Manufacturer representatives are employees of the company that manufactures the products they sell.

Accepted Answer

A) True 
 B)False

Question 10

Independence sales organizations that sell complementary, but not computing, products and different manufacturers are called _______________________.

Accepted Answer

Manufactur

Question 11

A sales organization audit is a systematic approach for evaluating sales organization effectiveness.

Accepted Answer

A) True 
 B)False

Question 12

An examination of the tasks, duties, and responsibilities of the sales job is referred to as a:

Accepted Answer

A)  Job analysis 
B)  Job description 
C)  Job qualification 
D)  Job survey 
E)  Job placement test 
A)  Job analysis 
B)  Job description 
C)  Job qualification 
D)  Job survey 
E)  Job placement test

Question 13

Tom has just completed determining the job qualifications for a new position his company has open. His next step is to conduct a job analysis of that position.

Accepted Answer

A) True 
 B)False

Question 14

Jennifer is a Regional Sales Manager overseeing five districts and 30 salespeople and sales managers. When exercising her power, Jennifer should:

Accepted Answer

A)  be reluctant to use any form of power. 
B)  be careful not to overuse the power of position or punishment. 
C)  reward all desired outcomes or behaviors. 
D)  minimize the power of her subordinates. 
E)  do all of the above. 
A)  be reluctant to use any form of power. 
B)  be careful not to overuse the power of position or punishment. 
C)  reward all desired outcomes or behaviors. 
D)  minimize the power of her subordinates. 
E)  do all of the above.

Question 15

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 16

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 asses sales training needs.

Accepted Answer

A) True 
 B)False

Question 17

Companies employing multiple types of assessment when evaluating job candidates may benefit from utilizing a/an:

Accepted Answer

A)  Software application 
B)  Web-based employment assessment protocol 
C)  Assessment center 
D)  Video conferencing system 
E)  Resume screening tool 
A)  Software application 
B)  Web-based employment assessment protocol 
C)  Assessment center 
D)  Video conferencing system 
E)  Resume screening tool

Question 18

Developing the sales force is concerned with getting the best sales talent and providing them with the knowledge and skills to be successful.

Accepted Answer

A) True 
 B)False

Question 19

The number of individuals reported each sales manager is called ________of control.

Accepted Answer

The answer of The number of individuals reported each sales...

Question 20

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

Accepted Answer

A)  Give salespeople continuous feedback. 
B)  Build enthusiasm throughout the sales team. 
C)  Ensure top performers are identified and compensated much better than lower performers. 
D)  Emphasize continuous job improvement and career development 
E)  All the above are "Best Practices". 
A)  Give salespeople continuous feedback. 
B)  Build enthusiasm throughout the sales team. 
C)  Ensure top performers are identified and compensated much better than lower performers. 
D)  Emphasize continuous job improvement and career development 
E)  All the above are "Best Practices".

Bill has four salespeople that report directly to him, and Bill reports their activity to the manager of his region. Bill is most likely a:

Training and coaching the right skill sets is a sales management "best practice."

__________________ involves performance assessment of a salesperson for multiple sources having a relationship with the salesperson (i.e., customers, managers, and staff).

CRM stands for __________________________________________.

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

Bill evaluates his salespeople by working with them to review previous goals and setting new ones. This evaluation method is known as "performance management."

Which of the following is not one of the four major steps in the sales management process?

The ability to employ activities that influence others to achieve shared goals that advance the organization is referred to as:

Manufacturer representatives are employees of the company that manufactures the products they sell.

Independence sales organizations that sell complementary, but not computing, products and different manufacturers are called _______________________.

A sales organization audit is a systematic approach for evaluating sales organization effectiveness.

An examination of the tasks, duties, and responsibilities of the sales job is referred to as a:

Tom has just completed determining the job qualifications for a new position his company has open. His next step is to conduct a job analysis of that position.

Jennifer is a Regional Sales Manager overseeing five districts and 30 salespeople and sales managers. When exercising her power, Jennifer should:

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

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 asses sales training needs.

Companies employing multiple types of assessment when evaluating job candidates may benefit from utilizing a/an:

Developing the sales force is concerned with getting the best sales talent and providing them with the knowledge and skills to be successful.

The number of individuals reported each sales manager is called ________of control.

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

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

Bill has four salespeople that report directly to him, and Bill reports their activity to the manager of his region. Bill is most likely a:

Training and coaching the right skill sets is a sales management "best practice."

__________________ involves performance assessment of a salesperson for multiple sources having a relationship with the salesperson (i.e., customers, managers, and staff).

CRM stands for __________________________________________.

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

Bill evaluates his salespeople by working with them to review previous goals and setting new ones. This evaluation method is known as "performance management."

Which of the following is not one of the four major steps in the sales management process?

The ability to employ activities that influence others to achieve shared goals that advance the organization is referred to as:

Manufacturer representatives are employees of the company that manufactures the products they sell.

Independence sales organizations that sell complementary, but not computing, products and different manufacturers are called _______________________.

A sales organization audit is a systematic approach for evaluating sales organization effectiveness.

An examination of the tasks, duties, and responsibilities of the sales job is referred to as a:

Tom has just completed determining the job qualifications for a new position his company has open. His next step is to conduct a job analysis of that position.

Jennifer is a Regional Sales Manager overseeing five districts and 30 salespeople and sales managers. When exercising her power, Jennifer should:

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

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 asses sales training needs.

Companies employing multiple types of assessment when evaluating job candidates may benefit from utilizing a/an:

Developing the sales force is concerned with getting the best sales talent and providing them with the knowledge and skills to be successful.

The number of individuals reported each sales manager is called ________of control.

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

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