Exam 11: Sales Management and Sales

Dana is looking for a software application that will allow her sales organization to collect, manage, and utilize information about its customers in an effort to improve customer relationships and sales productivity. Dana should be looking for a _____________________ application.

As a manufacturer representative, Susan sells products manufactured by other companies.

Sales managers should develop one or more selling strategies before setting the corresponding relationship strategies.

Brandi is a sales manager focusing on outcomes. She motivates her salespeople by offering rewards for good performance and threatening punishments for poor performance. Sandy has a transformational leadership style.

The third step of the recruitment and selection process is ___________ and hiring.

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

______________ refers to combining applications, communications, and content into one digital "cloud" that can be easily accessed from many different devices.

Performance assessments that focus evaluating the actual sales results salespeople achieve are referred to as ______________.

The number of individuals who report to each sales manager is called the:

Under an outcome-based evaluation system, Susan (a salesperson) will likely be measured on how her actual sales compare to her sales quota.

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

_______________ refers to determination of the type of relationship to be developed with different account groups.

The function of focusing on continually developing salespeople by providing feedback and serving as a role model is called?

______________ involves the planning of sales messages and interactions with customers (by group, by customer, or specific customer encounters.

Sales forces in which salespeople sell only part of the product line are said to be:

________ evaluations assess the activities salespeople perform in the generation of sales and in completing non-selling responsibilities.

Generally speaking, District Managers would report directly to Field Sales Managers.

The "consultative" selling strategy is most appropriate when following a ________ relationship strategy.

Locating prospective candidates is the first step in the recruitment and selection process.

Which of the following best reflects the relationship between account targeting strategies and relationship strategies?