Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

The ability to punish is a source of power.

Accepted Answer

A) True 
 B)False

Question 3

The leadership style that concentrates on inspiring employees to engage in certain behaviors and to perform at high levels is known as the ____________ leadership style.

Accepted Answer

A)  transformational 
B)  traditional 
C)  non-traditional 
D)  transactional 
E)  reward-based 
A)  transformational 
B)  traditional 
C)  non-traditional 
D)  transactional 
E)  reward-based

Question 4

When building a sales team that encourages the development of relationships with customers, a decentralized structure facilitates such decision making in the field.

Accepted Answer

A) True 
 B)False

Question 5

___________ assess is the extent to which a measure is stable over time and exhibits the internal consistency.

Accepted Answer

The answer of ___________ assess is the extent to which...

Question 6

Before conducting a sales analysis, a sales manager must specify the organizational level of analysis.

Accepted Answer

A) True 
 B)False

Question 7

Who is generally responsible for developing sales strategies at the account level?

Accepted Answer

A)  Sales Managers and Salespeople 
B)  Chief Selling Officer. 
C)  Regional Sales Managers 
D)  Customer Service Manager 
E)  Sales Strategy Manager 
A)  Sales Managers and Salespeople 
B)  Chief Selling Officer. 
C)  Regional Sales Managers 
D)  Customer Service Manager 
E)  Sales Strategy Manager

Question 8

Intensity, direction, and persistence are generally thought to be the components of:

Accepted Answer

A)  Sales leadership 
B)  Sales management 
C)  Sales supervision 
D)  Sales control 
E)  Motivation 
A)  Sales leadership 
B)  Sales management 
C)  Sales supervision 
D)  Sales control 
E)  Motivation

Question 9

Which of the following is not one of the four key decision associated with conducting a sales analysis?

Accepted Answer

A)  Unit of analysis 
B)  Production cost analysis 
C)  Type of sales 
D)  Method of analysis 
E)  Organization level of analysis 
A)  Unit of analysis 
B)  Production cost analysis 
C)  Type of sales 
D)  Method of analysis 
E)  Organization level of analysis

Question 10

Giving salespeople sporadic feedback in both a positive and negative manner is a sales management "best practice."

Accepted Answer

A) True 
 B)False

Question 11

Sales ___________refers to activities that influence others to achieve shared goals to advance the organization.

Accepted Answer

The answer of Sales ___________refers to activities that influence others...

Question 12

___________ style refers to a general orientation applied to leadership activities. Two well-known categories of this are transactional and transformational.

Accepted Answer

The answer of ___________ style refers to a general orientation...

Question 13

According to the text, the use of team selling is increasing in many firms.

Accepted Answer

A) True 
 B)False

Question 14

Developing an account targeting strategy involves classifying accounts into categories.

Accepted Answer

A) True 
 B)False

Question 15

To be an effective coach, sales managers should encourage salespeople to evaluate themselves.

Accepted Answer

A) True 
 B)False

Question 16

LaTosha is a salesperson in the performance assessment process. She is receiving feedback from her sales manager, sales support personnel, and her customers. This type of assessment is called?

Accepted Answer

A)  Standard Performance Assessment 
B)  Circle to Center Assessment 
C)  360-Degree Feedback 
D)  G.E. Sales Assessment 
E)  None of the above 
A)  Standard Performance Assessment 
B)  Circle to Center Assessment 
C)  360-Degree Feedback 
D)  G.E. Sales Assessment 
E)  None of the above

Question 17

The "mental states" selling approach is appropriate for implementing a collaborative relationship strategy.

Accepted Answer

A) True 
 B)False

Question 18

____________indicate the attitude, skills, knowledge, personal traits, and willingness to accept occupational conditions to perform the job.

Accepted Answer

The answer of ____________indicate the attitude, skills, knowledge, personal traits,...

Question 19

Having employees refer sales candidates can be a very effective means of locating quality salespeople.

Accepted Answer

A) True 
 B)False

Question 20

Successfully executing a specific relationship strategy requires a unique selling strategy.

Accepted Answer

A) True 
 B)False

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

The ability to punish is a source of power.

The leadership style that concentrates on inspiring employees to engage in certain behaviors and to perform at high levels is known as the ____________ leadership style.

When building a sales team that encourages the development of relationships with customers, a decentralized structure facilitates such decision making in the field.

___________ assess is the extent to which a measure is stable over time and exhibits the internal consistency.

Before conducting a sales analysis, a sales manager must specify the organizational level of analysis.

Who is generally responsible for developing sales strategies at the account level?

Intensity, direction, and persistence are generally thought to be the components of:

Which of the following is not one of the four key decision associated with conducting a sales analysis?

Giving salespeople sporadic feedback in both a positive and negative manner is a sales management "best practice."

Sales ___________refers to activities that influence others to achieve shared goals to advance the organization.

___________ style refers to a general orientation applied to leadership activities. Two well-known categories of this are transactional and transformational.

According to the text, the use of team selling is increasing in many firms.

Developing an account targeting strategy involves classifying accounts into categories.

To be an effective coach, sales managers should encourage salespeople to evaluate themselves.

LaTosha is a salesperson in the performance assessment process. She is receiving feedback from her sales manager, sales support personnel, and her customers. This type of assessment is called?

The "mental states" selling approach is appropriate for implementing a collaborative relationship strategy.

____________indicate the attitude, skills, knowledge, personal traits, and willingness to accept occupational conditions to perform the job.

Having employees refer sales candidates can be a very effective means of locating quality salespeople.

Successfully executing a specific relationship strategy requires a unique selling strategy.

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

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

The ability to punish is a source of power.

The leadership style that concentrates on inspiring employees to engage in certain behaviors and to perform at high levels is known as the ____________ leadership style.

When building a sales team that encourages the development of relationships with customers, a decentralized structure facilitates such decision making in the field.

___________ assess is the extent to which a measure is stable over time and exhibits the internal consistency.

Before conducting a sales analysis, a sales manager must specify the organizational level of analysis.

Who is generally responsible for developing sales strategies at the account level?

Intensity, direction, and persistence are generally thought to be the components of:

Which of the following is not one of the four key decision associated with conducting a sales analysis?

Giving salespeople sporadic feedback in both a positive and negative manner is a sales management "best practice."

Sales ___________refers to activities that influence others to achieve shared goals to advance the organization.

___________ style refers to a general orientation applied to leadership activities. Two well-known categories of this are transactional and transformational.

According to the text, the use of team selling is increasing in many firms.

Developing an account targeting strategy involves classifying accounts into categories.

To be an effective coach, sales managers should encourage salespeople to evaluate themselves.

LaTosha is a salesperson in the performance assessment process. She is receiving feedback from her sales manager, sales support personnel, and her customers. This type of assessment is called?

The "mental states" selling approach is appropriate for implementing a collaborative relationship strategy.

____________indicate the attitude, skills, knowledge, personal traits, and willingness to accept occupational conditions to perform the job.

Having employees refer sales candidates can be a very effective means of locating quality salespeople.

Successfully executing a specific relationship strategy requires a unique selling strategy.

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