Question 1

Jake wants to implement a solutions-oriented relationship strategy. He should employ a consultative selling approach.

Accepted Answer

A) True 
 B)False

Question 2

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 3

According to the textbook, a sales organization audit is best conducted by people inside the organization because they know and understand the salesforce.

Accepted Answer

A) True 
 B)False

Question 4

Companies like IBM are providing their salespeople with video cameras to show things to their customers.

Accepted Answer

A) True 
 B)False

Question 5

In which stage does combining sales and cost data to identify and assess sales organization profitability take place?

Accepted Answer

A)  sales analysis 
B)  profitability analysis 
C)  cost analysis 
D)  sales audit 
A)  sales analysis 
B)  profitability analysis 
C)  cost analysis 
D)  sales audit

Question 6

Sales managers occupy different positions in many firms.

Accepted Answer

A) True 
 B)False

Question 7

According to the textbook, what is the first step in the sales training process?

Accepted Answer

A)  set training objectives 
B)  design sales training programs 
C)  evaluate training alternatives 
D)  assess sales training needs 
A)  set training objectives 
B)  design sales training programs 
C)  evaluate training alternatives 
D)  assess sales training needs

Question 8

What is the term for the process of examining the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales?

Accepted Answer

A)  a sales analysis 
B)  sales organization effectiveness 
C)  a sales audit 
D)  an analysis of variance (ANOV
A)  
A)  a sales analysis 
B)  sales organization effectiveness 
C)  a sales audit 
D)  an analysis of variance (ANOV
A)

Question 9

How is the effect of decentralization within a sales structure best summarized?

Accepted Answer

A)  Decentralization improves efficiency but has less impact on effectiveness. 
B)  Decentralization in the sales structure decreases the responsibility for decision making of those working in the field. 
C)  Decentralization allows individuals to become experts on particular tasks and leads to better performance. 
D)  Decentralization in the sales structure increases responsibility for decision making to those working in the field. 
A)  Decentralization improves efficiency but has less impact on effectiveness. 
B)  Decentralization in the sales structure decreases the responsibility for decision making of those working in the field. 
C)  Decentralization allows individuals to become experts on particular tasks and leads to better performance. 
D)  Decentralization in the sales structure increases responsibility for decision making to those working in the field.

Question 10

With respect to motivation, which concept refers to the amount of mental and physical effort a salesperson expends in performing job-related activities?

Accepted Answer

A)  intensity 
B)  task orientation 
C)  persistence 
D)  direction 
A)  intensity 
B)  task orientation 
C)  persistence 
D)  direction

Question 11

In which stage of the sales management process does finding and developing the best talent for the salesforce through recruiting, selection, and training take place?

Accepted Answer

A)  defining the strategic role of the selling function 
B)  developing the salesforce 
C)  directing the salesforce 
D)  determining salesforce effectiveness and performance 
A)  defining the strategic role of the selling function 
B)  developing the salesforce 
C)  directing the salesforce 
D)  determining salesforce effectiveness and performance

Question 12

There are no social media tools to assist sales managers improve their sales forecasts.

Accepted Answer

A) True 
 B)False

Question 13

The objective of a sales channel strategy is to make sure that accounts receive proper selling effort and coverage.

Accepted Answer

A) True 
 B)False

Question 14

During which stage of the salesforce recruitment and selection process would screening résumés and applications, interviewing, testing, and conducting background checks typically take place?

Accepted Answer

A)  planning for recruitment and selection 
B)  recruitment 
C)  selection 
D)  sales training and development 
A)  planning for recruitment and selection 
B)  recruitment 
C)  selection 
D)  sales training and development

Question 15

How is the purpose of specialization within the sales structure best summarized?

Accepted Answer

A)  Specialization improves efficiency but has less impact on effectiveness. 
B)  Specialization is inversely related to span of control within the sales structure. 
C)  Specialization allows individuals to become experts on particular tasks and leads to better performance. 
D)  Specialization works best within a centralized organizational sales structure. 
A)  Specialization improves efficiency but has less impact on effectiveness. 
B)  Specialization is inversely related to span of control within the sales structure. 
C)  Specialization allows individuals to become experts on particular tasks and leads to better performance. 
D)  Specialization works best within a centralized organizational sales structure.

Question 16

Performance management and 360-degree feedback are essentially the same process for evaluating employee performance.

Accepted Answer

A) True 
 B)False

Question 17

Companies like IBM do not believe in the use of social media for their salespeople.

Accepted Answer

A) True 
 B)False

Question 18

According to the textbook, what is the term for the collection of aptitude, skills, knowledge, personal traits, and willingness to accept occupational conditions necessary to perform the job?

Accepted Answer

A)  job analysis 
B)  job specification 
C)  job description 
D)  job qualifications 
A)  job analysis 
B)  job specification 
C)  job description 
D)  job qualifications

Question 19

Monir is a sales manager for a large pharmaceutical supply industry that recently consolidated a number of its regional sales operations. Monir is now finding it difficult to spend enough time interacting with each of the 25 sales representatives he is now responsible for. Which of the following best summarizes Monir's problem?

Accepted Answer

A)  The salesforce has become too specialized. 
B)  Monir's span of control has become too large. 
C)  The sales structure has become too tall. 
D)  The salesforce is not centralized enough. 
A)  The salesforce has become too specialized. 
B)  Monir's span of control has become too large. 
C)  The sales structure has become too tall. 
D)  The salesforce is not centralized enough.

Question 20

In which area of a sales organization audit would an examination of an organization's sales objectives and selling strategies take place?

Accepted Answer

A)  the sales audit function 
B)  the sales management evaluation 
C)  the sales organization planning system 
D)  the sales management functions 
A)  the sales audit function 
B)  the sales management evaluation 
C)  the sales organization planning system 
D)  the sales management functions

Jake wants to implement a solutions-oriented relationship strategy. He should employ a consultative selling approach.

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

According to the textbook, a sales organization audit is best conducted by people inside the organization because they know and understand the salesforce.

Companies like IBM are providing their salespeople with video cameras to show things to their customers.

In which stage does combining sales and cost data to identify and assess sales organization profitability take place?

Sales managers occupy different positions in many firms.

According to the textbook, what is the first step in the sales training process?

What is the term for the process of examining the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales?

How is the effect of decentralization within a sales structure best summarized?

With respect to motivation, which concept refers to the amount of mental and physical effort a salesperson expends in performing job-related activities?

In which stage of the sales management process does finding and developing the best talent for the salesforce through recruiting, selection, and training take place?

There are no social media tools to assist sales managers improve their sales forecasts.

The objective of a sales channel strategy is to make sure that accounts receive proper selling effort and coverage.

During which stage of the salesforce recruitment and selection process would screening résumés and applications, interviewing, testing, and conducting background checks typically take place?

How is the purpose of specialization within the sales structure best summarized?

Performance management and 360-degree feedback are essentially the same process for evaluating employee performance.

Companies like IBM do not believe in the use of social media for their salespeople.

According to the textbook, what is the term for the collection of aptitude, skills, knowledge, personal traits, and willingness to accept occupational conditions necessary to perform the job?

In which area of a sales organization audit would an examination of an organization's sales objectives and selling strategies take place?

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

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value

Filters

Exam 11: Sales Management and Sales 2.0

Jake wants to implement a solutions-oriented relationship strategy. He should employ a consultative selling approach.

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

According to the textbook, a sales organization audit is best conducted by people inside the organization because they know and understand the salesforce.

Companies like IBM are providing their salespeople with video cameras to show things to their customers.

In which stage does combining sales and cost data to identify and assess sales organization profitability take place?

Sales managers occupy different positions in many firms.

According to the textbook, what is the first step in the sales training process?

What is the term for the process of examining the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales?

How is the effect of decentralization within a sales structure best summarized?

With respect to motivation, which concept refers to the amount of mental and physical effort a salesperson expends in performing job-related activities?

In which stage of the sales management process does finding and developing the best talent for the salesforce through recruiting, selection, and training take place?

There are no social media tools to assist sales managers improve their sales forecasts.

The objective of a sales channel strategy is to make sure that accounts receive proper selling effort and coverage.

During which stage of the salesforce recruitment and selection process would screening résumés and applications, interviewing, testing, and conducting background checks typically take place?

How is the purpose of specialization within the sales structure best summarized?

Performance management and 360-degree feedback are essentially the same process for evaluating employee performance.

Companies like IBM do not believe in the use of social media for their salespeople.

According to the textbook, what is the term for the collection of aptitude, skills, knowledge, personal traits, and willingness to accept occupational conditions necessary to perform the job?

In which area of a sales organization audit would an examination of an organization's sales objectives and selling strategies take place?

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

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value

Filters