Question 1

Which sales organization design provides for the most specialized attention on specific product lines?

Accepted Answer

A)  geographic sales organization 
B)  product sales organization 
C)  market sales organization 
D)  functional sales organization 
A)  geographic sales organization 
B)  product sales organization 
C)  market sales organization 
D)  functional sales organization

Question 2

When matching selling and relationship strategies, which relationship strategies customized consultative selling strategies typically used for?

Accepted Answer

A)  consultative 
B)  solutions 
C)  partnership 
D)  collaborative 
A)  consultative 
B)  solutions 
C)  partnership 
D)  collaborative

Question 3

In which stage of the sales management process does encouraging and helping salespeople to achieve personal and organizational goals through effective leadership and management activities 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 4

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

Accepted Answer

A) True 
 B)False

Question 5

Before Jim, a sales manager, can begin thinking about developing the salesforce, he needs to first define the strategic role of the selling function.

Accepted Answer

A) True 
 B)False

Question 6

In which area of a sales organization audit would an examination of customer perceptions, competition, technology, and economic trends influencing sales performance take place?

Accepted Answer

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

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

According to the textbook, how is the leader-member exchange (LMX) model of leadership style best characterized?

Accepted Answer

A)  as a transformational approach to managing people that requires free exchange of ideas and responsibilities 
B)  as a trust-based approach developed through demonstrated expertise, dependability, candour, compatibility, and being responsive to the needs of the other party 
C)  as a reward-based approach that uses elements of transformational leadership to improve morale 
D)  as a transactional approach to managing people but with a higher level of rewards 
A)  as a transformational approach to managing people that requires free exchange of ideas and responsibilities 
B)  as a trust-based approach developed through demonstrated expertise, dependability, candour, compatibility, and being responsive to the needs of the other party 
C)  as a reward-based approach that uses elements of transformational leadership to improve morale 
D)  as a transactional approach to managing people but with a higher level of rewards

Question 9

Jasmine wants to implement a partnership relationship strategy. She should employ a consultative selling approach.

Accepted Answer

A) True 
 B)False

Question 10

What is the term for a management approach that involves sales managers and individual salespeople working together on setting goals, reviewing, and rewarding?

Accepted Answer

A)  behavioural-based evaluations 
B)  outcome-based evaluations 
C)  360-degree feedback 
D)  performance management 
A)  behavioural-based evaluations 
B)  outcome-based evaluations 
C)  360-degree feedback 
D)  performance management

Question 11

When analyzing sales, in which component of the sales analysis framework would evaluating how well the organization is performing against its objectives or in comparison to previous time periods or competitors take place?

Accepted Answer

A)  unit of analysis 
B)  organizational level of analysis 
C)  type of sales to be analyzed 
D)  method of analysis 
A)  unit of analysis 
B)  organizational level of analysis 
C)  type of sales to be analyzed 
D)  method of analysis

Question 12

According to the textbook, what is the major purpose of a sales strategy?

Accepted Answer

A)  to develop a specific approach for selling to individual accounts within a target market 
B)  to plan the sales message that must be delivered to different customer groups to achieve sales objectives 
C)  to determine the extent and type of relationships that need to be developed with customer groups to achieve sales objectives 
D)  to match selling strategies with relationship strategies for maximum effectiveness and efficiency 
A)  to develop a specific approach for selling to individual accounts within a target market 
B)  to plan the sales message that must be delivered to different customer groups to achieve sales objectives 
C)  to determine the extent and type of relationships that need to be developed with customer groups to achieve sales objectives 
D)  to match selling strategies with relationship strategies for maximum effectiveness and efficiency

Question 13

What is the term for management in organizations in which greater authority and responsibility are placed at higher management levels?

Accepted Answer

A)  specialized 
B)  centralized 
C)  vertically stacked 
D)  cross-functional 
A)  specialized 
B)  centralized 
C)  vertically stacked 
D)  cross-functional

Question 14

What is the disadvantage of a functional sales organization design?

Accepted Answer

A)  It has a limited span of control due to the greater size of salesforce needed. 
B)  It is inflexible due to a high degree of specialization. 
C)  It requires greater coordination and it is not cost efficient due to duplication of effort. 
D)  It has limited specialization and requires more training. 
A)  It has a limited span of control due to the greater size of salesforce needed. 
B)  It is inflexible due to a high degree of specialization. 
C)  It requires greater coordination and it is not cost efficient due to duplication of effort. 
D)  It has limited specialization and requires more training.

Question 15

Which of the following best illustrates an account targeting strategy?

Accepted Answer

A)  a decision to build transaction-based relationships with customers 
B)  the categorization of accounts based on volume, purchase frequency, and sales potential 
C)  the elimination of a low-profit product from the product line 
D)  a decision to target accounts in a particular geographic region 
A)  a decision to build transaction-based relationships with customers 
B)  the categorization of accounts based on volume, purchase frequency, and sales potential 
C)  the elimination of a low-profit product from the product line 
D)  a decision to target accounts in a particular geographic region

Question 16

The two broad categories of leadership styles discussed in the textbook are transactional and transformational.

Accepted Answer

A) True 
 B)False

Question 17

The ability to punish or coerce is a source of power that should be used with caution when managing salespeople.

Accepted Answer

A) True 
 B)False

Question 18

According to the textbook, why is a sales strategy important?

Accepted Answer

A)  The extent and type of relationships that must be developed with customer groups to achieve sales objectives depend upon it. 
B)  The sales message that must be delivered to different customer groups to achieve sales objectives depends on it. 
C)  It has a major influence on firm sales and profit performance, as well as other sales management decisions such as recruitment, selection, training, and compensation. 
D)  It matches selling strategies with relationship strategies for maximum effectiveness and efficiency. 
A)  The extent and type of relationships that must be developed with customer groups to achieve sales objectives depend upon it. 
B)  The sales message that must be delivered to different customer groups to achieve sales objectives depends on it. 
C)  It has a major influence on firm sales and profit performance, as well as other sales management decisions such as recruitment, selection, training, and compensation. 
D)  It matches selling strategies with relationship strategies for maximum effectiveness and efficiency.

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

According to the textbook, what is a sales structure called in which the authority and responsibility is placed at higher management levels.

Accepted Answer

A)  centralization 
B)  decentralization 
C)  salesforce allocation 
D)  span of control 
A)  centralization 
B)  decentralization 
C)  salesforce allocation 
D)  span of control

Which sales organization design provides for the most specialized attention on specific product lines?

When matching selling and relationship strategies, which relationship strategies customized consultative selling strategies typically used for?

In which stage of the sales management process does encouraging and helping salespeople to achieve personal and organizational goals through effective leadership and management activities take place?

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

Before Jim, a sales manager, can begin thinking about developing the salesforce, he needs to first define the strategic role of the selling function.

In which area of a sales organization audit would an examination of customer perceptions, competition, technology, and economic trends influencing sales performance take place?

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

According to the textbook, how is the leader-member exchange (LMX) model of leadership style best characterized?

Jasmine wants to implement a partnership relationship strategy. She should employ a consultative selling approach.

What is the term for a management approach that involves sales managers and individual salespeople working together on setting goals, reviewing, and rewarding?

When analyzing sales, in which component of the sales analysis framework would evaluating how well the organization is performing against its objectives or in comparison to previous time periods or competitors take place?

According to the textbook, what is the major purpose of a sales strategy?

What is the term for management in organizations in which greater authority and responsibility are placed at higher management levels?

What is the disadvantage of a functional sales organization design?

Which of the following best illustrates an account targeting strategy?

The two broad categories of leadership styles discussed in the textbook are transactional and transformational.

The ability to punish or coerce is a source of power that should be used with caution when managing salespeople.

According to the textbook, why is a sales strategy important?

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

According to the textbook, what is a sales structure called in which the authority and responsibility is placed at higher management levels.

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

Which sales organization design provides for the most specialized attention on specific product lines?

When matching selling and relationship strategies, which relationship strategies customized consultative selling strategies typically used for?

In which stage of the sales management process does encouraging and helping salespeople to achieve personal and organizational goals through effective leadership and management activities take place?

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

Before Jim, a sales manager, can begin thinking about developing the salesforce, he needs to first define the strategic role of the selling function.

In which area of a sales organization audit would an examination of customer perceptions, competition, technology, and economic trends influencing sales performance take place?

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

According to the textbook, how is the leader-member exchange (LMX) model of leadership style best characterized?

Jasmine wants to implement a partnership relationship strategy. She should employ a consultative selling approach.

What is the term for a management approach that involves sales managers and individual salespeople working together on setting goals, reviewing, and rewarding?

When analyzing sales, in which component of the sales analysis framework would evaluating how well the organization is performing against its objectives or in comparison to previous time periods or competitors take place?

According to the textbook, what is the major purpose of a sales strategy?

What is the term for management in organizations in which greater authority and responsibility are placed at higher management levels?

What is the disadvantage of a functional sales organization design?

Which of the following best illustrates an account targeting strategy?

The two broad categories of leadership styles discussed in the textbook are transactional and transformational.

The ability to punish or coerce is a source of power that should be used with caution when managing salespeople.

According to the textbook, why is a sales strategy important?

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

According to the textbook, what is a sales structure called in which the authority and responsibility is placed at higher management levels.

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