Question 1

According to the textbook, what is the purpose of determining sales job qualifications?

Accepted Answer

A)  to screen applicants for suitability to the open position 
B)  to assist managers in the process of locating prospective candidates 
C)  to set initial compensation ranges for prospective candidates 
D)  to determine training requirements for prospective candidates 
A)  to screen applicants for suitability to the open position 
B)  to assist managers in the process of locating prospective candidates 
C)  to set initial compensation ranges for prospective candidates 
D)  to determine training requirements for prospective candidates

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

Determining salesforce effectiveness and performance is the last step of the sales management process.

Accepted Answer

A) True 
 B)False

Question 4

According to the textbook, what is the term for an examination of the tasks, duties, and responsibilities of a sales 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 5

The best system for dividing responsibility when product expertise is highly valued is to organize the salesforce by markets served.

Accepted Answer

A) True 
 B)False

Question 6

What is the disadvantage of a market sales organization design?

Accepted Answer

A)  It has a limited span of control. 
B)  It is inflexible. 
C)  It is not cost efficient. 
D)  It has limited specialization. 
A)  It has a limited span of control. 
B)  It is inflexible. 
C)  It is not cost efficient. 
D)  It has limited specialization.

Question 7

According to the textbook, what is the term for sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis?

Accepted Answer

A)  sales leadership 
B)  sales management 
C)  sales supervision 
D)  sales performance evaluation 
A)  sales leadership 
B)  sales management 
C)  sales supervision 
D)  sales performance evaluation

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

Sales leadership that focuses on the relationship between the sales manager and each individual salesperson within the work unit is referred to as Leader-Member Exchange (LMX).

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

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

Question 11

What is the term for an overall assessment of how well the sales organization achieved its goals and objectives?

Accepted Answer

A)  sales organization effectiveness 
B)  salesperson performance evaluation 
C)  performance measurement 
D)  sales audit 
A)  sales organization effectiveness 
B)  salesperson performance evaluation 
C)  performance measurement 
D)  sales audit

Question 12

Which of the following best summarizes the difference between independent sales representatives and company salespeople?

Accepted Answer

A)  Company salespeople tend to be more highly motivated than independent sales representatives. 
B)  Independent sales representatives are paid on a commission basis for products sold for which they do not take title to their products or hold inventory. 
C)  Company salespeople are cheaper to employ due to the highly variable compensation plans that most prefer. 
D)  Independent sales representatives focus more of their attention on customer service functions than company salespeople do. 
A)  Company salespeople tend to be more highly motivated than independent sales representatives. 
B)  Independent sales representatives are paid on a commission basis for products sold for which they do not take title to their products or hold inventory. 
C)  Company salespeople are cheaper to employ due to the highly variable compensation plans that most prefer. 
D)  Independent sales representatives focus more of their attention on customer service functions than company salespeople do.

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

An independent sales organization that sells complementary but noncompeting products from different manufacturers is known as a manufacturer's representative.

Accepted Answer

A) True 
 B)False

Question 15

What is the term for the classification of potential or current customers within a particular market into categories for the purpose of developing strategic approaches?

Accepted Answer

A)  account targeting strategy 
B)  relationship strategy 
C)  customer segmentation strategy 
D)  team selling strategy 
A)  account targeting strategy 
B)  relationship strategy 
C)  customer segmentation strategy 
D)  team selling strategy

Question 16

Recent trends indicate that CRM systems are becoming more valuable to users.

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

Motivation is a function of persistence, direction, and intensity.

Accepted Answer

A) True 
 B)False

Question 19

Developing an account targeting strategy involves classifying accounts into categories.

Accepted Answer

A) True 
 B)False

Question 20

In which stage of the sales management process does analyzing the market share and sales growth performance of the organization 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

According to the textbook, what is the purpose of determining sales job qualifications?

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

Determining salesforce effectiveness and performance is the last step of the sales management process.

According to the textbook, what is the term for an examination of the tasks, duties, and responsibilities of a sales job?

The best system for dividing responsibility when product expertise is highly valued is to organize the salesforce by markets served.

What is the disadvantage of a market sales organization design?

According to the textbook, what is the term for sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis?

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

Sales leadership that focuses on the relationship between the sales manager and each individual salesperson within the work unit is referred to as Leader-Member Exchange (LMX).

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

What is the term for an overall assessment of how well the sales organization achieved its goals and objectives?

Which of the following best summarizes the difference between independent sales representatives and company salespeople?

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

An independent sales organization that sells complementary but noncompeting products from different manufacturers is known as a manufacturer's representative.

What is the term for the classification of potential or current customers within a particular market into categories for the purpose of developing strategic approaches?

Recent trends indicate that CRM systems are becoming more valuable to users.

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

Motivation is a function of persistence, direction, and intensity.

Developing an account targeting strategy involves classifying accounts into categories.

In which stage of the sales management process does analyzing the market share and sales growth performance of the organization 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

According to the textbook, what is the purpose of determining sales job qualifications?

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

Determining salesforce effectiveness and performance is the last step of the sales management process.

According to the textbook, what is the term for an examination of the tasks, duties, and responsibilities of a sales job?

The best system for dividing responsibility when product expertise is highly valued is to organize the salesforce by markets served.

What is the disadvantage of a market sales organization design?

According to the textbook, what is the term for sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis?

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

Sales leadership that focuses on the relationship between the sales manager and each individual salesperson within the work unit is referred to as Leader-Member Exchange (LMX).

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

What is the term for an overall assessment of how well the sales organization achieved its goals and objectives?

Which of the following best summarizes the difference between independent sales representatives and company salespeople?

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

An independent sales organization that sells complementary but noncompeting products from different manufacturers is known as a manufacturer's representative.

What is the term for the classification of potential or current customers within a particular market into categories for the purpose of developing strategic approaches?

Recent trends indicate that CRM systems are becoming more valuable to users.

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

Motivation is a function of persistence, direction, and intensity.

Developing an account targeting strategy involves classifying accounts into categories.

In which stage of the sales management process does analyzing the market share and sales growth performance of the organization 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