Question 1

When determining sales organization effectiveness, which of the following factors are sales managers likely to have the least amount of control over?

Accepted Answer

A)  salesperson performance 
B)  sales organization structure 
C)  environmental factors 
D)  selling strategies 
A)  salesperson performance 
B)  sales organization structure 
C)  environmental factors 
D)  selling strategies

Question 2

It is not necessary to align sales operations with business and marketing strategies.

Accepted Answer

A) True 
 B)False

Question 3

Which sales organization design provides for the best understanding of specific customer needs?

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 4

What is the term for how well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives?

Accepted Answer

A)  sales organization effectiveness 
B)  salesperson performance 
C)  sales productivity 
D)  sales performance evaluation 
A)  sales organization effectiveness 
B)  salesperson performance 
C)  sales productivity 
D)  sales performance evaluation

Question 5

Reliability refers to the evaluation measure's ability to provide accurate assessments of the criteria it is intended to measure.

Accepted Answer

A) True 
 B)False

Question 6

The classification of accounts within a target market into categories for the purpose of developing strategic approaches for selling to each account or account group is known as a relationship strategy.

Accepted Answer

A) True 
 B)False

Question 7

Brainshark is a Web 2.0 application that helps salespeople develop customized, multimedia sales presentations for specific customers.

Accepted Answer

A) True 
 B)False

Question 8

Which type of sales training would a sales manager provide to the large proportion of his or her salesforce that are newly hired but experienced salespeople from a related industry?

Accepted Answer

A)  computer skills 
B)  sales techniques 
C)  time and territory management skills 
D)  product, customer, and competitor knowledge 
A)  computer skills 
B)  sales techniques 
C)  time and territory management skills 
D)  product, customer, and competitor knowledge

Question 9

In the introduction to Chapter 11, what did Steve Chandler suggest was the number one job of a sales manager?

Accepted Answer

A)  set individual objectives for the sales force 
B)  to focus on what needs to be improved by the sales team 
C)  to set organizational strategy for the team and then execute 
D)  to increase the optimism of everyone on the sales team 
A)  set individual objectives for the sales force 
B)  to focus on what needs to be improved by the sales team 
C)  to set organizational strategy for the team and then execute 
D)  to increase the optimism of everyone on the sales team

Question 10

One of the goals of cloud computing is to make information available from a variety of communication devices.

Accepted Answer

A) True 
 B)False

Question 11

When analyzing sales, in which component of the sales analysis framework would determining exactly where sales are being generated 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

In which area of a sales organization audit would an examination of the planning, implementing, and controlling of the personal selling function within the organization 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 13

What is the term for the process of assessing costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets?

Accepted Answer

A)  sales analysis 
B)  profitability analysis 
C)  cost analysis 
D)  analysis of variance (ANOV
A)  
A)  sales analysis 
B)  profitability analysis 
C)  cost analysis 
D)  analysis of variance (ANOV
A)

Question 14

What is the name for the evaluation of the actual sales results a salesperson achieves?

Accepted Answer

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

Question 15

To reduce dependence, sales managers should use coaching sporadically and in limited amounts.

Accepted Answer

A) True 
 B)False

Question 16

In addition to using coaching as a primary communications and developmental tool, what should sales managers do to maintain effective communications with their salespeople?

Accepted Answer

A)  seek feedback from salespeople, customers, and other interested stakeholders as well as use persuasion more frequently than threats to influence others 
B)  use technology to provide for close contact and supervision of salespeople regardless of where they happen to be 
C)  maintain tight discipline on timely submission of call reports that track salesperson activities 
D)  focus on maintaining high levels of motivation through reward and recognition programs 
A)  seek feedback from salespeople, customers, and other interested stakeholders as well as use persuasion more frequently than threats to influence others 
B)  use technology to provide for close contact and supervision of salespeople regardless of where they happen to be 
C)  maintain tight discipline on timely submission of call reports that track salesperson activities 
D)  focus on maintaining high levels of motivation through reward and recognition programs

Question 17

When developing a performance evaluation method, Karen (VP of Sales) should make sure that the method is flexible enough to be different for each individual salesperson.

Accepted Answer

A) True 
 B)False

Question 18

Combining sales and cost data to identify and assess sales organization profitability is known as profitability analysis.

Accepted Answer

A) True 
 B)False

Question 19

When analyzing sales, in which component of the sales analysis framework would determining exactly what is being sold and by which distribution channel 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 20

What term does the textbook use for managing an organization's personal selling function through planning, implementing, and controlling?

Accepted Answer

A)  management by objective (MBO) 
B)  sales management 
C)  organizational strategy 
D)  sales strategy 
A)  management by objective (MBO) 
B)  sales management 
C)  organizational strategy 
D)  sales strategy

When determining sales organization effectiveness, which of the following factors are sales managers likely to have the least amount of control over?

It is not necessary to align sales operations with business and marketing strategies.

Which sales organization design provides for the best understanding of specific customer needs?

What is the term for how well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives?

Reliability refers to the evaluation measure's ability to provide accurate assessments of the criteria it is intended to measure.

The classification of accounts within a target market into categories for the purpose of developing strategic approaches for selling to each account or account group is known as a relationship strategy.

Brainshark is a Web 2.0 application that helps salespeople develop customized, multimedia sales presentations for specific customers.

Which type of sales training would a sales manager provide to the large proportion of his or her salesforce that are newly hired but experienced salespeople from a related industry?

In the introduction to Chapter 11, what did Steve Chandler suggest was the number one job of a sales manager?

One of the goals of cloud computing is to make information available from a variety of communication devices.

When analyzing sales, in which component of the sales analysis framework would determining exactly where sales are being generated take place?

In which area of a sales organization audit would an examination of the planning, implementing, and controlling of the personal selling function within the organization take place?

What is the term for the process of assessing costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets?

What is the name for the evaluation of the actual sales results a salesperson achieves?

To reduce dependence, sales managers should use coaching sporadically and in limited amounts.

In addition to using coaching as a primary communications and developmental tool, what should sales managers do to maintain effective communications with their salespeople?

When developing a performance evaluation method, Karen (VP of Sales) should make sure that the method is flexible enough to be different for each individual salesperson.

Combining sales and cost data to identify and assess sales organization profitability is known as profitability analysis.

When analyzing sales, in which component of the sales analysis framework would determining exactly what is being sold and by which distribution channel take place?

What term does the textbook use for managing an organization's personal selling function through planning, implementing, and controlling?

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

When determining sales organization effectiveness, which of the following factors are sales managers likely to have the least amount of control over?

It is not necessary to align sales operations with business and marketing strategies.

Which sales organization design provides for the best understanding of specific customer needs?

What is the term for how well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives?

Reliability refers to the evaluation measure's ability to provide accurate assessments of the criteria it is intended to measure.

The classification of accounts within a target market into categories for the purpose of developing strategic approaches for selling to each account or account group is known as a relationship strategy.

Brainshark is a Web 2.0 application that helps salespeople develop customized, multimedia sales presentations for specific customers.

Which type of sales training would a sales manager provide to the large proportion of his or her salesforce that are newly hired but experienced salespeople from a related industry?

In the introduction to Chapter 11, what did Steve Chandler suggest was the number one job of a sales manager?

One of the goals of cloud computing is to make information available from a variety of communication devices.

When analyzing sales, in which component of the sales analysis framework would determining exactly where sales are being generated take place?

In which area of a sales organization audit would an examination of the planning, implementing, and controlling of the personal selling function within the organization take place?

What is the term for the process of assessing costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets?

What is the name for the evaluation of the actual sales results a salesperson achieves?

To reduce dependence, sales managers should use coaching sporadically and in limited amounts.

In addition to using coaching as a primary communications and developmental tool, what should sales managers do to maintain effective communications with their salespeople?

When developing a performance evaluation method, Karen (VP of Sales) should make sure that the method is flexible enough to be different for each individual salesperson.

Combining sales and cost data to identify and assess sales organization profitability is known as profitability analysis.

When analyzing sales, in which component of the sales analysis framework would determining exactly what is being sold and by which distribution channel take place?

What term does the textbook use for managing an organization's personal selling function through planning, implementing, and controlling?

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