Question 1

Which type of sales training would a sales manager with a large proportion of his or her salesforce being newly hired most likely provide?

Accepted Answer

A)  product knowledge 
B)  sales techniques 
C)  time and territory management skills 
D)  personal development planning 
A)  product knowledge 
B)  sales techniques 
C)  time and territory management skills 
D)  personal development planning

Question 2

According to the textbook, what is the name for the systematic use of tools such as presentations, role-playing exercises, group discussions, and business game simulations to identify candidates' strengths and weaknesses relative to job qualifications or for employee development?

Accepted Answer

A)  employee training needs assessment 
B)  Web-based employment assessment protocol 
C)  assessment centre 
D)  skills-based development system 
A)  employee training needs assessment 
B)  Web-based employment assessment protocol 
C)  assessment centre 
D)  skills-based development system

Question 3

According to the textbook, what is the term for managing an organization's personal selling function to include planning, implementing, and controlling the sales management process?

Accepted Answer

A)  sales leadership 
B)  sales management 
C)  sales supervision 
D)  sales control 
A)  sales leadership 
B)  sales management 
C)  sales supervision 
D)  sales control

Question 4

Developing an appropriate and adaptable sales organization structure is considered a sale management best practice.

Accepted Answer

A) True 
 B)False

Question 5

In which stage of the sales management process does developing plans for selling to individual customers or segments and integrating those plans with the firm's corporate, business, and marketing strategies 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 6

In the introduction to Chapter 11, what did Steve Chandler suggest was the sales manager's role in motivating salespeople?

Accepted Answer

A)  A sales manager should teach his or her team how to think optimistically on a day-to-day basis. 
B)  The sales manager's role is to provide guidance to self-motivated salespeople. 
C)  A sales manager should strive to generate high levels of enthusiasm at annual sales meetings to motivate the sales team. 
D)  The sales manager's role is to monitor performance and reward those salespeople who achieve assigned sales objectives. 
A)  A sales manager should teach his or her team how to think optimistically on a day-to-day basis. 
B)  The sales manager's role is to provide guidance to self-motivated salespeople. 
C)  A sales manager should strive to generate high levels of enthusiasm at annual sales meetings to motivate the sales team. 
D)  The sales manager's role is to monitor performance and reward those salespeople who achieve assigned sales objectives.

Question 7

Which of the following best describes the relationship between sales strategy and corporate strategic decisions?

Accepted Answer

A)  Strategic decisions made at the corporate level should be consistent with sales strategy decisions. 
B)  Sales strategy decision making should be consistent with strategic decisions made at the corporate level. 
C)  Once the front-line sales managers develop their sales strategy, the organization can then determine its overall operational strategy. 
D)  Generally, sales managers determine sales strategy without consideration of corporate-level strategies. 
A)  Strategic decisions made at the corporate level should be consistent with sales strategy decisions. 
B)  Sales strategy decision making should be consistent with strategic decisions made at the corporate level. 
C)  Once the front-line sales managers develop their sales strategy, the organization can then determine its overall operational strategy. 
D)  Generally, sales managers determine sales strategy without consideration of corporate-level strategies.

Question 8

Developing the salesforce is concerned with getting the best sales talent and providing them with the knowledge and skills to be successful.

Accepted Answer

A) True 
 B)False

Question 9

A needs assessment involves determining the extent to which the members of the salesforce possess the desired skills, attitudes, perceptions, and behaviours required to be successful.

Accepted Answer

A) True 
 B)False

Question 10

According to the textbook, to be effective, what should sales training objectives be?

Accepted Answer

A)  affordable flexible and timely 
B)  specific, measurable, and obtainable 
C)  diverse enough to cover the full range of identified training needs 
D)  performance-focused with enough reach to stimulate effort 
A)  affordable flexible and timely 
B)  specific, measurable, and obtainable 
C)  diverse enough to cover the full range of identified training needs 
D)  performance-focused with enough reach to stimulate effort

Question 11

Examining the sales organization's past, current, and future sales performance in comparison with projections, competition, and industry sales is known as a sales organization audit.

Accepted Answer

A) True 
 B)False

Question 12

Career fairs are common internal sources of job candidates used to fill open sales positions.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following leadership styles includes these elements: articulating a vision, leading as a role model, encouraging acceptance of group goals, giving individual support, and providing intellectual stimulation?

Accepted Answer

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

Question 14

The job analysis and job qualifications for a position are used to write the job description.

Accepted Answer

A) True 
 B)False

Question 15

Which leadership style concentrates on inspiring employees to engage in certain behaviours and to perform at high levels?

Accepted Answer

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

Question 16

What is the name for a performance evaluation method with the ability to link salesperson behaviours with specific outcomes and allow managers to indicate the level of behaviour a specific salesperson has achieved?

Accepted Answer

A)  behaviourally anchored rating scales (BARS) 
B)  outcome-based evaluation scales (OBES) 
C)  360-degree feedback range (36FR) 
D)  performance management rating system (PMRS) 
A)  behaviourally anchored rating scales (BARS) 
B)  outcome-based evaluation scales (OBES) 
C)  360-degree feedback range (36FR) 
D)  performance management rating system (PMRS)

Question 17

During which stage of the salesforce recruitment and selection process would conducting a job analysis, determining job qualifications, and writing a job description 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 18

Lucidera is a Web 2.0 application that provides analytics to help sales managers improve their sales forecasts.

Accepted Answer

A) True 
 B)False

Question 19

According to the textbook, which of the following best summarizes the rationale for an organization spending resources on sales training?

Accepted Answer

A)  When properly designed and executed, sales training has the fastest return on any investment it may choose to make. 
B)  Most organizations depend on sales training to compensate for mistakes made in recruitment and selection. 
C)  It is more cost efficient to train salespeople than to replace those who are underperforming. 
D)  Salespeople like sales training that improves both morale and performance. 
A)  When properly designed and executed, sales training has the fastest return on any investment it may choose to make. 
B)  Most organizations depend on sales training to compensate for mistakes made in recruitment and selection. 
C)  It is more cost efficient to train salespeople than to replace those who are underperforming. 
D)  Salespeople like sales training that improves both morale and performance.

Question 20

Marcus is a sales manager trying to determine the best type of relationship to seek with the different account groups his company serves. What should he keep in mind?

Accepted Answer

A)  Most customers prefer a lower level transaction-based relationship. 
B)  The relationship desired by the customer takes priority over the cost of serving that customer. 
C)  Selling costs are increased when serving accounts with higher level relationships. 
D)  Most customers prefer a higher level collaborative relationship. 
A)  Most customers prefer a lower level transaction-based relationship. 
B)  The relationship desired by the customer takes priority over the cost of serving that customer. 
C)  Selling costs are increased when serving accounts with higher level relationships. 
D)  Most customers prefer a higher level collaborative relationship.

Which type of sales training would a sales manager with a large proportion of his or her salesforce being newly hired most likely provide?

According to the textbook, what is the name for the systematic use of tools such as presentations, role-playing exercises, group discussions, and business game simulations to identify candidates' strengths and weaknesses relative to job qualifications or for employee development?

According to the textbook, what is the term for managing an organization's personal selling function to include planning, implementing, and controlling the sales management process?

Developing an appropriate and adaptable sales organization structure is considered a sale management best practice.

In which stage of the sales management process does developing plans for selling to individual customers or segments and integrating those plans with the firm's corporate, business, and marketing strategies take place?

In the introduction to Chapter 11, what did Steve Chandler suggest was the sales manager's role in motivating salespeople?

Which of the following best describes the relationship between sales strategy and corporate strategic decisions?

Developing the salesforce is concerned with getting the best sales talent and providing them with the knowledge and skills to be successful.

A needs assessment involves determining the extent to which the members of the salesforce possess the desired skills, attitudes, perceptions, and behaviours required to be successful.

According to the textbook, to be effective, what should sales training objectives be?

Examining the sales organization's past, current, and future sales performance in comparison with projections, competition, and industry sales is known as a sales organization audit.

Career fairs are common internal sources of job candidates used to fill open sales positions.

Which of the following leadership styles includes these elements: articulating a vision, leading as a role model, encouraging acceptance of group goals, giving individual support, and providing intellectual stimulation?

The job analysis and job qualifications for a position are used to write the job description.

Which leadership style concentrates on inspiring employees to engage in certain behaviours and to perform at high levels?

What is the name for a performance evaluation method with the ability to link salesperson behaviours with specific outcomes and allow managers to indicate the level of behaviour a specific salesperson has achieved?

During which stage of the salesforce recruitment and selection process would conducting a job analysis, determining job qualifications, and writing a job description typically take place?

Lucidera is a Web 2.0 application that provides analytics to help sales managers improve their sales forecasts.

According to the textbook, which of the following best summarizes the rationale for an organization spending resources on sales training?

Marcus is a sales manager trying to determine the best type of relationship to seek with the different account groups his company serves. What should he keep in mind?

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 type of sales training would a sales manager with a large proportion of his or her salesforce being newly hired most likely provide?

According to the textbook, what is the name for the systematic use of tools such as presentations, role-playing exercises, group discussions, and business game simulations to identify candidates' strengths and weaknesses relative to job qualifications or for employee development?

According to the textbook, what is the term for managing an organization's personal selling function to include planning, implementing, and controlling the sales management process?

Developing an appropriate and adaptable sales organization structure is considered a sale management best practice.

In which stage of the sales management process does developing plans for selling to individual customers or segments and integrating those plans with the firm's corporate, business, and marketing strategies take place?

In the introduction to Chapter 11, what did Steve Chandler suggest was the sales manager's role in motivating salespeople?

Which of the following best describes the relationship between sales strategy and corporate strategic decisions?

Developing the salesforce is concerned with getting the best sales talent and providing them with the knowledge and skills to be successful.

A needs assessment involves determining the extent to which the members of the salesforce possess the desired skills, attitudes, perceptions, and behaviours required to be successful.

According to the textbook, to be effective, what should sales training objectives be?

Examining the sales organization's past, current, and future sales performance in comparison with projections, competition, and industry sales is known as a sales organization audit.

Career fairs are common internal sources of job candidates used to fill open sales positions.

Which of the following leadership styles includes these elements: articulating a vision, leading as a role model, encouraging acceptance of group goals, giving individual support, and providing intellectual stimulation?

The job analysis and job qualifications for a position are used to write the job description.

Which leadership style concentrates on inspiring employees to engage in certain behaviours and to perform at high levels?

What is the name for a performance evaluation method with the ability to link salesperson behaviours with specific outcomes and allow managers to indicate the level of behaviour a specific salesperson has achieved?

During which stage of the salesforce recruitment and selection process would conducting a job analysis, determining job qualifications, and writing a job description typically take place?

Lucidera is a Web 2.0 application that provides analytics to help sales managers improve their sales forecasts.

According to the textbook, which of the following best summarizes the rationale for an organization spending resources on sales training?

Marcus is a sales manager trying to determine the best type of relationship to seek with the different account groups his company serves. What should he keep in mind?

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