Question 1

According to the textbook, which of the following best summarizes the correct use of power in sales leadership, management, and supervision?

Accepted Answer

A)  A sales manager should not be afraid to use all forms of power; however, he or she should do so carefully by considering all factors influencing a particular situation. 
B)  To be effective, the power to reward should always be used rather than the power to punish or coerce. 
C)  The power to direct salespeople by virtue of position should not be overused by a sales manager because it leads to resentment and underperformance. 
D)  To shape behaviour toward achieving organizational objectives, all positive behaviours should be rewarded with something. 
A)  A sales manager should not be afraid to use all forms of power; however, he or she should do so carefully by considering all factors influencing a particular situation. 
B)  To be effective, the power to reward should always be used rather than the power to punish or coerce. 
C)  The power to direct salespeople by virtue of position should not be overused by a sales manager because it leads to resentment and underperformance. 
D)  To shape behaviour toward achieving organizational objectives, all positive behaviours should be rewarded with something.

Question 2

Anthony, a sales manager, is in the process of determining the extent to which the members of the salesforce possess the skills, attitudes, perceptions, and behaviours required to be successful. What is Anthony engaged in?

Accepted Answer

A)  needs assessment 
B)  job analysis 
C)  performance evaluation 
D)  setting training objectives 
A)  needs assessment 
B)  job analysis 
C)  performance evaluation 
D)  setting training objectives

Question 3

According to the textbook, which of the following best summarizes the research findings regarding sales management best practices?

Accepted Answer

A)  The best sales organizations focus primarily on recruiting, selection, and training, which provide the talent necessary for superior performance. 
B)  The best sales organizations focus on integrating sales with the other functional areas within the organization. 
C)  The best sales organizations perform all stages of the sales management process effectively. 
D)  The best sales organizations focus on profitability and everything else follows from that. 
A)  The best sales organizations focus primarily on recruiting, selection, and training, which provide the talent necessary for superior performance. 
B)  The best sales organizations focus on integrating sales with the other functional areas within the organization. 
C)  The best sales organizations perform all stages of the sales management process effectively. 
D)  The best sales organizations focus on profitability and everything else follows from that.

Question 4

CRM applications have evolved from large software installations.

Accepted Answer

A) True 
 B)False

Question 5

Most sales organizations compensate salespeople with a combination of salary and commission.

Accepted Answer

A) True 
 B)False

Question 6

Activities that influence others to achieve shared goals to advance the organization are known as sales management.

Accepted Answer

A) True 
 B)False

Question 7

Under an outcome-based evaluation system, Susan (a salesperson) will likely be measured on how her actual sales compare to her sales quota.

Accepted Answer

A) True 
 B)False

Question 8

According to the textbook, what is the critical task in determining a relationship strategy with different account groups?

Accepted Answer

A)  balancing the customer's needs with the cost of serving the account 
B)  determining the optimal balance between sales call duration and frequency 
C)  estimating the amount of collaboration required to ensure customer satisfaction 
D)  allocating the appropriate amount of time needed for relationships to develop 
A)  balancing the customer's needs with the cost of serving the account 
B)  determining the optimal balance between sales call duration and frequency 
C)  estimating the amount of collaboration required to ensure customer satisfaction 
D)  allocating the appropriate amount of time needed for relationships to develop

Question 9

One of the advantages of organizing the salesforce by product is management control over selling effort allocated to products.

Accepted Answer

A) True 
 B)False

Question 10

The aptitude, skills, knowledge, personal traits, and willingness to accept occupational conditions to perform the job are known as job qualifications.

Accepted Answer

A) True 
 B)False

Question 11

An examination of the tasks, duties, and responsibilities of the sales job is called a job analysis.

Accepted Answer

A) True 
 B)False

Question 12

Marc-André is a sales manager who relies heavily on rewards and punishment to lead his salespeople. How would his leadership style best be characterized?

Accepted Answer

A)  as transformational 
B)  as traditional 
C)  as motivational 
D)  as transactional 
A)  as transformational 
B)  as traditional 
C)  as motivational 
D)  as transactional

Question 13

The primary disadvantage of behaviourally anchored rating scales (BARS) is that they fail to include outcomes.

Accepted Answer

A) True 
 B)False

Question 14

With respect to motivation, which concept refers to how a salesperson spends his or her time on job-related activities?

Accepted Answer

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

Question 15

Noni has finished the process of determining the type of relationships she would like to develop with the particular account groups her sales team serves. What should she now focus on developing?

Accepted Answer

A)  account targeting strategies 
B)  sales call frequencies for each account 
C)  specific selling strategies for each type of account 
D)  a strategic prospecting plan 
A)  account targeting strategies 
B)  sales call frequencies for each account 
C)  specific selling strategies for each type of account 
D)  a strategic prospecting plan

Question 16

Activities undertaken to determine the extent to which the members of the salesforce possess the skills, attitudes, perceptions, and behaviours required to be successful normally take place in assessment centres.

Accepted Answer

A) True 
 B)False

Question 17

Sandy, a regional sales manager, wants to develop and implement a sales training program. Her first step in the sales training process should be to set training objectives.

Accepted Answer

A) True 
 B)False

Question 18

What is the term for the ability to create, access, and interact with networks of contacts electronically?

Accepted Answer

A)  Sales 2.0 
B)  social networking 
C)  cloud computing 
D)  sales process applications 
A)  Sales 2.0 
B)  social networking 
C)  cloud computing 
D)  sales process applications

Question 19

According to the textbook, what is the title of sales managers who have salespeople reporting directly to them and who spend a considerable amount of time working with salespeople in their respective territories?

Accepted Answer

A)  regional sales managers 
B)  field sales managers 
C)  sales support officers 
D)  sales support technician/managers 
A)  regional sales managers 
B)  field sales managers 
C)  sales support officers 
D)  sales support technician/managers

Question 20

According to the textbook, which of the following is considered a sales management best practice?

Accepted Answer

A)  research and be current on recent sales trends 
B)  provide solutions to salespeople who are having difficulty 
C)  maintain a close partnership with all salespeople 
D)  align sales operations with business and marketing strategies 
A)  research and be current on recent sales trends 
B)  provide solutions to salespeople who are having difficulty 
C)  maintain a close partnership with all salespeople 
D)  align sales operations with business and marketing strategies

According to the textbook, which of the following best summarizes the correct use of power in sales leadership, management, and supervision?

Anthony, a sales manager, is in the process of determining the extent to which the members of the salesforce possess the skills, attitudes, perceptions, and behaviours required to be successful. What is Anthony engaged in?

According to the textbook, which of the following best summarizes the research findings regarding sales management best practices?

CRM applications have evolved from large software installations.

Most sales organizations compensate salespeople with a combination of salary and commission.

Activities that influence others to achieve shared goals to advance the organization are known as sales management.

Under an outcome-based evaluation system, Susan (a salesperson) will likely be measured on how her actual sales compare to her sales quota.

According to the textbook, what is the critical task in determining a relationship strategy with different account groups?

One of the advantages of organizing the salesforce by product is management control over selling effort allocated to products.

The aptitude, skills, knowledge, personal traits, and willingness to accept occupational conditions to perform the job are known as job qualifications.

An examination of the tasks, duties, and responsibilities of the sales job is called a job analysis.

Marc-André is a sales manager who relies heavily on rewards and punishment to lead his salespeople. How would his leadership style best be characterized?

The primary disadvantage of behaviourally anchored rating scales (BARS) is that they fail to include outcomes.

With respect to motivation, which concept refers to how a salesperson spends his or her time on job-related activities?

Noni has finished the process of determining the type of relationships she would like to develop with the particular account groups her sales team serves. What should she now focus on developing?

Activities undertaken to determine the extent to which the members of the salesforce possess the skills, attitudes, perceptions, and behaviours required to be successful normally take place in assessment centres.

Sandy, a regional sales manager, wants to develop and implement a sales training program. Her first step in the sales training process should be to set training objectives.

What is the term for the ability to create, access, and interact with networks of contacts electronically?

According to the textbook, what is the title of sales managers who have salespeople reporting directly to them and who spend a considerable amount of time working with salespeople in their respective territories?

According to the textbook, which of the following is considered a sales management best practice?

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

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Exam 11: Sales Management and Sales 2.0

According to the textbook, which of the following best summarizes the correct use of power in sales leadership, management, and supervision?

Anthony, a sales manager, is in the process of determining the extent to which the members of the salesforce possess the skills, attitudes, perceptions, and behaviours required to be successful. What is Anthony engaged in?

According to the textbook, which of the following best summarizes the research findings regarding sales management best practices?

CRM applications have evolved from large software installations.

Most sales organizations compensate salespeople with a combination of salary and commission.

Activities that influence others to achieve shared goals to advance the organization are known as sales management.

Under an outcome-based evaluation system, Susan (a salesperson) will likely be measured on how her actual sales compare to her sales quota.

According to the textbook, what is the critical task in determining a relationship strategy with different account groups?

One of the advantages of organizing the salesforce by product is management control over selling effort allocated to products.

The aptitude, skills, knowledge, personal traits, and willingness to accept occupational conditions to perform the job are known as job qualifications.

An examination of the tasks, duties, and responsibilities of the sales job is called a job analysis.

Marc-André is a sales manager who relies heavily on rewards and punishment to lead his salespeople. How would his leadership style best be characterized?

The primary disadvantage of behaviourally anchored rating scales (BARS) is that they fail to include outcomes.

With respect to motivation, which concept refers to how a salesperson spends his or her time on job-related activities?

Noni has finished the process of determining the type of relationships she would like to develop with the particular account groups her sales team serves. What should she now focus on developing?

Activities undertaken to determine the extent to which the members of the salesforce possess the skills, attitudes, perceptions, and behaviours required to be successful normally take place in assessment centres.

Sandy, a regional sales manager, wants to develop and implement a sales training program. Her first step in the sales training process should be to set training objectives.

What is the term for the ability to create, access, and interact with networks of contacts electronically?

According to the textbook, what is the title of sales managers who have salespeople reporting directly to them and who spend a considerable amount of time working with salespeople in their respective territories?

According to the textbook, which of the following is considered a sales management best practice?

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