Question 1

Having a job description is necessary for conducting a proper job analysis and determining job qualifications.

Accepted Answer

A) True 
 B)False

Question 2

What is the least specialized, lowest-cost way to design a sales organization with no customer duplication?

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 3

According to the textbook, which of the following best summarizes the research findings regarding high-performing sales managers?

Accepted Answer

A)  The best sales managers focus primarily on recruiting, selection, and training, which provide the talent necessary for superior performance. 
B)  The best sales managers focus on integrating sales with the other functional areas within the organization. 
C)  The best sales managers focus primarily on achieving market share objectives. 
D)  The best sales managers prepare their sales team for constant change by being role models and mentoring salespeople. 
A)  The best sales managers focus primarily on recruiting, selection, and training, which provide the talent necessary for superior performance. 
B)  The best sales managers focus on integrating sales with the other functional areas within the organization. 
C)  The best sales managers focus primarily on achieving market share objectives. 
D)  The best sales managers prepare their sales team for constant change by being role models and mentoring salespeople.

Question 4

Mina's responsibilities include planning, implementing, and controlling the personal selling function for her organization. What is Mina's job?

Accepted Answer

A)  human resources manager 
B)  sales manager 
C)  marketing product manager 
D)  client services representative 
A)  human resources manager 
B)  sales manager 
C)  marketing product manager 
D)  client services representative

Question 5

Sales managers must have a deep understanding of the personal selling function in order to manage the sales management process.

Accepted Answer

A) True 
 B)False

Question 6

According to the textbook, what is the purpose of conducting a sales job analysis?

Accepted Answer

A)  to determine the qualifications necessary to do the job 
B)  to screen applicants for suitability to the position 
C)  to set initial compensation ranges 
D)  to determine training requirements 
A)  to determine the qualifications necessary to do the job 
B)  to screen applicants for suitability to the position 
C)  to set initial compensation ranges 
D)  to determine training requirements

Question 7

Brandi is a sales manager who focuses primarily on outcomes, motivating her salespeople by offering rewards for good performance, and threatening punishments for poor performance. Brandi is said to have a transformational leadership style.

Accepted Answer

A) True 
 B)False

Question 8

When analyzing sales, in which component of the sales analysis framework would accounting for the effects of inflation 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 9

How is an organization with a relatively flat sales structure best described?

Accepted Answer

A)  as moderately specialized with centralized decision-making authority 
B)  as highly decentralized with a large span of control 
C)  as moderately specialized with decentralized decision-making authority 
D)  as highly centralized with a small span of control 
A)  as moderately specialized with centralized decision-making authority 
B)  as highly decentralized with a large span of control 
C)  as moderately specialized with decentralized decision-making authority 
D)  as highly centralized with a small span of control

Question 10

The first step in the sales management process is developing the salesforce.

Accepted Answer

A) True 
 B)False

Question 11

According to a recent survey, what percentage of companies indicate that they use some form of cloud computing?

Accepted Answer

A)  75 percent 
B)  30 percent 
C)  10 percent 
D)  100 percent 
A)  75 percent 
B)  30 percent 
C)  10 percent 
D)  100 percent

Question 12

Which of the following best summarizes the difference between line and staff sales management positions?

Accepted Answer

A)  Staff sales managers have direct responsibility for salespeople and report to management at the next highest level. 
B)  Line sales managers support staff sales managers by providing ancillary functions for the salesforce. 
C)  Staff sales manager have direct responsibility for the sales-generating activities of the salesforce. 
D)  Line sales managers have direct responsibility for salespeople and report to management at the next highest level. 
A)  Staff sales managers have direct responsibility for salespeople and report to management at the next highest level. 
B)  Line sales managers support staff sales managers by providing ancillary functions for the salesforce. 
C)  Staff sales manager have direct responsibility for the sales-generating activities of the salesforce. 
D)  Line sales managers have direct responsibility for salespeople and report to management at the next highest level.

Question 13

According to the textbook, who is generally responsible for developing sales strategies at the account level?

Accepted Answer

A)  sales managers and salespeople 
B)  chief selling officer 
C)  new business development managers 
D)  customer sales and service representatives 
A)  sales managers and salespeople 
B)  chief selling officer 
C)  new business development managers 
D)  customer sales and service representatives

Question 14

The disadvantage of the sales organization audit is that it fails to identify the causes of problems identified through the process.

Accepted Answer

A) True 
 B)False

Question 15

Management control over selling effort allocated to different markets is one of the advantages of organizing the salesforce by product.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following best illustrates the relationship between account targeting strategies and relationship strategies?

Accepted Answer

A)  Relationship strategies provide the basis for account targeting strategies. 
B)  The two strategies are generally considered mutually exclusive. 
C)  Account targeting strategies provide the basis for relationship strategies. 
D)  Relationship strategies are independent of account targeting strategies. 
A)  Relationship strategies provide the basis for account targeting strategies. 
B)  The two strategies are generally considered mutually exclusive. 
C)  Account targeting strategies provide the basis for relationship strategies. 
D)  Relationship strategies are independent of account targeting strategies.

Question 17

Training and coaching the right skill sets is considered a sales management best practice.

Accepted Answer

A) True 
 B)False

Question 18

The planning of sales messages and interactions with customers on the three levels of territory, individual customer, and specific customer sales calls is known as an account targeting strategy.

Accepted Answer

A) True 
 B)False

Question 19

What is the term for the process of continually developing salespeople by providing feedback and serving as a role model?

Accepted Answer

A)  transformational leadership 
B)  sales management 
C)  transactional leadership 
D)  coaching 
A)  transformational leadership 
B)  sales management 
C)  transactional leadership 
D)  coaching

Question 20

When she conducted a sales training needs assessment, Judy received a number of comments from customers that her sales representatives always seemed to be in a rush and often had trouble keeping any commitments made in terms of appointments or things that needed to be done. What type of sales training would be most likely to address these issues?

Accepted Answer

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

Having a job description is necessary for conducting a proper job analysis and determining job qualifications.

What is the least specialized, lowest-cost way to design a sales organization with no customer duplication?

According to the textbook, which of the following best summarizes the research findings regarding high-performing sales managers?

Mina's responsibilities include planning, implementing, and controlling the personal selling function for her organization. What is Mina's job?

Sales managers must have a deep understanding of the personal selling function in order to manage the sales management process.

According to the textbook, what is the purpose of conducting a sales job analysis?

Brandi is a sales manager who focuses primarily on outcomes, motivating her salespeople by offering rewards for good performance, and threatening punishments for poor performance. Brandi is said to have a transformational leadership style.

When analyzing sales, in which component of the sales analysis framework would accounting for the effects of inflation take place?

How is an organization with a relatively flat sales structure best described?

The first step in the sales management process is developing the salesforce.

According to a recent survey, what percentage of companies indicate that they use some form of cloud computing?

Which of the following best summarizes the difference between line and staff sales management positions?

According to the textbook, who is generally responsible for developing sales strategies at the account level?

The disadvantage of the sales organization audit is that it fails to identify the causes of problems identified through the process.

Management control over selling effort allocated to different markets is one of the advantages of organizing the salesforce by product.

Which of the following best illustrates the relationship between account targeting strategies and relationship strategies?

Training and coaching the right skill sets is considered a sales management best practice.

The planning of sales messages and interactions with customers on the three levels of territory, individual customer, and specific customer sales calls is known as an account targeting strategy.

What is the term for the process of continually developing salespeople by providing feedback and serving as a role model?

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

Having a job description is necessary for conducting a proper job analysis and determining job qualifications.

What is the least specialized, lowest-cost way to design a sales organization with no customer duplication?

According to the textbook, which of the following best summarizes the research findings regarding high-performing sales managers?

Mina's responsibilities include planning, implementing, and controlling the personal selling function for her organization. What is Mina's job?

Sales managers must have a deep understanding of the personal selling function in order to manage the sales management process.

According to the textbook, what is the purpose of conducting a sales job analysis?

Brandi is a sales manager who focuses primarily on outcomes, motivating her salespeople by offering rewards for good performance, and threatening punishments for poor performance. Brandi is said to have a transformational leadership style.

When analyzing sales, in which component of the sales analysis framework would accounting for the effects of inflation take place?

How is an organization with a relatively flat sales structure best described?

The first step in the sales management process is developing the salesforce.

According to a recent survey, what percentage of companies indicate that they use some form of cloud computing?

Which of the following best summarizes the difference between line and staff sales management positions?

According to the textbook, who is generally responsible for developing sales strategies at the account level?

The disadvantage of the sales organization audit is that it fails to identify the causes of problems identified through the process.

Management control over selling effort allocated to different markets is one of the advantages of organizing the salesforce by product.

Which of the following best illustrates the relationship between account targeting strategies and relationship strategies?

Training and coaching the right skill sets is considered a sales management best practice.

The planning of sales messages and interactions with customers on the three levels of territory, individual customer, and specific customer sales calls is known as an account targeting strategy.

What is the term for the process of continually developing salespeople by providing feedback and serving as a role model?

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