Question 1

Good sales managers reward all desired job outcomes or behaviours.

Accepted Answer

A) True 
 B)False

Question 2

Behaviour-based evaluation methods include measuring the extent to which the salesperson made quota.

Accepted Answer

A) True 
 B)False

Question 3

Giving salespeople continual feedback in a positive manner is considered a sales management best practice.

Accepted Answer

A) True 
 B)False

Question 4

The mental states selling approach is appropriate for implementing a collaborative relationship strategy.

Accepted Answer

A) True 
 B)False

Question 5

What is the disadvantage of a product 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 6

When matching selling and relationship strategies, which relationship strategies are need satisfaction and problem-solving selling strategies typically used for?

Accepted Answer

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

Question 7

What is the term for the use of customer-driven processes enabled by the latest Web technology to co-create value with customers?

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 8

According to the textbook, what is the final step in the sales training process?

Accepted Answer

A)  set training objectives 
B)  evaluate training alternatives 
C)  assess new training needs 
D)  conduct follow-up and evaluation 
A)  set training objectives 
B)  evaluate training alternatives 
C)  assess new training needs 
D)  conduct follow-up and evaluation

Question 9

Social networking began with personal relationships but has since been applied to business use.

Accepted Answer

A) True 
 B)False

Question 10

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 assess sales training needs.

Accepted Answer

A) True 
 B)False

Question 11

According to the textbook, what is the name for a written summary of a particular 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 12

In terms of how salespeople spend their time on the job, which concept refers to the combination of intensity, direction, and persistence?

Accepted Answer

A)  motivation 
B)  task orientation 
C)  sales focus 
D)  productivity 
A)  motivation 
B)  task orientation 
C)  sales focus 
D)  productivity

Question 13

What is the term for performance assessments of a salesperson from multiple sources having a relationship with the salesperson?

Accepted Answer

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

Question 14

Planning, implementing, and controlling the personal selling function in an organization is known as sales management.

Accepted Answer

A) True 
 B)False

Question 15

According to the textbook, which of the following best summarizes recent trends in sales organization design?

Accepted Answer

A)  Market specialization has increased and organizations have become flatter with larger spans of control. 
B)  Product specialization has increased and organizations have become taller with smaller spans of control. 
C)  Functional specialization has increased and organizations have added more staff positions to support line sales managers. 
D)  Geographic specialization has increased and organizations have become flatter with smaller spans of control. 
A)  Market specialization has increased and organizations have become flatter with larger spans of control. 
B)  Product specialization has increased and organizations have become taller with smaller spans of control. 
C)  Functional specialization has increased and organizations have added more staff positions to support line sales managers. 
D)  Geographic specialization has increased and organizations have become flatter with smaller spans of control.

Good sales managers reward all desired job outcomes or behaviours.

Behaviour-based evaluation methods include measuring the extent to which the salesperson made quota.

Giving salespeople continual feedback in a positive manner is considered a sales management best practice.

The mental states selling approach is appropriate for implementing a collaborative relationship strategy.

What is the disadvantage of a product sales organization design?

When matching selling and relationship strategies, which relationship strategies are need satisfaction and problem-solving selling strategies typically used for?

What is the term for the use of customer-driven processes enabled by the latest Web technology to co-create value with customers?

According to the textbook, what is the final step in the sales training process?

Social networking began with personal relationships but has since been applied to business use.

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 assess sales training needs.

According to the textbook, what is the name for a written summary of a particular job?

In terms of how salespeople spend their time on the job, which concept refers to the combination of intensity, direction, and persistence?

What is the term for performance assessments of a salesperson from multiple sources having a relationship with the salesperson?

Planning, implementing, and controlling the personal selling function in an organization is known as sales management.

According to the textbook, which of the following best summarizes recent trends in sales organization design?

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

Good sales managers reward all desired job outcomes or behaviours.

Behaviour-based evaluation methods include measuring the extent to which the salesperson made quota.

Giving salespeople continual feedback in a positive manner is considered a sales management best practice.

The mental states selling approach is appropriate for implementing a collaborative relationship strategy.

What is the disadvantage of a product sales organization design?

When matching selling and relationship strategies, which relationship strategies are need satisfaction and problem-solving selling strategies typically used for?

What is the term for the use of customer-driven processes enabled by the latest Web technology to co-create value with customers?

According to the textbook, what is the final step in the sales training process?

Social networking began with personal relationships but has since been applied to business use.

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 assess sales training needs.

According to the textbook, what is the name for a written summary of a particular job?

In terms of how salespeople spend their time on the job, which concept refers to the combination of intensity, direction, and persistence?

What is the term for performance assessments of a salesperson from multiple sources having a relationship with the salesperson?

Planning, implementing, and controlling the personal selling function in an organization is known as sales management.

According to the textbook, which of the following best summarizes recent trends in sales organization design?

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