Question 1

When accompanying a salesperson on a sales call, a sales manager should control the sales call to provide an example of how it should be done.

Accepted Answer

A) True 
 B)False

Question 2

You are contemplating a significant change in your business that will affect how the salespeople will do their job. Which of the following is true regarding people's basic tolerance for change?

Accepted Answer

A)  All salespeople thrive on change. 
B)  All salespeople will resist change. 
C)  Salespeople with greater trust in his/her sales manager will be more accepting of change. 
D)  All salespeople have the same basic tolerance for change, regardless of trust in the sales manager. 
E)  None of the above is true. 
A)  All salespeople thrive on change. 
B)  All salespeople will resist change. 
C)  Salespeople with greater trust in his/her sales manager will be more accepting of change. 
D)  All salespeople have the same basic tolerance for change, regardless of trust in the sales manager. 
E)  None of the above is true.

Question 3

In most circumstances, the post-sales call phase of coaching for veteran salespeople may be best used to reinforce more positive aspects of a self-evaluation.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is not a leadership style of the Situational Leadership Model?

Accepted Answer

A)  supporting 
B)  authoritative 
C)  telling 
D)  delegating 
E)  selling 
A)  supporting 
B)  authoritative 
C)  telling 
D)  delegating 
E)  selling

Question 5

Coaching involves the use of positive feedback, role modeling and trust.

Accepted Answer

A) True 
 B)False

Question 6

Telling a salesperson that a customer call frequency schedule is needed, but letting them decide how to do it is an example of which leadership style?

Accepted Answer

A)  telling 
B)  delegating 
C)  supporting 
D)  selling 
E)  authoritative 
A)  telling 
B)  delegating 
C)  supporting 
D)  selling 
E)  authoritative

Question 7

Leadership involves a number of skills. However, you realize that there are certain skills that the best leaders develop. Which of the following is one of those skills?

Accepted Answer

A)  rationally analyzing situations 
B)  coordinating employees 
C)  developing an overall vision in which people can believe 
D)  setting goals 
E)  selecting employees 
A)  rationally analyzing situations 
B)  coordinating employees 
C)  developing an overall vision in which people can believe 
D)  setting goals 
E)  selecting employees

Question 8

As a sales manager, you go out of your way to personally demonstrate proper selling technique to salespeople, show up on time to meetings and appointments and always presenting a professional image through appropriate dress and grooming. Your actions are likely seen by your sales staff as:

Accepted Answer

A)  consistent with those behaviors from a boss. 
B)  a part of coaching called role modeling. 
C)  a part of feedback called mirroring. 
D)  a part of image management to get a promotion. 
E)  none of the above. 
A)  consistent with those behaviors from a boss. 
B)  a part of coaching called role modeling. 
C)  a part of feedback called mirroring. 
D)  a part of image management to get a promotion. 
E)  none of the above.

Question 9

When salespeople lack competence in their ability to close a sale, this leadership style is most effective:

Accepted Answer

A)  telling 
B)  delegating 
C)  supporting 
D)  selling 
E)  expertise 
A)  telling 
B)  delegating 
C)  supporting 
D)  selling 
E)  expertise

Question 10

You have just implemented significant change initiatives in three areas: (a) customer orientation, (b) sales strategy, and (c) selling processes. Your next step in the change management process is:

Accepted Answer

A)  Assess the customer environment(s) in which the company operates. 
B)  Measure indicators of successful change such as revenue growth in new strategic areas. 
C)  Immediately implement a number of supporting programs to energize and direct continued performance 
D)  Immediately roll out the change initiate to all sales people in the company. 
E)  None of the above. Nothing further needs to be done. 
A)  Assess the customer environment(s) in which the company operates. 
B)  Measure indicators of successful change such as revenue growth in new strategic areas. 
C)  Immediately implement a number of supporting programs to energize and direct continued performance 
D)  Immediately roll out the change initiate to all sales people in the company. 
E)  None of the above. Nothing further needs to be done.

Question 11

An example of a sales manager's expertise power is his/her product knowledge.

Accepted Answer

A) True 
 B)False

Question 12

Coaching is essentially a conversation about a specific event in order to get the salesperson to improve in a certain area.

Accepted Answer

A) True 
 B)False

Question 13

You hired an outside consultant trainer to provide training on relationship selling. One of your salespeople is heckling and disrupting the training specialist during his presentation with comments such as: "I've been doing relationship selling for the past five years; tell me something new." The best situation for effective coaching in this situation would most likely to be:

Accepted Answer

A)  during the sales meeting and in front of everybody. 
B)  within one of the smaller breakout groups later on. 
C)  one-on-one during a break. 
D)  with several other salespeople after the entire training session is over. 
E)  none of the above. 
A)  during the sales meeting and in front of everybody. 
B)  within one of the smaller breakout groups later on. 
C)  one-on-one during a break. 
D)  with several other salespeople after the entire training session is over. 
E)  none of the above.

Question 14

Prior to a sales call, coaching should include a sales manager suggesting ways to close the sale.

Accepted Answer

A) True 
 B)False

Question 15

A good leader does not necessarily possess good managerial skills.

Accepted Answer

A) True 
 B)False

Question 16

The "delegating" leadership style should be used with salespeople who have a high degree of professional maturity.

Accepted Answer

A) True 
 B)False

Question 17

Selling teams are most effective when there is a high level of trust among its members.

Accepted Answer

A) True 
 B)False

Question 18

You need to let go a consistent poor performer who is influencing others with his bad attitude. Which of the following is not recommended when firing an employee?

Accepted Answer

A)  the firing session should be brief 
B)  never fire over the phone 
C)  the firing session should be done at the end of the week 
D)  use of outplacement services whenever possible 
E)  offer attractive termination benefit package 
A)  the firing session should be brief 
B)  never fire over the phone 
C)  the firing session should be done at the end of the week 
D)  use of outplacement services whenever possible 
E)  offer attractive termination benefit package

Question 19

Which of the following is most representative of the transactional leadership style?

Accepted Answer

A)  Transforming the salesperson to accept the goals of the organization. 
B)  The ability to get the sales force to focus on the short-term day-to-day operations. 
C)  Transforming the salesperson to appeal higher-order needs. 
D)  The ability to arouse strong emotions from others. 
E)  The ability to get the sales force to work toward a common goal. 
A)  Transforming the salesperson to accept the goals of the organization. 
B)  The ability to get the sales force to focus on the short-term day-to-day operations. 
C)  Transforming the salesperson to appeal higher-order needs. 
D)  The ability to arouse strong emotions from others. 
E)  The ability to get the sales force to work toward a common goal.

Question 20

The incidence of alcohol and chemical abuse among salespeople as compared to other professionals is:

Accepted Answer

A)  the same. 
B)  greater among salespeople. 
C)  less among salespeople. 
D)  unknown. 
E)  twice as great. 
A)  the same. 
B)  greater among salespeople. 
C)  less among salespeople. 
D)  unknown. 
E)  twice as great.

When accompanying a salesperson on a sales call, a sales manager should control the sales call to provide an example of how it should be done.

You are contemplating a significant change in your business that will affect how the salespeople will do their job. Which of the following is true regarding people's basic tolerance for change?

In most circumstances, the post-sales call phase of coaching for veteran salespeople may be best used to reinforce more positive aspects of a self-evaluation.

Which of the following is not a leadership style of the Situational Leadership Model?

Coaching involves the use of positive feedback, role modeling and trust.

Telling a salesperson that a customer call frequency schedule is needed, but letting them decide how to do it is an example of which leadership style?

Leadership involves a number of skills. However, you realize that there are certain skills that the best leaders develop. Which of the following is one of those skills?

As a sales manager, you go out of your way to personally demonstrate proper selling technique to salespeople, show up on time to meetings and appointments and always presenting a professional image through appropriate dress and grooming. Your actions are likely seen by your sales staff as:

When salespeople lack competence in their ability to close a sale, this leadership style is most effective:

You have just implemented significant change initiatives in three areas: (a) customer orientation, (b) sales strategy, and (c) selling processes. Your next step in the change management process is:

An example of a sales manager's expertise power is his/her product knowledge.

Coaching is essentially a conversation about a specific event in order to get the salesperson to improve in a certain area.

Prior to a sales call, coaching should include a sales manager suggesting ways to close the sale.

A good leader does not necessarily possess good managerial skills.

The "delegating" leadership style should be used with salespeople who have a high degree of professional maturity.

Selling teams are most effective when there is a high level of trust among its members.

You need to let go a consistent poor performer who is influencing others with his bad attitude. Which of the following is not recommended when firing an employee?

Which of the following is most representative of the transactional leadership style?

The incidence of alcohol and chemical abuse among salespeople as compared to other professionals is:

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 9: Leadership

When accompanying a salesperson on a sales call, a sales manager should control the sales call to provide an example of how it should be done.

You are contemplating a significant change in your business that will affect how the salespeople will do their job. Which of the following is true regarding people's basic tolerance for change?

In most circumstances, the post-sales call phase of coaching for veteran salespeople may be best used to reinforce more positive aspects of a self-evaluation.

Which of the following is not a leadership style of the Situational Leadership Model?

Coaching involves the use of positive feedback, role modeling and trust.

Telling a salesperson that a customer call frequency schedule is needed, but letting them decide how to do it is an example of which leadership style?

Leadership involves a number of skills. However, you realize that there are certain skills that the best leaders develop. Which of the following is one of those skills?

As a sales manager, you go out of your way to personally demonstrate proper selling technique to salespeople, show up on time to meetings and appointments and always presenting a professional image through appropriate dress and grooming. Your actions are likely seen by your sales staff as:

When salespeople lack competence in their ability to close a sale, this leadership style is most effective:

You have just implemented significant change initiatives in three areas: (a) customer orientation, (b) sales strategy, and (c) selling processes. Your next step in the change management process is:

An example of a sales manager's expertise power is his/her product knowledge.

Coaching is essentially a conversation about a specific event in order to get the salesperson to improve in a certain area.

Prior to a sales call, coaching should include a sales manager suggesting ways to close the sale.

A good leader does not necessarily possess good managerial skills.

The "delegating" leadership style should be used with salespeople who have a high degree of professional maturity.

Selling teams are most effective when there is a high level of trust among its members.

You need to let go a consistent poor performer who is influencing others with his bad attitude. Which of the following is not recommended when firing an employee?

Which of the following is most representative of the transactional leadership style?

The incidence of alcohol and chemical abuse among salespeople as compared to other professionals is:

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters