Question 1

Sales meetings are typically organized around three factors: meeting objectives, budgets, and location/timing.

Accepted Answer

A) True 
 B)False

Question 2

During a sales call the sales manager, instead of the salesperson, provides a response to a price objection by a customer is a good example of coaching.

Accepted Answer

A) True 
 B)False

Question 3

You have just been hired as the sales manager that is going to shake up a poor performing district. Within the first few weeks, you recognize that you are going to implement a change in direction. The first step you need to take is:

Accepted Answer

A)  redesign the selling process. 
B)  implement a sales support program. 
C)  assess the customer environment(s) in which the company operates. 
D)  Redesign the sales force's customer orientation. 
E)  develop a better sales strategy. 
A)  redesign the selling process. 
B)  implement a sales support program. 
C)  assess the customer environment(s) in which the company operates. 
D)  Redesign the sales force's customer orientation. 
E)  develop a better sales strategy.

Question 4

A manager establishing a call frequency patter for all customers in a salesperson's territory is an example of the telling leadership style.

Accepted Answer

A) True 
 B)False

Question 5

After getting a salesperson to agree that sales to a large customer must increase, the sales manager asks the salesperson to develop a plan of action for achieving this objective. This is an example of which leadership style?

Accepted Answer

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

Question 6

A manager who is able to articulate a compelling vision for the organization which makes the sales force more accepting of organizational goals is using a transformational leadership style.

Accepted Answer

A) True 
 B)False

Question 7

Perhaps the most commonly employed motivational device for salespeople is the national sales meeting.

Accepted Answer

A) True 
 B)False

Question 8

A clear sign that a salesperson has plateaued is when the person's sales volume stops growing.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following is an effective way to deal with the personnel issues that can reduce the effectiveness of a sales team?

Accepted Answer

A)  Ignore them until they go away. 
B)  Development of policies and procedures that empowers team members and provides shared leadership. 
C)  Develop policies and procedures that clearly rewards individual performance on specific tasks within the team. 
D)  Designate one person as the unquestionable team leader. 
E)  Make sure that you designate specific team duties with clear boundaries of responsibilities for dealing with customers. 
A)  Ignore them until they go away. 
B)  Development of policies and procedures that empowers team members and provides shared leadership. 
C)  Develop policies and procedures that clearly rewards individual performance on specific tasks within the team. 
D)  Designate one person as the unquestionable team leader. 
E)  Make sure that you designate specific team duties with clear boundaries of responsibilities for dealing with customers.

Question 10

The assessment phase of a change management project is where sales managers engage in reexamining the customer operating environment.

Accepted Answer

A) True 
 B)False

Question 11

Sales meetings are defined most often by which categories when referring to the size of its scope?

Accepted Answer

A)  internal, external 
B)  local, regional, national 
C)  motivational, recognition 
D)  new or old products 
E)  beginning training or advanced training 
A)  internal, external 
B)  local, regional, national 
C)  motivational, recognition 
D)  new or old products 
E)  beginning training or advanced training

Sales meetings are typically organized around three factors: meeting objectives, budgets, and location/timing.

During a sales call the sales manager, instead of the salesperson, provides a response to a price objection by a customer is a good example of coaching.

You have just been hired as the sales manager that is going to shake up a poor performing district. Within the first few weeks, you recognize that you are going to implement a change in direction. The first step you need to take is:

A manager establishing a call frequency patter for all customers in a salesperson's territory is an example of the telling leadership style.

After getting a salesperson to agree that sales to a large customer must increase, the sales manager asks the salesperson to develop a plan of action for achieving this objective. This is an example of which leadership style?

A manager who is able to articulate a compelling vision for the organization which makes the sales force more accepting of organizational goals is using a transformational leadership style.

Perhaps the most commonly employed motivational device for salespeople is the national sales meeting.

A clear sign that a salesperson has plateaued is when the person's sales volume stops growing.

Which of the following is an effective way to deal with the personnel issues that can reduce the effectiveness of a sales team?

The assessment phase of a change management project is where sales managers engage in reexamining the customer operating environment.

Sales meetings are defined most often by which categories when referring to the size of its scope?

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

Sales meetings are typically organized around three factors: meeting objectives, budgets, and location/timing.

During a sales call the sales manager, instead of the salesperson, provides a response to a price objection by a customer is a good example of coaching.

You have just been hired as the sales manager that is going to shake up a poor performing district. Within the first few weeks, you recognize that you are going to implement a change in direction. The first step you need to take is:

A manager establishing a call frequency patter for all customers in a salesperson's territory is an example of the telling leadership style.

After getting a salesperson to agree that sales to a large customer must increase, the sales manager asks the salesperson to develop a plan of action for achieving this objective. This is an example of which leadership style?

A manager who is able to articulate a compelling vision for the organization which makes the sales force more accepting of organizational goals is using a transformational leadership style.

Perhaps the most commonly employed motivational device for salespeople is the national sales meeting.

A clear sign that a salesperson has plateaued is when the person's sales volume stops growing.

Which of the following is an effective way to deal with the personnel issues that can reduce the effectiveness of a sales team?

The assessment phase of a change management project is where sales managers engage in reexamining the customer operating environment.

Sales meetings are defined most often by which categories when referring to the size of its scope?

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