Question 1

The Leadership Grid portrays dimensions of:

Accepted Answer

A)  leadership and management 
B)  motivation and skills 
C)  consideration and structure 
D)  empathy and direction 
E)  recruitment and training 
A)  leadership and management 
B)  motivation and skills 
C)  consideration and structure 
D)  empathy and direction 
E)  recruitment and training

Question 2

Situational leadership occurs when:

Accepted Answer

A)  the leader passes the character test 
B)  good performance is properly rewarded 
C)  the leader's style matches the situation 
D)  the coach helps the salesperson recognize the need for performance improvement 
E)  the leader guides the team through a changing situation 
A)  the leader passes the character test 
B)  good performance is properly rewarded 
C)  the leader's style matches the situation 
D)  the coach helps the salesperson recognize the need for performance improvement 
E)  the leader guides the team through a changing situation

Question 3

Aspen Stewart is one of five sales managers at a sports equipment company. She and the other sales managers are under pressure from management to keep their teams of sales representatives motivated and hitting their sales quotas. Because of that, Aspen has studied psychology and motivation, and is always looking for better ways to motivate her team.
-Each year,Aspen and the other sales managers meet with the director of sales to reevaluate the compensation plan for sales representatives.Last year they decided that the current compensation plan was tempting the sales representatives to compete too hard with each other and cross ethical lines.To maintain some healthy competition,provide employees with direct financial security,and encourage the sales representatives to act in the company spirit,a ________ compensation plan would be most appropriate.

Accepted Answer

A)  straight commission 
B)  commission with a guaranteed salary 
C)  fixed salary 
D)  bonus with a straight commission 
E)  straight salary 
A)  straight commission 
B)  commission with a guaranteed salary 
C)  fixed salary 
D)  bonus with a straight commission 
E)  straight salary

Question 4

Johan Yee has been a sales representative at a medium-sized textbook publishing house for five years. He has just been promoted by the sales director of his company to sales manager of a new territory. As sales manager, he is tasked with hiring and training three new sales representatives for his team.
-Johan needs to determine the personal character and ethics of candidates.Which of the following interview questions would be LEAST relevant for this task?

Accepted Answer

A)  "What are your three core values?" 
B)  "What does integrity mean to you?" 
C)  "How do you handle negotiations?" 
D)  "Who are your role models and why?" 
E)  "How would your previous manager describe you?" 
A)  "What are your three core values?" 
B)  "What does integrity mean to you?" 
C)  "How do you handle negotiations?" 
D)  "Who are your role models and why?" 
E)  "How would your previous manager describe you?"

Question 5

Aspen Stewart is one of five sales managers at a sports equipment company. She and the other sales managers are under pressure from management to keep their teams of sales representatives motivated and hitting their sales quotas. Because of that, Aspen has studied psychology and motivation, and is always looking for better ways to motivate her team.
-The biggest factor in motivation for sales representatives is enjoying sales as a career.This means that the best way for Aspen to build a motivated sales team is to:

Accepted Answer

A)  teach employees to cold-call more efficiently 
B)  implement a straight commission compensation plan 
C)  offer cash bonuses for the top sellers each month 
D)  provide all employees with the same benefits 
E)  provide a mix of external and internal rewards 
A)  teach employees to cold-call more efficiently 
B)  implement a straight commission compensation plan 
C)  offer cash bonuses for the top sellers each month 
D)  provide all employees with the same benefits 
E)  provide a mix of external and internal rewards

Question 6

Ken Blanchard says that the key to developing people is to:

Accepted Answer

A)  focus on catching them doing something right 
B)  give them a clear path to follow for their careers 
C)  mentor them closely for many years 
D)  make sure they're in jobs that fit their skill sets 
E)  use both internal and external rewards 
A)  focus on catching them doing something right 
B)  give them a clear path to follow for their careers 
C)  mentor them closely for many years 
D)  make sure they're in jobs that fit their skill sets 
E)  use both internal and external rewards

Question 7

All of the following are good sources for recruiting quality candidates for sales jobs EXCEPT:

Accepted Answer

A)  Internet job sites 
B)  mediation agencies 
C)  newspaper advertisements 
D)  employment agencies 
E)  candidates within the company 
A)  Internet job sites 
B)  mediation agencies 
C)  newspaper advertisements 
D)  employment agencies 
E)  candidates within the company

Question 8

Paolo dos Santos,a sales manager for Paronille Corporation,provides all of his salespeople with scheduled performance appraisals.This behavior indicates that he is attempting to incorporate the dimension of:

Accepted Answer

A)  feedback 
B)  structure 
C)  empowerment 
D)  consideration 
E)  responsibility 
A)  feedback 
B)  structure 
C)  empowerment 
D)  consideration 
E)  responsibility

Question 9

The training programs of both small and large marketing firms should incorporate three dimensions.One of them is knowledge of the product line,company marketing strategies,territory information,and business trends.What are the other two?

Accepted Answer

A)  knowledge of personal selling skills; in-field sales training with supervision 
B)  knowledge of personal selling skills; knowledge of self and others 
C)  knowledge of company policies, procedures and benefits; stress management 
D)  explanation of compensation methods; in-field sales training with supervision 
E)  attitudes toward the company, its products, and its customers; application of personal selling principles and practices 
A)  knowledge of personal selling skills; in-field sales training with supervision 
B)  knowledge of personal selling skills; knowledge of self and others 
C)  knowledge of company policies, procedures and benefits; stress management 
D)  explanation of compensation methods; in-field sales training with supervision 
E)  attitudes toward the company, its products, and its customers; application of personal selling principles and practices

Question 10

What is the primary benefit of seeking job candidates within your own company?

Accepted Answer

A)  Job descriptions are unnecessary. 
B)  Mentors are more willing to provide assistance. 
C)  Hiring requirements can be lowered for cost savings. 
D)  Current employees are familiar with company policies. 
E)  Private employment agencies charge fees for recruitment. 
A)  Job descriptions are unnecessary. 
B)  Mentors are more willing to provide assistance. 
C)  Hiring requirements can be lowered for cost savings. 
D)  Current employees are familiar with company policies. 
E)  Private employment agencies charge fees for recruitment.

Question 11

What is the best motivation suggestion for sales managers?

Accepted Answer

A)  Use external motivation methods exclusively because of their success. 
B)  Recognize that internal motives are consistent throughout a sales career. 
C)  Recognize that external motivation has almost no impact on performance. 
D)  Attempt to motivate with a mix of external rewards and internal satisfaction. 
E)  Employees who do not respond to external motivation will never perform well. 
A)  Use external motivation methods exclusively because of their success. 
B)  Recognize that internal motives are consistent throughout a sales career. 
C)  Recognize that external motivation has almost no impact on performance. 
D)  Attempt to motivate with a mix of external rewards and internal satisfaction. 
E)  Employees who do not respond to external motivation will never perform well.

Question 12

________ represents the first step in helping a newly hired salesperson become a productive member of your staff.

Accepted Answer

The answer of ________ represents the first step in helping...

Question 13

The sales manager who appraises the performance of sales personnel regularly is displaying the leadership quality known as "consideration."

Accepted Answer

A) True 
 B)False

Question 14

Leadership is:

Accepted Answer

A)  a series of skills that can be acquired through study and practice 
B)  a cluster of innate qualities that some people possess from birth 
C)  malleable, so a leader in one situation may not be capable of leading in others 
D)  synonymous with management 
E)  more important in American culture than it is in other cultures 
A)  a series of skills that can be acquired through study and practice 
B)  a cluster of innate qualities that some people possess from birth 
C)  malleable, so a leader in one situation may not be capable of leading in others 
D)  synonymous with management 
E)  more important in American culture than it is in other cultures

Question 15

The number of calls made on an account should most likely:

Accepted Answer

A)  equate to the maturity of the product 
B)  correspond to the seniority of the salesperson 
C)  be the same for all accounts in the territory 
D)  vary from salesperson to salesperson 
E)  relate to the sales potential of the account 
A)  equate to the maturity of the product 
B)  correspond to the seniority of the salesperson 
C)  be the same for all accounts in the territory 
D)  vary from salesperson to salesperson 
E)  relate to the sales potential of the account

Question 16

What is the first step in developing an effective sales training program?

Accepted Answer

A)  measuring sales training interest levels 
B)  conducting a training needs assessment 
C)  establishing a sales training budget 
D)  setting sales training goals 
E)  selecting a training provider 
A)  measuring sales training interest levels 
B)  conducting a training needs assessment 
C)  establishing a sales training budget 
D)  setting sales training goals 
E)  selecting a training provider

Question 17

Newspaper advertisements can attract well-qualified sales job applicants.

Accepted Answer

A) True 
 B)False

Question 18

Newly hired salespeople are more likely to become productive staff members if they participate in a job orientation and a(n):

Accepted Answer

A)  training program 
B)  college recruitment session 
C)  tour of the production facilities 
D)  introduction to corporate personnel 
E)  induction ceremony 
A)  training program 
B)  college recruitment session 
C)  tour of the production facilities 
D)  introduction to corporate personnel 
E)  induction ceremony

Question 19

A sales manager screening applicants for a sales position should most likely seek an individual who:

Accepted Answer

A)  will close sales no matter what it takes 
B)  is familiar with other employees at the firm 
C)  can bring large accounts from a competitor 
D)  has entrepreneurial ideas 
E)  is self-motivated 
A)  will close sales no matter what it takes 
B)  is familiar with other employees at the firm 
C)  can bring large accounts from a competitor 
D)  has entrepreneurial ideas 
E)  is self-motivated

Question 20

The straight commission plan encourages salespeople to engage in long-term customer development.

Accepted Answer

A) True 
 B)False

The Leadership Grid portrays dimensions of:

Situational leadership occurs when:

Ken Blanchard says that the key to developing people is to:

All of the following are good sources for recruiting quality candidates for sales jobs EXCEPT:

Paolo dos Santos,a sales manager for Paronille Corporation,provides all of his salespeople with scheduled performance appraisals.This behavior indicates that he is attempting to incorporate the dimension of:

The training programs of both small and large marketing firms should incorporate three dimensions.One of them is knowledge of the product line,company marketing strategies,territory information,and business trends.What are the other two?

What is the primary benefit of seeking job candidates within your own company?

What is the best motivation suggestion for sales managers?

________ represents the first step in helping a newly hired salesperson become a productive member of your staff.

The sales manager who appraises the performance of sales personnel regularly is displaying the leadership quality known as "consideration."

Leadership is:

The number of calls made on an account should most likely:

What is the first step in developing an effective sales training program?

Newspaper advertisements can attract well-qualified sales job applicants.

Newly hired salespeople are more likely to become productive staff members if they participate in a job orientation and a(n):

A sales manager screening applicants for a sales position should most likely seek an individual who:

The straight commission plan encourages salespeople to engage in long-term customer development.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

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Exam 17: Management of the Sales Force

The Leadership Grid portrays dimensions of:

Situational leadership occurs when:

Ken Blanchard says that the key to developing people is to:

All of the following are good sources for recruiting quality candidates for sales jobs EXCEPT:

Paolo dos Santos,a sales manager for Paronille Corporation,provides all of his salespeople with scheduled performance appraisals.This behavior indicates that he is attempting to incorporate the dimension of:

The training programs of both small and large marketing firms should incorporate three dimensions.One of them is knowledge of the product line,company marketing strategies,territory information,and business trends.What are the other two?

What is the primary benefit of seeking job candidates within your own company?

What is the best motivation suggestion for sales managers?

________ represents the first step in helping a newly hired salesperson become a productive member of your staff.

The sales manager who appraises the performance of sales personnel regularly is displaying the leadership quality known as "consideration."

Leadership is:

The number of calls made on an account should most likely:

What is the first step in developing an effective sales training program?

Newspaper advertisements can attract well-qualified sales job applicants.

Newly hired salespeople are more likely to become productive staff members if they participate in a job orientation and a(n):

A sales manager screening applicants for a sales position should most likely seek an individual who:

The straight commission plan encourages salespeople to engage in long-term customer development.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Filters