Exam 17: Management of the Sales Force

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Victor Craig is sales director for a software company selling diagnostic software to automotive repair shops all across the country. He has been with the company for 14 months and manages a staff of six sales representatives. Victor also covers a four-state territory himself. On Monday the CEO of the company calls Victor into his office and states that management is dissatisfied with Victor's performance as sales director. Victor has 90 days to turn his performance around, or he will be fired. -Since Victor spends part of his time on the road meeting with customers,which of the following would most likely help Victor manage his sales staff?

(Multiple Choice)

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Question 61

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 crafts a descriptive ad and receives hundreds of resumes in response.He reads through them and chooses the 20 best candidates.To further screen candidates,he invites those 20 to take a test that profiles their skills.What is the best advice to give Johan about testing?

(Multiple Choice)

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Question 62

The size of the firm should dictate the scope of the sales training program.

(True/False)

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Question 63

Victor Craig is sales director for a software company selling diagnostic software to automotive repair shops all across the country. He has been with the company for 14 months and manages a staff of six sales representatives. Victor also covers a four-state territory himself. On Monday the CEO of the company calls Victor into his office and states that management is dissatisfied with Victor's performance as sales director. Victor has 90 days to turn his performance around, or he will be fired. -Management sends Victor to a workshop about coaching employees to success.At the workshop,Victor learns that the first step in the coaching process is to:

(Multiple Choice)

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Question 64

It is a good idea to field test compensation plans before full implementation.

(True/False)

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Question 65

According to Trudi Gallagher,people from which of the following countries are very punctual and private?

(Multiple Choice)

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Question 66

Scheduling a special luncheon to celebrate the closing of a large sale is a technique most likely characteristic of a supervisor who displays:

(Multiple Choice)

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Question 67

Showing 61 - 67 of 67

The size of the firm should dictate the scope of the sales training program.

It is a good idea to field test compensation plans before full implementation.

According to Trudi Gallagher,people from which of the following countries are very punctual and private?

Scheduling a special luncheon to celebrate the closing of a large sale is a technique most likely characteristic of a supervisor who displays:

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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