Question 1

According to the authors of How to Hire and Develop Your Next Top Performer,about half of the people working in sales should be doing something else.

Accepted Answer

A) True 
 B)False  True

Question 2

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.
-Soon after receiving the promotion,Johan is approached by the administrative assistant of his former sales unit.She tells him that she wants to join his team as a sales representative.She points out that she has solid knowledge of the products and company procedures already,and that he knows that she is a hard worker.What other benefit would there be to Johan in hiring her as a sales representative?

Accepted Answer

A) He knows that she fits into the company culture and understands its mission. 
B) He knows that he can pay her less than someone hired from outside the company. 
C) He has a personal friendship with her,which means he will be able to manage her better. 
D) He knows that she is outgoing,which is the primary characteristic of a good salesperson. 
E) He has never had a disagreement with her,so there is no reason not to hire her. 
A) He knows that she fits into the company culture and understands its mission. 
B) He knows that he can pay her less than someone hired from outside the company. 
C) He has a personal friendship with her,which means he will be able to manage her better. 
D) He knows that she is outgoing,which is the primary characteristic of a good salesperson. 
E) He has never had a disagreement with her,so there is no reason not to hire her. A

Question 3

Which of the following characteristics of a sales manager provides evidence of structure?

Accepted Answer

A) Policies and procedures are clearly defined. 
B) Each salesperson is treated as an individual. 
C) Efficient communication is given a high priority. 
D) Members of the sales force receive regular recognition. 
E) Salespeople are encouraged to solve their own problems 
A) Policies and procedures are clearly defined. 
B) Each salesperson is treated as an individual. 
C) Efficient communication is given a high priority. 
D) Members of the sales force receive regular recognition. 
E) Salespeople are encouraged to solve their own problems A

Question 4

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 5

Some organizations are using ability or aptitude assessment instruments to determine future performance in certain types of sales jobs.Experts in the field of employment testing say that test scores:

Accepted Answer

A) can be very misleading to the employer,so they should not be used 
B) should not be considered because of possible legal problems 
C) are not helpful for most firms because of validity issues 
D) can be helpful when used in conjunction with other criteria 
E) are excellent measures to determine future performance 
A) can be very misleading to the employer,so they should not be used 
B) should not be considered because of possible legal problems 
C) are not helpful for most firms because of validity issues 
D) can be helpful when used in conjunction with other criteria 
E) are excellent measures to determine future performance

Question 6

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.
-During the interviewing process,Johan needs to determine if candidates have certain qualities that are necessary for sales success.Which of the following characteristics is most important for a sales job?

Accepted Answer

A) spatial skills 
B) physical stamina 
C) compliance 
D) self-motivation 
E) cognitive ability 
A) spatial skills 
B) physical stamina 
C) compliance 
D) self-motivation 
E) cognitive ability

Question 7

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

Accepted Answer

A) high structure and high consideration 
B) high structure and low consideration 
C) low structure and low consideration 
D) self-expression tendencies 
E) high task orientation 
A) high structure and high consideration 
B) high structure and low consideration 
C) low structure and low consideration 
D) self-expression tendencies 
E) high task orientation

Question 8

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.
-One sales representative complains that she never knows where she stands with Victor because he rarely provides feedback.The sales representative also indicates that Victor fails to communicate his expectations to sales team members.Victor most likely needs to work on the leadership dimension of:

Accepted Answer

A) mentoring 
B) motivation 
C) organization 
D) structure 
E) consideration 
A) mentoring 
B) motivation 
C) organization 
D) structure 
E) consideration

Question 9

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.
-What should Johan do first to begin the process of hiring new team members?

Accepted Answer

A) Place job ads on Internet job search sites like Monster.com. 
B) Write a detailed description of job duties and requirements. 
C) Engage an employment agency to find qualified candidates. 
D) Draft a training schedule of what skills employees need. 
E) Sort through resumes to decide who should be interviewed first. 
A) Place job ads on Internet job search sites like Monster.com. 
B) Write a detailed description of job duties and requirements. 
C) Engage an employment agency to find qualified candidates. 
D) Draft a training schedule of what skills employees need. 
E) Sort through resumes to decide who should be interviewed first.

Question 10

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 11

Rosalinda Goldstein,a sales manager,is rated very low in the quality described as "structure." What steps should she take to incorporate more structure into her leadership style?

Accepted Answer

1.Ensure that planning sessions take pla

Question 12

In many cases,intrinsic motivators have a more long-term effect on the attitudes of salespeople than extrinsic motivators do.

Accepted Answer

A) True 
 B)False

Question 13

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 14

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 15

________ 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 16

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.
-To provide external motivation,Aspen is considering a sales contest.What is the best advice to give Aspen as she designs the contest?

Accepted Answer

A) Keep contest time frames short to increase the number of winners. 
B) Use contests frequently to ensure long-term motivation. 
C) Expand territory sizes to ensure the contest motivates all salespeople. 
D) Utilize the same reward for every sales contest to ensure equity. 
E) Provide cash bonuses to all contest winners to ensure full participation. 
A) Keep contest time frames short to increase the number of winners. 
B) Use contests frequently to ensure long-term motivation. 
C) Expand territory sizes to ensure the contest motivates all salespeople. 
D) Utilize the same reward for every sales contest to ensure equity. 
E) Provide cash bonuses to all contest winners to ensure full participation.

Question 17

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 18

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 19

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?

Accepted Answer

A) active listening principles 
B) videoconferencing tools 
C) territory management skills 
D) stress relief activities 
E) blogging capabilities 
A) active listening principles 
B) videoconferencing tools 
C) territory management skills 
D) stress relief activities 
E) blogging capabilities

Question 20

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

Accepted Answer

A) Italy 
B) Saudi Arabia 
C) Mexico 
D) Switzerland 
E) France 
A) Italy 
B) Saudi Arabia 
C) Mexico 
D) Switzerland 
E) France

According to the authors of How to Hire and Develop Your Next Top Performer,about half of the people working in sales should be doing something else.

Which of the following characteristics of a sales manager provides evidence of structure?

Leadership is:

Some organizations are using ability or aptitude assessment instruments to determine future performance in certain types of sales jobs.Experts in the field of employment testing say that test scores:

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

Rosalinda Goldstein,a sales manager,is rated very low in the quality described as "structure." What steps should she take to incorporate more structure into her leadership style?

In many cases,intrinsic motivators have a more long-term effect on the attitudes of salespeople than extrinsic motivators do.

Situational leadership occurs when:

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

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

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

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

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

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

According to the authors of How to Hire and Develop Your Next Top Performer,about half of the people working in sales should be doing something else.

Which of the following characteristics of a sales manager provides evidence of structure?

Leadership is:

Some organizations are using ability or aptitude assessment instruments to determine future performance in certain types of sales jobs.Experts in the field of employment testing say that test scores:

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

Rosalinda Goldstein,a sales manager,is rated very low in the quality described as "structure." What steps should she take to incorporate more structure into her leadership style?

In many cases,intrinsic motivators have a more long-term effect on the attitudes of salespeople than extrinsic motivators do.

Situational leadership occurs when:

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

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

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

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

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

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