Exam 17: Management of the Sales Force

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?

Many companies are experimenting with some variation of their basic compensation plans such as awards in the form of cash or points that can be used to purchase prizes.Award programs can be styled to suit a variety of sales objectives.List and describe four possible objectives.

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

The primary purpose of measuring sales force productivity is to:

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

Most successful supervisory management personnel display two important dimensions of effective leadership: ________ and ________.

The supervisor who holds monthly sales force meetings to explain specific goals for the future and changes in policy and procedure is exhibiting:

Consideration is most likely characterized by:

The sales manager who makes decisions promptly and firmly is displaying the dimension of leadership described as "structure."

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:

Managers using rewards to motivate employees should most likely bear in mind that:

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

According to the text,if you fail the character test,you fail as a sales manager.

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. -Several sales representatives complain that Victor shows a lack of consideration for their ideas and feelings and treats them all like cogs. Which of the following would most likely help Victor improve his consideration skills?

The sales manager who treats each member of the sales force as an individual is displaying the dimension of leadership described as "consideration."

Effective sales managers set a good example and possess characteristics of both structure and consideration.

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?

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 sales managers and director of sales need to evaluate sales production levels.The company's policy has been to compare each sales representative's sales to their sales the previous year.Which of the following is the strongest argument for changing this method of evaluation?

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

What is the best motivation suggestion for sales managers?