Question 1

The first step toward identifying the type of applicant to be recruited for a sales job is to:

Accepted Answer

A) determine the compensation plan 
B) consult the sales staff for recommendations 
C) determine the actual duties of the position 
D) develop personality and skills assessments 
E) search for applicants from traditional sources 
A) determine the compensation plan 
B) consult the sales staff for recommendations 
C) determine the actual duties of the position 
D) develop personality and skills assessments 
E) search for applicants from traditional sources

Question 2

Which of the following would LEAST likely be an objective of a compensation plan developed for sales team members?

Accepted Answer

A) identifying sources for hiring new salespeople 
B) increasing sales by a specific percentage 
C) increasing the number of sales calls 
D) establishing new accounts 
E) selling specific products 
A) identifying sources for hiring new salespeople 
B) increasing sales by a specific percentage 
C) increasing the number of sales calls 
D) establishing new accounts 
E) selling specific products

Question 3

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.
-The CEO suggests that Victor attend a training program for sales managers.If the program is like most others,which of the following topics will most likely be covered?

Accepted Answer

A) motivating salespeople 
B) forecasting short-term sales 
C) managing sales territories 
D) handling office politics 
E) calculating ROI 
A) motivating salespeople 
B) forecasting short-term sales 
C) managing sales territories 
D) handling office politics 
E) calculating ROI

Question 4

A(n)________ is an explanation of what the salesperson will do and under what conditions the work will be performed.

Accepted Answer

The answer of A(n)________ is an explanation of what the...

Question 5

Which of the following questions is LEAST relevant when developing a job description for a sales position?

Accepted Answer

A) Will the person be developing a new sales territory? 
B) Is the product well established in the marketplace? 
C) What is the average rate of employee turnover? 
D) Will the salesperson work independently? 
E) What amount of travel will be required? 
A) Will the person be developing a new sales territory? 
B) Is the product well established in the marketplace? 
C) What is the average rate of employee turnover? 
D) Will the salesperson work independently? 
E) What amount of travel will be required?

Question 6

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 7

Managers who use rewards as external motivators for salespeople should most likely:

Accepted Answer

A) set goals that are realistic 
B) set goals based only on final sales numbers 
C) give rewards at regular intervals 
D) give primarily financial rewards 
E) give the same rewards to all salespeople 
A) set goals that are realistic 
B) set goals based only on final sales numbers 
C) give rewards at regular intervals 
D) give primarily financial rewards 
E) give the same rewards to all salespeople

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.
-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:

Accepted Answer

A) appeal to the salesperson's emotions by sharing personal experiences 
B) allow the salesperson to suggest ideas for improving performance 
C) enable a salesperson to admit that a performance problem exists 
D) create and implement a new presentation style for the salesperson 
E) observe and assess employee performance during actual sales calls 
A) appeal to the salesperson's emotions by sharing personal experiences 
B) allow the salesperson to suggest ideas for improving performance 
C) enable a salesperson to admit that a performance problem exists 
D) create and implement a new presentation style for the salesperson 
E) observe and assess employee performance during actual sales calls

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

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 11

The functions performed by sales managers include planning,recruiting,training,budgeting,developing compensation plans,and assessing sales force productivity.

Accepted Answer

A) True 
 B)False

Question 12

The sales manager should not change the compensation plan,even if conditions in the marketplace warrant a change.

Accepted Answer

A) True 
 B)False

Question 13

A salesperson's performance evaluation is typically based entirely on qualitative items of measurement because quantitative criteria are viewed as unfair and subjective.

Accepted Answer

A) True 
 B)False

Question 14

Today,selecting effective salespeople is more of a science and less of an art.

Accepted Answer

A) True 
 B)False

Question 15

Which compensation plan would appeal to a salesperson who likes the idea of "pay for performance," but also likes some job security?

Accepted Answer

A) guaranteed salary 
B) straight salary 
C) fixed salary plus bonus 
D) straight commission plan 
E) commission plan with a draw provision 
A) guaranteed salary 
B) straight salary 
C) fixed salary plus bonus 
D) straight commission plan 
E) commission plan with a draw provision

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.
-Aspen manages a team of sales representatives who have all chosen careers in sales because it allows them to make a living interacting with and helping people.One of the biggest sources of internal motivation for her sales team is most likely the ability to:

Accepted Answer

A) convince people to buy products they don't need 
B) solve their customers' problems 
C) ask people to spend money on sports equipment 
D) discount prices when they need to make a sale 
E) explore sports they would otherwise not have tried 
A) convince people to buy products they don't need 
B) solve their customers' problems 
C) ask people to spend money on sports equipment 
D) discount prices when they need to make a sale 
E) explore sports they would otherwise not have tried

Question 17

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 18

What is the best suggestion for assessing sales force productivity?

Accepted Answer

A) Recognize that frequency of sales calls is the best indicator of success. 
B) Realize that sales call frequency must be compared to the profit earned on each account. 
C) Recognize that assessing sales force productivity is more "art" than "science." 
D) Compare salespeople with others on the sales force who have similarly-sized territories. 
E) Compare a salesperson's current productivity with past productivity. 
A) Recognize that frequency of sales calls is the best indicator of success. 
B) Realize that sales call frequency must be compared to the profit earned on each account. 
C) Recognize that assessing sales force productivity is more "art" than "science." 
D) Compare salespeople with others on the sales force who have similarly-sized territories. 
E) Compare a salesperson's current productivity with past productivity.

Question 19

The process of planning,implementing,and controlling the personal selling function is called:

Accepted Answer

A) leadership 
B) sales management 
C) comptrolling 
D) organizational strategy 
E) motivation 
A) leadership 
B) sales management 
C) comptrolling 
D) organizational strategy 
E) motivation

Question 20

Newspaper advertisements can attract well-qualified sales job applicants.

Accepted Answer

A) True 
 B)False

The first step toward identifying the type of applicant to be recruited for a sales job is to:

Which of the following would LEAST likely be an objective of a compensation plan developed for sales team members?

A(n)________ is an explanation of what the salesperson will do and under what conditions the work will be performed.

Which of the following questions is LEAST relevant when developing a job description for a sales position?

Managers who use rewards as external motivators for salespeople should most likely:

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

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

The functions performed by sales managers include planning,recruiting,training,budgeting,developing compensation plans,and assessing sales force productivity.

The sales manager should not change the compensation plan,even if conditions in the marketplace warrant a change.

A salesperson's performance evaluation is typically based entirely on qualitative items of measurement because quantitative criteria are viewed as unfair and subjective.

Today,selecting effective salespeople is more of a science and less of an art.

Which compensation plan would appeal to a salesperson who likes the idea of "pay for performance," but also likes some job security?

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

What is the best suggestion for assessing sales force productivity?

The process of planning,implementing,and controlling the personal selling function is called:

Newspaper advertisements can attract well-qualified sales job applicants.

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 first step toward identifying the type of applicant to be recruited for a sales job is to:

Which of the following would LEAST likely be an objective of a compensation plan developed for sales team members?

A(n)________ is an explanation of what the salesperson will do and under what conditions the work will be performed.

Which of the following questions is LEAST relevant when developing a job description for a sales position?

Managers who use rewards as external motivators for salespeople should most likely:

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

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

The functions performed by sales managers include planning,recruiting,training,budgeting,developing compensation plans,and assessing sales force productivity.

The sales manager should not change the compensation plan,even if conditions in the marketplace warrant a change.

A salesperson's performance evaluation is typically based entirely on qualitative items of measurement because quantitative criteria are viewed as unfair and subjective.

Today,selecting effective salespeople is more of a science and less of an art.

Which compensation plan would appeal to a salesperson who likes the idea of "pay for performance," but also likes some job security?

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

What is the best suggestion for assessing sales force productivity?

The process of planning,implementing,and controlling the personal selling function is called:

Newspaper advertisements can attract well-qualified sales job applicants.

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