Question 1

A growing trend amongst companies is to link compensation to customer satisfaction.

Accepted Answer

A) True 
 B)False

Question 2

When a sales manager appraises his employee's performance on a regular basis and provides immediate and constructive feedback,he is providing:

Accepted Answer

A) motivation. 
B) leadership. 
C) structure. 
D) direction. 
E) consideration. 
A) motivation. 
B) leadership. 
C) structure. 
D) direction. 
E) consideration.

Question 3

The role of a __________ is to help others to improve performance in a specific area.

Accepted Answer

A) leader 
B) guide 
C) manager 
D) coach 
E) role model 
A) leader 
B) guide 
C) manager 
D) coach 
E) role model

Question 4

External motivation involves:

Accepted Answer

A) intrinsic rewards 
B) action taken by oneself self 
C) being greedy 
D) having an internal locus of control 
E) rewards 
A) intrinsic rewards 
B) action taken by oneself self 
C) being greedy 
D) having an internal locus of control 
E) rewards

Question 5

What are the steps of a coaching strategy?

Accepted Answer

a.Documentation of performance problems

Question 6

What is the best method of providing motivation to employees,intrinsic or extrinsic motivation?

Accepted Answer

A mix of both intrinsic and extrinsic mo

Question 7

The duties performed by sales managers tend to be quite uniform throughout the field of personal selling.

Accepted Answer

A) True 
 B)False

Question 8

The selection of sales personnel today is an art and sales managers have to rely on their "gut feelings."

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A) look for characteristics similar to those possessed by the top seller in your force. 
B) determine the actual duties the person will perform. 
C) consult the latest books on sales achievement. 
D) consult the sales staff for their recommendations. 
E) see what types of people the competing companies have in their sales department. 
A) look for characteristics similar to those possessed by the top seller in your force. 
B) determine the actual duties the person will perform. 
C) consult the latest books on sales achievement. 
D) consult the sales staff for their recommendations. 
E) see what types of people the competing companies have in their sales department.

Question 10

Congratulating an employee and recognizing their contributions to the company with a recognition ceremony is an example of providing __________ motivation.

Accepted Answer

A) verbal 
B) intrinsic 
C) non-monetary 
D) non-verbal 
E) extrinsic 
A) verbal 
B) intrinsic 
C) non-monetary 
D) non-verbal 
E) extrinsic

Question 11

The sales manager should change the compensation plan when conditions in the marketplace warrant change.

Accepted Answer

A) True 
 B)False

Question 12

Using customer goodwill generated as a method of measuring salesperson productivity,is using a __________ criteria.

Accepted Answer

A) quantitative 
B) irrational 
C) objective 
D) subjective 
E) qualitative 
A) quantitative 
B) irrational 
C) objective 
D) subjective 
E) qualitative

Question 13

What are the two main functions sales managers perform?

Accepted Answer

a.Plan and implement the firms sales str

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

A reliable way of measuring self-motivation in salespeople is by:

Accepted Answer

A) asking competitor's sales reps to evaluate the salesperson. 
B) asking them to rate themselves. 
C) giving them a problem to solve and see what effort they took to solve it. 
D) asking their co-workers for feedback. 
E) rating them on the self-motivation rating scale. 
A) asking competitor's sales reps to evaluate the salesperson. 
B) asking them to rate themselves. 
C) giving them a problem to solve and see what effort they took to solve it. 
D) asking their co-workers for feedback. 
E) rating them on the self-motivation rating scale.

Question 16

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

Accepted Answer

A) performance analysis 
B) high tolerance 
C) structure 
D) consideration 
E) recognition 
A) performance analysis 
B) high tolerance 
C) structure 
D) consideration 
E) recognition

Question 17

Informing an employee about the company's history,mission statement,business policies,compensation plans and such,at the time of starting employment with the company is called:

Accepted Answer

A) business orientation. 
B) acculturation. 
C) organization protocol. 
D) employee orientation. 
E) employee standards. 
A) business orientation. 
B) acculturation. 
C) organization protocol. 
D) employee orientation. 
E) employee standards.

Question 18

A _________ is an explanation of what the salesperson will do and under what conditions the work will be performed.

Accepted Answer

The answer of A _________ is an explanation of what...

Question 19

Effective leadership has two dimensions:

Accepted Answer

A) dominance and structure 
B) consideration and motivation 
C) dominance and consideration 
D) structure and order 
E) structure and consideration 
A) dominance and structure 
B) consideration and motivation 
C) dominance and consideration 
D) structure and order 
E) structure and consideration

Question 20

Award programs are often styled to:

Accepted Answer

A) create tax write-offs. 
B) provide internal motivation to sales people. 
C) increase sales activity. 
D) cost the company very little. 
E) compete with compensation plans of competitors. 
A) create tax write-offs. 
B) provide internal motivation to sales people. 
C) increase sales activity. 
D) cost the company very little. 
E) compete with compensation plans of competitors.

A growing trend amongst companies is to link compensation to customer satisfaction.

When a sales manager appraises his employee's performance on a regular basis and provides immediate and constructive feedback,he is providing:

The role of a __________ is to help others to improve performance in a specific area.

External motivation involves:

What are the steps of a coaching strategy?

What is the best method of providing motivation to employees,intrinsic or extrinsic motivation?

The duties performed by sales managers tend to be quite uniform throughout the field of personal selling.

The selection of sales personnel today is an art and sales managers have to rely on their "gut feelings."

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

Congratulating an employee and recognizing their contributions to the company with a recognition ceremony is an example of providing __________ motivation.

The sales manager should change the compensation plan when conditions in the marketplace warrant change.

Using customer goodwill generated as a method of measuring salesperson productivity,is using a __________ criteria.

What are the two main functions sales managers perform?

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

A reliable way of measuring self-motivation in salespeople is by:

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

Informing an employee about the company's history,mission statement,business policies,compensation plans and such,at the time of starting employment with the company is called:

A _________ is an explanation of what the salesperson will do and under what conditions the work will be performed.

Effective leadership has two dimensions:

Award programs are often styled to:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

A growing trend amongst companies is to link compensation to customer satisfaction.

When a sales manager appraises his employee's performance on a regular basis and provides immediate and constructive feedback,he is providing:

The role of a __________ is to help others to improve performance in a specific area.

External motivation involves:

What are the steps of a coaching strategy?

What is the best method of providing motivation to employees,intrinsic or extrinsic motivation?

The duties performed by sales managers tend to be quite uniform throughout the field of personal selling.

The selection of sales personnel today is an art and sales managers have to rely on their "gut feelings."

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

Congratulating an employee and recognizing their contributions to the company with a recognition ceremony is an example of providing __________ motivation.

The sales manager should change the compensation plan when conditions in the marketplace warrant change.

Using customer goodwill generated as a method of measuring salesperson productivity,is using a __________ criteria.

What are the two main functions sales managers perform?

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

A reliable way of measuring self-motivation in salespeople is by:

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

Informing an employee about the company's history,mission statement,business policies,compensation plans and such,at the time of starting employment with the company is called:

A _________ is an explanation of what the salesperson will do and under what conditions the work will be performed.

Effective leadership has two dimensions:

Award programs are often styled to:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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