Question 1

At large firms like Hewlett-Packard,a job candidate may have:

Accepted Answer

A) one personal interview 
B) two separate personal interviews 
C) as many as six personal interviews 
D) group interviews only 
E) no personal interview 
A) one personal interview 
B) two separate personal interviews 
C) as many as six personal interviews 
D) group interviews only 
E) no personal interview

Question 2

Consideration is characterized by:

Accepted Answer

A) prioritizing the group over the individual 
B) caring more about the welfare of employees than about self 
C) becoming personal friends with employees 
D) a climate of good two-way communication between leader and team member 
E) close supervision of each salesperson to make sure they adhere to company standards 
A) prioritizing the group over the individual 
B) caring more about the welfare of employees than about self 
C) becoming personal friends with employees 
D) a climate of good two-way communication between leader and team member 
E) close supervision of each salesperson to make sure they adhere to company standards

Question 3

The best measure of salesforce productivity is:

Accepted Answer

A) comparing the number of calls each salesperson makes 
B) comparing the number of sales presentations each salesperson makes 
C) analyzing total sales volume 
D) analyzing the profitability of each salesperson's sales volume 
E) analyzing the ratio of profits to sales for the salesforce 
A) comparing the number of calls each salesperson makes 
B) comparing the number of sales presentations each salesperson makes 
C) analyzing total sales volume 
D) analyzing the profitability of each salesperson's sales volume 
E) analyzing the ratio of profits to sales for the salesforce

Question 4

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

Accepted Answer

A) consideration 
B) structure 
C) performance analysis 
D) recognition 
E) strategy 
A) consideration 
B) structure 
C) performance analysis 
D) recognition 
E) strategy

Question 5

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

Question 6

Which of the following is good advice if you want to assess sales force productivity?

Accepted Answer

A) Recognize that frequency of sales calls is the best indicator of success. 
B) Recognize that information regarding frequency of sales is helpful only when compared to the profit earned on each account. 
C) Recognize that assessing sales force productivity is more "art" than "science." 
D) Compare salespeople with those with similarly-sized territories. 
E) Compare a salesperson's current productivity with his or her past productivity. 
A) Recognize that frequency of sales calls is the best indicator of success. 
B) Recognize that information regarding frequency of sales is helpful only when compared to the profit earned on each account. 
C) Recognize that assessing sales force productivity is more "art" than "science." 
D) Compare salespeople with those with similarly-sized territories. 
E) Compare a salesperson's current productivity with his or her past productivity.

Question 7

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 8

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 they are opening up.As sales manager,he is tasked with hiring and training three new sales representatives for his team.
-While he is interviewing the finalist candidates,Johan asks them standard interview questions about their strengths and weaknesses,and a professional challenge they've experienced.In addition,to find out what their sales philosophy is,he asks them:

Accepted Answer

A) "What type of commission structure do you expect from this position?" 
B) "What products have you sold before?" 
C) "How long have you been working in sales?" 
D) to sell him the insulated travel coffee mug he has on his desk 
E) to talk about a time they were asked to confront a personal fear 
A) "What type of commission structure do you expect from this position?" 
B) "What products have you sold before?" 
C) "How long have you been working in sales?" 
D) to sell him the insulated travel coffee mug he has on his desk 
E) to talk about a time they were asked to confront a personal fear

Question 9

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,as well as covering a four-state territory himself.
One Monday the CEO of the company calls Victor into his office and tells him that management is dissatisfied with his performance as sales director,and that they are giving him 90 days to turn his performance around or he will be fired.
-One sales representative complains that she has no way to keep track of her pipeline and sales forecasts in a way she can share with Victor,and that he goes for weeks without being willing to give her feedback on her pipeline and process,then demands up-to-date figures with no notice. Victor needs to work on providing consistent:

Accepted Answer

A) demonstrations 
B) accounting 
C) thoughtfulness 
D) structure 
E) consideration 
A) demonstrations 
B) accounting 
C) thoughtfulness 
D) structure 
E) consideration

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

A sales manager can review relationships with accounts at any time using CRM software by:

Accepted Answer

A) asking an assistant to gather call notes from salespeople on their accounts 
B) reading a salesperson's notes on the account in the system 
C) calling current contacts at each account to make sure the account was being serviced properly 
D) printing pipeline reports 
E) sending emails through the system asking salespeople for information 
A) asking an assistant to gather call notes from salespeople on their accounts 
B) reading a salesperson's notes on the account in the system 
C) calling current contacts at each account to make sure the account was being serviced properly 
D) printing pipeline reports 
E) sending emails through the system asking salespeople for information

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

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 they are opening up.As sales manager,he is tasked with hiring and training three new sales representatives for his team.
-Johan crafts a descriptive ad and receives a hundred resumes in response.He reads through them and chooses the 20 best candidates.To further screen candidates,he invites those 20 in to take a test that profiles their skills.Based on the results of this test:

Accepted Answer

A) he learns more about how to structure the positions he is hiring for 
B) he is more confused about which candidates will fit the jobs best 
C) he decides to run more job ads in different venues 
D) he chooses which candidates to hire 
E) he takes the 10 candidates with the best skills match and interviews them in person 
A) he learns more about how to structure the positions he is hiring for 
B) he is more confused about which candidates will fit the jobs best 
C) he decides to run more job ads in different venues 
D) he chooses which candidates to hire 
E) he takes the 10 candidates with the best skills match and interviews them in person

Question 14

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

Accepted Answer

structure;

Question 15

The number of calls made on an account should:

Accepted Answer

A) be no more frequent than one per week 
B) correspond to the seniority of the salesperson 
C) be the same for all accounts 
D) vary from salesperson to salesperson 
E) bear some relationship to the sales and profit potential of that account 
A) be no more frequent than one per week 
B) correspond to the seniority of the salesperson 
C) be the same for all accounts 
D) vary from salesperson to salesperson 
E) bear some relationship to the sales and profit potential of that account

Question 16

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) consult the sales staff for their recommendations 
C) determine the actual duties the person will perform 
D) see what types of people the competing companies have in their sales department 
E) determine what qualities the other salespeople have,and look for qualities that complement and round out the team 
A) look for characteristics similar to those possessed by the top seller in your force 
B) consult the sales staff for their recommendations 
C) determine the actual duties the person will perform 
D) see what types of people the competing companies have in their sales department 
E) determine what qualities the other salespeople have,and look for qualities that complement and round out the team

Question 17

A sales manager screening applicants for a sales position should be looking for an individual who

Accepted Answer

A) will close sales no matter what it takes 
B) has wide acquaintanceship within the sales territory 
C) can bring large accounts with him/her 
D) has probable access to trade secrets 
E) is interested in the position and is self-motivated 
A) will close sales no matter what it takes 
B) has wide acquaintanceship within the sales territory 
C) can bring large accounts with him/her 
D) has probable access to trade secrets 
E) is interested in the position and is self-motivated

Question 18

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

Accepted Answer

A) internet job sites 
B) mediation agencies 
C) newspaper advertisements 
D) employment agencies 
E) candidates within the company 
A) internet job sites 
B) mediation agencies 
C) newspaper advertisements 
D) employment agencies 
E) candidates within the company

Question 19

Compensation plans can be designed to:

Accepted Answer

A) create disparity between the top sellers and the bottom sellers 
B) increase sales by percentage 
C) weed out low performers 
D) create competition between different kinds of salespeople for the same accounts 
E) decrease sales volume 
A) create disparity between the top sellers and the bottom sellers 
B) increase sales by percentage 
C) weed out low performers 
D) create competition between different kinds of salespeople for the same accounts 
E) decrease sales volume

Question 20

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 they are opening up.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 already knows that she fits into the company culture and understands its mission. 
B) He knows that he can pay her less than he would have to pay someone hired from outside the company. 
C) He has a personal friendship with her,which means he will be able to manage her. 
D) He knows that she is outgoing,and that that 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 already knows that she fits into the company culture and understands its mission. 
B) He knows that he can pay her less than he would have to pay someone hired from outside the company. 
C) He has a personal friendship with her,which means he will be able to manage her. 
D) He knows that she is outgoing,and that that 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.

At large firms like Hewlett-Packard,a job candidate may have:

Consideration is characterized by:

The best measure of salesforce productivity is:

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

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

Which of the following is good advice if you want to assess sales force productivity?

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

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

A sales manager can review relationships with accounts at any time using CRM software by:

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

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

The number of calls made on an account should:

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

A sales manager screening applicants for a sales position should be looking for an individual who

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

Compensation plans can be designed to:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

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

Exam 17: Management of the Sales Force

At large firms like Hewlett-Packard,a job candidate may have:

Consideration is characterized by:

The best measure of salesforce productivity is:

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

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

Which of the following is good advice if you want to assess sales force productivity?

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

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

A sales manager can review relationships with accounts at any time using CRM software by:

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

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

The number of calls made on an account should:

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

A sales manager screening applicants for a sales position should be looking for an individual who

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

Compensation plans can be designed to:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

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

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