Question 1

If you fail the character test,you fail as a sales manager.

Accepted Answer

A) True 
 B)False

Question 2

A salesperson's performance evaluation based entirely on qualitative and quantitative items of measurement is an unfair method of assessment.

Accepted Answer

A) True 
 B)False

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,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.
-The most practical change management could make that would allow Victor to improve his management and leadership skills and focus on those tasks would be to:

Accepted Answer

A) fire the current sales staff and hire new sales representatives who do not have a negative impression of Victor yet 
B) give his sales territory to a sales representative so Victor can focus on managing and leading instead of selling 
C) simplify the software so Victor wouldn't have to worry about training the sales staff on product knowledge 
D) move his staff to a different department so he would have no direct reports 
A) fire the current sales staff and hire new sales representatives who do not have a negative impression of Victor yet 
B) give his sales territory to a sales representative so Victor can focus on managing and leading instead of selling 
C) simplify the software so Victor wouldn't have to worry about training the sales staff on product knowledge 
D) move his staff to a different department so he would have no direct reports

Question 4

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 is planning the training process for the three members of his new team.He plans to send them to the companywide "Product Knowledge and Procedures Efficiency" training session held every 3 months for all new hires.Once they have completed that 1 ½ day training,he will run another day-long session with them on:

Accepted Answer

A) personality testing to be sure they will fit the job 
B) the history of sales 
C) the sales process and ethical sales behavior 
D) the different products they will sell 
E) filling out expense reports properly 
A) personality testing to be sure they will fit the job 
B) the history of sales 
C) the sales process and ethical sales behavior 
D) the different products they will sell 
E) filling out expense reports properly

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

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.

Accepted Answer

1.Percentage sales increase.Sales levels

Question 7

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

Accepted Answer

A) put up job ads on internet job search sites like Monster.com 
B) write up a detailed description of job duties and requirements for the positions 
C) ask all his friends if they want to to work for him 
D) draft a training schedule of what they need to know about the products 
E) sort through resumes to decide who to interview 
A) put up job ads on internet job search sites like Monster.com 
B) write up a detailed description of job duties and requirements for the positions 
C) ask all his friends if they want to to work for him 
D) draft a training schedule of what they need to know about the products 
E) sort through resumes to decide who to interview

Question 9

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 motivate her team is:

Accepted Answer

A) to teach them to cold-call correctly 
B) to ask them directly what will motivate them and then offer that as a reward for sales 
C) to offer cash bonuses for the highest dollar amount in sales each month 
D) to send her employees to a workshop on positive thinking and visualization 
E) to hire people with the right attitude and skills for sales 
A) to teach them to cold-call correctly 
B) to ask them directly what will motivate them and then offer that as a reward for sales 
C) to offer cash bonuses for the highest dollar amount in sales each month 
D) to send her employees to a workshop on positive thinking and visualization 
E) to hire people with the right attitude and skills for sales

Question 10

Which one of the following is a good motivation guideline to be adopted by sales managers?

Accepted Answer

A) Use external motivation methods exclusively. 
B) Recognize that creating the conditions for internal motivation is very difficult. 
C) Recognize that external motivation has almost no impact on performance. 
D) Attempt to use a mix of external rewards and internal satisfaction. 
E) Employees who do not respond to external motivation will never perform well. 
A) Use external motivation methods exclusively. 
B) Recognize that creating the conditions for internal motivation is very difficult. 
C) Recognize that external motivation has almost no impact on performance. 
D) Attempt to use a mix of external rewards and internal satisfaction. 
E) Employees who do not respond to external motivation will never perform well.

Question 11

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 compensation plan they'd had--commission with a draw provision--was tempting the sales representatives to compete too hard with each other and cross ethical lines.To maintain some healthy competition but encourage the sales representatives to act in the company spirit,the group decided to try compensating sales representatives by:

Accepted Answer

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

Question 12

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

Question 13

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

Question 14

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.
-Several of the sales representatives complain that Victor shows a lack of consideration by treating them as interchangeable cogs.They give the examples that the representative who is fluent in Spanish was not assigned the territory containing a high percentage of Spanish-speaking clients,and that Victor requires that the sales representative whose clients arrive at work at 8 am Pacific time and leave at 6 pm Pacific time be at work from 8 am to 5:30 pm Eastern time,thereby spending three hours each morning not able to do presentations. What is a way Victor could work on his consideration skills?

Accepted Answer

A) make blanket policies to treat employees equally 
B) take a communication skills class 
C) ask sales representatives for their input on how they could do their jobs more effectively and implement their suggestions 
D) take up a creative hobby like painting to increase his softer side 
E) make SMART goals for better sales results from the sales team 
A) make blanket policies to treat employees equally 
B) take a communication skills class 
C) ask sales representatives for their input on how they could do their jobs more effectively and implement their suggestions 
D) take up a creative hobby like painting to increase his softer side 
E) make SMART goals for better sales results from the sales team

Question 15

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

Accepted Answer

A) concentrate on catching them doing something right 
B) give them a clear path to follow for their careers 
C) mentor them closely 
D) make sure they're in jobs that fit their skill sets 
E) use both internal and external rewards 
A) concentrate on catching them doing something right 
B) give them a clear path to follow for their careers 
C) mentor them closely 
D) make sure they're in jobs that fit their skill sets 
E) use both internal and external rewards

Question 16

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 consideration 
B) high structure 
C) role modeling 
D) self-expression 
E) high task orientation 
A) high consideration 
B) high structure 
C) role modeling 
D) self-expression 
E) high task orientation

Question 17

A compensation plan which will likely produce the greatest degree of company-centeredness and financial security for the employee is:

Accepted Answer

A) 100 percent commission plan 
B) guaranteed salary 
C) straight salary 
D) guaranteed salary plus a bonus 
E) straight commission plus a bonus 
A) 100 percent commission plan 
B) guaranteed salary 
C) straight salary 
D) guaranteed salary plus a bonus 
E) straight commission plus a bonus

Question 18

Newspaper advertisements can attract well-qualified sales job applicants.

Accepted Answer

A) True 
 B)False

Question 19

The 100 percent or straight commission plan is one of the best compensation methods if your goal is long-term customer development.

Accepted Answer

A) True 
 B)False

Question 20

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) a review of company benefits 
C) tour of the production facilities 
D) introduction to corporate personnel 
E) induction or hazing process 
A) training program 
B) a review of company benefits 
C) tour of the production facilities 
D) introduction to corporate personnel 
E) induction or hazing process

If you fail the character test,you fail as a sales manager.

A salesperson's performance evaluation based entirely on qualitative and quantitative items of measurement is an unfair method of assessment.

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

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.

Leadership is:

Which one of the following is a good motivation guideline to be adopted by sales managers?

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

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.

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

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

A compensation plan which will likely produce the greatest degree of company-centeredness and financial security for the employee is:

Newspaper advertisements can attract well-qualified sales job applicants.

The 100 percent or straight commission plan is one of the best compensation methods if your goal is long-term customer development.

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

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

If you fail the character test,you fail as a sales manager.

A salesperson's performance evaluation based entirely on qualitative and quantitative items of measurement is an unfair method of assessment.

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

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.

Leadership is:

Which one of the following is a good motivation guideline to be adopted by sales managers?

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

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.

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

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

A compensation plan which will likely produce the greatest degree of company-centeredness and financial security for the employee is:

Newspaper advertisements can attract well-qualified sales job applicants.

The 100 percent or straight commission plan is one of the best compensation methods if your goal is long-term customer development.

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

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