Question 1

First-line managers spend less time directing the performance of the sales force than higher-level managers.

Accepted Answer

A) True 
 B)False  False

Question 2

Which approach to sales training would most likely include case studies?

Accepted Answer

A)  Lecturing 
B)  Role playing 
C)  Discussion 
D)  Discovery 
E)  Practical 
A)  Lecturing 
B)  Role playing 
C)  Discussion 
D)  Discovery 
E)  Practical C

Question 3

A court would most likely rule in favor of an employer charged with employment discrimination if the employment decision was based on a(n):

Accepted Answer

A)  unrelated employment practice. 
B)  non-limiting physical disability. 
C)  bona fide occupational qualification. 
D)  compensation for reverse discrimination. 
E)  regulation against an underrepresented minority group. 
A)  unrelated employment practice. 
B)  non-limiting physical disability. 
C)  bona fide occupational qualification. 
D)  compensation for reverse discrimination. 
E)  regulation against an underrepresented minority group. C

Question 4

Discussion,role playing,and on-the-job training are the three primary training methods.

Accepted Answer

A) True 
 B)False

Question 5

The sales force budget is the amount of money available or assigned to a sales manager for a period of time,usually one month.

Accepted Answer

A) True 
 B)False

Question 6

The first step in the breakdown approach of determining appropriate sales force size is to:

Accepted Answer

A)  determine the size of sales territories. 
B)  determine the number of sales territories. 
C)  forecast sales and determine sales potentials. 
D)  determine organizational sales volume. 
E)  forecast sales volume for each key account. 
A)  determine the size of sales territories. 
B)  determine the number of sales territories. 
C)  forecast sales and determine sales potentials. 
D)  determine organizational sales volume. 
E)  forecast sales volume for each key account.

Question 7

Employment planning refers to the allocation of sales staff to various territories and districts.

Accepted Answer

A) True 
 B)False

Question 8

Differentiate between centralized training and decentralized training.

Accepted Answer

Centralized training programs usually in

Question 9

The sales force budget is most likely based on estimates of:

Accepted Answer

A)  industry sales. 
B)  sales forecasts. 
C)  long-term staffing needs. 
D)  training costs and functions. 
E)  labor market supply expectations. 
A)  industry sales. 
B)  sales forecasts. 
C)  long-term staffing needs. 
D)  training costs and functions. 
E)  labor market supply expectations.

Question 10

The relatively fixed,formally defined relationship among jobs within an organization is called its organizational:

Accepted Answer

A)  evaluation. 
B)  function. 
C)  description. 
D)  design. 
E)  structure. 
A)  evaluation. 
B)  function. 
C)  description. 
D)  design. 
E)  structure.

Question 11

Which of the following is a major problem commonly experienced by salespeople who are promoted to management positions?

Accepted Answer

A)  Lack of sales knowledge 
B)  Too much peer support 
C)  Lack of enthusiasm 
D)  Conflicts due to sales knowledge 
E)  Expectation to perform immediately 
A)  Lack of sales knowledge 
B)  Too much peer support 
C)  Lack of enthusiasm 
D)  Conflicts due to sales knowledge 
E)  Expectation to perform immediately

Question 12

What is a drawback of personal interviews?

Accepted Answer

A)  Highly expensive 
B)  Potentially subjective 
C)  Too time consuming 
D)  Overly fact-based 
E)  Frequently discriminatory 
A)  Highly expensive 
B)  Potentially subjective 
C)  Too time consuming 
D)  Overly fact-based 
E)  Frequently discriminatory

Question 13

In a sales training program,new recruits were asked to sell insurance to a hypothetical prospect.Which basic training method was most likely being used?

Accepted Answer

A)  Case extrapolation 
B)  On-the-job training 
C)  Role playing 
D)  Discussion 
E)  Classroom counseling 
A)  Case extrapolation 
B)  On-the-job training 
C)  Role playing 
D)  Discussion 
E)  Classroom counseling

Question 14

What do the EEOC and the ADA have in common?

Accepted Answer

A)  Both are established to eliminate gender discrimination outside work premises. 
B)  Both are responsible for eliminating discriminatory practices at work. 
C)  Both make sure organizations hire adequate numbers of people. 
D)  Neither has the real authority to curb recruitment violations. 
E)  Both are responsible for reducing unemployment. 
A)  Both are established to eliminate gender discrimination outside work premises. 
B)  Both are responsible for eliminating discriminatory practices at work. 
C)  Both make sure organizations hire adequate numbers of people. 
D)  Neither has the real authority to curb recruitment violations. 
E)  Both are responsible for reducing unemployment.

Question 15

Multicultural organizations typically suffer from higher levels of prejudice,discrimination,and intergroup conflict than organizations that follow cultural consistency.

Accepted Answer

A) True 
 B)False

Question 16

_____ is defined as the recruitment and selection of applicants for sales jobs.

Accepted Answer

A)  Employment planning 
B)  Motivational directing 
C)  Sales forecasting 
D)  Corporate leading 
E)  People planning 
A)  Employment planning 
B)  Motivational directing 
C)  Sales forecasting 
D)  Corporate leading 
E)  People planning

Question 17

The sales manager for Humphrey Electronics is preparing a written statement that describes what a salesperson is expected to do,how he/she will do it,why these duties are important,and the salary range for the position.The document the manager is working on is called a job:

Accepted Answer

A)  analysis. 
B)  description. 
C)  evaluation. 
D)  posting. 
E)  metric. 
A)  analysis. 
B)  description. 
C)  evaluation. 
D)  posting. 
E)  metric.

Question 18

Which of the following typically links salespeople to the rest of the company?

Accepted Answer

A)  HR manager 
B)  Regional sales manager 
C)  District manager 
D)  Technical manager 
E)  National sales manager 
A)  HR manager 
B)  Regional sales manager 
C)  District manager 
D)  Technical manager 
E)  National sales manager

Question 19

During the _____ part of the role playing procedure,the trainee is asked to think about,and then describe,the largest potential account and its buyer?

Accepted Answer

A)  'critique the participants' 
B)  'act-out the buyer' 
C)  'establish the situation' 
D)  'brief the participants' 
E)  'cast the characters' 
A)  'critique the participants' 
B)  'act-out the buyer' 
C)  'establish the situation' 
D)  'brief the participants' 
E)  'cast the characters'

Question 20

Last month,Westover Chemical salespeople from across the country gathered at the firm's home office to receive training on the firm's new line of slow-release weed killers.The facility has numerous classrooms and sales laboratories.The meeting is most likely an example of:

Accepted Answer

A)  centralized training. 
B)  classroom counseling. 
C)  active socialization. 
D)  decentralized selling. 
E)  operational training 
A)  centralized training. 
B)  classroom counseling. 
C)  active socialization. 
D)  decentralized selling. 
E)  operational training

First-line managers spend less time directing the performance of the sales force than higher-level managers.

Which approach to sales training would most likely include case studies?

A court would most likely rule in favor of an employer charged with employment discrimination if the employment decision was based on a(n):

Discussion,role playing,and on-the-job training are the three primary training methods.

The sales force budget is the amount of money available or assigned to a sales manager for a period of time,usually one month.

The first step in the breakdown approach of determining appropriate sales force size is to:

Employment planning refers to the allocation of sales staff to various territories and districts.

Differentiate between centralized training and decentralized training.

The sales force budget is most likely based on estimates of:

The relatively fixed,formally defined relationship among jobs within an organization is called its organizational:

Which of the following is a major problem commonly experienced by salespeople who are promoted to management positions?

What is a drawback of personal interviews?

In a sales training program,new recruits were asked to sell insurance to a hypothetical prospect.Which basic training method was most likely being used?

What do the EEOC and the ADA have in common?

Multicultural organizations typically suffer from higher levels of prejudice,discrimination,and intergroup conflict than organizations that follow cultural consistency.

_____ is defined as the recruitment and selection of applicants for sales jobs.

The sales manager for Humphrey Electronics is preparing a written statement that describes what a salesperson is expected to do,how he/she will do it,why these duties are important,and the salary range for the position.The document the manager is working on is called a job:

Which of the following typically links salespeople to the rest of the company?

During the _____ part of the role playing procedure,the trainee is asked to think about,and then describe,the largest potential account and its buyer?

Last month,Westover Chemical salespeople from across the country gathered at the firm's home office to receive training on the firm's new line of slow-release weed killers.The facility has numerous classrooms and sales laboratories.The meeting is most likely an example of:

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 16: Planning, Staffing, and Training Successful Salespeople

First-line managers spend less time directing the performance of the sales force than higher-level managers.

Which approach to sales training would most likely include case studies?

A court would most likely rule in favor of an employer charged with employment discrimination if the employment decision was based on a(n):

Discussion,role playing,and on-the-job training are the three primary training methods.

The sales force budget is the amount of money available or assigned to a sales manager for a period of time,usually one month.

The first step in the breakdown approach of determining appropriate sales force size is to:

Employment planning refers to the allocation of sales staff to various territories and districts.

Differentiate between centralized training and decentralized training.

The sales force budget is most likely based on estimates of:

The relatively fixed,formally defined relationship among jobs within an organization is called its organizational:

Which of the following is a major problem commonly experienced by salespeople who are promoted to management positions?

What is a drawback of personal interviews?

In a sales training program,new recruits were asked to sell insurance to a hypothetical prospect.Which basic training method was most likely being used?

What do the EEOC and the ADA have in common?

Multicultural organizations typically suffer from higher levels of prejudice,discrimination,and intergroup conflict than organizations that follow cultural consistency.

_____ is defined as the recruitment and selection of applicants for sales jobs.

The sales manager for Humphrey Electronics is preparing a written statement that describes what a salesperson is expected to do,how he/she will do it,why these duties are important,and the salary range for the position.The document the manager is working on is called a job:

Which of the following typically links salespeople to the rest of the company?

During the _____ part of the role playing procedure,the trainee is asked to think about,and then describe,the largest potential account and its buyer?

Last month,Westover Chemical salespeople from across the country gathered at the firm's home office to receive training on the firm's new line of slow-release weed killers.The facility has numerous classrooms and sales laboratories.The meeting is most likely an example of:

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters