Exam 16: Planning, Staffing, and Training Successful Salespeople

A(n)_____ organization values and encourages cultural diversity.

On-the-job training includes observation and curbside counseling by the sales manager.Thus,the salesperson gets immediate feedback.

Physical tests and reference checks are examples of employee selection tools.

Most sales managers focus on completing assigned tasks in an attempt to earn large commissions,but most salespeople focus on long-term objectives and organizational goals.

A company should choose a senior salesperson as a trainer on the basis of sales ability and effective teaching skills.

Sales force staffing is the process of matching the right people to the right jobs and placing them in the right sales territory.

The duties of a sales training manager rarely include organization,coordination,or scheduling of the training.

Caring,joy,harmony,patience,kindness,moral ethics,faithful,fair,and self-controlled are the nine characteristics of a Golden Rule salesperson.

Organizational design refers to the:

Which of the following is a formal,written statement describing the nature,requirements,and responsibilities of a specific sales position?

Which statement about sales force budgeting is most likely true?

When choosing a sales manager to serve as a sales trainer,a firm should most likely seek an individual with a successful sales record and:

When a salesperson is promoted to sales manager,that individual goes through the transition from thinking and acting like a subordinate to thinking and acting like a supervisor.Which of the following is one of the phases involved in that transition?

Small firms rarely use outside sales trainers because it is more cost effective for them to maintain an internal training staff.

To capitalize on the benefits and minimize the costs of a diverse work force,organizations should most likely strive to become:

What are the major factors that determine managerial salary? What is a sales manager's primary goal?

_____ is the definition of a sales position in terms of specific roles or activities to be performed,and the determination of the personal qualifications suitable for the job.

According to the text,a(n)_____ organization lacks prejudice and discrimination,and it creates an environment in which all members can contribute to their maximum potential.

The letter of application should be based on the sound psychological principle of reinforcement,that is,it should contain most of the information presented in the resume without providing any additional information.

College recruiting is an expensive process but a major source of high-quality applicants.