Exam 16: Planning, Staffing, and Training Successful Salespeople

Explore all topics

The move from salesperson to manager involves several predictable stages,including mobilization,which is when they feel motivated to move more quickly than is sometimes good for them and the company.

(True/False)

4.8/5

(85)

Question 41

A new manager will be heavily supported by his subordinates and other managers to make the initial adjustments to his new role.

(True/False)

4.8/5

(91)

Question 42

Which of the following helps predict a firm's future revenues when planning the company's marketing and sales force activities?

(Multiple Choice)

4.9/5

(80)

Question 43

What changes occur when a salesperson is promoted to sales manager?

(Essay)

4.8/5

(89)

Question 44

A sales manager who has a learning attitude:

(Multiple Choice)

5.0/5

(83)

Question 45

Organizational structure refers to the varying relationships among jobs within the organization.

(True/False)

4.7/5

(79)

Question 46

The three basic forms of training are:

(Multiple Choice)

4.9/5

(80)

Question 47

The management function of directing is concerned with establishing a broad outline of goals; policies; and procedures that will result in accomplishing the firm's objectives.

(True/False)

4.9/5

(68)

Question 48

Which of the following is identified as a characteristic of a successful salesperson?

(Multiple Choice)

4.8/5

(78)

Question 49

What common problems do new managers frequently face? What attitudes and qualities help new sales managers overcome these difficulties?

(Essay)

4.7/5

(88)

Question 50

What is the difference between organizational design and organizational structure?

(Essay)

4.9/5

(76)

Question 51

Which of the following is a disadvantage of decentralized training?

(Multiple Choice)

4.9/5

(97)

Question 52

How does recruitment differ from selection?

(Essay)

4.8/5

(77)

Question 53

Which of the following statements is most likely true about the changes that occur when a person is promoted from a salesperson to a manager?

(Multiple Choice)

4.9/5

(84)

Question 54

As a future salesperson,what characteristics would enable you to be most successful? Which characteristics do you have or not have?

(Essay)

4.9/5

(68)

Question 55

Job specifications are formal,written statements describing the nature,requirements,and responsibilities of a specific sales position.

(True/False)

4.7/5

(79)

Question 56

A centralized training program would most likely:

(Multiple Choice)

5.0/5

(88)

Question 57

A company is hiring bathroom attendants.The company would NOT be discriminating if it hires employees on the basis of ____________.

(Multiple Choice)

4.7/5

(69)

Question 58

During the 'searching for meanings' stage in the transformational process to managerial job,the person's concern shifts to trying to understand both how and why things are different now.

(True/False)

4.9/5

(84)

Question 59

A major weakness of decentralized training is that the costs associated with it are extremely high.

(True/False)

4.8/5

(76)

Question 60

Showing 41 - 60 of 99

The move from salesperson to manager involves several predictable stages,including mobilization,which is when they feel motivated to move more quickly than is sometimes good for them and the company.

A new manager will be heavily supported by his subordinates and other managers to make the initial adjustments to his new role.

Which of the following helps predict a firm's future revenues when planning the company's marketing and sales force activities?

What changes occur when a salesperson is promoted to sales manager?

A sales manager who has a learning attitude:

Organizational structure refers to the varying relationships among jobs within the organization.

The three basic forms of training are:

The management function of directing is concerned with establishing a broad outline of goals; policies; and procedures that will result in accomplishing the firm's objectives.

Which of the following is identified as a characteristic of a successful salesperson?

What common problems do new managers frequently face? What attitudes and qualities help new sales managers overcome these difficulties?

What is the difference between organizational design and organizational structure?

Which of the following is a disadvantage of decentralized training?

How does recruitment differ from selection?

Which of the following statements is most likely true about the changes that occur when a person is promoted from a salesperson to a manager?

As a future salesperson,what characteristics would enable you to be most successful? Which characteristics do you have or not have?

Job specifications are formal,written statements describing the nature,requirements,and responsibilities of a specific sales position.

A centralized training program would most likely:

A company is hiring bathroom attendants.The company would NOT be discriminating if it hires employees on the basis of ____________.

During the 'searching for meanings' stage in the transformational process to managerial job,the person's concern shifts to trying to understand both how and why things are different now.

A major weakness of decentralized training is that the costs associated with it are extremely high.

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