Exam 16: Planning, Staffing, and Training Successful Salespeople

Centralized training programs usually involve low-quality facilities and dated equipment,which is why they are infrequently used by sales organizations.

The attainment of sales force goals in an effective manner is called sales management.

Organizational design is the formal,coordinated process of communication,authority,and responsibility for sales groups and individuals.

Briefly explain the three basic training methods.

A person promoted from a selling position to a sales management position goes through a series of phases,the first of which is:

One of Hillcrest Manufacturing Company's most successful salespersons was promoted to a sales management position three weeks ago,and he is still feeling overwhelmed by all the changes he is facing.This new manager is experiencing which stage of the transition from subordinate to boss?

Which government agency has the greatest influence on sales force staffing?

List the seven phases of transition from a salesperson to a sales manager.

_____ converts the job description into the people qualifications the organization feels are necessary for successful performance of the job.

Even the most successful salespeople are not exempted from sales training.

A manager who is participating in a college job fair to locate potential applicants for his company's entry-level sales positions is engaged in:

Which of the following is most likely to be a bona fide occupational qualification for a job which involves moving heavy furniture?

A manager's salary is usually related to the number of salespeople being supervised.

_____ is defined as the management function of establishing a broad outline for goals,policies,and procedures that will accomplish the objectives of the organization.

Julian is writing an application letter for a job as an IT specialist.What should Julian mention in the first sentence of the letter?

_____ enables a salesperson to acquire job-related concepts,rules,and skills that will improve sales performance.

If you,the job applicant,are invited for a second interview,it is safe to assume that:

Which of the following would most likely be considered an operating cost for a sales force when determining a sales budget?

The most common tool used in hiring is:

A primary goal of sales training is to: