Question 1

Which sales manager function involves dealing positively and persuasively with people from a leadership position?

Accepted Answer

A)  Training 
B)  Organizing 
C)  Staffing 
D)  Directing 
E)  Evaluating 
A)  Training 
B)  Organizing 
C)  Staffing 
D)  Directing 
E)  Evaluating

Question 2

Which of the following is defined as comparing actual performance to planned performance and determining whether corrective action is needed?

Accepted Answer

A)  Training 
B)  Organizing 
C)  Performance forecast 
D)  Directing 
E)  Evaluating 
A)  Training 
B)  Organizing 
C)  Performance forecast 
D)  Directing 
E)  Evaluating

Question 3

_____ refers to the formal,coordinated process of communication,authority,and responsibility for sales groups and individuals.

Accepted Answer

A)  Functional organization 
B)  Organizational acculturation 
C)  Formal organization 
D)  Organizational design 
E)  Organizational structure 
A)  Functional organization 
B)  Organizational acculturation 
C)  Formal organization 
D)  Organizational design 
E)  Organizational structure

Question 4

If the recruiter has set a time for notifying the applicant of a decision and if that time has passed,a follow-up letter or call is appropriate.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is the main goal of a sales manager?

Accepted Answer

A)  Achieving desired level of sales volume, profits, and growth 
B)  Engaging in long-term strategic demand forecasting 
C)  Recruiting the best people available for sales jobs 
D)  Developing job descriptions for filling positions 
E)  Identifying high-volume sales organizations 
A)  Achieving desired level of sales volume, profits, and growth 
B)  Engaging in long-term strategic demand forecasting 
C)  Recruiting the best people available for sales jobs 
D)  Developing job descriptions for filling positions 
E)  Identifying high-volume sales organizations

Question 6

What is involved in the planning function of management?

Accepted Answer

Planning is the first function of the sa

Question 7

Salespeople from all geographical areas served by the company can participate in centralized training.

Accepted Answer

A) True 
 B)False

Question 8

Steven Howard feels overwhelmed by his new job as a district sales manager.This is the first stage of transformation for someone who has just been promoted from salesperson to sales manager.

Accepted Answer

A) True 
 B)False

Question 9

Role-playing typically involves analyzing a sales situation rather than acting out selling situations.

Accepted Answer

A) True 
 B)False

Question 10

Typically,sales goals are set slightly lower than sales forecasts.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is the best definition of recruitment?

Accepted Answer

A)  Selecting and compensating candidates for specific job positions 
B)  Posting advertisements to locate competent job applicants 
C)  Searching for, finding, and interviewing people for a job 
D)  Identifying the necessary tools for employee selection 
E)  Designing assessments to compare job applicants 
A)  Selecting and compensating candidates for specific job positions 
B)  Posting advertisements to locate competent job applicants 
C)  Searching for, finding, and interviewing people for a job 
D)  Identifying the necessary tools for employee selection 
E)  Designing assessments to compare job applicants

Question 12

Senior sales representatives and regional sales managers are the primary trainers of the sales force.

Accepted Answer

A) True 
 B)False

Question 13

A successful salesperson was recently promoted to a sales management position,and she is becoming painfully aware of the magnitude of the changes she must make in her habits,customs,and relationships.What stage of the transition from subordinate to boss is she experiencing?

Accepted Answer

A)  Immobilization 
B)  Depression 
C)  Acceptance of reality 
D)  Minimizing change 
E)  Searching for meanings 
A)  Immobilization 
B)  Depression 
C)  Acceptance of reality 
D)  Minimizing change 
E)  Searching for meanings

Question 14

After defining a sales problem during a role-playing activity,a sales trainee is asked to establish the situation by describing the largest potential account and its buyer.

Accepted Answer

A) True 
 B)False

Question 15

A company's structure is reflected in its:

Accepted Answer

A)  routing map. 
B)  PERT chart. 
C)  organizational chart. 
D)  structural inventory. 
E)  SWOT matrix. 
A)  routing map. 
B)  PERT chart. 
C)  organizational chart. 
D)  structural inventory. 
E)  SWOT matrix.

Question 16

Job descriptions include education,specific aptitudes,personality type,and experience that the organization feels are necessary for successful job performance.

Accepted Answer

A) True 
 B)False

Question 17

The most important ingredient in developing a successful sales force is having:

Accepted Answer

A)  the right people. 
B)  a sizeable budget. 
C)  a vertical organizational structure. 
D)  a massive advertising campaign. 
E)  a premium product to sell. 
A)  the right people. 
B)  a sizeable budget. 
C)  a vertical organizational structure. 
D)  a massive advertising campaign. 
E)  a premium product to sell.

Question 18

_____ refers to efficiently and effectively reaching sales force goals by planning,staffing,training,directing,and evaluating organizational resources.

Accepted Answer

A)  Performance optimization 
B)  Sales management 
C)  Sales forecasting 
D)  Resource mobilization 
E)  Sales training 
A)  Performance optimization 
B)  Sales management 
C)  Sales forecasting 
D)  Resource mobilization 
E)  Sales training

Question 19

A newly appointed sales manager goes through a series of phases in learning to think and act like a boss.The last phase in such a process is called:

Accepted Answer

A)  image reversal. 
B)  search for meanings. 
C)  mobilization. 
D)  internalization. 
E)  reciprocity. 
A)  image reversal. 
B)  search for meanings. 
C)  mobilization. 
D)  internalization. 
E)  reciprocity.

Which sales manager function involves dealing positively and persuasively with people from a leadership position?

Which of the following is defined as comparing actual performance to planned performance and determining whether corrective action is needed?

_____ refers to the formal,coordinated process of communication,authority,and responsibility for sales groups and individuals.

If the recruiter has set a time for notifying the applicant of a decision and if that time has passed,a follow-up letter or call is appropriate.

Which of the following is the main goal of a sales manager?

What is involved in the planning function of management?

Salespeople from all geographical areas served by the company can participate in centralized training.

Steven Howard feels overwhelmed by his new job as a district sales manager.This is the first stage of transformation for someone who has just been promoted from salesperson to sales manager.

Role-playing typically involves analyzing a sales situation rather than acting out selling situations.

Typically,sales goals are set slightly lower than sales forecasts.

Which of the following is the best definition of recruitment?

Senior sales representatives and regional sales managers are the primary trainers of the sales force.

A successful salesperson was recently promoted to a sales management position,and she is becoming painfully aware of the magnitude of the changes she must make in her habits,customs,and relationships.What stage of the transition from subordinate to boss is she experiencing?

After defining a sales problem during a role-playing activity,a sales trainee is asked to establish the situation by describing the largest potential account and its buyer.

A company's structure is reflected in its:

Job descriptions include education,specific aptitudes,personality type,and experience that the organization feels are necessary for successful job performance.

The most important ingredient in developing a successful sales force is having:

_____ refers to efficiently and effectively reaching sales force goals by planning,staffing,training,directing,and evaluating organizational resources.

A newly appointed sales manager goes through a series of phases in learning to think and act like a boss.The last phase in such a process is called:

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

Which sales manager function involves dealing positively and persuasively with people from a leadership position?

Which of the following is defined as comparing actual performance to planned performance and determining whether corrective action is needed?

_____ refers to the formal,coordinated process of communication,authority,and responsibility for sales groups and individuals.

If the recruiter has set a time for notifying the applicant of a decision and if that time has passed,a follow-up letter or call is appropriate.

Which of the following is the main goal of a sales manager?

What is involved in the planning function of management?

Salespeople from all geographical areas served by the company can participate in centralized training.

Steven Howard feels overwhelmed by his new job as a district sales manager.This is the first stage of transformation for someone who has just been promoted from salesperson to sales manager.

Role-playing typically involves analyzing a sales situation rather than acting out selling situations.

Typically,sales goals are set slightly lower than sales forecasts.

Which of the following is the best definition of recruitment?

Senior sales representatives and regional sales managers are the primary trainers of the sales force.

A successful salesperson was recently promoted to a sales management position,and she is becoming painfully aware of the magnitude of the changes she must make in her habits,customs,and relationships.What stage of the transition from subordinate to boss is she experiencing?

After defining a sales problem during a role-playing activity,a sales trainee is asked to establish the situation by describing the largest potential account and its buyer.

A company's structure is reflected in its:

Job descriptions include education,specific aptitudes,personality type,and experience that the organization feels are necessary for successful job performance.

The most important ingredient in developing a successful sales force is having:

_____ refers to efficiently and effectively reaching sales force goals by planning,staffing,training,directing,and evaluating organizational resources.

A newly appointed sales manager goes through a series of phases in learning to think and act like a boss.The last phase in such a process is called:

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