Question 1

Sales ___________refers to planning, implementing, and controlling the sales and sales management process.

Accepted Answer

Management

Question 2

Independent sales representatives are generally referred to as?

Accepted Answer

A)   Manufacturer representatives
B)   The company's sales force
C)   Detailers
D)   The temporary sales force
E)   Any of the above. A

Question 3

Intensity, direction, and persistence are generally thought to be the components of:

Accepted Answer

A)   Sales leadership
B)   Sales management
C)   Sales supervision
D)   Sales control
E)   Motivation E

Question 4

Sales organization effectiveness is an overall assessment of how well the sales organization achieved its goals and objectives.

Accepted Answer

A) True 
 B)False

Question 5

An examination of the tasks, duties, and responsibilities of the sales job is called a job analysis.

Accepted Answer

A) True 
 B)False

Question 6

Managing an organizations personal selling function to include planning, implementing, and controlling the sales management process is called _____________________.

Accepted Answer

The answer of Managing an organizations personal selling function to...

Question 7

Behavior-based evaluation methods include measuring the extent to which the salesperson made quota.

Accepted Answer

A) True 
 B)False

Question 8

The number of individuals reported each sales manager is called ________of control.

Accepted Answer

The answer of The number of individuals reported each sales...

Question 9

Connie sells all of her company's 20 products. Her company's sales structure is highly specialized.

Accepted Answer

A) True 
 B)False

Question 10

Sales leadership and sales management are essentially the same thing.

Accepted Answer

A) True 
 B)False

Question 11

One of the goals of cloud computing is to make information available from a variety of communication devices.

Accepted Answer

A) True 
 B)False

Question 12

Sales ____________ refers to sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis.

Accepted Answer

The answer of Sales ____________ refers to sales managers working...

Question 13

Manufacturer representatives are employees of the company that manufactures the products they sell.

Accepted Answer

A) True 
 B)False

Question 14

The most widely used system for dividing responsibility is to organize the sales force by markets served.

Accepted Answer

A) True 
 B)False

Question 15

The first step of the sales management process is "directing the sales force".

Accepted Answer

A) True 
 B)False

Question 16

Which of the following best reflects the relationship between account targeting strategies and relationship strategies?

Accepted Answer

A)   Relationship strategies provide the basis for account targeting strategies.
B)   Account targeting strategies provide the basis for relationship strategies.
C)   Relationship strategies are independent of account targeting strategies.
D)   Both a and b are correct.
E)   Both b and c are correct.

Question 17

Once the sales training alternatives are evaluated, sales training objectives should be set.

Accepted Answer

A) True 
 B)False

Question 18

The collection of skills, knowledge, personal traits, aptitude and willingness to accept occupational conditions necessary to perform the job is referred to as the:

Accepted Answer

A)   Job analysis
B)   Job description
C)   Job qualifications
D)   Job survey
E)   Job type

Question 19

Anthony, a sales manager, is in the process of determining the extent to which the members of the sales force possess the skills, attitudes, perceptions, and behaviors required to be successful. Anthony is engaged in a/an?

Accepted Answer

A)   Needs assessment
B)   Job analysis
C)   Job determination assessment
D)   Training seminar
E)   None of the above

Question 20

When building a sales team that encourages the development of relationships with customers, a decentralized structure facilitates such decision making in the field.

Accepted Answer

A) True 
 B)False

Exam 11: Sales Management and Sales 2.0

Sales ___________refers to planning, implementing, and controlling the sales and sales management process.

Independent sales representatives are generally referred to as?

Intensity, direction, and persistence are generally thought to be the components of:

Sales organization effectiveness is an overall assessment of how well the sales organization achieved its goals and objectives.

An examination of the tasks, duties, and responsibilities of the sales job is called a job analysis.

Managing an organizations personal selling function to include planning, implementing, and controlling the sales management process is called _____________________.

Behavior-based evaluation methods include measuring the extent to which the salesperson made quota.

The number of individuals reported each sales manager is called ________of control.

Connie sells all of her company's 20 products. Her company's sales structure is highly specialized.

Sales leadership and sales management are essentially the same thing.

One of the goals of cloud computing is to make information available from a variety of communication devices.

Sales ____________ refers to sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis.

Manufacturer representatives are employees of the company that manufactures the products they sell.

The most widely used system for dividing responsibility is to organize the sales force by markets served.

The first step of the sales management process is "directing the sales force".

Which of the following best reflects the relationship between account targeting strategies and relationship strategies?

Once the sales training alternatives are evaluated, sales training objectives should be set.

The collection of skills, knowledge, personal traits, aptitude and willingness to accept occupational conditions necessary to perform the job is referred to as the:

Anthony, a sales manager, is in the process of determining the extent to which the members of the sales force possess the skills, attitudes, perceptions, and behaviors required to be successful. Anthony is engaged in a/an?

When building a sales team that encourages the development of relationships with customers, a decentralized structure facilitates such decision making in the field.