Question 1

The ability to employ activities that influence others to achieve shared goals that advance the organization is referred to as:

Accepted Answer

A)  Sales leadership 
B)  Sales management 
C)  Sales supervision 
D)  Sales control 
E)  None of the above

Question 2

Sales managers' ability to focus on continual development of salespeople through provision of feedback and serving as a role model is referred to as ________________.

Accepted Answer

The answer of Sales managers' ability to focus on continual...

Question 3

With respect to selling strategies, which of the following is most accurate?

Accepted Answer

A)  Achieving the desired type of relationship (with a customer) in a productive manner requires using different selling strategies. 
B)  Customers generally prefer consultative relationships. 
C)  The cost of establishing and maintaining a relationship isn't an important factor. 
D)  Selling strategies designed to establish and maintain transaction-based relationships are more profitable than other selling strategies. 
E)  Selling strategies focusing on maximizing profit in the short-run are more important than those that don't.

Question 4

Which of the following is not one of the four key decision associated with conducting a sales analysis?

Accepted Answer

A)  Unit of analysis 
B)  Production cost analysis 
C)  Type of sales 
D)  Method of analysis 
E)  Organization level of analysis

Question 5

The classification of accounts within the target market into categories for the purpose of developing strategic approaches for selling each account or account group is called ______________.

Accepted Answer

The answer of The classification of accounts within the target...

Question 6

Training and coaching the right skill sets is a sales management "best practice."

Accepted Answer

A) True 
 B)False

Question 7

Which of the following best reflects an account targeting strategy?

Accepted Answer

A)  A decision to build transaction-based relationships with customers. 
B)  The categorization of accounts based on volume and purchase frequency. 
C)  The elimination of a low-profit product from the product line. 
D)  A decision to target accounts in a particular geographic region. 
E)  All of the above are examples of account targeting strategies.

Question 8

Independent sales representatives are generally referred to as?

Accepted Answer

A)  manufacturer representatives 
B)  the company's salesforce 
C)  detailers 
D)  the temporary sales force 
E)  any of the above.

Question 9

_________________rating scales is a performance evaluation method with the ability to link salesperson behaviors with specific outcomes and allow managers to indicate the level of behavior a specific salesperson is achieved.

Accepted Answer

The answer of _________________rating scales is a performance evaluation method...

Question 10

Companies employing multiple types of assessment when evaluating job candidates may benefit from utilizing a/an:

Accepted Answer

A)  Software application 
B)  Web-based employment assessment protocol 
C)  Assessment center 
D)  Video conferencing system 
E)  Resume screening tool

Question 11

Jamison Co.'s salesforce has always had trouble gaining market share despite having superior products at competitive prices. Which of the following "best practices" should the company consider employing?

Accepted Answer

A)  Recruiting and hiring the best sales talent. 
B)  Moving from a salary to a commission compensation structure. 
C)  Separating the selling function from the marketing function. 
D)  Retraining the salesforce to focus on profitability and market share growth through price-cutting. 
E)  Developing a more efficient production system to lower costs.

Question 12

Developing a method of performance evaluation is time consuming but easy.

Accepted Answer

A) True 
 B)False

Question 13

Sales managers are almost always good at coaching their salespeople.

Accepted Answer

A) True 
 B)False

Question 14

Strategies which focus on ensuring accounts receive the proper selling effort and coverage (e.g., the use of company salesforce or independent representatives) are referred to as:

Accepted Answer

A)  account targeting strategies 
B)  selling strategies 
C)  relationship strategies 
D)  sales channel strategies 
E)  none of the above are correct

Question 15

Alan is a sales manager who relies heavily on rewards and punishment to lead his salespeople. Alan would probably best be characterized as having a __________ leadership style.

Accepted Answer

A)  transformational 
B)  traditional 
C)  non-traditional 
D)  transactional 
E)  coercive

Question 16

The "consultative" selling strategy is most appropriate when following a ________ relationship strategy.

Accepted Answer

A)  Transaction 
B)  Collaborative 
C)  Solutions 
D)  Partnership 
E)  B and D

Question 17

Sales ___________refers to activities that influence others to achieve shared goals to advance the organization.

Accepted Answer

The answer of Sales ___________refers to activities that influence others...

Question 18

Anthony, a sales manager, is in the process of determining the extent to which the members of the salesforce 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 19

Most sales organizations compensate salespeople with a combination of salary and commission.

Accepted Answer

A) True 
 B)False

Question 20

Most companies hiring college graduates no longer use job applications, they rely on resumes for the information they need.

Accepted Answer

A) True 
 B)False

Exam 11: Sales Management and Sales 2.0

The ability to employ activities that influence others to achieve shared goals that advance the organization is referred to as:

Sales managers' ability to focus on continual development of salespeople through provision of feedback and serving as a role model is referred to as ________________.

With respect to selling strategies, which of the following is most accurate?

Which of the following is not one of the four key decision associated with conducting a sales analysis?

The classification of accounts within the target market into categories for the purpose of developing strategic approaches for selling each account or account group is called ______________.

Training and coaching the right skill sets is a sales management "best practice."

Which of the following best reflects an account targeting strategy?

Independent sales representatives are generally referred to as?

_________________rating scales is a performance evaluation method with the ability to link salesperson behaviors with specific outcomes and allow managers to indicate the level of behavior a specific salesperson is achieved.

Companies employing multiple types of assessment when evaluating job candidates may benefit from utilizing a/an:

Jamison Co.'s salesforce has always had trouble gaining market share despite having superior products at competitive prices. Which of the following "best practices" should the company consider employing?

Developing a method of performance evaluation is time consuming but easy.

Sales managers are almost always good at coaching their salespeople.

Strategies which focus on ensuring accounts receive the proper selling effort and coverage (e.g., the use of company salesforce or independent representatives) are referred to as:

Alan is a sales manager who relies heavily on rewards and punishment to lead his salespeople. Alan would probably best be characterized as having a __________ leadership style.

The "consultative" selling strategy is most appropriate when following a ________ relationship strategy.

Sales ___________refers to activities that influence others to achieve shared goals to advance the organization.

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

Most sales organizations compensate salespeople with a combination of salary and commission.

Most companies hiring college graduates no longer use job applications, they rely on resumes for the information they need.