Question 1

When a salesperson is formulating an opening statement to use to approach a buyer,what should the salesperson focus on?

Accepted Answer

A) asking for the buyer's name 
B) identifying the company the salesperson works for 
C) closing the sale 
D) solving a problem the buyer has 
E) explaining the features of the product 
A) asking for the buyer's name 
B) identifying the company the salesperson works for 
C) closing the sale 
D) solving a problem the buyer has 
E) explaining the features of the product D

Question 2

Quotas are an important part of a sales plan because:

Accepted Answer

A) they reflect changes in the market 
B) they determine the minimum amount that a salesperson should be selling 
C) they report how much a salesperson sells each month 
D) they allow salespeople to choose their own compensation levels 
E) they create a high-pressure environment that encourages innovation 
A) they reflect changes in the market 
B) they determine the minimum amount that a salesperson should be selling 
C) they report how much a salesperson sells each month 
D) they allow salespeople to choose their own compensation levels 
E) they create a high-pressure environment that encourages innovation B

Question 3

Explain how a sales executive creates a sales approach for a product.How does the sales approach differ from the marketing strategy?

Accepted Answer

A sales executive considers which types of salespeople and which kind of selling will be most appropriate for the situation,and how to achieve the sales quotas.The marketing strategy lays out how the product will be positioned,while the sales strategy details how salespeople will sell to buyers.

Question 4

As a strategy to achieve growth,diversification is:

Accepted Answer

A) the most risky,because it ties up human capital that could be used elsewhere 
B) the most risky,because it requires developing both new products and new markets 
C) the most risky,because it is subject to more regulation 
D) the least risky,because if a new product fails,the new market may succeed,and vice versa 
E) the least risky,because if the management team researches the product and new market extensively,there is low likelihood of failure 
A) the most risky,because it ties up human capital that could be used elsewhere 
B) the most risky,because it requires developing both new products and new markets 
C) the most risky,because it is subject to more regulation 
D) the least risky,because if a new product fails,the new market may succeed,and vice versa 
E) the least risky,because if the management team researches the product and new market extensively,there is low likelihood of failure

Question 5

Follow-up after a sale is polite,but does not lead to increased sales.

Accepted Answer

A) True 
 B)False

Question 6

In an affiliative selling situation,the salesperson spends more time developing:

Accepted Answer

A) the buyer's knowledge of the product 
B) the buyer's trust and friendship 
C) the buyer's desire to won the product 
D) the buyer's authority to purchase the product 
E) the buyer's ability to afford the product 
A) the buyer's knowledge of the product 
B) the buyer's trust and friendship 
C) the buyer's desire to won the product 
D) the buyer's authority to purchase the product 
E) the buyer's ability to afford the product

Question 7

The eight steps in the selling process work best when followed sequentially and all the steps are performed once.

Accepted Answer

A) True 
 B)False

Question 8

All of the following are challenges sales executives face as they implement a sales plan EXCEPT:

Accepted Answer

A) choosing a compensation plan for salespeople 
B) delegating the plan to employees in a way that the employees understand 
C) creating a culture that supports ethical behavior 
D) supporting employees to hit sales targets 
E) determining which type of salespeople will be used for each product 
A) choosing a compensation plan for salespeople 
B) delegating the plan to employees in a way that the employees understand 
C) creating a culture that supports ethical behavior 
D) supporting employees to hit sales targets 
E) determining which type of salespeople will be used for each product

Question 9

What are the four ways a company can grow sales? Explain each one.Which one is the most risky? Why?

Accepted Answer

Market penetration,product development,m

Question 10

Sales managers who only manage and do not also sell are not able to understand the selling process.

Accepted Answer

A) True 
 B)False

Question 11

A company is in danger of losing money if they cannot complete an important project because they do not have the workers necessary to implement the project's objectives.This is an example of the results of a lack of

Accepted Answer

A) strategic development 
B) strategic visioning 
C) social capital 
D) human capital 
E) financial capital 
A) strategic development 
B) strategic visioning 
C) social capital 
D) human capital 
E) financial capital

Question 12

The logical next step after a salesperson alleviates a buyer's objections is:

Accepted Answer

A) closing the sale 
B) identifying the buyer's needs 
C) making a presentation 
D) implementing the product 
E) qualifying the lead 
A) closing the sale 
B) identifying the buyer's needs 
C) making a presentation 
D) implementing the product 
E) qualifying the lead

Question 13

Technology can be used by sales managers and sales executives to:

Accepted Answer

A) keep track of how salespeople are performing 
B) align the sales department with the company's mission statement 
C) motivate individual salespeople to make more sales calls 
D) perform need identification as part of the sales process 
E) obtain buy-in from the marketing department for sales strategies 
A) keep track of how salespeople are performing 
B) align the sales department with the company's mission statement 
C) motivate individual salespeople to make more sales calls 
D) perform need identification as part of the sales process 
E) obtain buy-in from the marketing department for sales strategies

Question 14

Explain the concept of strategy hierarchy.What are the elements of a corporate strategy? Give an example of a corporate strategy and a marketing and sales strategy that might follow from it.

Accepted Answer

Strategy hierarchy is the way strategy s

Question 15

What are the four activities completed by sales executives? Explain each one,and why it is important.

Accepted Answer

Sales executives do planning,which means

Question 16

A prospect is a lead that has been qualified.

Accepted Answer

A) True 
 B)False

Question 17

A company's mission statement serves all of the following purposes EXCEPT:

Accepted Answer

A) to carry out the company's strategy 
B) to inspire the employees and shareholders 
C) to guide employees as they make decisions 
D) to give purpose to employees' actions 
E) to serve as a standard against which decisions can be measured 
A) to carry out the company's strategy 
B) to inspire the employees and shareholders 
C) to guide employees as they make decisions 
D) to give purpose to employees' actions 
E) to serve as a standard against which decisions can be measured

Question 18

In what ways is being a sales manager different from being a salesperson? What are some difficulties that successful salespeople can encounter when they are promoted to management? How can they overcome those difficulties?

Accepted Answer

Sales managers need to manage,motivate,a

Question 19

Depending on the sales approach used:

Accepted Answer

A) the salesperson may need to call in another salesperson to convince the buyer 
B) the salesperson may not want to qualify the lead 
C) the salesperson may or may not need to follow all eight steps in sequential order 
D) the buyer may or may not take physical possession the product 
E) the buyer may be able to name the price of the product 
A) the salesperson may need to call in another salesperson to convince the buyer 
B) the salesperson may not want to qualify the lead 
C) the salesperson may or may not need to follow all eight steps in sequential order 
D) the buyer may or may not take physical possession the product 
E) the buyer may be able to name the price of the product

Question 20

What are the elements involved in the needs identification step of the sales process? Explain each step and why it is important.

Accepted Answer

The needs identification process starts

When a salesperson is formulating an opening statement to use to approach a buyer,what should the salesperson focus on?

Quotas are an important part of a sales plan because:

Explain how a sales executive creates a sales approach for a product.How does the sales approach differ from the marketing strategy?

As a strategy to achieve growth,diversification is:

Follow-up after a sale is polite,but does not lead to increased sales.

In an affiliative selling situation,the salesperson spends more time developing:

The eight steps in the selling process work best when followed sequentially and all the steps are performed once.

All of the following are challenges sales executives face as they implement a sales plan EXCEPT:

What are the four ways a company can grow sales? Explain each one.Which one is the most risky? Why?

Sales managers who only manage and do not also sell are not able to understand the selling process.

A company is in danger of losing money if they cannot complete an important project because they do not have the workers necessary to implement the project's objectives.This is an example of the results of a lack of

The logical next step after a salesperson alleviates a buyer's objections is:

Technology can be used by sales managers and sales executives to:

Explain the concept of strategy hierarchy.What are the elements of a corporate strategy? Give an example of a corporate strategy and a marketing and sales strategy that might follow from it.

What are the four activities completed by sales executives? Explain each one,and why it is important.

A prospect is a lead that has been qualified.

A company's mission statement serves all of the following purposes EXCEPT:

In what ways is being a sales manager different from being a salesperson? What are some difficulties that successful salespeople can encounter when they are promoted to management? How can they overcome those difficulties?

Depending on the sales approach used:

What are the elements involved in the needs identification step of the sales process? Explain each step and why it is important.

The Sales Function and Multi-Sales Channels

Leadership and the Sales Executive

Ethics,the Law,and Sales Leadership

Business-To-Business B2bsales and Customer Relationship Management

Leveraging Information Technologies

Designing and Organizing the Sales Force

Recruiting and Selecting the Right Salespeople

Training and Developing the Sales Force

Supervising,managing,and Leading Salespeople

Setting Goals and Managing the Sales Forces Performance

Motivating and Rewarding Salespeople

Turning Customer Information Into Sales Knowledge

Assessing the Performance of the Sales Force and the People Who Comprise It

Internal and External Cultural Forces

Filters

Exam 1: Introduction to Sales Management

When a salesperson is formulating an opening statement to use to approach a buyer,what should the salesperson focus on?

Quotas are an important part of a sales plan because:

Explain how a sales executive creates a sales approach for a product.How does the sales approach differ from the marketing strategy?

As a strategy to achieve growth,diversification is:

Follow-up after a sale is polite,but does not lead to increased sales.

In an affiliative selling situation,the salesperson spends more time developing:

The eight steps in the selling process work best when followed sequentially and all the steps are performed once.

All of the following are challenges sales executives face as they implement a sales plan EXCEPT:

What are the four ways a company can grow sales? Explain each one.Which one is the most risky? Why?

Sales managers who only manage and do not also sell are not able to understand the selling process.

A company is in danger of losing money if they cannot complete an important project because they do not have the workers necessary to implement the project's objectives.This is an example of the results of a lack of

The logical next step after a salesperson alleviates a buyer's objections is:

Technology can be used by sales managers and sales executives to:

Explain the concept of strategy hierarchy.What are the elements of a corporate strategy? Give an example of a corporate strategy and a marketing and sales strategy that might follow from it.

What are the four activities completed by sales executives? Explain each one,and why it is important.

A prospect is a lead that has been qualified.

A company's mission statement serves all of the following purposes EXCEPT:

In what ways is being a sales manager different from being a salesperson? What are some difficulties that successful salespeople can encounter when they are promoted to management? How can they overcome those difficulties?

Depending on the sales approach used:

What are the elements involved in the needs identification step of the sales process? Explain each step and why it is important.

The Sales Function and Multi-Sales Channels

Leadership and the Sales Executive

Ethics,the Law,and Sales Leadership

Business-To-Business B2bsales and Customer Relationship Management

Leveraging Information Technologies

Designing and Organizing the Sales Force

Recruiting and Selecting the Right Salespeople

Training and Developing the Sales Force

Supervising,managing,and Leading Salespeople

Setting Goals and Managing the Sales Forces Performance

Motivating and Rewarding Salespeople

Turning Customer Information Into Sales Knowledge

Assessing the Performance of the Sales Force and the People Who Comprise It

Internal and External Cultural Forces

Filters