Question 1

By the time the salesperson asks the buyer for the close,the buyer has already given the salesperson commitment to several other requests.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following is an example of a SMART goal?

Accepted Answer

A) to go from 1% market share to 90% market share in one month 
B) to go from selling 500 units per month to 1000 units per month in 10 months 
C) to improve customer satisfaction and loyalty 
D) to be the best by 2015 
E) to continue the sales process until we lead the industry 
A) to go from 1% market share to 90% market share in one month 
B) to go from selling 500 units per month to 1000 units per month in 10 months 
C) to improve customer satisfaction and loyalty 
D) to be the best by 2015 
E) to continue the sales process until we lead the industry

Question 3

The number one responsibility of a field sales manager is:

Accepted Answer

A) to hire and fire salespeople 
B) to achieve a departmental sales quota 
C) to be the public face of the company 
D) to sell more product to current customers 
E) to develop sales strategy 
A) to hire and fire salespeople 
B) to achieve a departmental sales quota 
C) to be the public face of the company 
D) to sell more product to current customers 
E) to develop sales strategy

Question 4

As a sales manager moves closer to the top of the organization chart,the manager's day-to-day tasks:

Accepted Answer

A) have less to do with the sales process 
B) involve filling out more paperwork each day 
C) cannot be performed by just one person 
D) involve selling to bigger and bigger accounts 
E) require more travel and entertainment 
A) have less to do with the sales process 
B) involve filling out more paperwork each day 
C) cannot be performed by just one person 
D) involve selling to bigger and bigger accounts 
E) require more travel and entertainment

Question 5

All of the following are problems that can result from having no formal sales process EXCEPT:

Accepted Answer

A) The salespeople receive no training before they start working. 
B) Sales managers have a hard time managing salespeople if there is no standard process to follow. 
C) Sales managers cannot take the time to formalize a sales approach. 
D) Sales managers cannot help salespeople improve because they can't diagnose specific problems. 
E) The salespeople cannot be compared so relative performance cannot be assessed. 
A) The salespeople receive no training before they start working. 
B) Sales managers have a hard time managing salespeople if there is no standard process to follow. 
C) Sales managers cannot take the time to formalize a sales approach. 
D) Sales managers cannot help salespeople improve because they can't diagnose specific problems. 
E) The salespeople cannot be compared so relative performance cannot be assessed.

Question 6

The different dimensions of customer relationship management include all of the following EXCEPT:

Accepted Answer

A) strategies to acquire new customers 
B) strategies to keep the customers the company already has 
C) strategies to sell more to existing customers 
D) strategies to categorize customers into groups to understand them better 
E) strategies to choose different types of salespeople to sell different products 
A) strategies to acquire new customers 
B) strategies to keep the customers the company already has 
C) strategies to sell more to existing customers 
D) strategies to categorize customers into groups to understand them better 
E) strategies to choose different types of salespeople to sell different products

Question 7

A customer who offers objections after a sales presentation will ultimately not buy the product.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is NOT a question that needs to be answered as part of developing a marketing strategy?

Accepted Answer

A) What markets do we serve with what products? 
B) What types of relationships do we form and with whom? 
C) What level of investment will be required,and how will we locate and allocate the needed resources? 
D) What aspects of our mission statement will we communicate to the public and how? 
E) What are the detailed objectives and action plans? 
A) What markets do we serve with what products? 
B) What types of relationships do we form and with whom? 
C) What level of investment will be required,and how will we locate and allocate the needed resources? 
D) What aspects of our mission statement will we communicate to the public and how? 
E) What are the detailed objectives and action plans?

Question 9

What are the key differences between market penetration and product development?

Accepted Answer

A) Market penetration focuses on current products to existing markets,while product development focuses on new products to existing markets. 
B) Market penetration focuses on current products to new markets,while product development focuses on new products to existing markets. 
C) Market penetration focuses on new products to existing markets,while product development focuses on new products to new markets. 
D) Market penetration focuses on new products to new markets,while product development focuses on new products to existing markets. 
E) Market penetration focuses on market development,while product development focuses on diversification. 
A) Market penetration focuses on current products to existing markets,while product development focuses on new products to existing markets. 
B) Market penetration focuses on current products to new markets,while product development focuses on new products to existing markets. 
C) Market penetration focuses on new products to existing markets,while product development focuses on new products to new markets. 
D) Market penetration focuses on new products to new markets,while product development focuses on new products to existing markets. 
E) Market penetration focuses on market development,while product development focuses on diversification.

Question 10

A salesperson should not conduct a presentation of the product until he or she has determined that:

Accepted Answer

A) the buyer has the money and affiliation to understand the presentation 
B) the buyer has the money,authority,and desire to buy the product 
C) the buyer has been approached previously by another salesperson 
D) the buyer understands the features and benefits of the product 
E) the buyer has decided to purchase the product 
A) the buyer has the money and affiliation to understand the presentation 
B) the buyer has the money,authority,and desire to buy the product 
C) the buyer has been approached previously by another salesperson 
D) the buyer understands the features and benefits of the product 
E) the buyer has decided to purchase the product

Question 11

Why is a good opening statement from a salesperson to a buyer necessary? What are the characteristics of a good opening statement?

Accepted Answer

A good opening statement gets

Question 12

The sales management team at Goldman Landscapes is going through a six-month process of researching their customers and putting them into groups by preferences.This process is likely to result in:

Accepted Answer

A) the ability for Goldman to offer services more specifically tailored to what their customers need 
B) the chance to expand into markets that do not need landscaping services 
C) insider knowledge of their competitors' strategies 
D) a lack of focus on the sales process and decreased sales for that six-month period 
E) interference by the marketing department in a process that belongs to the sales department 
A) the ability for Goldman to offer services more specifically tailored to what their customers need 
B) the chance to expand into markets that do not need landscaping services 
C) insider knowledge of their competitors' strategies 
D) a lack of focus on the sales process and decreased sales for that six-month period 
E) interference by the marketing department in a process that belongs to the sales department

Question 13

All of the following are types of questions in the SPIN technique EXCEPT:

Accepted Answer

A) questions that ask about a buyer's situation 
B) questions that prompt a buyer to identify a problem 
C) questions that ask a buyer to consider the implications of the problem 
D) questions that ask the buyer to take the next step 
E) questions that suggest something the buyer needs and a payoff for the buyer 
A) questions that ask about a buyer's situation 
B) questions that prompt a buyer to identify a problem 
C) questions that ask a buyer to consider the implications of the problem 
D) questions that ask the buyer to take the next step 
E) questions that suggest something the buyer needs and a payoff for the buyer

Question 14

The FEBA approach consists of a series of questions designed to determine a buyer's needs.

Accepted Answer

A) True 
 B)False

Question 15

What are the differences between organizing and implementing for the sales executive? Why is implementing nearly impossible without prior organization?

Accepted Answer

Organizing is creating strategies,while

Question 16

A company can grow through all of the following approaches EXCEPT:

Accepted Answer

A) increasing market share with existing products 
B) creating new products 
C) developing competing strategies 
D) combining new products and new markets 
E) finding new markets 
A) increasing market share with existing products 
B) creating new products 
C) developing competing strategies 
D) combining new products and new markets 
E) finding new markets

Question 17

Which of the following is NOT a feature of a good close?

Accepted Answer

A) thanking the buyer 
B) asking for a referral 
C) reinforcing the decision 
D) confirming the implementation schedule 
E) overcoming the buyer's objections 
A) thanking the buyer 
B) asking for a referral 
C) reinforcing the decision 
D) confirming the implementation schedule 
E) overcoming the buyer's objections

Question 18

Which of the following characteristics is useful for both salespeople and sales managers?

Accepted Answer

A) the ability to work independently 
B) the ability to understand the sales process 
C) the ability to organize activities and people 
D) the ability to delegate 
E) the ability to empathize personally with buyers 
A) the ability to work independently 
B) the ability to understand the sales process 
C) the ability to organize activities and people 
D) the ability to delegate 
E) the ability to empathize personally with buyers

Question 19

The Ceo of Englewood Educational Consulting announced that all departments must come up with SMART objectives,and that each employee should determine SMART goals for his or her own position.SMART objectives have which advantage over less specific goals?

Accepted Answer

A) Employees have an easier time implementing goals others set for them than goals they set for themselves. 
B) Employees have a more direct plan of action when the goals are specific and detailed,as SMART goals are. 
C) SMART goals are inherently more challenging than other goals are. 
D) SMART goals are more easily automated than other goals are. 
E) Departments using SMART goals will always achieve them. 
A) Employees have an easier time implementing goals others set for them than goals they set for themselves. 
B) Employees have a more direct plan of action when the goals are specific and detailed,as SMART goals are. 
C) SMART goals are inherently more challenging than other goals are. 
D) SMART goals are more easily automated than other goals are. 
E) Departments using SMART goals will always achieve them.

Question 20

Buyers are more likely to buy a product if the salesperson can show why it:

Accepted Answer

A) is cheaper than the products sold by other companies 
B) is the best solution to a buyer's existing problem 
C) is the most advanced product on the market 
D) is flexible for many working environments 
E) is compliant with all industry standards 
A) is cheaper than the products sold by other companies 
B) is the best solution to a buyer's existing problem 
C) is the most advanced product on the market 
D) is flexible for many working environments 
E) is compliant with all industry standards

By the time the salesperson asks the buyer for the close,the buyer has already given the salesperson commitment to several other requests.

Which of the following is an example of a SMART goal?

The number one responsibility of a field sales manager is:

As a sales manager moves closer to the top of the organization chart,the manager's day-to-day tasks:

All of the following are problems that can result from having no formal sales process EXCEPT:

The different dimensions of customer relationship management include all of the following EXCEPT:

A customer who offers objections after a sales presentation will ultimately not buy the product.

Which of the following is NOT a question that needs to be answered as part of developing a marketing strategy?

What are the key differences between market penetration and product development?

A salesperson should not conduct a presentation of the product until he or she has determined that:

Why is a good opening statement from a salesperson to a buyer necessary? What are the characteristics of a good opening statement?

The sales management team at Goldman Landscapes is going through a six-month process of researching their customers and putting them into groups by preferences.This process is likely to result in:

All of the following are types of questions in the SPIN technique EXCEPT:

The FEBA approach consists of a series of questions designed to determine a buyer's needs.

What are the differences between organizing and implementing for the sales executive? Why is implementing nearly impossible without prior organization?

A company can grow through all of the following approaches EXCEPT:

Which of the following is NOT a feature of a good close?

Which of the following characteristics is useful for both salespeople and sales managers?

The Ceo of Englewood Educational Consulting announced that all departments must come up with SMART objectives,and that each employee should determine SMART goals for his or her own position.SMART objectives have which advantage over less specific goals?

Buyers are more likely to buy a product if the salesperson can show why it:

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

By the time the salesperson asks the buyer for the close,the buyer has already given the salesperson commitment to several other requests.

Which of the following is an example of a SMART goal?

The number one responsibility of a field sales manager is:

As a sales manager moves closer to the top of the organization chart,the manager's day-to-day tasks:

All of the following are problems that can result from having no formal sales process EXCEPT:

The different dimensions of customer relationship management include all of the following EXCEPT:

A customer who offers objections after a sales presentation will ultimately not buy the product.

Which of the following is NOT a question that needs to be answered as part of developing a marketing strategy?

What are the key differences between market penetration and product development?

A salesperson should not conduct a presentation of the product until he or she has determined that:

Why is a good opening statement from a salesperson to a buyer necessary? What are the characteristics of a good opening statement?

The sales management team at Goldman Landscapes is going through a six-month process of researching their customers and putting them into groups by preferences.This process is likely to result in:

All of the following are types of questions in the SPIN technique EXCEPT:

The FEBA approach consists of a series of questions designed to determine a buyer's needs.

What are the differences between organizing and implementing for the sales executive? Why is implementing nearly impossible without prior organization?

A company can grow through all of the following approaches EXCEPT:

Which of the following is NOT a feature of a good close?

Which of the following characteristics is useful for both salespeople and sales managers?

The Ceo of Englewood Educational Consulting announced that all departments must come up with SMART objectives,and that each employee should determine SMART goals for his or her own position.SMART objectives have which advantage over less specific goals?

Buyers are more likely to buy a product if the salesperson can show why it:

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