Question 1

Which of the following statements is NOT true about the role of salespeople within a company?

Accepted Answer

A) Sales positions are the hardest jobs to fill. 
B) Sales consumes an average of one-fifth of a company's revenue. 
C) Sales positions have greater starting salaries on average than other positions such as marketing. 
D) Sales managers earn more than managers in other areas. 
E) Sales positions will become harder to obtain because the market for sales is becoming saturated. 
A) Sales positions are the hardest jobs to fill. 
B) Sales consumes an average of one-fifth of a company's revenue. 
C) Sales positions have greater starting salaries on average than other positions such as marketing. 
D) Sales managers earn more than managers in other areas. 
E) Sales positions will become harder to obtain because the market for sales is becoming saturated.

Question 2

Monitoring is an important duty for sales executives because it allows them to determine if:

Accepted Answer

A) corporate management is giving support to the sales department 
B) sales managers are focusing on performance more than on people 
C) buyers are being billed on the correct day of the month 
D) the correct sales methods have been chosen and are being followed 
E) salespeople are paying attention during weekly sales meetings 
A) corporate management is giving support to the sales department 
B) sales managers are focusing on performance more than on people 
C) buyers are being billed on the correct day of the month 
D) the correct sales methods have been chosen and are being followed 
E) salespeople are paying attention during weekly sales meetings

Question 3

All of the following are functions of gaining pre-commitment from a buyer during the needs identification stage of the selling process EXCEPT:

Accepted Answer

A) confirming that the salesperson has identified what the buyer needs 
B) agreeing on a budget for the transaction 
C) recognizing the situation that the buyer has 
D) affirming the decision-making process 
E) identifying that the buyer has the money,authority,and desire to buy 
A) confirming that the salesperson has identified what the buyer needs 
B) agreeing on a budget for the transaction 
C) recognizing the situation that the buyer has 
D) affirming the decision-making process 
E) identifying that the buyer has the money,authority,and desire to buy

Question 4

What are the elements of a SMART objective or goal? What are the benefits of using SMART objectives or goals?

Accepted Answer

A SMART goal is a goal that is Specific,

Question 5

What are the characteristics of a "MAD buyer"? What is another name for a MAD buyer? Why is it important to determine if a lead is a MAD buyer?

Accepted Answer

A MAD buyer is a lead who has the money,

Which of the following statements is NOT true about the role of salespeople within a company?

Monitoring is an important duty for sales executives because it allows them to determine if:

All of the following are functions of gaining pre-commitment from a buyer during the needs identification stage of the selling process EXCEPT:

What are the elements of a SMART objective or goal? What are the benefits of using SMART objectives or goals?

What are the characteristics of a "MAD buyer"? What is another name for a MAD buyer? Why is it important to determine if a lead is a MAD buyer?

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

Which of the following statements is NOT true about the role of salespeople within a company?

Monitoring is an important duty for sales executives because it allows them to determine if:

All of the following are functions of gaining pre-commitment from a buyer during the needs identification stage of the selling process EXCEPT:

What are the elements of a SMART objective or goal? What are the benefits of using SMART objectives or goals?

What are the characteristics of a "MAD buyer"? What is another name for a MAD buyer? Why is it important to determine if a lead is a MAD buyer?

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