Question 1

As the technology and customers become more sophisticated:

Accepted Answer

A)  Sales managers hire younger workers 
B)  Sales managers hire people with technical backgrounds 
C)  The quality of the presentation must get better 
D)  Industrial buyers are leaving the industry 
E)  Interpersonal skills are becoming less important 
A)  Sales managers hire younger workers 
B)  Sales managers hire people with technical backgrounds 
C)  The quality of the presentation must get better 
D)  Industrial buyers are leaving the industry 
E)  Interpersonal skills are becoming less important

Question 2

Different types of selling situations appear that require salespeople with:

Accepted Answer

A)  Consistent educational achievement 
B)  Different personal traits and abilities 
C)  A variety of references 
D)  Experience and authority 
E)  Psychological profiles consistent with the work requirements 
A)  Consistent educational achievement 
B)  Different personal traits and abilities 
C)  A variety of references 
D)  Experience and authority 
E)  Psychological profiles consistent with the work requirements

Question 3

Research indicates which of the following is NOT one of the personal characteristics that sales managers look for when selecting new salespeople?

Accepted Answer

A)  Nonverbal communication skills 
B)  Enthusiasm 
C)  Organization 
D)  Persuasiveness 
E)  Ambition 
A)  Nonverbal communication skills 
B)  Enthusiasm 
C)  Organization 
D)  Persuasiveness 
E)  Ambition

Question 4

Which of the following characteristics is important for someone who is planning to take a position as a technical salesperson for a chemical company?

Accepted Answer

A)  Product and customer knowledge 
B)  Age and maturity 
C)  Customer empathy 
D)  Sales aggressiveness 
E)  All of the above 
A)  Product and customer knowledge 
B)  Age and maturity 
C)  Customer empathy 
D)  Sales aggressiveness 
E)  All of the above

Question 5

Compare the salesperson characteristics most important in trade selling versus missionary selling.

Accepted Answer

Age, maturity, empathy, and knowledge of

Question 6

Research suggests older salespeople _________________ than younger salespeople.

Accepted Answer

A)  Have higher energy levels 
B)  Have greater knowledge of products/services 
C)  Have lower commitment to clients 
D)  Are more adaptive to travel demands 
E)  All of the above 
A)  Have higher energy levels 
B)  Have greater knowledge of products/services 
C)  Have lower commitment to clients 
D)  Are more adaptive to travel demands 
E)  All of the above

Question 7

The ways in which people spend their time outside of their jobs do not appear to be closely related to their likely performance as a salesperson.

Accepted Answer

A) True 
 B)False

Question 8

In a survey of customers and salespeople, which of the following was considered MOST important in determining whether a salesperson was trustworthy?

Accepted Answer

A)  Product knowledge 
B)  Positive attitude 
C)  Being well-dressed 
D)  Intelligent 
E)  Asking good questions 
A)  Product knowledge 
B)  Positive attitude 
C)  Being well-dressed 
D)  Intelligent 
E)  Asking good questions

Question 9

After studying the ""Summary of the effect of variables on salesperson performance,"" many sales managers find:

Accepted Answer

A)  Demographic variables are consistently the most important factors 
B)  Responsibility among salespeople overcomes weaknesses in other areas 
C)  Some traits commonly used to evaluate new recruits have not proven effective in accounting for differences in sales performance 
D)  Sociability and self-esteem are negative variables that take away from sales performance 
E)  All of the above 
A)  Demographic variables are consistently the most important factors 
B)  Responsibility among salespeople overcomes weaknesses in other areas 
C)  Some traits commonly used to evaluate new recruits have not proven effective in accounting for differences in sales performance 
D)  Sociability and self-esteem are negative variables that take away from sales performance 
E)  All of the above

Question 10

_________________ are management actions that primarily attempt to influence aptitude and personal characteristics.

Accepted Answer

A)  Interviews and testing 
B)  Aptitude and skill levels 
C)  Recruitment and selection policies 
D)  Aptitude and motivation 
E)  Training and supervision 
A)  Interviews and testing 
B)  Aptitude and skill levels 
C)  Recruitment and selection policies 
D)  Aptitude and motivation 
E)  Training and supervision

Question 11

What types of aptitude tests are relatively good predictors of selling success?

Accepted Answer

Cognitive

Question 12

Jay's job is to visit hospitals to explain to physicians and nurses the advantages of his company's line of bandages. Jay hopes this activity will encourage the medical personnel to request that their hospital stock Jay's brand. Arlene works for the same company, but her job is to convince pharmacies and supermarkets to carry the company's line of consumer adhesive bandages. Arlene is a _____ salesperson for the company.

Accepted Answer

A)  Missionary 
B)  New product 
C)  Order-taking 
D)  Trade 
E)  Technical 
A)  Missionary 
B)  New product 
C)  Order-taking 
D)  Trade 
E)  Technical

Question 13

There is no strong correlation between demographic factors and sales performance.

Accepted Answer

A) True 
 B)False

Question 14

Research indicates interpersonal skills:

Accepted Answer

A)  Are not closely related to sales performance 
B)  Are more important than vocational skills 
C)  Are equally as important as general management skills 
D)  Are less important than vocational esteem skills 
E)  None of the above 
A)  Are not closely related to sales performance 
B)  Are more important than vocational skills 
C)  Are equally as important as general management skills 
D)  Are less important than vocational esteem skills 
E)  None of the above

Question 15

Which of the following organizations would be most likely to have members of its sales force acting as technical salespeople?

Accepted Answer

A)  A manufacturer of baby food 
B)  A manufacturer of road building equipment 
C)  A television network 
D)  A newspaper publisher 
E)  An advertising agency 
A)  A manufacturer of baby food 
B)  A manufacturer of road building equipment 
C)  A television network 
D)  A newspaper publisher 
E)  An advertising agency

Question 16

Research has proven that a salesperson's success rate is directly related to how similar his or her physical characteristics, personality, and attitudes are to those of the prospect.

Accepted Answer

A) True 
 B)False

Question 17

Individual personality traits:

Accepted Answer

A)  Include demographic and lifestyle characteristics 
B)  Explain very little of the differences in salespeople's performance 
C)  Show aptitude and work background are more important than responsibility 
D)  Submissive salespeople are equally as effective as dominant salespeople 
E)  Show skill variables explain differences in salespeople's performance 
A)  Include demographic and lifestyle characteristics 
B)  Explain very little of the differences in salespeople's performance 
C)  Show aptitude and work background are more important than responsibility 
D)  Submissive salespeople are equally as effective as dominant salespeople 
E)  Show skill variables explain differences in salespeople's performance

Question 18

One of the variables affecting sales performance is motivation. What can a sales manager do to influence his sales force's level of motivation?

Accepted Answer

A)  Make sure that the company only recruits highly motivated individuals to be salespeople 
B)  Set up extensive and thorough training programs for all salespeople 
C)  Set up a compensation and reward system that directly satisfies the needs of the members of the sales force 
D)  Set up a management hierarchy based on wide spans of control 
E)  Any or all of the above 
A)  Make sure that the company only recruits highly motivated individuals to be salespeople 
B)  Set up extensive and thorough training programs for all salespeople 
C)  Set up a compensation and reward system that directly satisfies the needs of the members of the sales force 
D)  Set up a management hierarchy based on wide spans of control 
E)  Any or all of the above

Question 19

Regarding older salespeople, sales managers now know that:

Accepted Answer

A)  They lack energy 
B)  Stereotypes about them have definitely lost their thunder. 
C)  They are too inflexible 
D)  They are less committed 
E)  None of the above is true 
A)  They lack energy 
B)  Stereotypes about them have definitely lost their thunder. 
C)  They are too inflexible 
D)  They are less committed 
E)  None of the above is true

Question 20

Vicon Pharmaceuticals spends considerable effort testing and interviewing candidates for their sales positions and determining which candidates have the traits and characteristics needed for success. Vicon has developed ________________ to use in choosing sales reps.

Accepted Answer

A)  Corporate visions 
B)  Selection criteria 
C)  Character references 
D)  Performance indicators 
E)  Industry guidelines 
A)  Corporate visions 
B)  Selection criteria 
C)  Character references 
D)  Performance indicators 
E)  Industry guidelines

As the technology and customers become more sophisticated:

Different types of selling situations appear that require salespeople with:

Research indicates which of the following is NOT one of the personal characteristics that sales managers look for when selecting new salespeople?

Which of the following characteristics is important for someone who is planning to take a position as a technical salesperson for a chemical company?

Compare the salesperson characteristics most important in trade selling versus missionary selling.

Research suggests older salespeople _________________ than younger salespeople.

The ways in which people spend their time outside of their jobs do not appear to be closely related to their likely performance as a salesperson.

In a survey of customers and salespeople, which of the following was considered MOST important in determining whether a salesperson was trustworthy?

After studying the ""Summary of the effect of variables on salesperson performance,"" many sales managers find:

_________________ are management actions that primarily attempt to influence aptitude and personal characteristics.

What types of aptitude tests are relatively good predictors of selling success?

There is no strong correlation between demographic factors and sales performance.

Research indicates interpersonal skills:

Which of the following organizations would be most likely to have members of its sales force acting as technical salespeople?

Research has proven that a salesperson's success rate is directly related to how similar his or her physical characteristics, personality, and attitudes are to those of the prospect.

Individual personality traits:

One of the variables affecting sales performance is motivation. What can a sales manager do to influence his sales force's level of motivation?

Regarding older salespeople, sales managers now know that:

Vicon Pharmaceuticals spends considerable effort testing and interviewing candidates for their sales positions and determining which candidates have the traits and characteristics needed for success. Vicon has developed ________________ to use in choosing sales reps.

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

Filters

Exam 8: Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

As the technology and customers become more sophisticated:

Different types of selling situations appear that require salespeople with:

Research indicates which of the following is NOT one of the personal characteristics that sales managers look for when selecting new salespeople?

Which of the following characteristics is important for someone who is planning to take a position as a technical salesperson for a chemical company?

Compare the salesperson characteristics most important in trade selling versus missionary selling.

Research suggests older salespeople _________________ than younger salespeople.

The ways in which people spend their time outside of their jobs do not appear to be closely related to their likely performance as a salesperson.

In a survey of customers and salespeople, which of the following was considered MOST important in determining whether a salesperson was trustworthy?

After studying the ""Summary of the effect of variables on salesperson performance,"" many sales managers find:

_________________ are management actions that primarily attempt to influence aptitude and personal characteristics.

What types of aptitude tests are relatively good predictors of selling success?

There is no strong correlation between demographic factors and sales performance.

Research indicates interpersonal skills:

Which of the following organizations would be most likely to have members of its sales force acting as technical salespeople?

Research has proven that a salesperson's success rate is directly related to how similar his or her physical characteristics, personality, and attitudes are to those of the prospect.

Individual personality traits:

One of the variables affecting sales performance is motivation. What can a sales manager do to influence his sales force's level of motivation?

Regarding older salespeople, sales managers now know that:

Vicon Pharmaceuticals spends considerable effort testing and interviewing candidates for their sales positions and determining which candidates have the traits and characteristics needed for success. Vicon has developed ________________ to use in choosing sales reps.

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

Filters