Exam 17: Management of the Sales Force

________ is an interpersonal process between the sales manager and the salesperson in which the manager helps the salesperson improve performance in a specific area.

The size of the firm should dictate the scope of the sales training program.

The process of planning,implementing,and controlling the personal selling function is called:

What is the best motivation suggestion for sales managers?

The first step toward identifying the type of applicant to be recruited for a sales job is to:

Consideration is most likely characterized by:

Which of the following questions is LEAST relevant when developing a job description for a sales position?

Managers using rewards to motivate employees should most likely bear in mind that:

Johan Yee has been a sales representative at a medium-sized textbook publishing house for five years. He has just been promoted by the sales director of his company to sales manager of a new territory. As sales manager, he is tasked with hiring and training three new sales representatives for his team. -After a year of managing his new team,Johan reviews the team's performance and discovers that,despite being treated equitably by him,sales representatives he hired from outside the company are vastly underperforming compared to sales representatives he hired from inside the company. What is a change Johan could make to help these underperforming sales representatives perform at the level of the other team members?

The sales manager who makes decisions promptly and firmly is displaying the dimension of leadership described as"structure."

A new employee should be given an orientation to the company:

Paolo dos Santos,a sales manager for Paronille Corporation,provides all of his salespeople with scheduled performance appraisals. This behavior indicates that he is attempting to incorporate the dimension of:

Networks of personal connections and relationships,or guanxi,are important in which of the following countries?

The number of calls made on an account should most likely:

Rosalinda Goldstein,a sales manager,is rated very low in the quality described as"structure."What steps should she take to incorporate more structure into her leadership style?

The sales manager should not change the compensation plan,even if conditions in the marketplace warrant a change.

Coaching focuses on helping the salesperson recognize the need to improve his or her performance and:

Ken Blanchard says that the key to developing people is to:

Today,selecting effective salespeople is more of a science and less of an art.

In many cases,intrinsic motivators have a more lasting effect on the attitudes of salespeople than extrinsic motivators do.