Question 1

What two elements must be in harmony for a company to achieve alignment?

Accepted Answer

A) information and channels 
B) information and divisions 
C) information and objectives 
D) forecasts and objectives 
E) managers and objectives 
A) information and channels 
B) information and divisions 
C) information and objectives 
D) forecasts and objectives 
E) managers and objectives C

Question 2

Some forms of technology can help a company achieve alignment in the sales process.

Accepted Answer

A) True 
 B)False  True

Question 3

Reverse auctions are one method that uses the internet to facilitate sales of products and services.Reverse auctions tend to provide the price advantage for:

Accepted Answer

A) the vendor 
B) the licensee 
C) the wholesaler 
D) the broker 
E) the customer 
A) the vendor 
B) the licensee 
C) the wholesaler 
D) the broker 
E) the customer E

Question 4

All of the following are examples of customer-facing personnel EXCEPT:

Accepted Answer

A) vertical reps 
B) customer service reps 
C) billing clerks 
D) internal auditors 
E) distributors 
A) vertical reps 
B) customer service reps 
C) billing clerks 
D) internal auditors 
E) distributors

Question 5

Trade representatives sell to:

Accepted Answer

A) retail customers through the internet 
B) retail customers in person 
C) organizations that then sell to retail customers 
D) organizations that represent a particular industry 
E) organizations that provide marketing but not sales 
A) retail customers through the internet 
B) retail customers in person 
C) organizations that then sell to retail customers 
D) organizations that represent a particular industry 
E) organizations that provide marketing but not sales

Question 6

What is the difference between an inside sales rep and an outside rep (field rep)? Where does each work? Which one is more expensive for the company per call,and why?

Accepted Answer

An inside rep makes or receives sales ca

Question 7

Many companies,such as IBM,have turned to multiple sales channels to sell their products and services.Companies that use multiple sales channels find that this choice has which of the following effects?

Accepted Answer

A) Using multiple channels causes confusion,both for the customer and the sales force. 
B) Using multiple channels causes harmony,as all the channels use the same salespeople. 
C) Using multiple channels causes synergy,although it takes planning to make sure the channels compliment each other instead of competing. 
D) Using multiple channels causes hostility,because the different channels bring commissions down for salespeople. 
E) Using multiple channels causes efficiency,as all the channels are managed by the same person. 
A) Using multiple channels causes confusion,both for the customer and the sales force. 
B) Using multiple channels causes harmony,as all the channels use the same salespeople. 
C) Using multiple channels causes synergy,although it takes planning to make sure the channels compliment each other instead of competing. 
D) Using multiple channels causes hostility,because the different channels bring commissions down for salespeople. 
E) Using multiple channels causes efficiency,as all the channels are managed by the same person.

Question 8

The Director of Sales and Marketing for InNet Software Solutions is considering outsourcing salespeople,and is weighing the pros and cons of each approach.All of the following are advantages of keeping sales positions in-house instead of outsourcing EXCEPT:

Accepted Answer

A) a company can control the actions of its own employees,including non-sales job tasks. 
B) a company can train the sales staff using its own methods 
C) a company can control who they hire to sell for them 
D) a company's salespeople will focus exclusively on selling that company's product line 
E) a company's salespeople will have to learn American slang and expressions. 
A) a company can control the actions of its own employees,including non-sales job tasks. 
B) a company can train the sales staff using its own methods 
C) a company can control who they hire to sell for them 
D) a company's salespeople will focus exclusively on selling that company's product line 
E) a company's salespeople will have to learn American slang and expressions.

Question 9

Alignment involves many areas and job functions within a company.To whom (which job function)is alignment most important to and why?

Accepted Answer

Alignment is most important to salespeop

Question 10

What is a "sales forecast"? Who writes a sales forecast? How does a sales forecast influence the supply chain?

Accepted Answer

A sales forecast is a written report of

Question 11

Structuring the sales staff is a common challenge for sales managers at companies of all sizes.Which of the following is a reason for a sales manager to use field representatives instead of inside salespeople?

Accepted Answer

A) The salesperson needs to make many calls per hour. 
B) The salesperson needs to show the product to the customer in person. 
C) The salesperson needs to understand the sales cycle. 
D) The salesperson needs to sell to incoming callers. 
E) The salesperson needs to use a company vehicle for visits to customers. 
A) The salesperson needs to make many calls per hour. 
B) The salesperson needs to show the product to the customer in person. 
C) The salesperson needs to understand the sales cycle. 
D) The salesperson needs to sell to incoming callers. 
E) The salesperson needs to use a company vehicle for visits to customers.

Question 12

How can technology aid in alignment of different divisions of the same company?

Accepted Answer

A) Computer software can make customer information available to all the divisions that need access to it. 
B) Computer software can allow customers to look at sensitive information about other customers. 
C) Computer software requires extensive testing and training before it can be implemented by a company. 
D) Computer hardware requires a significant capital investment from a company. 
E) Computer hardware requires maintenance or a company's entire system can go down. 
A) Computer software can make customer information available to all the divisions that need access to it. 
B) Computer software can allow customers to look at sensitive information about other customers. 
C) Computer software requires extensive testing and training before it can be implemented by a company. 
D) Computer hardware requires a significant capital investment from a company. 
E) Computer hardware requires maintenance or a company's entire system can go down.

Question 13

A vertical rep is one type of salesperson.Which of the following is an example of a vertical rep?

Accepted Answer

A) a salesperson who sells within accounts in a set geographic region,no matter what the industry 
B) a salesperson who sells within accounts in one industry in a set geographic region 
C) a salesperson who sells within accounts in the same industry,no matter where they are geographically 
D) a salesperson who sells within accounts in one distributorship 
E) a salesperson who sells within accounts in one alignment group 
A) a salesperson who sells within accounts in a set geographic region,no matter what the industry 
B) a salesperson who sells within accounts in one industry in a set geographic region 
C) a salesperson who sells within accounts in the same industry,no matter where they are geographically 
D) a salesperson who sells within accounts in one distributorship 
E) a salesperson who sells within accounts in one alignment group

Question 14

Jerry Rodriguez uses his car as his center of activity in his job selling energy drinks for LiquidZing Unlimited.All day he drives from customer site to customer site for sales meetings.Jerry is considered:

Accepted Answer

A) a distributing rep 
B) a field rep 
C) an alignment rep 
D) an inside sales rep 
E) an interchange rep 
A) a distributing rep 
B) a field rep 
C) an alignment rep 
D) an inside sales rep 
E) an interchange rep

Question 15

The Director of Sales at Hewitt Heavy Machinery asks all salespeople to write weekly sales forecasts.Once a salesperson writes a forecast,she or he posts it on the company's intranet so employees in other departments can access it.Which of the following employees would be LEAST likely to use the information in those weekly sales forecasts?

Accepted Answer

A) the customer service manager,who manages and schedules customer service employees 
B) a tech support employee,who fields tech support calls and emails from customers 
C) the accounting clerk,who bills clients and pays creditors 
D) an auditor evaluating Hewitt's financial disclosure documents,checking for violations of law 
E) a shipping coordinator,who sequences and expedites shipping to customers 
A) the customer service manager,who manages and schedules customer service employees 
B) a tech support employee,who fields tech support calls and emails from customers 
C) the accounting clerk,who bills clients and pays creditors 
D) an auditor evaluating Hewitt's financial disclosure documents,checking for violations of law 
E) a shipping coordinator,who sequences and expedites shipping to customers

Question 16

"Suggestive selling" is defined as:

Accepted Answer

A) suggesting to customers that they buy something that suits them better than what they originally intended to buy 
B) suggesting to customers that they buy something from a different company 
C) suggesting to salespeople that they try a different sales script to see if they will have a higher number of sales 
D) suggesting to customers that they buy something that goes along with their primary purchase 
E) suggesting to salespeople that they make contact with current customers to try to sell them products they'd previously purchased 
A) suggesting to customers that they buy something that suits them better than what they originally intended to buy 
B) suggesting to customers that they buy something from a different company 
C) suggesting to salespeople that they try a different sales script to see if they will have a higher number of sales 
D) suggesting to customers that they buy something that goes along with their primary purchase 
E) suggesting to salespeople that they make contact with current customers to try to sell them products they'd previously purchased

Question 17

Which of the following is true of inside salespeople?

Accepted Answer

A) They may be within the company or outsourced,and they sell to customers at customer sites. 
B) They may be within the company or outsourced,and they sell to customers from the company's site. 
C) They are outsourced,and they sell to customers from the company's site. 
D) They are kept within the company,and they sell to customers at customer sites. 
E) They are kept within the company,and they sell to customers from the company's site. 
A) They may be within the company or outsourced,and they sell to customers at customer sites. 
B) They may be within the company or outsourced,and they sell to customers from the company's site. 
C) They are outsourced,and they sell to customers from the company's site. 
D) They are kept within the company,and they sell to customers at customer sites. 
E) They are kept within the company,and they sell to customers from the company's site.

Question 18

Many companies that outsource sales jobs outsource them to India.What is special about India that makes it a good location to outsource to? What are the specific challenges involved in setting up workers in India to sell for American companies?

Accepted Answer

India has a larger college-educated,Engl

Question 19

In the language of sales,"alignment" simply refers to coordinating the sales department and the shipping department.

Accepted Answer

A) True 
 B)False

Question 20

Seamless integration is a goal for many companies but is not yet reality for most.Which of the following is NOT an example of seamless integration?

Accepted Answer

A) buying a product online and then returning it to a retail store 
B) buying a product at a retail store and taking it back to the store for a refund 
C) buying a product online and picking up the product at a retail location 
D) calling a customer service rep on the phone to inquire about an order placed through the company's website 
E) getting a quote from a salesperson and then completing the order process through the company's website 
A) buying a product online and then returning it to a retail store 
B) buying a product at a retail store and taking it back to the store for a refund 
C) buying a product online and picking up the product at a retail location 
D) calling a customer service rep on the phone to inquire about an order placed through the company's website 
E) getting a quote from a salesperson and then completing the order process through the company's website

What two elements must be in harmony for a company to achieve alignment?

Some forms of technology can help a company achieve alignment in the sales process.

Reverse auctions are one method that uses the internet to facilitate sales of products and services.Reverse auctions tend to provide the price advantage for:

All of the following are examples of customer-facing personnel EXCEPT:

Trade representatives sell to:

What is the difference between an inside sales rep and an outside rep (field rep)? Where does each work? Which one is more expensive for the company per call,and why?

Many companies,such as IBM,have turned to multiple sales channels to sell their products and services.Companies that use multiple sales channels find that this choice has which of the following effects?

The Director of Sales and Marketing for InNet Software Solutions is considering outsourcing salespeople,and is weighing the pros and cons of each approach.All of the following are advantages of keeping sales positions in-house instead of outsourcing EXCEPT:

Alignment involves many areas and job functions within a company.To whom (which job function)is alignment most important to and why?

What is a "sales forecast"? Who writes a sales forecast? How does a sales forecast influence the supply chain?

Structuring the sales staff is a common challenge for sales managers at companies of all sizes.Which of the following is a reason for a sales manager to use field representatives instead of inside salespeople?

How can technology aid in alignment of different divisions of the same company?

A vertical rep is one type of salesperson.Which of the following is an example of a vertical rep?

Jerry Rodriguez uses his car as his center of activity in his job selling energy drinks for LiquidZing Unlimited.All day he drives from customer site to customer site for sales meetings.Jerry is considered:

"Suggestive selling" is defined as:

Which of the following is true of inside salespeople?

Many companies that outsource sales jobs outsource them to India.What is special about India that makes it a good location to outsource to? What are the specific challenges involved in setting up workers in India to sell for American companies?

In the language of sales,"alignment" simply refers to coordinating the sales department and the shipping department.

Seamless integration is a goal for many companies but is not yet reality for most.Which of the following is NOT an example of seamless integration?

Introduction to Sales Management

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 2: The Sales Function and Multi-Sales Channels

What two elements must be in harmony for a company to achieve alignment?

Some forms of technology can help a company achieve alignment in the sales process.

Reverse auctions are one method that uses the internet to facilitate sales of products and services.Reverse auctions tend to provide the price advantage for:

All of the following are examples of customer-facing personnel EXCEPT:

Trade representatives sell to:

What is the difference between an inside sales rep and an outside rep (field rep)? Where does each work? Which one is more expensive for the company per call,and why?

Many companies,such as IBM,have turned to multiple sales channels to sell their products and services.Companies that use multiple sales channels find that this choice has which of the following effects?

The Director of Sales and Marketing for InNet Software Solutions is considering outsourcing salespeople,and is weighing the pros and cons of each approach.All of the following are advantages of keeping sales positions in-house instead of outsourcing EXCEPT:

Alignment involves many areas and job functions within a company.To whom (which job function)is alignment most important to and why?

What is a "sales forecast"? Who writes a sales forecast? How does a sales forecast influence the supply chain?

Structuring the sales staff is a common challenge for sales managers at companies of all sizes.Which of the following is a reason for a sales manager to use field representatives instead of inside salespeople?

How can technology aid in alignment of different divisions of the same company?

A vertical rep is one type of salesperson.Which of the following is an example of a vertical rep?

Jerry Rodriguez uses his car as his center of activity in his job selling energy drinks for LiquidZing Unlimited.All day he drives from customer site to customer site for sales meetings.Jerry is considered:

"Suggestive selling" is defined as:

Which of the following is true of inside salespeople?

Many companies that outsource sales jobs outsource them to India.What is special about India that makes it a good location to outsource to? What are the specific challenges involved in setting up workers in India to sell for American companies?

In the language of sales,"alignment" simply refers to coordinating the sales department and the shipping department.

Seamless integration is a goal for many companies but is not yet reality for most.Which of the following is NOT an example of seamless integration?

Introduction to Sales Management

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