Question 1

Service providers that manage outsourced salesforces in foreign countries have all of the following challenges EXCEPT:

Accepted Answer

A) They have to train the workers to speak English with an American accent and using American expressions. 
B) They have to set metrics in collaboration with the client company. 
C) They have to write and implement the correct sales script for the client. 
D) They have to sync their customer information tracking technology with the client's system. 
E) They have to provide a college education for their workers. 
A) They have to train the workers to speak English with an American accent and using American expressions. 
B) They have to set metrics in collaboration with the client company. 
C) They have to write and implement the correct sales script for the client. 
D) They have to sync their customer information tracking technology with the client's system. 
E) They have to provide a college education for their workers.

Question 2

A company can only achieve seamless integration of sales channels by using an electronic data interchange system.

Accepted Answer

A) True 
 B)False

Question 3

The CEO of Rheon Industries would like customer service reps,tech support reps,and billing clerks to start actively selling to customers these reps have contact with.Rheon Industries' sales director feels that this decision may not be wise.What is the danger of requiring all customer-facing personnel to sell to customers?

Accepted Answer

A) The customer could be offended and the employee may have no desire to sell. 
B) The fulfillment department could process an order slowly causing delays. 
C) The salespeople could miss their quotas and the customer could order the wrong product. 
D) The theories on suggestive selling could be difficult to communicate to employees. 
E) The shipping department could experience technical challenges. 
A) The customer could be offended and the employee may have no desire to sell. 
B) The fulfillment department could process an order slowly causing delays. 
C) The salespeople could miss their quotas and the customer could order the wrong product. 
D) The theories on suggestive selling could be difficult to communicate to employees. 
E) The shipping department could experience technical challenges.

Question 4

What is a "metric"? How do metrics help the sales function? What happens when departments don't coordinate their metrics with each other?

Accepted Answer

A metric is a measure used to set goals

Question 5

Outsourcing is an increasingly-popular method of increasing profits.In what way can outsourcing selling activity benefit a company financially?

Accepted Answer

A) The average compensation per salesperson increases significantly. 
B) Outsourced salespeople cost the company less money per sale. 
C) Companies have to train the outsourced salespeople in American slang. 
D) Some companies use a mix of in-house and outsourced salespeople. 
E) Outsourced jobs may be filled either in the US or in foreign countries. 
A) The average compensation per salesperson increases significantly. 
B) Outsourced salespeople cost the company less money per sale. 
C) Companies have to train the outsourced salespeople in American slang. 
D) Some companies use a mix of in-house and outsourced salespeople. 
E) Outsourced jobs may be filled either in the US or in foreign countries.

Question 6

A reverse auction is won by the company that offers the lowest price.

Accepted Answer

A) True 
 B)False

Question 7

Anderson Financial is embarking on a system-wide review of their sales and service process.In order to serve customers most efficiently and create profits for the company,Anderson could use a combination of all of the following EXCEPT:

Accepted Answer

A) inside salespeople and field reps 
B) outsourced and company salespeople 
C) account managers 
D) multiple channels using diverse technologies 
E) competing metrics 
A) inside salespeople and field reps 
B) outsourced and company salespeople 
C) account managers 
D) multiple channels using diverse technologies 
E) competing metrics

Question 8

What are some potential problems that can result from selling through multiple channels? How can those problems be avoided? Whose responsibility is it to avoid those problems?

Accepted Answer

Multiple channels can be confusing,both

Question 9

Explain the idea of alignment within a company.Which departments in a company are involved in alignment,and how?

Accepted Answer

Alignment means that all departments in

Question 10

Explain the concept of multiple sales channels,including examples of some different types of channels.What are the benefits of using multiple channels?

Accepted Answer

Multiple channels means that a company s

Question 11

What does the word "purify" mean in terms of the sales function?

Accepted Answer

A) It means to change the ways non-sales activities occur so they cost the company less. 
B) It means to ask all employees,regardless of job function,to sell to any customer they have contact with. 
C) It means to carefully consider the product line and eliminate products that do not sell well. 
D) It means to convert factories and production lines to have the least environmental impact possible. 
E) It means to choose the most expensive method to reach customers. 
A) It means to change the ways non-sales activities occur so they cost the company less. 
B) It means to ask all employees,regardless of job function,to sell to any customer they have contact with. 
C) It means to carefully consider the product line and eliminate products that do not sell well. 
D) It means to convert factories and production lines to have the least environmental impact possible. 
E) It means to choose the most expensive method to reach customers.

Question 12

Alignment is most important to which of the following people in a company?

Accepted Answer

A) The shipping manager,because other divisions in the organization don't have to deal with as many outside delivery companies. 
B) The accountant,because other divisions in the organization don't have to deal with complex laws and legal codes. 
C) The billing clerk,because other divisions in the organization need to deliver product to the customer so the clerk can bill the customer. 
D) The production manager,because other division in the organization need to be ready to process the product when it's manufactured. 
E) The salesperson,because other divisions in the organization need to be united to fulfill the salesperson's promises to the customer. 
A) The shipping manager,because other divisions in the organization don't have to deal with as many outside delivery companies. 
B) The accountant,because other divisions in the organization don't have to deal with complex laws and legal codes. 
C) The billing clerk,because other divisions in the organization need to deliver product to the customer so the clerk can bill the customer. 
D) The production manager,because other division in the organization need to be ready to process the product when it's manufactured. 
E) The salesperson,because other divisions in the organization need to be united to fulfill the salesperson's promises to the customer.

Question 13

Gulf Star Disc Sports is a new company selling a variety of products used in the growing sport of disc golf.Currently,the disc golf market is dominated by two entrenched competitors.Gulf Star's product compare favorably when customers try them out,but the majority of potential customers is not aware of Gulf Star's offerings.The company has made improving awareness an important goal for the current year. Which of the following actions,if adopted by Gulf Star,would be most likely to create misalignment with the company's goal of improving awareness?

Accepted Answer

A) expanding its product line to include discs designed for other sports besides disc golf 
B) shifting resources from research and development to online advertising 
C) adopting stricter limits on reimbursing sales representatives for travel and entertainment expenses 
D) rewarding sales representatives more for creating new accounts than for servicing accounts that already exist 
E) requiring customer service personnel to indicate how customers first heard about the company when an order is taken 
A) expanding its product line to include discs designed for other sports besides disc golf 
B) shifting resources from research and development to online advertising 
C) adopting stricter limits on reimbursing sales representatives for travel and entertainment expenses 
D) rewarding sales representatives more for creating new accounts than for servicing accounts that already exist 
E) requiring customer service personnel to indicate how customers first heard about the company when an order is taken

Question 14

Companies strive to achieve alignment with all the divisions and areas of the company because:

Accepted Answer

A) alignment tells the shipping division what rates to use to hit the right combination of fast shipping and low cost 
B) alignment means that one account rep will sell to all major accounts in each geographic region and will earn higher sales commissions 
C) alignment means that all the divisions are working efficiently together to provide service and make money for the company 
D) alignment tells the sales manager how accurate the sales forecasts are 
E) alignment tells the customer-facing personnel what their sales quotas will be for the month 
A) alignment tells the shipping division what rates to use to hit the right combination of fast shipping and low cost 
B) alignment means that one account rep will sell to all major accounts in each geographic region and will earn higher sales commissions 
C) alignment means that all the divisions are working efficiently together to provide service and make money for the company 
D) alignment tells the sales manager how accurate the sales forecasts are 
E) alignment tells the customer-facing personnel what their sales quotas will be for the month

Question 15

Explain what "purifying" and "outsourcing" are.How are they similar,and how are they different? How can they save a company money?

Accepted Answer

Purifying means removing non-sales job d

Question 16

Inside salespeople can sell at a company facility,or at which of the following locations?

Accepted Answer

A) a contact center 
B) a channel center 
C) a vertical center 
D) a forecast center 
E) an alignment center 
A) a contact center 
B) a channel center 
C) a vertical center 
D) a forecast center 
E) an alignment center

Question 17

If a company wanted to keep its salespeople within the company but wanted to outsource non-sales jobs,all of the following jobs could be outsourced EXCEPT

Accepted Answer

A) answering customer inquiries about installation 
B) shipping product to customers 
C) setting appointments for sales calls 
D) sending bills to customers and following up to make sure they are paid 
E) providing customers with pricing and product information before the sale 
A) answering customer inquiries about installation 
B) shipping product to customers 
C) setting appointments for sales calls 
D) sending bills to customers and following up to make sure they are paid 
E) providing customers with pricing and product information before the sale

Question 18

Another word for "channel" in the phrase "sales channel" is:

Accepted Answer

A) groove 
B) staff 
C) method 
D) website 
E) order 
A) groove 
B) staff 
C) method 
D) website 
E) order

Question 19

Customers always buy from the company that offers the lowest price,unless they have a personal relationship with a specific salesperson.

Accepted Answer

A) True 
 B)False

Question 20

An account manager may be responsible for all sales to a particular account,even across product lines.

Accepted Answer

A) True 
 B)False

Service providers that manage outsourced salesforces in foreign countries have all of the following challenges EXCEPT:

A company can only achieve seamless integration of sales channels by using an electronic data interchange system.

What is a "metric"? How do metrics help the sales function? What happens when departments don't coordinate their metrics with each other?

Outsourcing is an increasingly-popular method of increasing profits.In what way can outsourcing selling activity benefit a company financially?

A reverse auction is won by the company that offers the lowest price.

Anderson Financial is embarking on a system-wide review of their sales and service process.In order to serve customers most efficiently and create profits for the company,Anderson could use a combination of all of the following EXCEPT:

What are some potential problems that can result from selling through multiple channels? How can those problems be avoided? Whose responsibility is it to avoid those problems?

Explain the idea of alignment within a company.Which departments in a company are involved in alignment,and how?

Explain the concept of multiple sales channels,including examples of some different types of channels.What are the benefits of using multiple channels?

What does the word "purify" mean in terms of the sales function?

Alignment is most important to which of the following people in a company?

Companies strive to achieve alignment with all the divisions and areas of the company because:

Explain what "purifying" and "outsourcing" are.How are they similar,and how are they different? How can they save a company money?

Inside salespeople can sell at a company facility,or at which of the following locations?

If a company wanted to keep its salespeople within the company but wanted to outsource non-sales jobs,all of the following jobs could be outsourced EXCEPT

Another word for "channel" in the phrase "sales channel" is:

Customers always buy from the company that offers the lowest price,unless they have a personal relationship with a specific salesperson.

An account manager may be responsible for all sales to a particular account,even across product lines.

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

Service providers that manage outsourced salesforces in foreign countries have all of the following challenges EXCEPT:

A company can only achieve seamless integration of sales channels by using an electronic data interchange system.

What is a "metric"? How do metrics help the sales function? What happens when departments don't coordinate their metrics with each other?

Outsourcing is an increasingly-popular method of increasing profits.In what way can outsourcing selling activity benefit a company financially?

A reverse auction is won by the company that offers the lowest price.

Anderson Financial is embarking on a system-wide review of their sales and service process.In order to serve customers most efficiently and create profits for the company,Anderson could use a combination of all of the following EXCEPT:

What are some potential problems that can result from selling through multiple channels? How can those problems be avoided? Whose responsibility is it to avoid those problems?

Explain the idea of alignment within a company.Which departments in a company are involved in alignment,and how?

Explain the concept of multiple sales channels,including examples of some different types of channels.What are the benefits of using multiple channels?

What does the word "purify" mean in terms of the sales function?

Alignment is most important to which of the following people in a company?

Companies strive to achieve alignment with all the divisions and areas of the company because:

Explain what "purifying" and "outsourcing" are.How are they similar,and how are they different? How can they save a company money?

Inside salespeople can sell at a company facility,or at which of the following locations?

If a company wanted to keep its salespeople within the company but wanted to outsource non-sales jobs,all of the following jobs could be outsourced EXCEPT

Another word for "channel" in the phrase "sales channel" is:

Customers always buy from the company that offers the lowest price,unless they have a personal relationship with a specific salesperson.

An account manager may be responsible for all sales to a particular account,even across product lines.

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