Question 1

With respect to the sales training process, after Brenda is done assessing the sales training needs, she should begin working on:

Accepted Answer

A)  Evaluating training alternatives 
B)  Performing sales training 
C)  Setting training objectives 
D)  Setting the sales training schedule 
E)  Her computer 
A)  Evaluating training alternatives 
B)  Performing sales training 
C)  Setting training objectives 
D)  Setting the sales training schedule 
E)  Her computer C

Question 2

The objective of a sales channel strategy is to ensure accounts receive proper selling effort and coverage.

Accepted Answer

A) True 
 B)False  True

Question 3

Which of the following best reflects an account targeting strategy?

Accepted Answer

A)  A decision to build transaction-based relationships with customers. 
B)  The categorization of accounts based on volume and purchase frequency. 
C)  The elimination of a low-profit product from the product line. 
D)  A decision to target accounts in a particular geographic region. 
E)  All of the above are examples of account targeting strategies. 
A)  A decision to build transaction-based relationships with customers. 
B)  The categorization of accounts based on volume and purchase frequency. 
C)  The elimination of a low-profit product from the product line. 
D)  A decision to target accounts in a particular geographic region. 
E)  All of the above are examples of account targeting strategies. B

Question 4

Sales ___________refers to planning, implementing, and controlling the sales and sales management process.

Accepted Answer

The answer of Sales ___________refers to planning, implementing, and controlling...

Question 5

Bill is applying for a sales position and is asked to complete several different types of assessments. He may be asked to go to an assessment center to complete the assessments.

Accepted Answer

A) True 
 B)False

Question 6

When developing a performance evaluation method, Karen (VP of Sales) should make sure the method is flexible enough to be different for each individual salesperson.

Accepted Answer

A) True 
 B)False

Question 7

Sales managers' ability to focus on continual development of salespeople through provision of feedback and serving as a role model is referred to as ________________.

Accepted Answer

The answer of Sales managers' ability to focus on continual...

Question 8

Sales leadership that focuses on the relationship between the sales manager and each individual salesperson within the work unit is referred to as Leader-Member Exchange (LMX).

Accepted Answer

A) True 
 B)False

Question 9

The collection of skills, knowledge, personal traits, aptitude and willingness to accept occupational conditions necessary to perform the job is referred to as the:

Accepted Answer

A)  Job analysis 
B)  Job description 
C)  Job qualifications 
D)  Job survey 
E)  Job type 
A)  Job analysis 
B)  Job description 
C)  Job qualifications 
D)  Job survey 
E)  Job type

Question 10

____________ refers to the ability to create, access, and interact with networks of contacts electronically.

Accepted Answer

A)  Customer Relationship Management (CRM) 
B)  Sales 2.0 
C)  Web 2.0 
D)  E-commerce 
E)  Social Networking 
A)  Customer Relationship Management (CRM) 
B)  Sales 2.0 
C)  Web 2.0 
D)  E-commerce 
E)  Social Networking

Question 11

Sales organization audits analyze the sales organization environment.

Accepted Answer

A) True 
 B)False

Question 12

The first step of the sales training process is?

Accepted Answer

A)  Set training objectives 
B)  Design sales training programs 
C)  Evaluate training alternatives 
D)  Assess sales training needs 
E)  None of the above 
A)  Set training objectives 
B)  Design sales training programs 
C)  Evaluate training alternatives 
D)  Assess sales training needs 
E)  None of the above

Question 13

CRM stands for Corporate Relationship Management.

Accepted Answer

A) True 
 B)False

Question 14

Jennifer has finished establishing relationship strategies for the account groups her sales team serves. She should now focus on developing:

Accepted Answer

A)  Account targeting strategies. 
B)  Sales call strategies for each account. 
C)  Selling strategies for each relationship strategy. 
D)  A strategic prospecting plan. 
E)  Her sales team. 
A)  Account targeting strategies. 
B)  Sales call strategies for each account. 
C)  Selling strategies for each relationship strategy. 
D)  A strategic prospecting plan. 
E)  Her sales team.

Question 15

Planning for recruitment and selection is the first step of the recruitment and selection process. The second major step is:

Accepted Answer

A)  Making an offer 
B)  Locating prospective candidates 
C)  Conducting interviews 
D)  Conducting a job analysis 
E)  Listing the job qualifications 
A)  Making an offer 
B)  Locating prospective candidates 
C)  Conducting interviews 
D)  Conducting a job analysis 
E)  Listing the job qualifications

Question 16

Karen's responsibilities include planning, implementing and controlling the personal selling function. Karen's job is most likely that of a:

Accepted Answer

A)  Human resource manager 
B)  Sales manager 
C)  Marketing product manager 
D)  Client services representative 
E)  Customer service agent 
A)  Human resource manager 
B)  Sales manager 
C)  Marketing product manager 
D)  Client services representative 
E)  Customer service agent

Question 17

Determining sales force effectiveness and performance is the first step of the sales management process.

Accepted Answer

A) True 
 B)False

Question 18

An examination of the tasks, duties, and responsibilities of the sales job is called a job analysis.

Accepted Answer

A) True 
 B)False

Question 19

A needs assessment involves determining the extent to which the members of the sales force possess the desired skills, attitudes, perceptions, and behaviors.

Accepted Answer

A) True 
 B)False

Question 20

The first step in the sales training process is to assess ________________________.

Accepted Answer

Sales Trai

With respect to the sales training process, after Brenda is done assessing the sales training needs, she should begin working on:

The objective of a sales channel strategy is to ensure accounts receive proper selling effort and coverage.

Which of the following best reflects an account targeting strategy?

Sales ___________refers to planning, implementing, and controlling the sales and sales management process.

Bill is applying for a sales position and is asked to complete several different types of assessments. He may be asked to go to an assessment center to complete the assessments.

When developing a performance evaluation method, Karen (VP of Sales) should make sure the method is flexible enough to be different for each individual salesperson.

Sales managers' ability to focus on continual development of salespeople through provision of feedback and serving as a role model is referred to as ________________.

Sales leadership that focuses on the relationship between the sales manager and each individual salesperson within the work unit is referred to as Leader-Member Exchange (LMX).

The collection of skills, knowledge, personal traits, aptitude and willingness to accept occupational conditions necessary to perform the job is referred to as the:

____________ refers to the ability to create, access, and interact with networks of contacts electronically.

Sales organization audits analyze the sales organization environment.

The first step of the sales training process is?

CRM stands for Corporate Relationship Management.

Jennifer has finished establishing relationship strategies for the account groups her sales team serves. She should now focus on developing:

Planning for recruitment and selection is the first step of the recruitment and selection process. The second major step is:

Karen's responsibilities include planning, implementing and controlling the personal selling function. Karen's job is most likely that of a:

Determining sales force effectiveness and performance is the first step of the sales management process.

An examination of the tasks, duties, and responsibilities of the sales job is called a job analysis.

A needs assessment involves determining the extent to which the members of the sales force possess the desired skills, attitudes, perceptions, and behaviors.

The first step in the sales training process is to assess ________________________.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Filters

Exam 11: Sales Management and Sales

With respect to the sales training process, after Brenda is done assessing the sales training needs, she should begin working on:

The objective of a sales channel strategy is to ensure accounts receive proper selling effort and coverage.

Which of the following best reflects an account targeting strategy?

Sales ___________refers to planning, implementing, and controlling the sales and sales management process.

Bill is applying for a sales position and is asked to complete several different types of assessments. He may be asked to go to an assessment center to complete the assessments.

When developing a performance evaluation method, Karen (VP of Sales) should make sure the method is flexible enough to be different for each individual salesperson.

Sales managers' ability to focus on continual development of salespeople through provision of feedback and serving as a role model is referred to as ________________.

Sales leadership that focuses on the relationship between the sales manager and each individual salesperson within the work unit is referred to as Leader-Member Exchange (LMX).

The collection of skills, knowledge, personal traits, aptitude and willingness to accept occupational conditions necessary to perform the job is referred to as the:

____________ refers to the ability to create, access, and interact with networks of contacts electronically.

Sales organization audits analyze the sales organization environment.

The first step of the sales training process is?

CRM stands for Corporate Relationship Management.

Jennifer has finished establishing relationship strategies for the account groups her sales team serves. She should now focus on developing:

Planning for recruitment and selection is the first step of the recruitment and selection process. The second major step is:

Karen's responsibilities include planning, implementing and controlling the personal selling function. Karen's job is most likely that of a:

Determining sales force effectiveness and performance is the first step of the sales management process.

An examination of the tasks, duties, and responsibilities of the sales job is called a job analysis.

A needs assessment involves determining the extent to which the members of the sales force possess the desired skills, attitudes, perceptions, and behaviors.

The first step in the sales training process is to assess ________________________.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Filters