Exam 11: Sales Management and Sales 2.0

The least specialized and most widely used system for dividing responsibility is to organize the salesforce on the basis of type of product sold.

According to the textbook, what is the term for the number of individuals who report to each sales manager?

In which area of a sales organization audit would an examination of the salesforce recruiting, training, motivation, supervision, and budgeting activities take place?

According to the textbook, what is the term for activities undertaken to determine the extent to which the members of the salesforce possess the skills, attitudes, perceptions, and behaviours required to be successful?

Research has shown that most highly talented salespeople prefer a sales manager who leads with a strong hand, using the power of the position and punishment to influence behaviour.

According to the textbook, which activities influence others to achieve shared goals that advance the organization?

Validity refers to the evaluation measure's stability over time and internal consistency.

According to the textbook, what is the name for a comprehensive, systematic approach for evaluating sales organization effectiveness that provides management with diagnostic as well as prescriptive information?

The focus of Sales 2.0 is to use customer-driven processes enabled by the latest Web technology to co-create value with customers.

Which sales organization design offers the greatest efficiency in performing sales activities?

Internal sources of job candidates are rarely used to fill open sales positions due to the problems such actions create with respect to employee morale.

When matching selling and relationship strategies, which relationship strategies are stimulus-response and mental states selling strategies typically used for?

According to the textbook, which of the following is considered a sales management best practice?

When salespeople and sales managers are capable of performing all of the selling and management tasks required to successfully achieve organizational objectives, specialization of the sales structure is not necessary.

What is the disadvantage of a geographic sales organization design?

What is the name for the evaluation of the activities salespeople perform in the generation of sales and in completing nonselling responsibilities?

Which type of sales training would a sales manager with a large proportion of his or her salesforce being newly hired college graduates most likely provide?

Sales organization effectiveness is an overall assessment of how well the sales organization achieved its goals and objectives.

What is the term for independent sales organizations that sell complementary, noncompeting products from different manufacturers?

With respect to motivation, which concept refers to the salesperson's ongoing choice to expend effort in performing job-related activities, particularly in the face of adversity?