Question 1

All the following are key benefits of sales dashboards, except:

Accepted Answer

A)  Spot early-on the developing positive and negative sales trends in markets 
B)  Display sales analytics that reveal performance efficiencies and inefficiencies 
C)  Be able to quickly generate detailed reports for salespeople and management 
D)  All the above are key benefits of sales dashboards 
A)  Spot early-on the developing positive and negative sales trends in markets 
B)  Display sales analytics that reveal performance efficiencies and inefficiencies 
C)  Be able to quickly generate detailed reports for salespeople and management 
D)  All the above are key benefits of sales dashboards D

Question 2

When using a hybrid approach that combines outcome-based and behavior-based criteria, sales managers should choose criteria that embody the following characteristics:

Accepted Answer

A)  criteria that focus on the most important features of the sales job 
B)  criteria provide a complete picture of the salesperson's performance 
C)  criteria are generally controllable by the salesperson 
D)  all the above 
A)  criteria that focus on the most important features of the sales job 
B)  criteria provide a complete picture of the salesperson's performance 
C)  criteria are generally controllable by the salesperson 
D)  all the above D

Question 3

Semantic differential scales concentrate on measuring behaviors key to performance that the individual salesperson can control.

Accepted Answer

A) True 
 B)False  False

Question 4

The purpose for a quota dictates the kind of quota a firm utilizes. For example, if management wants to increase market share, it should use:

Accepted Answer

A)  a sales-volume-oriented quota 
B)  cost-reduction quota 
C)  profit-oriented quota 
D)  none of the above 
A)  a sales-volume-oriented quota 
B)  cost-reduction quota 
C)  profit-oriented quota 
D)  none of the above

Question 5

The following statements on the challenging task evaluating salespeople is true except:

Accepted Answer

A)  salespeople typically work alone in the field and may have little direct contact with their sales managers 
B)  salespeople have more information about their sales territories than do their managers 
C)  research has found that information asymmetry between salespeople and their sales managers often leads to functional job behaviors 
D)  all of the above 
A)  salespeople typically work alone in the field and may have little direct contact with their sales managers 
B)  salespeople have more information about their sales territories than do their managers 
C)  research has found that information asymmetry between salespeople and their sales managers often leads to functional job behaviors 
D)  all of the above

Question 6

The kinds of financial quotas include:

Accepted Answer

A)  expense quotas 
B)  gross margin quota 
C)  net profit quota 
D)  all the above 
A)  expense quotas 
B)  gross margin quota 
C)  net profit quota 
D)  all the above

Question 7

Sales managers should stress four principles in using MBO. __________ refers to high-performing salespeople being rewarded through public recognition as well as increased financial compensation.

Accepted Answer

A)  open communication 
B)  mutual participation and agreement 
C)  coinciding goals 
D)  rewards for performance 
A)  open communication 
B)  mutual participation and agreement 
C)  coinciding goals 
D)  rewards for performance

Question 8

All quotas are guided by and established for:

Accepted Answer

A)  all marketing units 
B)  certain time period 
C)  generating a particular dollar volume 
D)  lowering expenses 
A)  all marketing units 
B)  certain time period 
C)  generating a particular dollar volume 
D)  lowering expenses

Question 9

Which of the following statements is incorrect with regard to performance review ranking systems?

Accepted Answer

A)  sales managers evaluate each of their salespeople by ranking them on multiple performance dimensions 
B)  sales managers place salespeople in performance categories of the top 20 percent, the middle 70 percent, and the bottom 10 percent 
C)  performance review ranking systems can create bureaucracies 
D)  by moving out the bottom performers, sales managers can make room for new talent. 
A)  sales managers evaluate each of their salespeople by ranking them on multiple performance dimensions 
B)  sales managers place salespeople in performance categories of the top 20 percent, the middle 70 percent, and the bottom 10 percent 
C)  performance review ranking systems can create bureaucracies 
D)  by moving out the bottom performers, sales managers can make room for new talent.

Question 10

Sales managers have a variety of evaluation techniques at their disposal with each having limitations as well as strengths. The extent to which the evaluation method must be able to determine performance differences across salespeople is known as:

Accepted Answer

A)  practicality 
B)  comparability 
C)  discriminability 
D)  usefulness 
A)  practicality 
B)  comparability 
C)  discriminability 
D)  usefulness

Question 11

The advantages of activity quotas are that:

Accepted Answer

A)  salespeople have control over the fulfillment of their activity quotas 
B)  management is allowed control of the salesperson's selling efforts 
C)  management can recognize sales reps for performing non-selling activities 
D)  all of the above 
A)  salespeople have control over the fulfillment of their activity quotas 
B)  management is allowed control of the salesperson's selling efforts 
C)  management can recognize sales reps for performing non-selling activities 
D)  all of the above

Question 12

Which of the following behaviors do salespeople tend not to exhibit when sales managers place primary importance on using outcome-based criteria?

Accepted Answer

A)  self-oriented 
B)  extrinsically motivated 
C)  tend to be more accepting of managerial direction 
D)  be focused on the bottom-line 
A)  self-oriented 
B)  extrinsically motivated 
C)  tend to be more accepting of managerial direction 
D)  be focused on the bottom-line

Question 13

Salesperson performance appraisals can enhance role clarity, satisfaction with the sales manager, and salesperson performance

Accepted Answer

A) True 
 B)False

Question 14

A __________ is typically used when a firm sells a large number of different products, prices are relatively stable, and prices reflect management's selling priorities.

Accepted Answer

A)  financial 
B)  dollar-based sales 
C)  unit volume 
D)  point 
A)  financial 
B)  dollar-based sales 
C)  unit volume 
D)  point

Question 15

If management wants to increase the bottom-line, the most appropriate quota that should be utilized is:

Accepted Answer

A)  a sales-volume quota 
B)  cost-reduction quota 
C)  profit-oriented quota 
D)  none of the above 
A)  a sales-volume quota 
B)  cost-reduction quota 
C)  profit-oriented quota 
D)  none of the above

Question 16

Most salespeople dislike quotas because:

Accepted Answer

A)  they are generally not allowed to set their own 
B)  they dislike being told how much they have to sell 
C)  they dislike being evaluated so closely 
D)  all of the above 
A)  they are generally not allowed to set their own 
B)  they dislike being told how much they have to sell 
C)  they dislike being evaluated so closely 
D)  all of the above

Question 17

_________________ provide a data-oriented perspective allowing sales managers to determine more precisely how well each aspect of the sales organization is performing by capturing and reporting specific metrics, such as to view historical records and performance over various time periods to compare with current performance.

Accepted Answer

A)  HYPERLINK "https://en.wikipedia.org/wiki/Strategic" \o "Strategic" Strategic dashboards 
B)  Analytical dashboards 
C)  Operational dashboards 
D)  Informational dashboards 
A)  HYPERLINK "https://en.wikipedia.org/wiki/Strategic" \o "Strategic" Strategic dashboards 
B)  Analytical dashboards 
C)  Operational dashboards 
D)  Informational dashboards

Question 18

Sales managers can use the following types of quotas to control sales force activities, except

Accepted Answer

A)  sales volume quotas 
B)  activity quotas 
C)  financial quotas 
D)  none, because all of the above can be used 
A)  sales volume quotas 
B)  activity quotas 
C)  financial quotas 
D)  none, because all of the above can be used

Question 19

A key performance indicator is a numeric indicator of business performance for any activity important to a firm is considered to be the "vital statistics" for a sales organization.

Accepted Answer

A) True 
 B)False

Question 20

Traditional performance evaluation systems suffer from one or more of several possible limitations. Which of the following is not a sales force evaluation bias for concern?

Accepted Answer

A)  stereotyping 
B)  contrast error 
C)  generalizing error 
D)  first-impression error 
A)  stereotyping 
B)  contrast error 
C)  generalizing error 
D)  first-impression error

All the following are key benefits of sales dashboards, except:

When using a hybrid approach that combines outcome-based and behavior-based criteria, sales managers should choose criteria that embody the following characteristics:

Semantic differential scales concentrate on measuring behaviors key to performance that the individual salesperson can control.

The purpose for a quota dictates the kind of quota a firm utilizes. For example, if management wants to increase market share, it should use:

The following statements on the challenging task evaluating salespeople is true except:

The kinds of financial quotas include:

Sales managers should stress four principles in using MBO. __________ refers to high-performing salespeople being rewarded through public recognition as well as increased financial compensation.

All quotas are guided by and established for:

Which of the following statements is incorrect with regard to performance review ranking systems?

Sales managers have a variety of evaluation techniques at their disposal with each having limitations as well as strengths. The extent to which the evaluation method must be able to determine performance differences across salespeople is known as:

The advantages of activity quotas are that:

Which of the following behaviors do salespeople tend not to exhibit when sales managers place primary importance on using outcome-based criteria?

Salesperson performance appraisals can enhance role clarity, satisfaction with the sales manager, and salesperson performance

A __________ is typically used when a firm sells a large number of different products, prices are relatively stable, and prices reflect management's selling priorities.

If management wants to increase the bottom-line, the most appropriate quota that should be utilized is:

Most salespeople dislike quotas because:

Sales managers can use the following types of quotas to control sales force activities, except

A key performance indicator is a numeric indicator of business performance for any activity important to a firm is considered to be the "vital statistics" for a sales organization.

Traditional performance evaluation systems suffer from one or more of several possible limitations. Which of the following is not a sales force evaluation bias for concern?

Introduction to Sales Force Management and Its Evolving Roles

Managing Ethics in a Sales Environment

Customer Relationship Management Crm and Building Partnerships

The Selling Process

Sales Forecasting and Budgeting

Sales Force Planning and Organizing

Time and Territory Management

Recruiting and Selecting the Sales Force

Training the Sales Force

Sales Force Leadership

Sales Force Motivation

Sales Force Compensation

Sales Organization Audit and Sales Analytics

Filters

Exam 14: Sales Force Performance Evaluation

All the following are key benefits of sales dashboards, except:

When using a hybrid approach that combines outcome-based and behavior-based criteria, sales managers should choose criteria that embody the following characteristics:

Semantic differential scales concentrate on measuring behaviors key to performance that the individual salesperson can control.

The purpose for a quota dictates the kind of quota a firm utilizes. For example, if management wants to increase market share, it should use:

The following statements on the challenging task evaluating salespeople is true except:

The kinds of financial quotas include:

Sales managers should stress four principles in using MBO. __________ refers to high-performing salespeople being rewarded through public recognition as well as increased financial compensation.

All quotas are guided by and established for:

Which of the following statements is incorrect with regard to performance review ranking systems?

Sales managers have a variety of evaluation techniques at their disposal with each having limitations as well as strengths. The extent to which the evaluation method must be able to determine performance differences across salespeople is known as:

The advantages of activity quotas are that:

Which of the following behaviors do salespeople tend not to exhibit when sales managers place primary importance on using outcome-based criteria?

Salesperson performance appraisals can enhance role clarity, satisfaction with the sales manager, and salesperson performance

A __________ is typically used when a firm sells a large number of different products, prices are relatively stable, and prices reflect management's selling priorities.

If management wants to increase the bottom-line, the most appropriate quota that should be utilized is:

Most salespeople dislike quotas because:

Sales managers can use the following types of quotas to control sales force activities, except

A key performance indicator is a numeric indicator of business performance for any activity important to a firm is considered to be the "vital statistics" for a sales organization.

Traditional performance evaluation systems suffer from one or more of several possible limitations. Which of the following is not a sales force evaluation bias for concern?

Introduction to Sales Force Management and Its Evolving Roles

Managing Ethics in a Sales Environment

Customer Relationship Management Crm and Building Partnerships

The Selling Process

Sales Forecasting and Budgeting

Sales Force Planning and Organizing

Time and Territory Management

Recruiting and Selecting the Sales Force

Training the Sales Force

Sales Force Leadership

Sales Force Motivation

Sales Force Compensation

Sales Organization Audit and Sales Analytics

Filters