Question 1

An example of controllable costs would be:

Accepted Answer

A)  overhead and depreciation. 
B)  wages and depreciation. 
C)  wages and travel. 
D)  travel and depreciation. 
E)  travel and overhead. 
A)  overhead and depreciation. 
B)  wages and depreciation. 
C)  wages and travel. 
D)  travel and depreciation. 
E)  travel and overhead. C

Question 2

Another way to identify problem areas from performance data is to look at sales by product line.

Accepted Answer

A) True 
 B)False  True

Question 3

A sales force evaluation model does not include taking corrective action.

Accepted Answer

A) True 
 B)False  False

Question 4

If you, as the sales manager, were given the task of implementing a method to keep track of field representative activities, which of the following would be best course of action? "I would institute…"

Accepted Answer

A)  quotas. 
B)  daily call reports. 
C)  spot checks. 
D)  MBO. 
E)  Online customer buying capabilities. 
A)  quotas. 
B)  daily call reports. 
C)  spot checks. 
D)  MBO. 
E)  Online customer buying capabilities.

Question 5

You were asked to develop a sales force evaluation system by your boss. The first step in this process is:

Accepted Answer

A)  Decide how the goals will be achieved. 
B)  Set performance standards for different levels of salespeople. 
C)  Set performance standards for individual products. 
D)  Decide what you want the sales force to accomplish. 
E)  Look at the differences between performance standards and hypothetical results from future sales. 
A)  Decide how the goals will be achieved. 
B)  Set performance standards for different levels of salespeople. 
C)  Set performance standards for individual products. 
D)  Decide what you want the sales force to accomplish. 
E)  Look at the differences between performance standards and hypothetical results from future sales.

Question 6

When a territory's sales are increasing, but the sales level is only 50% of potential, a possible explanation is:

Accepted Answer

A)  the salesperson is poorly trained and needs additional assistance. 
B)  the salesperson is new to the territory and has not had time to develop it properly 
C)  the territory is under heavy competitive pressure. 
D)  only a and b of the above. 
E)  all of the above. 
A)  the salesperson is poorly trained and needs additional assistance. 
B)  the salesperson is new to the territory and has not had time to develop it properly 
C)  the territory is under heavy competitive pressure. 
D)  only a and b of the above. 
E)  all of the above.

Question 7

Focusing on the different types of activities carried out by field representatives is an inherent part of:

Accepted Answer

A)  behavioral control systems. 
B)  outcome control systems. 
C)  output management. 
D)  territorial management. 
E)  portfolio management. 
A)  behavioral control systems. 
B)  outcome control systems. 
C)  output management. 
D)  territorial management. 
E)  portfolio management.

Question 8

Detailed call reports allow sales managers to set activity objectives for individual salespeople and then measure results.

Accepted Answer

A) True 
 B)False

Question 9

One specific sales breakdown is usually sufficient to give a manager a clear picture of the field.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following statements is/are true regarding the natural tendency to minimize selling expenses?

Accepted Answer

A)  the reps who minimize selling expenses might also be reducing the number of calls they are making. 
B)  minimizing this expense may result in lower long-run sales revenues. 
C)  if left untended, salespeople might begin "buying" customers. 
D)  answers a and c of the above. 
E)  all of the above. 
A)  the reps who minimize selling expenses might also be reducing the number of calls they are making. 
B)  minimizing this expense may result in lower long-run sales revenues. 
C)  if left untended, salespeople might begin "buying" customers. 
D)  answers a and c of the above. 
E)  all of the above.

Question 11

As a sales manager, it is often useful to conduct a cost and profit analysis. This analysis starts with gross sales revenues because returns, bad debt accounts, and allowances must be taken into account in order to more accurately assess salesperson performance.

Accepted Answer

A) True 
 B)False

Question 12

In analyzing sales figures to evaluate performance, unit sales are useful when inflation, deflation, and other price changes distort dollar figures.

Accepted Answer

A) True 
 B)False

Question 13

Once performance standards are set, the next step is to create key indicators of key success variables.

Accepted Answer

A) True 
 B)False

Question 14

Analyzing a territory's contribution margin is an example of a profit-based evaluation.

Accepted Answer

A) True 
 B)False

Question 15

The advantage a performance matrix is:

Accepted Answer

A)  its ability to explain the activities of sales representatives. 
B)  its ability to clarify accomplishments of the sales force on one clear-cut dimension. 
C)  it directs the sales manager to which performance measures are most appropriate for the review process. 
D)  a and c of the above. 
E)  b and c of the above. 
A)  its ability to explain the activities of sales representatives. 
B)  its ability to clarify accomplishments of the sales force on one clear-cut dimension. 
C)  it directs the sales manager to which performance measures are most appropriate for the review process. 
D)  a and c of the above. 
E)  b and c of the above.

Question 16

The idea that marketing efforts should be concentrated on few customers and products is best known as:

Accepted Answer

A)  the oligarchy principle. 
B)  the oligopoly principle. 
C)  the 80-20 principle. 
D)  the 20-20 principle. 
E)  the Westinghouse principle. 
A)  the oligarchy principle. 
B)  the oligopoly principle. 
C)  the 80-20 principle. 
D)  the 20-20 principle. 
E)  the Westinghouse principle.

Question 17

Performance matrices can provide a useful way to review behavior and results achieved by salespeople, but:

Accepted Answer

A)  the matrices are difficult to construct. 
B)  the matrices can only illustrate one dimension at a time. 
C)  the matrices are not easily read and understood. 
D)  the matrices cannot be used to make career path recommendations. 
E)  none of the above. 
A)  the matrices are difficult to construct. 
B)  the matrices can only illustrate one dimension at a time. 
C)  the matrices are not easily read and understood. 
D)  the matrices cannot be used to make career path recommendations. 
E)  none of the above.

Question 18

The sales manager suggests the following strategies based on these data. Which (if any) is the most appropriate course of action?

Accepted Answer

A)  upgrade the goggle line to make it competitive. 
B)  establish specific goggle quotas. 
C)  start a contest to focus salespeople's attention on this neglected area. 
D)  all of the above. 
E)  none of the above. There is no problem. 
A)  upgrade the goggle line to make it competitive. 
B)  establish specific goggle quotas. 
C)  start a contest to focus salespeople's attention on this neglected area. 
D)  all of the above. 
E)  none of the above. There is no problem.

Question 19

As the sales manager, you have a difficult time assigning sales credit for a successful sale. In this situation, it is best to:

Accepted Answer

A)  use an outcome evaluation control system 
B)  use a behavioral evaluation control system 
C)  use management by objective control system 
D)  use behavioral observation scales in your control system 
E)  none of the above, there is nothing you can do to improve the situation. 
A)  use an outcome evaluation control system 
B)  use a behavioral evaluation control system 
C)  use management by objective control system 
D)  use behavioral observation scales in your control system 
E)  none of the above, there is nothing you can do to improve the situation.

Question 20

Evaluation is essentially a comparison of sales force goals and objectives with actual achievements in the field.

Accepted Answer

A) True 
 B)False

An example of controllable costs would be:

Another way to identify problem areas from performance data is to look at sales by product line.

A sales force evaluation model does not include taking corrective action.

If you, as the sales manager, were given the task of implementing a method to keep track of field representative activities, which of the following would be best course of action? "I would institute…"

You were asked to develop a sales force evaluation system by your boss. The first step in this process is:

When a territory's sales are increasing, but the sales level is only 50% of potential, a possible explanation is:

Focusing on the different types of activities carried out by field representatives is an inherent part of:

Detailed call reports allow sales managers to set activity objectives for individual salespeople and then measure results.

One specific sales breakdown is usually sufficient to give a manager a clear picture of the field.

Which of the following statements is/are true regarding the natural tendency to minimize selling expenses?

As a sales manager, it is often useful to conduct a cost and profit analysis. This analysis starts with gross sales revenues because returns, bad debt accounts, and allowances must be taken into account in order to more accurately assess salesperson performance.

In analyzing sales figures to evaluate performance, unit sales are useful when inflation, deflation, and other price changes distort dollar figures.

Once performance standards are set, the next step is to create key indicators of key success variables.

Analyzing a territory's contribution margin is an example of a profit-based evaluation.

The advantage a performance matrix is:

The idea that marketing efforts should be concentrated on few customers and products is best known as:

Performance matrices can provide a useful way to review behavior and results achieved by salespeople, but:

The sales manager suggests the following strategies based on these data. Which (if any) is the most appropriate course of action?

As the sales manager, you have a difficult time assigning sales credit for a successful sale. In this situation, it is best to:

Evaluation is essentially a comparison of sales force goals and objectives with actual achievements in the field.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 13: Evaluating Sales Force Performance

An example of controllable costs would be:

Another way to identify problem areas from performance data is to look at sales by product line.

A sales force evaluation model does not include taking corrective action.

If you, as the sales manager, were given the task of implementing a method to keep track of field representative activities, which of the following would be best course of action? "I would institute…"

You were asked to develop a sales force evaluation system by your boss. The first step in this process is:

When a territory's sales are increasing, but the sales level is only 50% of potential, a possible explanation is:

Focusing on the different types of activities carried out by field representatives is an inherent part of:

Detailed call reports allow sales managers to set activity objectives for individual salespeople and then measure results.

One specific sales breakdown is usually sufficient to give a manager a clear picture of the field.

Which of the following statements is/are true regarding the natural tendency to minimize selling expenses?

As a sales manager, it is often useful to conduct a cost and profit analysis. This analysis starts with gross sales revenues because returns, bad debt accounts, and allowances must be taken into account in order to more accurately assess salesperson performance.

In analyzing sales figures to evaluate performance, unit sales are useful when inflation, deflation, and other price changes distort dollar figures.

Once performance standards are set, the next step is to create key indicators of key success variables.

Analyzing a territory's contribution margin is an example of a profit-based evaluation.

The advantage a performance matrix is:

The idea that marketing efforts should be concentrated on few customers and products is best known as:

Performance matrices can provide a useful way to review behavior and results achieved by salespeople, but:

The sales manager suggests the following strategies based on these data. Which (if any) is the most appropriate course of action?

As the sales manager, you have a difficult time assigning sales credit for a successful sale. In this situation, it is best to:

Evaluation is essentially a comparison of sales force goals and objectives with actual achievements in the field.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters