Question 1

All of the following are common types of individual goals for salespeople except:

Accepted Answer

A)  days worked. 
B)  calls per day. 
C)  gross margin percentage analysis 
D)  sign placements. 
E)  displays set up. 
A)  days worked. 
B)  calls per day. 
C)  gross margin percentage analysis 
D)  sign placements. 
E)  displays set up.

Question 2

"MBO" stands for:

Accepted Answer

A)  manager of operations. 
B)  manager of business objectives. 
C)  management by objectives. 
D)  management by opinions. 
E)  none of the above. 
A)  manager of operations. 
B)  manager of business objectives. 
C)  management by objectives. 
D)  management by opinions. 
E)  none of the above.

Question 3

When 20 percent of the sales come from 80 percent of the buyers sales managers should suspect that they are losing money serving small accounts.

Accepted Answer

A) True 
 B)False

Question 4

ABC Corp. operates in an industry where prices for their products are rapidly falling due to aggressive discounting. One strategy to compare results from last year to this year is to analyze:

Accepted Answer

A)  sales in terms of units. 
B)  sales by territory. 
C)  growth in number of distributors. 
D)  expense ratios. 
E)  none of the above would help in the analysis. 
A)  sales in terms of units. 
B)  sales by territory. 
C)  growth in number of distributors. 
D)  expense ratios. 
E)  none of the above would help in the analysis.

Question 5

Behavioral measures of performance are usually more effective for salaried work forces.

Accepted Answer

A) True 
 B)False

Question 6

Although ranking procedures are an effective efficiency measurement tool, they:

Accepted Answer

A)  do not measure input and output factors simultaneously. 
B)  do not allow comparison of individual salespeople. 
C)  assume that all ranking criteria are of equal importance. 
D)  allow sales volume to rank higher than batting average. 
E)  none of the above. 
A)  do not measure input and output factors simultaneously. 
B)  do not allow comparison of individual salespeople. 
C)  assume that all ranking criteria are of equal importance. 
D)  allow sales volume to rank higher than batting average. 
E)  none of the above.

Question 7

In a cost and profit analysis, the profit contribution figure shows how much price-cutting and sharing of commission is being employed by salespeople to move the products.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following equations is correct?

Accepted Answer

A)    
B)    
C)    
D)    
E)  none of the above. 
A)    
B)    
C)    
D)    
E)  none of the above.

Question 9

The development of Behavioral Observation Scales (BOS) requires specific job dimensions and critical incidents for each level and type of sales job.

Accepted Answer

A) True 
 B)False

Question 10

What can cause a company's market share to decrease when its sales are increasing?

Accepted Answer

A)  product deficiencies in terms of performance or reliability 
B)  sales force may not be calling on the right prospects 
C)  aggressive selling by competitors 
D)  not enough salespeople or sales offices 
E)  all of the above 
A)  product deficiencies in terms of performance or reliability 
B)  sales force may not be calling on the right prospects 
C)  aggressive selling by competitors 
D)  not enough salespeople or sales offices 
E)  all of the above

Question 11

The biggest drawback to MBO programs is that:

Accepted Answer

A)  they require a lot of sales manager's time. 
B)  there is little understanding of how to implement the program. 
C)  there is little agreement on which managers should be included in the evaluation process. 
D)  most goals do not lend themselves to quantitative measurement. 
E)  all of the above. 
A)  they require a lot of sales manager's time. 
B)  there is little understanding of how to implement the program. 
C)  there is little agreement on which managers should be included in the evaluation process. 
D)  most goals do not lend themselves to quantitative measurement. 
E)  all of the above.

Question 12

Your company manufactures basic widgets, modified widgets called "wadgets," and a high-performance widget called the "wodget." The industry sales ratio for the three lines are widget-70%, wadget-20%, and wodget-10%. You learn that while your company is selling 70 percent basic widgets, they are still $500,000 under their forecast for this line, while unit volume is right at expected levels (i.e., 100% of quota). This fact suggests they should revise their forecast rather than working harder to sell more widgets.

Accepted Answer

A) True 
 B)False

Question 13

You are the sales manager of the Western Division of ROLM, a computer assisted telephone switchboard manufacturer. You are in the midst of analyzing the performance of the four sales territories in your division, and so far you've calculated the following data:  
______ Using these data, which territory has the highest (negative) sales variance?
______ Again using these data, which territory achieved the best performance?
______ Which territory was second best?
Which set of letters below properly completes the blanks?

Accepted Answer

A)  A, B, B 
B)  A, B, C 
C)  B, C, C 
D)  B, B, C 
E)  none of the above 
A)  A, B, B 
B)  A, B, C 
C)  B, C, C 
D)  B, B, C 
E)  none of the above

Question 14

National advertising and production costs are typically directly controllable by sales managers.

Accepted Answer

A) True 
 B)False

Question 15

The concept that sales figures reveal just a small fraction of the larger problem is best known as:

Accepted Answer

A)  micro theory. 
B)  "blinder" principle. 
C)  80-20 rule. 
D)  experience principle. 
E)  iceberg principle. 
A)  micro theory. 
B)  "blinder" principle. 
C)  80-20 rule. 
D)  experience principle. 
E)  iceberg principle.

Question 16

With this method, salespeople and sales managers jointly set personal development targets for the subordinate to be completed within a specific time period. This method is called:

Accepted Answer

A)  TOM. 
B)  BOS. 
C)  MBO. 
D)  MIS. 
E)  QFD. 
A)  TOM. 
B)  BOS. 
C)  MBO. 
D)  MIS. 
E)  QFD.

Question 17

Managers should employ industry sales figures to:

Accepted Answer

A)  place fixed quotas on their sales force. 
B)  uncover product line problems. 
C)  determine who the customers really are. 
D)  to group customers by industry type. 
E)  sales managers have very little use for industry sales figures. 
A)  place fixed quotas on their sales force. 
B)  uncover product line problems. 
C)  determine who the customers really are. 
D)  to group customers by industry type. 
E)  sales managers have very little use for industry sales figures.

Question 18

As a sales manager, Arnold Scwartzfinkle has been causing you more than one sleepless night and the reason might be found in the following data:  
As Arnold's sales manager, what most likely going to ask him to do?

Accepted Answer

A)  nothing. The problem is with Joyce, as she is apparently cutting prices on low-markup products. 
B)  require him to cut back on his expenses so his profit contribution would increase. 
C)  pressure him to quit pushing items with low markups and cutting prices to gain sales volume. 
D)  both b and c of the above. 
E)  none of the above. 
A)  nothing. The problem is with Joyce, as she is apparently cutting prices on low-markup products. 
B)  require him to cut back on his expenses so his profit contribution would increase. 
C)  pressure him to quit pushing items with low markups and cutting prices to gain sales volume. 
D)  both b and c of the above. 
E)  none of the above.

Question 19

As a sales manager, you will be expected to respond quickly and correctly to problems and opportunities as they arise. Let's assume that you've recently been hired by such a company and that your analyses reveal the firm to be suffering from the "80-20" problem. Which of the following is/are not an acceptable response on your part?

Accepted Answer

A)  switch the large-volume accounts to the Internet. 
B)  give the small accounts to independent distributors. 
C)  provide extra service to the large accounts. 
D)  shift low-volume accounts to a telephone reorder system. 
E)  none of the above (all are acceptable) 
A)  switch the large-volume accounts to the Internet. 
B)  give the small accounts to independent distributors. 
C)  provide extra service to the large accounts. 
D)  shift low-volume accounts to a telephone reorder system. 
E)  none of the above (all are acceptable)

Question 20

Behavioral based control systems are primarily concerned with:

Accepted Answer

A)  minimizing expenses. 
B)  increasing sales volume. 
C)  controlling profit margins. 
D)  tracking steps in the selling process. 
E)  none of the above. 
A)  minimizing expenses. 
B)  increasing sales volume. 
C)  controlling profit margins. 
D)  tracking steps in the selling process. 
E)  none of the above.

All of the following are common types of individual goals for salespeople except:

"MBO" stands for:

When 20 percent of the sales come from 80 percent of the buyers sales managers should suspect that they are losing money serving small accounts.

ABC Corp. operates in an industry where prices for their products are rapidly falling due to aggressive discounting. One strategy to compare results from last year to this year is to analyze:

Behavioral measures of performance are usually more effective for salaried work forces.

Although ranking procedures are an effective efficiency measurement tool, they:

In a cost and profit analysis, the profit contribution figure shows how much price-cutting and sharing of commission is being employed by salespeople to move the products.

Which of the following equations is correct?

The development of Behavioral Observation Scales (BOS) requires specific job dimensions and critical incidents for each level and type of sales job.

What can cause a company's market share to decrease when its sales are increasing?

The biggest drawback to MBO programs is that:

National advertising and production costs are typically directly controllable by sales managers.

The concept that sales figures reveal just a small fraction of the larger problem is best known as:

With this method, salespeople and sales managers jointly set personal development targets for the subordinate to be completed within a specific time period. This method is called:

Managers should employ industry sales figures to:

As a sales manager, Arnold Scwartzfinkle has been causing you more than one sleepless night and the reason might be found in the following data: As Arnold's sales manager, what most likely going to ask him to do?

Behavioral based control systems are primarily concerned with:

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

All of the following are common types of individual goals for salespeople except:

"MBO" stands for:

When 20 percent of the sales come from 80 percent of the buyers sales managers should suspect that they are losing money serving small accounts.

ABC Corp. operates in an industry where prices for their products are rapidly falling due to aggressive discounting. One strategy to compare results from last year to this year is to analyze:

Behavioral measures of performance are usually more effective for salaried work forces.

Although ranking procedures are an effective efficiency measurement tool, they:

In a cost and profit analysis, the profit contribution figure shows how much price-cutting and sharing of commission is being employed by salespeople to move the products.

Which of the following equations is correct?

The development of Behavioral Observation Scales (BOS) requires specific job dimensions and critical incidents for each level and type of sales job.

What can cause a company's market share to decrease when its sales are increasing?

The biggest drawback to MBO programs is that:

National advertising and production costs are typically directly controllable by sales managers.

The concept that sales figures reveal just a small fraction of the larger problem is best known as:

With this method, salespeople and sales managers jointly set personal development targets for the subordinate to be completed within a specific time period. This method is called:

Managers should employ industry sales figures to:

As a sales manager, Arnold Scwartzfinkle has been causing you more than one sleepless night and the reason might be found in the following data: As Arnold's sales manager, what most likely going to ask him to do?

Behavioral based control systems are primarily concerned with:

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