Question 1

All of the following are popular ways of looking at sales results, as discussed in the text, except.

Accepted Answer

A)  checking total sales revenues. 
B)  sales by territories. 
C)  sales by products. 
D)  sales by customer type. 
E)  All of the above are popular ways of looking at sales results. 
A)  checking total sales revenues. 
B)  sales by territories. 
C)  sales by products. 
D)  sales by customer type. 
E)  All of the above are popular ways of looking at sales results.

Question 2

Once sales managers have reliable measures of potential, the next step is to convert these numbers into planned sales figures for each territory.

Accepted Answer

A) True 
 B)False

Question 3

Controllable costs often interest sales managers most because:

Accepted Answer

A)  they are convenient due to their fixed nature. 
B)  they are the only costs that can be calculated. 
C)  they are the only costs that a sales manager can influence. 
D)  they always account for the most costs. 
E)  all of the above. 
A)  they are convenient due to their fixed nature. 
B)  they are the only costs that can be calculated. 
C)  they are the only costs that a sales manager can influence. 
D)  they always account for the most costs. 
E)  all of the above.

Question 4

Another tabulation that is useful to sales managers is to break sales down by customer.

Accepted Answer

A) True 
 B)False

Question 5

Managers who control stockbrokers, insurance and other salespeople commission tends to emphasize ______________measures of performance.

Accepted Answer

A)  outcome 
B)  input 
C)  regression-based 
D)  behavioral. 
E)  none of the above. 
A)  outcome 
B)  input 
C)  regression-based 
D)  behavioral. 
E)  none of the above.

Question 6

Performance evaluation can only be accomplished by objective performance measures.

Accepted Answer

A) True 
 B)False

Question 7

Contribution margin minus direct fixed selling costs equals:

Accepted Answer

A)  variable. 
B)  fixed cost. 
C)  direct selling cost. 
D)  contribution profit. 
E)  income after tax. 
A)  variable. 
B)  fixed cost. 
C)  direct selling cost. 
D)  contribution profit. 
E)  income after tax.

Question 8

Call reports do not allow sales managers to set activity objectives for individual salespeople.

Accepted Answer

A) True 
 B)False

Question 9

The four-factor model is useful for evaluation because it only measures a salesperson's input efforts.

Accepted Answer

A) True 
 B)False

Question 10

Net sales revenue minus variable cost equals:

Accepted Answer

A)  variable cost. 
B)  contribution margin. 
C)  direct selling costs. 
D)  contribution profit. 
E)  income after tax. 
A)  variable cost. 
B)  contribution margin. 
C)  direct selling costs. 
D)  contribution profit. 
E)  income after tax.

Question 11

The most common objectives are the attainment of specific sales revenues, contribution profits, market shares, and expense levels.

Accepted Answer

A) True 
 B)False

Question 12

You are the sales manager of Rosen's Restaurant Supply Company. Given the following ranking data on all five salespeople in the Rocky Mountain region, answer the following questions. (1 = best or highest, 5 = worst or lowest)
 
Who is (are) the LEAST efficient?

Accepted Answer

A)  Rosen, Jr. 
B)  Miller. 
C)  Munchkyn. 
D)  Schwartz. 
E)  both a and c of the above 
A)  Rosen, Jr. 
B)  Miller. 
C)  Munchkyn. 
D)  Schwartz. 
E)  both a and c of the above

Question 13

Which of the following statements is/are true regarding behavioral observation scales?

Accepted Answer

A)  inputs for the program are given exclusively by the salesperson. 
B)  it is a very time consuming process when compared to MBO systems. 
C)  it focuses on identifying a list of critical incidents that lead to job success. 
D)  two of the above, and they are a and c. 
E)  two of the above, and they are b and c. 
A)  inputs for the program are given exclusively by the salesperson. 
B)  it is a very time consuming process when compared to MBO systems. 
C)  it focuses on identifying a list of critical incidents that lead to job success. 
D)  two of the above, and they are a and c. 
E)  two of the above, and they are b and c.

Question 14

Net sales revenue minus variable cost equal direct fixed selling costs.

Accepted Answer

A) True 
 B)False

Question 15

Contribution margins are usually expressed as:

Accepted Answer

A)  percent of sales. 
B)  percent of company profit. 
C)  percent of controllable expenses. 
D)  percent of indirect expenses. 
E)  all of the above. 
A)  percent of sales. 
B)  percent of company profit. 
C)  percent of controllable expenses. 
D)  percent of indirect expenses. 
E)  all of the above.

All of the following are popular ways of looking at sales results, as discussed in the text, except.

Once sales managers have reliable measures of potential, the next step is to convert these numbers into planned sales figures for each territory.

Controllable costs often interest sales managers most because:

Another tabulation that is useful to sales managers is to break sales down by customer.

Managers who control stockbrokers, insurance and other salespeople commission tends to emphasize ______________measures of performance.

Performance evaluation can only be accomplished by objective performance measures.

Contribution margin minus direct fixed selling costs equals:

Call reports do not allow sales managers to set activity objectives for individual salespeople.

The four-factor model is useful for evaluation because it only measures a salesperson's input efforts.

Net sales revenue minus variable cost equals:

The most common objectives are the attainment of specific sales revenues, contribution profits, market shares, and expense levels.

You are the sales manager of Rosen's Restaurant Supply Company. Given the following ranking data on all five salespeople in the Rocky Mountain region, answer the following questions. (1 = best or highest, 5 = worst or lowest) Who is (are) the LEAST efficient?

Which of the following statements is/are true regarding behavioral observation scales?

Net sales revenue minus variable cost equal direct fixed selling costs.

Contribution margins are usually expressed as:

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 popular ways of looking at sales results, as discussed in the text, except.

Once sales managers have reliable measures of potential, the next step is to convert these numbers into planned sales figures for each territory.

Controllable costs often interest sales managers most because:

Another tabulation that is useful to sales managers is to break sales down by customer.

Managers who control stockbrokers, insurance and other salespeople commission tends to emphasize ______________measures of performance.

Performance evaluation can only be accomplished by objective performance measures.

Contribution margin minus direct fixed selling costs equals:

Call reports do not allow sales managers to set activity objectives for individual salespeople.

The four-factor model is useful for evaluation because it only measures a salesperson's input efforts.

Net sales revenue minus variable cost equals:

The most common objectives are the attainment of specific sales revenues, contribution profits, market shares, and expense levels.

You are the sales manager of Rosen's Restaurant Supply Company. Given the following ranking data on all five salespeople in the Rocky Mountain region, answer the following questions. (1 = best or highest, 5 = worst or lowest) Who is (are) the LEAST efficient?

Which of the following statements is/are true regarding behavioral observation scales?

Net sales revenue minus variable cost equal direct fixed selling costs.

Contribution margins are usually expressed as:

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