Question 1

Today,selecting effective salespeople is more of a science and less of an art.

Accepted Answer

A) True 
 B)False  True

Question 2

Coaching focuses on helping the salesperson recognize the need to improve his or her performance and:

Accepted Answer

A)  using specially-sequenced exercises 
B)  tracking performance improvements carefully 
C)  encouraging salespeople to focus on primary tasks 
D)  creating space for salespeople to develop professionally 
E)  developing the salesperson's commitment to improve performance 
A)  using specially-sequenced exercises 
B)  tracking performance improvements carefully 
C)  encouraging salespeople to focus on primary tasks 
D)  creating space for salespeople to develop professionally 
E)  developing the salesperson's commitment to improve performance E

Question 3

Which of the following questions is LEAST relevant when developing a job description for a sales position?

Accepted Answer

A)  Will the person be developing a new sales territory? 
B)  Is the product well established in the marketplace? 
C)  What is the average rate of employee turnover? 
D)  Will the salesperson work independently? 
E)  What amount of travel will be required? 
A)  Will the person be developing a new sales territory? 
B)  Is the product well established in the marketplace? 
C)  What is the average rate of employee turnover? 
D)  Will the salesperson work independently? 
E)  What amount of travel will be required? C

Question 4

Some organizations are using ability or aptitude assessment instruments to determine future performance in certain types of sales jobs.Experts in the field of employment testing say that test scores:

Accepted Answer

A)  can be very misleading to the employer, so they should not be used 
B)  should not be considered because of possible legal problems 
C)  are not helpful for most firms because of validity issues 
D)  can be helpful when used in conjunction with other criteria 
E)  are excellent measures to determine future performance 
A)  can be very misleading to the employer, so they should not be used 
B)  should not be considered because of possible legal problems 
C)  are not helpful for most firms because of validity issues 
D)  can be helpful when used in conjunction with other criteria 
E)  are excellent measures to determine future performance

Question 5

________ is an interpersonal process between the sales manager and the salesperson in which the manager helps the salesperson improve performance in a specific area.

Accepted Answer

The answer of ________ is an interpersonal process between the...

Question 6

Aspen Stewart is one of five sales managers at a sports equipment company. She and the other sales managers are under pressure from management to keep their teams of sales representatives motivated and hitting their sales quotas. Because of that, Aspen has studied psychology and motivation, and is always looking for better ways to motivate her team.
-Aspen manages a team of sales representatives who have all chosen careers in sales because it allows them to make a living interacting with and helping people.One of the biggest sources of internal motivation for her sales team is most likely the ability to:

Accepted Answer

A)  convince people to buy products they don't need 
B)  solve their customers' problems 
C)  ask people to spend money on sports equipment 
D)  discount prices when they need to make a sale 
E)  explore sports they would otherwise not have tried 
A)  convince people to buy products they don't need 
B)  solve their customers' problems 
C)  ask people to spend money on sports equipment 
D)  discount prices when they need to make a sale 
E)  explore sports they would otherwise not have tried

Question 7

A compensation plan which will likely produce the greatest degree of company-centeredness and financial security for the employee is:

Accepted Answer

A)  straight commission plan 
B)  guaranteed salary 
C)  straight salary 
D)  guaranteed salary plus a bonus 
E)  straight commission plus a bonus 
A)  straight commission plan 
B)  guaranteed salary 
C)  straight salary 
D)  guaranteed salary plus a bonus 
E)  straight commission plus a bonus

Question 8

The primary purpose of measuring sales force productivity is to:

Accepted Answer

A)  calculate the number of calls each salesperson makes every quarter 
B)  compare the number of sales presentations each salesperson makes 
C)  calculate the firm's total sales volume for a specific period of time 
D)  analyze the profitability of each salesperson's sales volume 
E)  assess the ratio of profits to sales for the sales force 
A)  calculate the number of calls each salesperson makes every quarter 
B)  compare the number of sales presentations each salesperson makes 
C)  calculate the firm's total sales volume for a specific period of time 
D)  analyze the profitability of each salesperson's sales volume 
E)  assess the ratio of profits to sales for the sales force

Question 9

Aspen Stewart is one of five sales managers at a sports equipment company. She and the other sales managers are under pressure from management to keep their teams of sales representatives motivated and hitting their sales quotas. Because of that, Aspen has studied psychology and motivation, and is always looking for better ways to motivate her team.
-The sales managers and director of sales need to evaluate sales production levels.The company's policy has been to compare each sales representative's sales to their sales the previous year.Which of the following is the strongest argument for changing this method of evaluation?

Accepted Answer

A)  Sales representatives do not always sell the same amount each year. 
B)  Sales representatives should not be evaluated by the amount that they sell. 
C)  Changes in products or prices can change sales amounts, so yearly figures are not comparable. 
D)  Because of the product life cycle, amounts should be compared quarter to quarter, not year to year. 
E)  Comparisons should be made to the group as a whole, not to individuals themselves. 
A)  Sales representatives do not always sell the same amount each year. 
B)  Sales representatives should not be evaluated by the amount that they sell. 
C)  Changes in products or prices can change sales amounts, so yearly figures are not comparable. 
D)  Because of the product life cycle, amounts should be compared quarter to quarter, not year to year. 
E)  Comparisons should be made to the group as a whole, not to individuals themselves.

Question 10

According to the text,if you fail the character test,you fail as a sales manager.

Accepted Answer

A) True 
 B)False

Question 11

The process of planning,implementing,and controlling the personal selling function is called:

Accepted Answer

A)  leadership 
B)  sales management 
C)  comptrolling 
D)  organizational strategy 
E)  motivation 
A)  leadership 
B)  sales management 
C)  comptrolling 
D)  organizational strategy 
E)  motivation

Question 12

In many cases,intrinsic motivators have a more long-term effect on the attitudes of salespeople than extrinsic motivators do.

Accepted Answer

A) True 
 B)False

Question 13

According to the authors of How to Hire and Develop Your Next Top Performer,about half of the people working in sales should be doing something else.

Accepted Answer

A) True 
 B)False

Question 14

The first step toward identifying the type of applicant to be recruited for a sales job is to:

Accepted Answer

A)  determine the compensation plan 
B)  consult the sales staff for recommendations 
C)  determine the actual duties of the position 
D)  develop personality and skills assessments 
E)  search for applicants from traditional sources 
A)  determine the compensation plan 
B)  consult the sales staff for recommendations 
C)  determine the actual duties of the position 
D)  develop personality and skills assessments 
E)  search for applicants from traditional sources

Question 15

Many companies are experimenting with some variation of their basic compensation plans such as awards in the form of cash or points that can be used to purchase prizes.Award programs can be styled to suit a variety of sales objectives.List and describe four possible objectives.

Accepted Answer

1.Percentage sales increase.Sales levels

Question 16

A(n)________ is an explanation of what the salesperson will do and under what conditions the work will be performed.

Accepted Answer

The answer of A(n)________ is an explanation of what the...

Question 17

Johan Yee has been a sales representative at a medium-sized textbook publishing house for five years. He has just been promoted by the sales director of his company to sales manager of a new territory. As sales manager, he is tasked with hiring and training three new sales representatives for his team.
-What should Johan do first to begin the process of hiring new team members?

Accepted Answer

A)  Place job ads on Internet job search sites like Monster.com. 
B)  Write a detailed description of job duties and requirements. 
C)  Engage an employment agency to find qualified candidates. 
D)  Draft a training schedule of what skills employees need. 
E)  Sort through resumes to decide who should be interviewed first. 
A)  Place job ads on Internet job search sites like Monster.com. 
B)  Write a detailed description of job duties and requirements. 
C)  Engage an employment agency to find qualified candidates. 
D)  Draft a training schedule of what skills employees need. 
E)  Sort through resumes to decide who should be interviewed first.

Question 18

Aspen Stewart is one of five sales managers at a sports equipment company. She and the other sales managers are under pressure from management to keep their teams of sales representatives motivated and hitting their sales quotas. Because of that, Aspen has studied psychology and motivation, and is always looking for better ways to motivate her team.
-To provide external motivation,Aspen is considering a sales contest.What is the best advice to give Aspen as she designs the contest?

Accepted Answer

A)  Keep contest time frames short to increase the number of winners. 
B)  Use contests frequently to ensure long-term motivation. 
C)  Expand territory sizes to ensure the contest motivates all salespeople. 
D)  Utilize the same reward for every sales contest to ensure equity. 
E)  Provide cash bonuses to all contest winners to ensure full participation. 
A)  Keep contest time frames short to increase the number of winners. 
B)  Use contests frequently to ensure long-term motivation. 
C)  Expand territory sizes to ensure the contest motivates all salespeople. 
D)  Utilize the same reward for every sales contest to ensure equity. 
E)  Provide cash bonuses to all contest winners to ensure full participation.

Question 19

Consideration is most likely characterized by:

Accepted Answer

A)  prioritizing the group over the individual 
B)  caring more about the welfare of employees than about self 
C)  becoming personal friends with employees and their family members 
D)  establishing a climate of good two-way communication between a leader and team members 
E)  ensuring close supervision of each salesperson to make sure they adhere to company policies 
A)  prioritizing the group over the individual 
B)  caring more about the welfare of employees than about self 
C)  becoming personal friends with employees and their family members 
D)  establishing a climate of good two-way communication between a leader and team members 
E)  ensuring close supervision of each salesperson to make sure they adhere to company policies

Question 20

Victor Craig is sales director for a software company selling diagnostic software to automotive repair shops all across the country. He has been with the company for 14 months and manages a staff of six sales representatives. Victor also covers a four-state territory himself. On Monday the CEO of the company calls Victor into his office and states that management is dissatisfied with Victor's performance as sales director. Victor has 90 days to turn his performance around, or he will be fired.
-The CEO suggests that Victor attend a training program for sales managers.If the program is like most others,which of the following topics will most likely be covered?

Accepted Answer

A)  motivating salespeople 
B)  forecasting short-term sales 
C)  managing sales territories 
D)  handling office politics 
E)  calculating ROI 
A)  motivating salespeople 
B)  forecasting short-term sales 
C)  managing sales territories 
D)  handling office politics 
E)  calculating ROI

Today,selecting effective salespeople is more of a science and less of an art.

Coaching focuses on helping the salesperson recognize the need to improve his or her performance and:

Which of the following questions is LEAST relevant when developing a job description for a sales position?

Some organizations are using ability or aptitude assessment instruments to determine future performance in certain types of sales jobs.Experts in the field of employment testing say that test scores:

________ is an interpersonal process between the sales manager and the salesperson in which the manager helps the salesperson improve performance in a specific area.

A compensation plan which will likely produce the greatest degree of company-centeredness and financial security for the employee is:

The primary purpose of measuring sales force productivity is to:

According to the text,if you fail the character test,you fail as a sales manager.

The process of planning,implementing,and controlling the personal selling function is called:

In many cases,intrinsic motivators have a more long-term effect on the attitudes of salespeople than extrinsic motivators do.

According to the authors of How to Hire and Develop Your Next Top Performer,about half of the people working in sales should be doing something else.

The first step toward identifying the type of applicant to be recruited for a sales job is to:

Many companies are experimenting with some variation of their basic compensation plans such as awards in the form of cash or points that can be used to purchase prizes.Award programs can be styled to suit a variety of sales objectives.List and describe four possible objectives.

A(n)________ is an explanation of what the salesperson will do and under what conditions the work will be performed.

Consideration is most likely characterized by:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

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Exam 17: Management of the Sales Force

Today,selecting effective salespeople is more of a science and less of an art.

Coaching focuses on helping the salesperson recognize the need to improve his or her performance and:

Which of the following questions is LEAST relevant when developing a job description for a sales position?

Some organizations are using ability or aptitude assessment instruments to determine future performance in certain types of sales jobs.Experts in the field of employment testing say that test scores:

________ is an interpersonal process between the sales manager and the salesperson in which the manager helps the salesperson improve performance in a specific area.

A compensation plan which will likely produce the greatest degree of company-centeredness and financial security for the employee is:

The primary purpose of measuring sales force productivity is to:

According to the text,if you fail the character test,you fail as a sales manager.

The process of planning,implementing,and controlling the personal selling function is called:

In many cases,intrinsic motivators have a more long-term effect on the attitudes of salespeople than extrinsic motivators do.

According to the authors of How to Hire and Develop Your Next Top Performer,about half of the people working in sales should be doing something else.

The first step toward identifying the type of applicant to be recruited for a sales job is to:

Many companies are experimenting with some variation of their basic compensation plans such as awards in the form of cash or points that can be used to purchase prizes.Award programs can be styled to suit a variety of sales objectives.List and describe four possible objectives.

A(n)________ is an explanation of what the salesperson will do and under what conditions the work will be performed.

Consideration is most likely characterized by:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Filters