Question 1

While coaching is used to correct performance,it should be achieved by:

Accepted Answer

A) maintaining a relationship based on respect and trust. 
B) influencing salesperson's morale. 
C) creating a competitive environment. 
D) providing extrinsic motivation. 
E) providing effective job orientation. 
A) maintaining a relationship based on respect and trust. 
B) influencing salesperson's morale. 
C) creating a competitive environment. 
D) providing extrinsic motivation. 
E) providing effective job orientation. A

Question 2

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

Accepted Answer

Coaching

Question 3

A sales manager with "character" should be:

Accepted Answer

A) strong and brave. 
B) kind and considerate. 
C) honest and have integrity. 
D) interesting and entertaining. 
E) hardworking and ambitious. 
A) strong and brave. 
B) kind and considerate. 
C) honest and have integrity. 
D) interesting and entertaining. 
E) hardworking and ambitious. C

Question 4

In order to provide a stable work environment for the employees,leadership style should remain constant,not change with the situation on hand.

Accepted Answer

A) True 
 B)False

Question 5

Liam keeps his staff motivated by applying:

Accepted Answer

A) situational reinforcement. 
B) negative reinforcement. 
C) positive reinforcement. 
D) scheduled reinforcement. 
E) intermittent reinforcement. 
A) situational reinforcement. 
B) negative reinforcement. 
C) positive reinforcement. 
D) scheduled reinforcement. 
E) intermittent reinforcement.

Question 6

The 100-percent or straight commission plan is one of the best compensation methods if your goal is long-term customer development.

Accepted Answer

A) True 
 B)False

Question 7

The sales manager who appraises the performance of his/her sales personnel regularly is displaying the leadership quality known as "consideration."

Accepted Answer

A) True 
 B)False

Question 8

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

a.Percentage sales increase.Sales levels

Question 9

Which of the following statements indicates evidence of structure?

Accepted Answer

A) Policies and procedures are clearly defined. 
B) The sales manager regularly makes calls with the sales force. 
C) Members of the sales force receive regular recognition. 
D) Efficient communication is given a high priority. 
E) Each salesperson is treated as an individual. 
A) Policies and procedures are clearly defined. 
B) The sales manager regularly makes calls with the sales force. 
C) Members of the sales force receive regular recognition. 
D) Efficient communication is given a high priority. 
E) Each salesperson is treated as an individual.

Question 10

Scheduling a special luncheon to celebrate the closing of a large sale is a technique most likely characteristic of a supervisor who displays:

Accepted Answer

A) role modeling. 
B) self-expression. 
C) high consideration. 
D) high tolerance. 
E) high structure. 
A) role modeling. 
B) self-expression. 
C) high consideration. 
D) high tolerance. 
E) high structure.

Question 11

An orientation of a new sales person should occur:

Accepted Answer

A) the first week of work. 
B) the second week of work. 
C) at the time of the interview. 
D) the first day of work. 
E) before the person begins work. 
A) the first week of work. 
B) the second week of work. 
C) at the time of the interview. 
D) the first day of work. 
E) before the person begins work.

Question 12

__________ is an intrinsic reward that occurs when a duty or task is performed.

Accepted Answer

The answer of __________ is an intrinsic reward that occurs...

Question 13

"Who do you consider as a role model to yourself,and why?" is a question aimed at identifying someone's __________.

Accepted Answer

A) opinion leader 
B) role models 
C) integrity 
D) imagination 
E) knowledge 
A) opinion leader 
B) role models 
C) integrity 
D) imagination 
E) knowledge

Question 14

Many companies are now searching for new employees by a new method:

Accepted Answer

A) college recruitment 
B) Internet services 
C) word of mouth 
D) want ads 
E) telephone soliciting 
A) college recruitment 
B) Internet services 
C) word of mouth 
D) want ads 
E) telephone soliciting

Question 15

A sales manager has two main responsibilities,one is to manage and develop the sales force and the other is to:

Accepted Answer

A) do role playing with the sales force. 
B) provide leadership and motivation to the sales force. 
C) provide intrinsic rewards to the sales force. 
D) implement the sales strategy. 
E) explain company policies and procedures to the sales people. 
A) do role playing with the sales force. 
B) provide leadership and motivation to the sales force. 
C) provide intrinsic rewards to the sales force. 
D) implement the sales strategy. 
E) explain company policies and procedures to the sales people.

Question 16

A sales manager screening applicants for a sales position should be looking for an individual who:

Accepted Answer

A) can bring large accounts with him/her. 
B) has probable access to trade secrets. 
C) has wide acquaintanceship within the sales territory. 
D) is a nice person. 
E) is interested in the position and is self-motivated. 
A) can bring large accounts with him/her. 
B) has probable access to trade secrets. 
C) has wide acquaintanceship within the sales territory. 
D) is a nice person. 
E) is interested in the position and is self-motivated.

Question 17

__________ represents the first step in helping a newly hired salesperson become a productive member of your staff.

Accepted Answer

The answer of __________ represents the first step in helping...

Question 18

The sales manager who makes decisions promptly and firmly is displaying the dimension of leadership described as "structure."

Accepted Answer

A) True 
 B)False

Question 19

The two dimensions of leadership identified in research studies conducted by Ohio State University researchers are:

Accepted Answer

A) dominance and sociability. 
B) inspiring and coordinating. 
C) supportive and directive. 
D) structure and consideration. 
E) authoritarian and democratic. 
A) dominance and sociability. 
B) inspiring and coordinating. 
C) supportive and directive. 
D) structure and consideration. 
E) authoritarian and democratic.

Question 20

Gail wants to hire a new sales representative for Roy's Photographers Inc.To decide the type of applicant needed,Gail needs to first:

Accepted Answer

A) ask selected customers about their needs. 
B) try selling products herself. 
C) rely on her opinion and perceptions only. 
D) outline the duties the person will perform. 
E) rely on the former sales representative's opinion. 
A) ask selected customers about their needs. 
B) try selling products herself. 
C) rely on her opinion and perceptions only. 
D) outline the duties the person will perform. 
E) rely on the former sales representative's opinion.

While coaching is used to correct performance,it should be achieved by:

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

A sales manager with "character" should be:

In order to provide a stable work environment for the employees,leadership style should remain constant,not change with the situation on hand.

Liam keeps his staff motivated by applying:

The 100-percent or straight commission plan is one of the best compensation methods if your goal is long-term customer development.

The sales manager who appraises the performance of his/her sales personnel regularly is displaying the leadership quality known as "consideration."

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.

Which of the following statements indicates evidence of structure?

Scheduling a special luncheon to celebrate the closing of a large sale is a technique most likely characteristic of a supervisor who displays:

An orientation of a new sales person should occur:

__________ is an intrinsic reward that occurs when a duty or task is performed.

"Who do you consider as a role model to yourself,and why?" is a question aimed at identifying someone's __________.

Many companies are now searching for new employees by a new method:

A sales manager has two main responsibilities,one is to manage and develop the sales force and the other is to:

A sales manager screening applicants for a sales position should be looking for an individual who:

__________ represents the first step in helping a newly hired salesperson become a productive member of your staff.

The sales manager who makes decisions promptly and firmly is displaying the dimension of leadership described as "structure."

The two dimensions of leadership identified in research studies conducted by Ohio State University researchers are:

Gail wants to hire a new sales representative for Roy's Photographers Inc.To decide the type of applicant needed,Gail needs to first:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

While coaching is used to correct performance,it should be achieved by:

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

A sales manager with "character" should be:

In order to provide a stable work environment for the employees,leadership style should remain constant,not change with the situation on hand.

Liam keeps his staff motivated by applying:

The 100-percent or straight commission plan is one of the best compensation methods if your goal is long-term customer development.

The sales manager who appraises the performance of his/her sales personnel regularly is displaying the leadership quality known as "consideration."

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.

Which of the following statements indicates evidence of structure?

Scheduling a special luncheon to celebrate the closing of a large sale is a technique most likely characteristic of a supervisor who displays:

An orientation of a new sales person should occur:

__________ is an intrinsic reward that occurs when a duty or task is performed.

"Who do you consider as a role model to yourself,and why?" is a question aimed at identifying someone's __________.

Many companies are now searching for new employees by a new method:

A sales manager has two main responsibilities,one is to manage and develop the sales force and the other is to:

A sales manager screening applicants for a sales position should be looking for an individual who:

__________ represents the first step in helping a newly hired salesperson become a productive member of your staff.

The sales manager who makes decisions promptly and firmly is displaying the dimension of leadership described as "structure."

The two dimensions of leadership identified in research studies conducted by Ohio State University researchers are:

Gail wants to hire a new sales representative for Roy's Photographers Inc.To decide the type of applicant needed,Gail needs to first:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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