Exam 16: Planning, Staffing, and Training Successful Salespeople

Even the most successful salespeople are not exempted from sales training.

A newly appointed sales manager goes through a series of phases in learning to think and act like a boss. The last phase in such a process is called:

Sales force staffing is the process of matching the right people to the right jobs and placing them in the right sales territory.

Small firms rarely use outside sales trainers because it is more cost effective for them to maintain an internal training staff.

Typically, sales goals are set slightly lower than sales forecasts.

The most common tool used in hiring is:

A new manager will be heavily supported by his subordinates and other managers to make the initial adjustments to his new role.

Which statement about sales force budgeting is most likely true?

_____ enables a salesperson to acquire job-related concepts, rules, and skills that will improve sales performance.

Which of the following is a formal, written statement describing the nature, requirements, and responsibilities of a specific sales position?

What is a drawback of personal interviews?

What common problems do new managers frequently face? What attitudes and qualities help new sales managers overcome these difficulties?

A manager's salary is usually related to the number of salespeople being supervised.

Which government agency has the greatest influence on sales force staffing?

Which approach to sales training would most likely include case studies?

The sales force budget is most likely based on estimates of:

The first step in the breakdown approach of determining appropriate sales force size is to:

A centralized training program would most likely:

What changes occur when a salesperson is promoted to sales manager?

_____ is defined as the management function of establishing a broad outline for goals, policies, and procedures that will accomplish the objectives of the organization.