Question 1

_________________rating scales is a performance evaluation method with the ability to link salesperson behaviors with specific outcomes and allow managers to indicate the level of behavior a specific salesperson is achieved.

Accepted Answer

Behavioral...

Question 2

Bill is applying for a sales position and is asked to complete several different types of assessments. He may be asked to go to an assessment center to complete the assessments.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following are the two types/categories of salesperson performance criteria?

Accepted Answer

A)   Behavioral and Non-Behavioral
B)   Behavioral and Outcome
C)   Outcome and Income
D)   Measured and Non-measured
E)   Real and ImaginedF) None of the above
G) A) and E)

Question 4

Which of the following is not one of the sales organization "Best Practices" identified in the text?

Accepted Answer

A)   Train and coach the right skill set.
B)   Integrate sales with other business functions.
C)   Recruit and hire the best sales talent.
D)   Keep a focus on profitability.
E)   Use information technology effectively to learn about customers.F) B) and E)
G) B) and D)

Question 5

One of the advantages of organizing the salesforce by function is efficiency in performing selling activities.

Accepted Answer

A) True 
 B)False

Question 6

_______________ refers to determination of the type of relationship to be developed with different account groups.

Accepted Answer

Relationsh...

Question 7

The most widely used system for dividing responsibility is to organize the salesforce on the basis of geographic territories.

Accepted Answer

A) True 
 B)False

Question 8

Independence sales organizations that sell complementary, but not computing, products and different manufacturers are called _______________________.

Accepted Answer

Manufactur...

Question 9

The first step of the sales training process is?

Accepted Answer

A)   Set training objectives
B)   Design sales training programs
C)   Evaluate training alternatives
D)   Assess sales training needs
E)   None of the aboveF) B) and D)
G) C) and D)

Question 10

________ evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

Accepted Answer

A)   Sales analysis
B)   Profitability analysis
C)   Sales projection audit
D)   Opportunity analysis
E)   Cost analysisF) B) and D)
G) None of the above

Question 11

______________ refers to combining applications, communications, and content into one digital "cloud" that can be easily accessed from many different devices.

Accepted Answer

The answer of ______________ refers to combining applications, communications, and...

Question 12

The first step of the sales management process is "directing the salesforce".

Accepted Answer

A) True 
 B)False

Question 13

The collection of skills, knowledge, personal traits, aptitude and willingness to accept occupational conditions necessary to perform the job is referred to as the:

Accepted Answer

A)   Job analysis
B)   Job description
C)   Job qualifications
D)   Job survey
E)   Job typeF) B) and E)
G) C) and E)

Question 14

Performance assessments that focus evaluating the actual sales results salespeople achieve are referred to as ______________.

Accepted Answer

A)   Behavioral-based
B)   Outcome-based
C)   Measured
D)   Non-measured
E)   RealF) C) and E)
G) A) and B)

Question 15

Span of control refers to the number of individuals who report to each sales manager.

Accepted Answer

A) True 
 B)False

Question 16

Before conducting a sales analysis, a sales manager must specify the organizational level of analysis.

Accepted Answer

A) True 
 B)False

Question 17

Sales 2.0 incorporates customer-driven processes.

Accepted Answer

A) True 
 B)False

Question 18

Because they are not managers, salespeople can never possess any real power.

Accepted Answer

A) True 
 B)False

Question 19

Sales managers are almost always good at coaching their salespeople.

Accepted Answer

A) True 
 B)False

Question 20

Bill evaluates his salespeople by working with them to review previous goals and setting new ones. This evaluation method is known as "performance management."

Accepted Answer

A) True 
 B)False

Exam 11: Sales Management and Sales 2.0

_______________ refers to determination of the type of relationship to be developed with different account groups.

Correct AnswerverifiedRelationsh...View AnswerShow Answer

Span of control refers to the number of individuals who report to each sales manager.

Correct AnswerverifiedShow Answer

Because they are not managers, salespeople can never possess any real power.

Correct AnswerverifiedShow Answer

_________________rating scales is a performance evaluation method with the ability to link salesperson behaviors with specific outcomes and allow managers to indicate the level of behavior a specific salesperson is achieved.

Correct AnswerverifiedBehavioral...View AnswerShow Answer

The first step of the sales training process is?

Correct AnswerverifiedShow Answer

Which of the following are the two types/categories of salesperson performance criteria?

Correct AnswerverifiedShow Answer

The first step of the sales management process is "directing the salesforce".

Correct AnswerverifiedShow Answer

Sales managers are almost always good at coaching their salespeople.

Correct AnswerverifiedShow Answer

The most widely used system for dividing responsibility is to organize the salesforce on the basis of geographic territories.

Correct AnswerverifiedShow Answer

Bill is applying for a sales position and is asked to complete several different types of assessments. He may be asked to go to an assessment center to complete the assessments.

Correct AnswerverifiedShow Answer

Performance assessments that focus evaluating the actual sales results salespeople achieve are referred to as ______________.

Correct AnswerverifiedShow Answer

Sales 2.0 incorporates customer-driven processes.

Correct AnswerverifiedShow Answer

Before conducting a sales analysis, a sales manager must specify the organizational level of analysis.

Correct AnswerverifiedShow Answer

Which of the following is not one of the sales organization "Best Practices" identified in the text?

Correct AnswerverifiedShow Answer

______________ refers to combining applications, communications, and content into one digital "cloud" that can be easily accessed from many different devices.

Correct AnswerverifiedShow Answer

________ evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

Correct AnswerverifiedShow Answer

One of the advantages of organizing the salesforce by function is efficiency in performing selling activities.

Correct AnswerverifiedShow Answer

The collection of skills, knowledge, personal traits, aptitude and willingness to accept occupational conditions necessary to perform the job is referred to as the:

Correct AnswerverifiedShow Answer

Bill evaluates his salespeople by working with them to review previous goals and setting new ones. This evaluation method is known as "performance management."

Correct AnswerverifiedShow Answer

Independence sales organizations that sell complementary, but not computing, products and different manufacturers are called _______________________.

Correct AnswerverifiedManufactur...View AnswerShow Answer

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Relationsh...
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Behavioral...
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Manufactur...
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