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Exam 11: Sales Management and Sales 2.0

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Question 71

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Under an outcome-based evaluation system, Susan (a salesperson) will likely be measured on how her actual sales compare to her sales quota.

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Question 72

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With respect to the sales training process, after Brenda is done assessing the sales training needs, she should begin working on:

A) Evaluating training alternatives
B) Performing sales training
C) Setting training objectives
D) Setting the sales training schedule
E) Her computer

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Question 73

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Manufacturer representatives are employees of the company that manufactures the products they sell.

Motivation is comprised of three dimensions: ______________, ______________, and _____________.

How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives is known as?

________ evaluations assess the activities salespeople perform in the generation of sales and in completing non-selling responsibilities.

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

A comprehensive systematic approach for evaluating sales organization effectiveness, which provides management with diagnostic as well as prescriptive information, is called?

The function of focusing on continually developing salespeople by providing feedback and serving as a role model is called?

Alan is a sales manager who relies heavily on rewards and punishment to lead his salespeople. Alan would probably best be characterized as having a __________ leadership style.

________ evaluations link outcome-based measures to behavior-based measures.

Generally, a job description is written before a list of the job qualifications.

A sales analysis examines (estimated) future sales performance.

Sales organization _________________ is an overall assessment of how well the sales organization achieved its goals and objectives.

Jim has four salespeople that report directly to him. Jim spends a great deal of time each month working with his salespeople in their respective territories. Jim is a:

______________ involves the planning of sales messages and interactions with customers (by group, by customer, or specific customer encounters.

Sales leadership and sales management are essentially the same thing.

Sales managers should develop one or more selling strategies before setting the corresponding relationship strategies.

Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to set training objectives.

Strategies which focus on ensuring accounts receive the proper selling effort and coverage (e.g., the use of company salesforce or independent representatives) are referred to as: