Deck 17: Management of the Sales Force

Question 1

The training programs of both small and large marketing firms should incorporate three dimensions: knowledge of the product line, company marketing strategies, and territory information as well as:

A) knowledge of personal selling skills; and knowledge of self and others.
B) knowledge of company policies, procedures, and benefits; and stress management.
C) explanation of compensation methods; and application of personal selling principals and practices.
D) explanation of compensation methods; and in-field sales training with supervision.
E) attitudes toward the company, its products, and customers; and application of personal selling principles and practices.

Answer 1

attitudes toward the company, its products, and customers; and application of personal selling principles and practices.

Question 2

Matching

-Giving an overview of company's history, mission statement, compensation plan and work culture

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic

Answer 2

orientation and training

Question 3

Matching

-Carefully explaining any changes in the compensation plan to members of the sales force

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic

Answer 3

administration of compensation plans

Question 4

Matching

-Comparing the profit earned on each account to the frequency of calls

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic

Question 5

Matching

-Considering candidates within the company

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic

Question 6

Matching

-Provide each salesperson with an objective appraisal

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic

Question 7

Matching

-Improving sales manager's interviewing skills

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic

Question 8

Matching

-Using volume of sales, number of new accounts opened, and number of customer calls

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic

Question 9

Matching

-Asking the salesperson to complete a self-evaluation questionnaire

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic

Question 10

Matching

-Inspire others to see their own potential

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic

Question 11

Matching

-Planning, implementing and controlling personal selling functions

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic

Question 12

Matching

-Decisions are made promptly and firmly

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic

Question 13

Matching

-Good performance is rewarded often

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic

Question 14

Matching

-To improve quality of new hires

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic

Question 15

Matching

-Providing knowledge of the product lines, company marketing strategies and territory information

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic

Question 16

Matching

-Longer lasting motivators

A) orientation and training
B) administration of compensation plans
C) assessment of sales performance.
D) recruitment and selection
E) assessment of sales performance
F) leaders
G) sales management
H) providing structure
I) providing consideration
J) personality and skills testing
K) sales training
L) intrinsic