Question 1

What is the term for the process of assessing costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets?

Accepted Answer

The term for the process described is cost analysis, as it involves comparing actual costs incurred by the sales organization with the planned costs in sales budgets. Sales analysis involves analyzing sales data and trends, profitability analysis involves assessing the financial returns of sales activities, and ANOVA is a statistical technique for analyzing variance in data.

Question 2

What is the term for performance assessments of a salesperson from multiple sources having a relationship with the salesperson?

Accepted Answer

360-degree feedback involves soliciting feedback from various sources such as supervisors, peers, subordinates, and even customers to evaluate the performance of an individual. In this scenario, performance assessments of a salesperson from multiple sources having a relationship with the salesperson would fall under the category of 360-degree feedback. Option A (behavioural-based evaluations) and option B (outcome-based evaluations) do not necessarily involve feedback from multiple sources. Option D (performance management) is a broader term that encompasses various activities such as goal setting, feedback, coaching, and development.

Question 3

What is the term for the process of examining the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales?

Accepted Answer

The term used for examining the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales is known as a sales analysis.

Question 4

In which area of a sales organization audit would an examination of customer perceptions, competition, technology, and economic trends influencing sales performance take place?

Accepted Answer

The examination of customer perceptions, competition, technology, and economic trends influencing sales performance would take place in the sales organization environment area of a sales organization audit. This area focuses on external factors that can impact the performance of the sales organization, such as the market and industry conditions.

Question 5

What is the term for the ability to create, access, and interact with networks of contacts electronically?

Accepted Answer

The term for the ability to create, access, and interact with networks of contacts electronically is social networking. Sales 2.0 refers to the use of technology to enhance the sales process, cloud computing refers to accessing and storing data over the internet, and sales process applications refer to software used for managing the sales process.

Question 6

What is the name for the evaluation of the activities salespeople perform in the generation of sales and in completing nonselling responsibilities?

Accepted Answer

Behavior-based evaluation focuses on the activities and behaviors salespeople engage in to generate sales and fulfill their nonselling responsibilities, rather than solely on the outcomes of these activities.

Question 7

What is the term for the use of customer-driven processes enabled by the latest Web technology to co-create value with customers?

Accepted Answer

"Sales 2.0" refers to the use of Web 2.0 technologies and customer-driven processes to improve the sales process and co-create value with customers. It emphasizes the role of technology in enhancing customer relationships and improving sales performance.

Question 8

When analyzing sales, in which component of the sales analysis framework would determining exactly where sales are being generated take place?

Accepted Answer

The organizational level of analysis focuses on determining where sales are being generated, such as by region, branch, or product line.

Question 9

What is the name for a performance evaluation method with the ability to link salesperson behaviours with specific outcomes and allow managers to indicate the level of behaviour a specific salesperson has achieved?

Accepted Answer

Behaviourally anchored rating scales (BARS) are performance evaluation methods that link specific behaviours with outcomes. This method helps managers indicate the level of behaviour a specific salesperson has achieved. Option B, outcome-based evaluation scales (OBES), is not a commonly used evaluation method in sales. Option C, 360-degree feedback range (36FR), is a method that involves feedback from multiple sources, not specifically linking behaviours with outcomes. Option D, performance management rating system (PMRS), is a broad term that could refer to any performance management system, not specifically linking behaviours with outcomes.

Question 10

In which stage does combining sales and cost data to identify and assess sales organization profitability take place?

Accepted Answer

Combining sales and cost data to identify and assess sales organization profitability is a part of profitability analysis. This stage involves evaluating the profitability of each sales channel, region, or product line.

Question 11

In which area of a sales organization audit would an examination of an organization's sales objectives and selling strategies take place?

Accepted Answer

An examination of an organization's sales objectives and selling strategies would take place in the sales organization planning system, as this area is responsible for developing and implementing the overall sales strategy and goals for the organization. The other options do not specifically focus on the development of sales objectives and strategies.

Question 12

What is the term for a management approach that involves sales managers and individual salespeople working together on setting goals, reviewing, and rewarding?

Accepted Answer

The described approach is performance management, which involves setting goals, reviewing progress, providing feedback, and rewarding or correcting performance as needed. This approach emphasizes collaboration between managers and employees to achieve shared goals and improve individual and team performance. The other options (A, B, and C) do not fully capture this approach.

Question 13

When analyzing sales, in which component of the sales analysis framework would determining exactly what is being sold and by which distribution channel take place?

Accepted Answer

Determining exactly what is being sold and by which distribution channel takes place in the "type of sales to be analyzed" component of the sales analysis framework.

Question 14

In which area of a sales organization audit would an examination of the planning, implementing, and controlling of the personal selling function within the organization take place?

Accepted Answer

The answer of In which area of a sales organization...

Question 15

In which area of a sales organization audit would an examination of the salesforce recruiting, training, motivation, supervision, and budgeting activities take place?

Accepted Answer

These activities are directly related to the management of the sales team, which falls under the category of sales management functions.

Question 16

According to the textbook, what is the name for a comprehensive, systematic approach for evaluating sales organization effectiveness that provides management with diagnostic as well as prescriptive information?

Accepted Answer

The name for a comprehensive, systematic approach for evaluating sales organization effectiveness that provides management with diagnostic as well as prescriptive information is a sales organization audit. This is discussed in the textbook as a tool to evaluate the performance and effectiveness of the sales force. Option B, sales analysis, is too broad and refers to simply analyzing sales data. Option C, performance measurement system, is also too broad and could refer to any system of measuring performance in an organization. Option D, management by objectives, is a management philosophy that emphasizes setting and achieving specific objectives, but it is not specific to evaluating sales organization effectiveness.

Question 17

When analyzing sales, in which component of the sales analysis framework would accounting for the effects of inflation take place?

Accepted Answer

Accounting for the effects of inflation takes place in the unit of analysis component of the sales analysis framework because it involves adjusting the sales figures for the effects of inflation to ensure that they are comparable over time.

Question 18

When determining sales organization effectiveness, which of the following factors are sales managers likely to have the least amount of control over?

Accepted Answer

Environmental factors such as market conditions, economic trends, and competitor actions are typically outside of the control of sales managers. While sales managers may be able to make adjustments in response to these factors, they are ultimately unable to control them.

Question 19

When analyzing sales, in which component of the sales analysis framework would evaluating how well the organization is performing against its objectives or in comparison to previous time periods or competitors take place?

Accepted Answer

The method of analysis involves evaluating performance against objectives, past performance, or competitors, which is essential for understanding sales trends and effectiveness.

Question 20

What is the name for the evaluation of the actual sales results a salesperson achieves?

Accepted Answer

Outcome-based evaluation is the evaluation of actual sales results achieved by a salesperson. The other options are different types of evaluations, but not specifically related to sales results.

Quiz 11: Sales Management and Sales 2.0