Question 1

A virtual sales office can

Accepted Answer

A virtual sales office can improve efficiency by streamlining processes, lower costs by reducing the need for physical space and resources, and distribute information easily through digital means.

Question 2

In today's highly competitive markets, sales managers are trying all kinds of new ideas, sales channels, and technologies to develop mutually profitable short-term-run relationships with customers.

Accepted Answer

Sales managers aim to develop long-term relationships with customers, as these are more sustainable and beneficial for both parties over time.

Question 3

Because of the diverse jobs they do, sales managers have given themselves various titles, including account manager, problem solver, channel manager, business manager, team leader, group psychologist, resource coordinator, sales department administrator, change manager, director of income, contact manager, staff development specialist, trainer/coach, and customer relationship manager.

Accepted Answer

Sales managers often adopt various titles to reflect the diverse roles and responsibilities they undertake in their positions.

Question 4

Selling and sales management concepts and techniques apply to non-commercial as well as to commercial organizations.

Accepted Answer

Sales and selling techniques are applicable to both commercial and non-commercial organizations as they both aim to promote their offerings and engage with their target audiences effectively.

Question 5

Sales managers are paid to plan, lead, and control the personal selling activities of their organizations, but they do not carry out these responsibilities and duties within the larger framework of organizational objectives, marketing strategies, and target markets.

Accepted Answer

Sales managers do carry out their responsibilities within the larger framework of organizational objectives, marketing strategies, and target markets to ensure alignment and effectiveness in achieving the company's goals.

Question 6

After estimating a sales forecast on which to base operational planning and budgeting for their sales force, sales managers then estimate the market potential for their industry and sales potential for their company.

Accepted Answer

Sales managers typically estimate market potential and sales potential before creating a sales forecast, as these estimates inform the forecast and planning process.

Question 7

The purpose of the sales budget is to ensure that organizational resources are allocated in the most efficient and effective way over the period of the plan.

Accepted Answer

The sales budget helps in planning and allocating resources by forecasting sales, which guides production, inventory, and financial planning to optimize efficiency and effectiveness.

Question 8

The overriding purpose in selecting a particular sales organizational structure and size should be to optimize the achievement of sales objectives and goals

Accepted Answer

The primary aim of choosing a sales organizational structure and size is to effectively meet sales targets and objectives, ensuring the organization operates efficiently and successfully.

Question 9

The purpose of time and territory management strategies is to help sales managers determine which accounts their salespeople should call on, when, and how often.

Accepted Answer

Time and territory management strategies are designed to optimize the efficiency and effectiveness of sales efforts by guiding salespeople on which accounts to prioritize, the timing of their visits, and the frequency of interactions.

Question 10

A sales territory comprises of a market segment or group of present and potential customers who usually share very different characteristics relevant to purchasing behavior.

Accepted Answer

A sales territory typically comprises a market segment or group of present and potential customers who share similar characteristics relevant to purchasing behavior, not different ones.

Question 11

After sales territories have been determined, management may design a formal routing pattern for salespeople to follow in calling on customers.

Accepted Answer

Management often designs formal routing patterns to optimize sales efficiency and ensure that salespeople cover their territories effectively.

Question 12

After applicants have been recruited, the sales manager must devise a system for measuring applicants against predetermined job requirements.

Accepted Answer

The sales manager needs to ensure that applicants meet the job requirements by evaluating them against predetermined criteria to select the most suitable candidates.

Question 13

The assimilation process is to help the new salesperson as he or she adjusts socially and psychologically to the organization.

Accepted Answer

The assimilation process is designed to help new employees integrate into the company culture and adapt to their new roles, both socially and psychologically.

Question 14

In today's intensely competitive markets, organizations have become flatter and leaner, thus leadership skills are unnecessary at all organizational levels.

Accepted Answer

Leadership skills remain crucial at all organizational levels to guide, motivate, and manage teams effectively, even in flatter and leaner organizations.

Question 15

Sales force compensation is widely recognized as the most important and least ambiguous way to motivate salesperson performance.

Accepted Answer

Sales force compensation is widely recognized as the most important and least ambiguous way to motivate salesperson performance.

Question 16

Sales force compensation does not include non-financial incentives such as the use of a company car, office space, secretarial help, and special company benefits such as life insurance, a retirement plan, and health care.

Accepted Answer

Sales force compensation can include non-financial incentives like company cars, office space, and benefits, which are part of the overall compensation package to motivate and retain employees.

Question 17

The overall purpose of performance evaluation, however, is to improve organizational profitability by improving sales force productivity.

Accepted Answer

Performance evaluations aim to enhance employee performance, which in turn can lead to increased productivity and profitability for the organization.

Question 18

How well ethical guidelines and standards of social responsibility are being met by salespeople is not necessary in evaluating sales force performance.

Accepted Answer

Ethical guidelines and social responsibility are important in evaluating sales force performance as they ensure that sales practices align with company values and legal standards, impacting reputation and long-term success.

Question 19

Contemporary sales managers are training salespeople to think longer term by striving to build ongoing relationships and mutually profitable partnerships with customers.

Accepted Answer

Sales managers are increasingly focusing on relationship selling, which emphasizes long-term customer engagement and partnerships rather than just immediate sales.

Question 20

In companies that stress the value of customer relationship management, salespeople are being asked not to focus on selling, but serving their clients only as a customer consultant and business partner.

Accepted Answer

The answer of In companies that stress the value of...

Quiz 1: Introduction to Sales Force Management and Its Evolving Roles

A virtual sales office can

In today's highly competitive markets, sales managers are trying all kinds of new ideas, sales channels, and technologies to develop mutually profitable short-term-run relationships with customers.

Selling and sales management concepts and techniques apply to non-commercial as well as to commercial organizations.

Sales managers are paid to plan, lead, and control the personal selling activities of their organizations, but they do not carry out these responsibilities and duties within the larger framework of organizational objectives, marketing strategies, and target markets.

After estimating a sales forecast on which to base operational planning and budgeting for their sales force, sales managers then estimate the market potential for their industry and sales potential for their company.

The purpose of the sales budget is to ensure that organizational resources are allocated in the most efficient and effective way over the period of the plan.

The overriding purpose in selecting a particular sales organizational structure and size should be to optimize the achievement of sales objectives and goals

The purpose of time and territory management strategies is to help sales managers determine which accounts their salespeople should call on, when, and how often.

A sales territory comprises of a market segment or group of present and potential customers who usually share very different characteristics relevant to purchasing behavior.

After sales territories have been determined, management may design a formal routing pattern for salespeople to follow in calling on customers.

After applicants have been recruited, the sales manager must devise a system for measuring applicants against predetermined job requirements.

The assimilation process is to help the new salesperson as he or she adjusts socially and psychologically to the organization.

In today's intensely competitive markets, organizations have become flatter and leaner, thus leadership skills are unnecessary at all organizational levels.

Sales force compensation is widely recognized as the most important and least ambiguous way to motivate salesperson performance.

Sales force compensation does not include non-financial incentives such as the use of a company car, office space, secretarial help, and special company benefits such as life insurance, a retirement plan, and health care.

The overall purpose of performance evaluation, however, is to improve organizational profitability by improving sales force productivity.

How well ethical guidelines and standards of social responsibility are being met by salespeople is not necessary in evaluating sales force performance.

Contemporary sales managers are training salespeople to think longer term by striving to build ongoing relationships and mutually profitable partnerships with customers.

In companies that stress the value of customer relationship management, salespeople are being asked not to focus on selling, but serving their clients only as a customer consultant and business partner.