Question 1

Three common tools sales managers use to motivate the salesforce include the organisational climate,sales quotas and positive ________.
A)incentives
B)thinking
C)meetings
D)vocabularies and mannerisms
E)teamwork

Accepted Answer

Incentives can be a powerful motivator, but they are not the only tool sales managers use. Organisational climate refers to the overall atmosphere and culture of the company, which can have a significant impact on employee motivation. Sales quotas are also commonly used to motivate sales teams, as they provide a specific target to work towards and can help employees focus their efforts. However, positive incentives such as bonuses or rewards are often used in conjunction with these other tools to further motivate employees.

Question 2

A salesperson's compensation plan is typically made up of several elements-a fixed amount,________,expenses and fringe benefits.
A)a base salary
B)a pension plan
C)a variable amount
D)non-monetary rewards
E)recognition

Accepted Answer

A salesperson's compensation plan usually includes a fixed amount (base salary) and a variable amount, which is often commission or bonuses based on performance.

Question 3

Why are many companies using e-learning to conduct sales training programs?
A)Customers appreciate the flexibility of e-learning.
B)The company's objectives are more easily conveyed through e-learning.
C)E-learning allows for more customer feedback.
D)E-learning reduces training costs.
E)E-learning is the best way to simulate sales calls.

Accepted Answer

E-learning is a cost-effective method of delivering training as it eliminates expenses like renting a training venue, hiring trainers, and travel costs, among others. Therefore, many companies prefer using e-learning to conduct sales training programs to reduce training costs.

Question 4

A salesperson for a company that installs local area networks (LANs)spends about 25 per cent of her time actually selling the product,and about 75 per cent of her time installing the computer systems,training customer employees in their use and troubleshooting.Which sort of compensation is most likely to keep Emma satisfied with her job?
A)a commission and quarterly bonuses
B)expense allowance and salary
C)benefit package and a commission
D)a salary
E)profit sharing,annual bonuses and a commission

Accepted Answer

Since Emma spends most of her time installing and troubleshooting, a salary would be the most appropriate compensation as it provides a stable and predictable income regardless of the sales performance. Commission-based compensation such as A, C, and E may not be as attractive since her sales responsibilities are only 25% of her job. Expense allowance and benefit package (B) may also be less attractive compared to salary since she is not expected to travel much for sales.

Question 5

Companies are always looking for ways to increase active selling time.All of the following are ways to save time to accomplish this goal EXCEPT which one?
A)Use phones,email or teleconferencing instead of travelling.
B)Simplify administrative duties.
C)Improve sales call and routing plans.
D)Reduce the number of customers each sales rep must visit.
E)Supply more and better customer information.

Accepted Answer

Reducing the number of customers each sales rep must visit would actually decrease active selling time, as they would need to make up for the lost sales by visiting more customers or increasing the time spent with each customer. The other options all involve saving time and increasing active selling time.

Question 6

Which of the following is an advantage created by the use of a salesforce automation system?
A)lower costs for training sales personnel
B)increased motivation to acquire new customers
C)decreased need for an inside salesforce
D)stronger organisational climate developed by the sales team
E)salesforce can work more effectively anytime,anywhere

Accepted Answer

The use of a salesforce automation system enables sales personnel to work more effectively anytime and anywhere, thereby increasing their productivity and improving their ability to serve customers on-the-go. This can result in higher sales growth and customer satisfaction, as well as reduced costs associated with travel and office infrastructure. Additionally, a SFA system can provide valuable insights into customer behavior and preferences, enabling sales teams to target their efforts more accurately and efficiently, and to respond quickly to changing market conditions. However, it may not necessarily lead to lower costs for training sales personnel, decreased need for an inside salesforce, or stronger organizational climate developed by the sales team.

Question 7

Which sales management tool shows a salesperson which customers and prospects to see during the next 12 months and in which months,as well as which activities to carry out?
A)time-and-duty analysis
B)salesforce automation system
C)annual call plan
D)sales quota plan
E)positive incentives plan

Accepted Answer

The annual call plan is a sales management tool that outlines which customers and prospects a salesperson should see during the next 12 months, as well as which months they should see them in and what activities they should carry out. This helps ensure that the salesperson is making the most efficient use of their time and prioritizing their efforts towards high-potential customers and prospects. Time-and-duty analysis, salesforce automation systems, sales quota plans, and positive incentives plans may all be useful sales management tools, but they do not specifically address the question of which customers and prospects to see and when.

Question 8

The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.
A)customers' buying habits
B)customers' buying motives
C)the company's main competitors
D)the company's retirement benefits
E)the company's organisational structure

Accepted Answer

The purpose of a training program for salespeople is to provide them with the necessary knowledge and skills to sell the company's products or services effectively. This includes understanding customers' buying habits and motives, the company's main competitors, and its organizational structure. Retirement benefits are not directly related to sales training and are more likely to be covered in an employee benefits program or orientation.

Question 9

At a manufacturer of outdoor furniture and accessories,the marketing and salesforce objectives are to grow relationships with existing customers,while at the same time acquiring new business.Which of the following salesforce compensation plans is most likely to encourage the salesforce to pursue both of these objectives?
A)straight salary
B)straight commission
C)salary plus bonus for customer satisfaction
D)commission plus bonus for new accounts
E)salary plus commission plus bonus for new accounts

Accepted Answer

A compensation plan that combines salary, commission, and a bonus for acquiring new accounts will provide the most motivation for the salesforce to pursue both objectives. The salary component ensures stability and rewards good performance, while the commission incentivizes closing deals with existing and new customers. The bonus for acquiring new accounts gives an added incentive to focus on acquiring new business, while still maintaining relationships with existing customers.

Question 10

According to the textbook,salespeople spend most of their time engaged in which activity?
A)active selling
B)prospecting
C)problem-solving
D)travel time
E)administration

Accepted Answer

The textbook states that salespeople spend 40% to 60% of their time on administrative tasks, such as filling out reports, preparing proposals, and entering data in a CRM system. While prospecting and active selling are important parts of a salesperson's job, they do not typically take up as much time as administrative tasks. Problem-solving and travel time also make up a smaller portion of a salesperson's overall workload.

Question 11

Which of the following is NOT a part of salesforce automation systems frequently used by salespeople?
A)customer-contact and relationship management software
B)time-and-duty analysis software
C)smart phones
D)laptop computers
E)webcams for videoconferencing

Accepted Answer

Time-and-duty analysis software is not typically a part of salesforce automation systems. The other options (customer-contact and relationship management software, smartphones, laptops, and webcams for videoconferencing) are commonly used by salespeople as part of their automation systems.

Question 12

You want to collect information to evaluate your salesforce in the eastern states.Which of the following would you be LEAST likely to consider in doing so?
A)sales reports
B)call reports
C)expense reports
D)profit performance in the territory
E)personality trait assessments

Accepted Answer

Personality trait assessments are unlikely to provide relevant information for evaluating the salesforce's performance in the eastern states. The other options (A, B, C, and D) all provide useful data for evaluating the salesforce's activities and results in the territory.

Question 13

According to the textbook,typical salespeople spend around ________ per cent of their time engaged in active face-to-face selling.
A)10
B)20
C)25
D)30
E)80

Accepted Answer

According to many textbooks on sales and marketing, typical salespeople spend approximately 20% of their time engaged in active face-to-face selling. The rest of their time is often spent on activities such as traveling, waiting, administrative tasks, and customer follow-ups.

Question 14

According to research conducted by Gallup Management Consulting Group,which of the following is one of the four key talents a successful salesperson should possess?
A)easy-going nature
B)disciplined work style
C)creativity
D)technological know-how
E)understanding of many cultures

Accepted Answer

According to Gallup Management Consulting Group's research, a disciplined work style is one of the four key talents a successful salesperson should possess.

Question 15

Helping the salesforce 'work smart' is the goal of ________.
A)sales supervision
B)sales motivation
C)sales compensation
D)the organisational climate
E)return on sales investment

Accepted Answer

Sales supervision involves providing guidance, training, and resources to help the salesforce be more effective and efficient in their work, ultimately enabling them to "work smart." Sales motivation, sales compensation, and return on sales investment are all related to incentivizing and measuring sales performance, while the organizational climate refers to the overall culture and environment of the company, which may indirectly impact salesforce effectiveness.

Question 16

Which of the following is NOT one of the four basic types of compensation plans?
A)straight commission
B)straight salary
C)salary and commission
D)commission plus bonus
E)salary plus bonus

Accepted Answer

Commission plus bonus is not considered one of the four basic types of compensation plans. The four basic types typically include straight salary, straight commission, salary plus commission, and salary plus bonus.

Question 17

All of the following are problems associated with the poor selection of salespeople EXCEPT which one?
A)lower sales volumes
B)costly turnover of sales staff
C)lower salesforce productivity
D)less office support
E)disrupted customer relationships

Accepted Answer

The poor selection of salespeople can lead to lower sales volumes, costly turnover of sales staff, lower salesforce productivity, and disrupted customer relationships. However, it is unlikely that poor selection would result in less office support as that would typically depend on factors beyond the salesforce.

Question 18

Perhaps the fastest-growing salesforce technology tool is ________.
A)the mobile phone
B)the laptop computer
C)the video game
D)electronic network tools and technologies
E)the mail

Accepted Answer

Electronic network tools and technologies, such as customer relationship management (CRM) software, are becoming increasingly popular among sales teams. These tools allow salespeople to manage and track leads, automate tasks, and analyze data. With the rise of remote work, cloud-based CRM software has become a necessity for many sales teams to stay organized and efficient.

Question 19

Sales applicants are LEAST likely to be tested for ________.
A)sales aptitude
B)organisational skills
C)accounting skills
D)analytical skills
E)personality traits

Accepted Answer

Sales applicants are usually not tested for accounting skills as it is not directly related to their job duties. They are typically assessed for sales aptitude, organisational and analytical skills, as well as personality traits to determine their potential success in the role.

Question 20

The goal of sales motivation is to encourage salespeople to ________ and energetically towards salesforce goals.
A)'work smart'
B)'work hard'
C)'work cooperatively'
D)'work creatively'
E)'work quickly'

Accepted Answer

The phrase "work hard" implies exerting effort and dedication towards achieving the goals of the salesforce. While "work smart," "work cooperatively," "work creatively," and "work quickly" all have their respective merits, none of them capture the essence of the motivation required to drive sales.

Quiz 12: Personal Selling and Sales Promotion: Creating Value in Relationships

Three common tools sales managers use to motivate the salesforce include the organisational climate,sales quotas and positive ________.

A salesperson's compensation plan is typically made up of several elements-a fixed amount,________,expenses and fringe benefits.

Why are many companies using e-learning to conduct sales training programs?

Companies are always looking for ways to increase active selling time.All of the following are ways to save time to accomplish this goal EXCEPT which one?

Which of the following is an advantage created by the use of a salesforce automation system?

Which sales management tool shows a salesperson which customers and prospects to see during the next 12 months and in which months,as well as which activities to carry out?

The purpose of a training program for salespeople is to teach them about all of the following EXCEPT ________.

According to the textbook,salespeople spend most of their time engaged in which activity?

Which of the following is NOT a part of salesforce automation systems frequently used by salespeople?

You want to collect information to evaluate your salesforce in the eastern states.Which of the following would you be LEAST likely to consider in doing so?

According to the textbook,typical salespeople spend around ________ per cent of their time engaged in active face-to-face selling.

According to research conducted by Gallup Management Consulting Group,which of the following is one of the four key talents a successful salesperson should possess?

Helping the salesforce 'work smart' is the goal of ________.

Which of the following is NOT one of the four basic types of compensation plans?

All of the following are problems associated with the poor selection of salespeople EXCEPT which one?

Perhaps the fastest-growing salesforce technology tool is ________.

Sales applicants are LEAST likely to be tested for ________.

The goal of sales motivation is to encourage salespeople to ________ and energetically towards salesforce goals.