Question 1

The salesperson analyzes what happened during the sales call,talks with his or her supervisor about the call,and collects feedback about the call.These activities are carried out to:

Accepted Answer

The activities described are part of post-call analysis, which involves reviewing and analyzing the sales call to identify strengths, weaknesses, and areas for improvement. This process helps the salesperson to learn from their experience and make adjustments to their approach or strategy in future calls, ultimately leading to greater success. Planning the sales call, filling out the call report, and communicating with the customer are all important activities, but they are not specifically related to post-call analysis.

Question 2

________ is derived from rewards such as promotions,salary increases,and sales contests.

Accepted Answer

Extrinsic motivation is derived from external rewards such as promotions, salary increases, and sales contests, while intrinsic motivation is driven by internal rewards such as personal growth, autonomy, and a sense of purpose. Intrinsic satisfaction and extrinsic satisfaction are similar concepts that refer to the fulfillment and contentment that a person experiences as a result of their work or other activities, but they are not directly related to motivation.

Question 3

The salesperson's ________ is a basic force behind how much effort he or she devotes to the job and how he or she responds to different kinds of incentives.

Accepted Answer

Motivation refers to the internal drive that spurs a salesperson to put in a certain level of effort, persist in the face of obstacles, and strive to achieve sales goals. It is a basic force that shapes how a salesperson behaves in different situations, including how he or she responds to different incentives and rewards. Technical knowledge, honesty, and marketing skills are also important traits for a salesperson, but they do not directly impact the level of effort and motivation that the salesperson invests in the job.

Question 4

This activity involves a detailed examination of what happened during the call,"win--loss" reports on new business won or customers lost,any information picked up about competition such as their prices,and any other market intelligence.Identify this salesperson activity.

Accepted Answer

The answer of This activity involves a detailed examination of...

Question 5

Which of the following leads to intrinsic motivation?

Accepted Answer

Different aspects of the job, such as the complexity of tasks, autonomy, and variety, can lead to intrinsic motivation as they provide a sense of competence and challenge, leading to enjoyment of the work itself. Promotion, salary increase, and sales contests are all external factors that may lead to extrinsic motivation, which relies on external rewards rather than enjoyment of the task.

Question 6

Which of the following methods of determining the optimal sales force size is based on the ability to calculate the total amount of work necessary to serve the entire market?

Accepted Answer

The workload method of determining the optimal sales force size is based on calculating the total amount of work necessary to serve the entire market, including the number of sales calls, customer visits, and other activities required to achieve sales targets. This method takes into account the sales productivity of each salesperson and the size of the market to determine the ideal sales force size. The breakdown, marginal economic, and breakout methods do not rely on workload calculations to determine sales force size.

Question 7

Using the breakdown method,calculate how many salespeople will be needed if a company expects to sell $100 million worth of goods in 1998 and the average sale per salesperson is $5 million.

Accepted Answer

To calculate the number of salespeople needed, divide the total expected sales by the average sale per salesperson: $100 million / $5 million = 20.

Question 8

Which of the following decisions is one of the three major,interrelated decisions concerning sales territories?

Accepted Answer

The number of salespeople is a major decision concerning sales territories as it directly impacts how territories are defined, covered, and managed, ensuring efficient and effective market coverage.

Question 9

The salesperson needs to understand both his or her superior's expectations and the kind of selling that is necessary to be successful.This knowledge is called:

Accepted Answer

Role perception in sales refers to the salesperson's understanding of what is expected of them in their role, including both their superior's expectations and the type of selling needed to succeed.

Question 10

Which of the following methods of determining the optimal sales force size is more difficult to implement because it is difficult to know what the "marginal" salesperson can generate in sales?

Accepted Answer

The marginal economic method is more difficult to implement because it requires an understanding of the additional sales that the "marginal" (or next) salesperson will generate, which can be challenging to estimate accurately. This method involves comparing the cost of adding another salesperson to the additional revenue that person would generate, requiring detailed economic analysis.

Question 11

Which of the following is one of the external factors that have a major effect on the performance of salespeople?

Accepted Answer

Changes in customers' tastes and buying behavior can greatly impact the performance of salespeople. Salespeople must adapt to these changes and adjust their sales strategies accordingly in order to effectively meet the needs of their customers. The other options listed (quality of sales management, financial resources, and product quality) are internal factors that can certainly impact sales performance, but not to the same extent as external factors such as changes in customer behavior.

Question 12

Which of the following best describes a person's natural ability to sell?

Accepted Answer

Aptitude refers to a person's natural ability or talent for a certain activity, in this case, selling. While skills and expertise can certainly be developed through training and experience, aptitude is typically something that a person possesses innately. Attitude, on the other hand, refers to a person's mindset or approach towards selling, which can certainly influence their effectiveness but is not the same as innate ability.

Question 13

Which of the following best describes a group of present and potential customers assigned to a salesperson?

Accepted Answer

A sales territory refers to a geographic area assigned to a salesperson where they are responsible for selling products or services to current and potential customers within that area. Market segment refers to a group of customers who share similar needs or characteristics, while a market layout is a plan or design for organizing and displaying products within a store. A focus group is a specific research method where a small group of people are brought together to provide feedback on a product or service.

Question 14

Which of the following is a method of determining the size of the sales force needed that assumes an average productivity level for each salesperson?

Accepted Answer

The breakdown method for determining the size of the sales force is based on the assumption of an average productivity level for each salesperson. It involves dividing the total sales volume or sales target by the average sales volume expected per salesperson to determine the number of salespeople needed.

Question 15

Which of the following is one of the internal factors that have a major effect on the performance of salespeople?

Accepted Answer

The quality of sales management is an internal factor that has a major effect on the performance of salespeople. Effective sales management can provide salespeople with the necessary support, training, feedback, and motivation to perform well. On the other hand, poor sales management can lead to demotivation, confusion, and turnover among salespeople. Changes in technology, economic shifts, and changes in customers' tastes and buying behavior are external factors that can also affect sales performance, but they are not listed as options in the question.

Question 16

Which of the following is likely to occur if a company has too many territories?

Accepted Answer

The answer of Which of the following is likely to...

Question 17

A salesperson's performance is positively correlated with:

Accepted Answer

Job satisfaction is directly related to a salesperson's motivation, dedication and engagement which in turn lead to higher sales performance. Marital status, educational background, and personality type may play a role in sales performance but the correlation is not as strong as with job satisfaction.

Question 18

Which of the following methods of determining the optimal size of the sales force has a problem of assumption that the number of salespeople is determined by the expected sales level when,in fact,the opposite is also true? That is,in many cases sales could be increased with more salespeople.

Accepted Answer

The breakdown method assumes that the total market potential can be divided by the average sales per salesperson to determine the number of salespeople needed. This method has the problem of assuming that the number of salespeople is determined by the expected sales level, ignoring the fact that increasing the number of salespeople could also increase sales.

Question 19

Research has found that ________ is related to both intrinsic and extrinsic motivation.

Accepted Answer

Satisfaction has been found to be related to both intrinsic motivation (the desire to engage in an activity for its own sake) and extrinsic motivation (the desire to engage in an activity for external rewards). When individuals are satisfied with their work or a particular activity, they are more likely to be motivated to continue engaging in it.

Question 20

Which of the following is likely to occur if a company has an insufficient number of territories?

Accepted Answer

If a company has an insufficient number of territories, salespeople would have to cover larger geographic areas, spending more time traveling and less time selling. This would negatively impact their productivity and the company's sales performance.

Quiz 13: Direct Channels of Distribution: Personal Selling and Direct Marketing