Question 1

A job description is a written document that describes job relationships and requirements that characterize each sales position.Once established, the job description is then translated into a __________.

Accepted Answer

The job description is translated into a statement of job qualifications, which typically includes the specific skills, knowledge, and experience required to fulfill the duties described in the job description. A statement of credentials may be part of the job qualifications, but it is not the primary focus. A statement of intelligence or education is not applicable in this context. A statement of requirements is too general and does not specifically address the job's qualifications.

Question 2

Attributes such as imagination and problem-solving ability, strong work ethic, honesty, intimate product knowledge, effective communication and listening skills, and attentiveness reflected in responsiveness to buyer needs and customer loyalty and follow-up are found in the

Accepted Answer

The answer of Attributes such as imagination and problem-solving ability,...

Question 3

proper compensation, incentives, or rewards.

Accepted Answer

Effective sales management practices often include proper compensation, incentives, or rewards to motivate and retain employees.

Question 4

proper compensation, incentives, or rewards.

Accepted Answer

The answer of proper compensation, incentives, or rewards.
...

Question 5

With a __________, a salesperson's earnings are directly tied to sales or profits generated.

Accepted Answer

A straight commission compensation plan is a type of compensation plan where a salesperson's earnings are directly tied to the sales or profits generated. The salesperson is paid a set percentage of the total sales they generate, so their income is directly proportional to their performance. This type of plan can be motivating for salespeople as their earnings are tied to their performance, but it can also be risky as they have no guaranteed base salary.

Question 6

There are three commonly used compensation plans:

Accepted Answer

Straight salary provides a guaranteed income which can be budgeted and minimizes the risk for the employee. On the other hand, straight commission motivates the salesperson to perform the best and work hard. A combination of both salary and commission can align interests and provide an incentive for the salesperson to perform. This is the most commonly used and effective compensation plan in the sales industry.

Question 7

A __________ is a written document that describes job relationships and requirements that characterize each sales position.

Accepted Answer

A job description is a written document that outlines the job title, duties, responsibilities, and requirements of a particular job position. In the context of sales positions, a job description would describe the specific job relationships and requirements that characterize each sales position.

Question 8

Which of the following statements about salesforce training is most accurate?

Accepted Answer

Salesforce training is an ongoing process that affects both new and seasoned salespeople. While recruitment and selection of salespeople is a one-time event, salesforce training is an ongoing process as salespeople need to continuously learn new skills to keep up with changes in the industry and in their products/services.

Question 9

The aptitudes, knowledge, skills, and a variety of behavioral characteristics considered necessary to perform a job successfully are contained in the __________.

Accepted Answer

The statement of job qualifications is the document that outlines the required attributes necessary to perform a job successfully. It includes a combination of aptitudes, knowledge, skills, and behavioral characteristics needed for effective job performance. A statement of credentials may refer to credentials held by an individual, but it does not necessarily pertain to the job requirements. A statement of training or education only refers to specific types of preparation, while a statement of experience focuses only on past work experience.

Question 10

proper compensation, incentives, or rewards.

Accepted Answer

The answer of proper compensation, incentives, or rewards.
...

Question 11

There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection, salesforce training, and __________.

Accepted Answer

The two tasks mentioned in the question are salesforce recruitment and selection, and salesforce training. The third major task is salesforce motivation and compensation. This involves setting up a compensation structure that motivates the salesforce to perform well and achieve the sales objectives. This task is essential to ensure that the salesforce stays motivated and productive over the long-term. The other choices (A, B, C, and E) are also important tasks in the sales management process, but they do not specifically fall under the implementation stage.

Question 12

Applied to recruiting and selecting salespeople, a __________ explains to whom a salesperson reports and how a salesperson interacts with other company personnel.

Accepted Answer

A job description outlines the duties and responsibilities of a position, including reporting structure and interactions with other personnel. This information can be used in the recruiting and selecting process to ensure that the candidate has the necessary skills and experience to perform the job successfully.

Question 13

A straight commission compensation plan is a compensation plan

Accepted Answer

A straight commission compensation plan is one in which the salesperson's earnings are directly tied to the sales or profits he or she generates. There is no set or fixed amount of salary or bonus, just a percentage of the sales or profits. This type of plan motivates salespeople to exceed their targets, but it can also be risky for them as they might end up earning less if they don't meet their targets.

Question 14

A __________ explains to whom a salesperson reports, how a salesperson interacts with other company personnel, the customers to be called on, the specific activities to be carried out, the physical and mental demands of the job, and the types of products and services to be sold.

Accepted Answer

A job description outlines the specific responsibilities and requirements of a salesperson's job, including their reporting structure, interactions with colleagues and customers, tasks to be performed, and the products or services they will be selling. It also typically includes information on the physical and mental demands of the job. A sales plan, performance contract, and personal performance plan are all different tools used by managers to set expectations and goals for salespeople, but they do not provide the comprehensive overview of the job that a job description does. A job analysis is a broader process of assessing the tasks and requirements of a job, but it does not necessarily provide the same level of detail as a job description.

Question 15

One of the most crucial tasks of sales management is

Accepted Answer

The answer of One of the most crucial tasks of...

Question 16

With a __________, a salesperson is paid a fixed fee per week, month, or year.

Accepted Answer

With a straight salary compensation plan, a salesperson is paid a fixed fee per week, month, or year. This is different from a straight commission plan where the salesperson is paid based on their sales performance.

Question 17

Job analysis refers to

Accepted Answer

Job analysis refers to the study and evaluation of a particular job position, including the tasks that make up the job and how it should be performed. This analysis is used to better understand the skills, knowledge, and abilities required for success in the position, as well as to establish performance expectations and develop training programs. A thorough evaluation of a salesperson's performance (A) would be a separate process, as would assessing why leads fail to convert to sales (B). Creating an individualized compensation plan (D) would require a different process, and a performance contract (E) is a separate tool used for tracking and evaluating performance.

Question 18

Which type of salesforce training is the most popular type of training?

Accepted Answer

On-the-job training is the most popular type of salesforce training because it allows salespeople to learn in a real-world environment, gaining practical experience and skills directly applicable to their roles.

Question 19

Information from the __________ is used to write a job description.

Accepted Answer

A job analysis is a systematic process of gathering and analyzing information about the duties, responsibilities, necessary skills, outcomes, and work environment of a particular job. This information is then used to develop a job description that accurately reflects the requirements and expectations of the job. The other options listed (job compensation plan, sales plan, performance contract, and personal performance plan) do not provide the necessary information to write a job description.

Question 20

There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection, __________, and salesforce motivation and compensation.

Accepted Answer

Salesforce training is a major task in the implementation stage of the sales management process, alongside recruitment and motivation/compensation.

Quiz 17: Personal Selling and Sales Management

A job description is a written document that describes job relationships and requirements that characterize each sales position.Once established, the job description is then translated into a __________.

Attributes such as imagination and problem-solving ability, strong work ethic, honesty, intimate product knowledge, effective communication and listening skills, and attentiveness reflected in responsiveness to buyer needs and customer loyalty and follow-up are found in the

proper compensation, incentives, or rewards.

proper compensation, incentives, or rewards.

With a __________, a salesperson's earnings are directly tied to sales or profits generated.

There are three commonly used compensation plans:

A __________ is a written document that describes job relationships and requirements that characterize each sales position.

Which of the following statements about salesforce training is most accurate?

The aptitudes, knowledge, skills, and a variety of behavioral characteristics considered necessary to perform a job successfully are contained in the __________.

proper compensation, incentives, or rewards.

There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection, salesforce training, and __________.

Applied to recruiting and selecting salespeople, a __________ explains to whom a salesperson reports and how a salesperson interacts with other company personnel.

A straight commission compensation plan is a compensation plan

A __________ explains to whom a salesperson reports, how a salesperson interacts with other company personnel, the customers to be called on, the specific activities to be carried out, the physical and mental demands of the job, and the types of products and services to be sold.

One of the most crucial tasks of sales management is

With a __________, a salesperson is paid a fixed fee per week, month, or year.

Job analysis refers to

Which type of salesforce training is the most popular type of training?

Information from the __________ is used to write a job description.

There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection, __________, and salesforce motivation and compensation.