Question 1

All of the following are behaviorally-related sales objectives EXCEPT:

Accepted Answer

Number of new customers is not a behaviorally-related objective, as it is focused on the result rather than the behavior or skills of the salesperson. The other options are all related to specific behaviors or skills that the salesperson should possess in order to be effective.

Question 2

Selling objectives can be __________ and focus on dollar or unit sales volume,number of new customers added,and profit.Alternatively,they can be __________ and emphasize the number of sales calls and selling expenses.

Accepted Answer

The first blank requires a term that refers to objectives related to sales performance metrics. The second blank requires a term that refers to objectives related to the activities and resources required to achieve those performance metrics. Option B satisfies both blanks because it relates selling objectives to output (sales volume, number of new customers, profit) and input (sales calls, selling expenses) metrics.

Question 3

All of the following are output-related sales objectives EXCEPT:

Accepted Answer

Number of sales calls is not an output-related sales objective. The other options, unit sales, profit, number of new customers, and dollar sales, all relate to the actual output produced by sales activities.

Question 4

Research indicates that 25% of U.S.salespeople engaged in __________ selling consider it unethical to explicitly ask customers about competitors' strategies such as pricing practices,product development efforts,and trade and promotion programs.

Accepted Answer

Business-to-business (B2B) selling often involves complex and sensitive information, making it more likely for salespeople to consider it unethical to ask about competitors' strategies.

Question 5

The most basic of the three sales management functions is

Accepted Answer

The answer of The most basic of the three sales...

Question 6

In Figure 20-5 above,"A" represents a(n)__________ when comparing independent agents and a company salesforce.

Accepted Answer

The answer of In Figure 20-5 above,"A" represents a(n)__________ when...

Question 7

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a __________.

Accepted Answer

A sales plan is a comprehensive document that outlines the sales objectives, sales strategies, and tactical plans to achieve the goals. It also defines the target market segments, sales territories, and channels where the salesforce will work to implement the plan. The workload plan is a part of the sales plan that specifies how the salesforce's time and resources will be allocated to achieve the desired results. The other options, Salesforce framework, sales protocol, and sales assessment, are not commonly used terms in the sales planning process.

Question 8

The sales manager told the salesperson,"Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced a(n)__________ sales objective.

Accepted Answer

The sales manager's objective is to increase sales volume, which is an output-related objective as it is focused on the results or output of the salesperson's efforts.

Question 9

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Accepted Answer

The sales plan formulation stage involves setting sales objectives, organizing the salesforce, and developing account management policies. The other options involve tasks that occur in later stages of the sales management process, such as recruiting and selecting the salesforce (which occurs in the salesforce recruitment stage) and evaluating the individual members of the salesforce (which occurs in the salesforce evaluation stage).

Question 10

Formulating the sales plan involves three tasks: (1)__________; (2)organizing the salesforce;and (3)developing account management policies.

Accepted Answer

The answer of Formulating the sales plan involves three tasks:...

Question 11

An effective sales plan objective should be

Accepted Answer

An effective sales plan objective should be precise, measurable, and time-specific. These characteristics ensure that the objective is specific and achievable, can be tracked for progress and success, and has a specific deadline or timeframe for completion. General and flexible objectives may not provide enough direction or motivation for sales teams, while profitable or subjective objectives may not be specific or measurable enough.

Question 12

A sales plan refers to a

Accepted Answer

A sales plan is a statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed. It outlines the objectives, strategies, tactics, and resources needed to achieve sales targets and drive business growth. It provides a roadmap for the sales team to follow, clarifies roles and responsibilities, and helps to align sales efforts with overall business goals.

Question 13

The second task of a selling organization when it formulates a sales plan is to answer all of the following questions EXCEPT:

Accepted Answer

The second task of a sales plan involves structuring the salesforce, not compensation strategies.

Question 14

Figure 20-4 above depicts the sales management process that involves three interrelated functions."B" refers to __________.

Accepted Answer

The answer of Figure 20-4 above depicts the sales management...

Question 15

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1^st and July 1^st." The sales manager voiced a(n)__________ sales objective.

Accepted Answer

The sales objective given by the sales manager is input-related, as it focuses on the number of customer contacts the salesperson should make. Output-related objectives would be focused on the actual sales made, behaviorally-related objectives would focus on the actions taken during the sales process, comprehensive-related objectives would be a combination of different types of objectives, and market-related objectives would focus on market share, competition, and customer behavior.

Question 16

Formulating the sales plan involves three tasks: (1)setting objectives; (2)organizing the salesforce;and (3)__________.

Accepted Answer

The answer of Formulating the sales plan involves three tasks:...

Question 17

A third type of sales objective that is __________,which is typically specific for each salesperson and includes his or her product knowledge,customer service,and selling and communication skills.

Accepted Answer

Behaviorally-related sales objectives focus on the behaviors and skills of salespeople, such as product knowledge, customer service, and communication skills.

Question 18

All of the following are types of sales objectives EXCEPT:

Accepted Answer

Input-related, competitor-related, behaviorally-related, and output-related are all types of sales objectives, but employer-related is not a recognized type.

Question 19

Figure 20-4 above depicts the sales management process that involves three interrelated functions."C" refers to __________.

Accepted Answer

The answer of Figure 20-4 above depicts the sales management...

Question 20

A break-even chart for comparing independent agents and a company salesforce includes a(n)__________ and __________.

Accepted Answer

A break-even chart compares the selling costs and sales revenues in dollars of independent agents and a company salesforce. This helps determine at what point the costs of each option equal the revenue earned, and which choice may be more financially beneficial. The other choices listed do not provide the necessary information for a break-even analysis.

Quiz 20: Personal Selling and Sales Management

All of the following are behaviorally-related sales objectives EXCEPT:

Selling objectives can be and focus on dollar or unit sales volume,number of new customers added,and profit.Alternatively,they can be and emphasize the number of sales calls and selling expenses.

All of the following are output-related sales objectives EXCEPT:

Research indicates that 25% of U.S.salespeople engaged in __________ selling consider it unethical to explicitly ask customers about competitors' strategies such as pricing practices,product development efforts,and trade and promotion programs.

The most basic of the three sales management functions is

In Figure 20-5 above,"A" represents a(n) __________ when comparing independent agents and a company salesforce.

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a __________.

The sales manager told the salesperson,"Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced a(n) __________ sales objective.

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Formulating the sales plan involves three tasks: (1) __________; (2) organizing the salesforce;and (3) developing account management policies.

An effective sales plan objective should be

A sales plan refers to a

The second task of a selling organization when it formulates a sales plan is to answer all of the following questions EXCEPT:

Figure 20-4 above depicts the sales management process that involves three interrelated functions."B" refers to __________.

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1^st and July 1^st." The sales manager voiced a(n) __________ sales objective.

Formulating the sales plan involves three tasks: (1) setting objectives; (2) organizing the salesforce;and (3) __________.

A third type of sales objective that is __________,which is typically specific for each salesperson and includes his or her product knowledge,customer service,and selling and communication skills.

All of the following are types of sales objectives EXCEPT:

Figure 20-4 above depicts the sales management process that involves three interrelated functions."C" refers to __________.

A break-even chart for comparing independent agents and a company salesforce includes a(n) and .

Quiz 20: Personal Selling and Sales Management

All of the following are behaviorally-related sales objectives EXCEPT:

Selling objectives can be __________ and focus on dollar or unit sales volume,number of new customers added,and profit.Alternatively,they can be __________ and emphasize the number of sales calls and selling expenses.

All of the following are output-related sales objectives EXCEPT:

Research indicates that 25% of U.S.salespeople engaged in __________ selling consider it unethical to explicitly ask customers about competitors' strategies such as pricing practices,product development efforts,and trade and promotion programs.

The most basic of the three sales management functions is

In Figure 20-5 above,"A" represents a(n) __________ when comparing independent agents and a company salesforce.

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a __________.

The sales manager told the salesperson,"Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced a(n) __________ sales objective.

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Formulating the sales plan involves three tasks: (1) __________; (2) organizing the salesforce;and (3) developing account management policies.

An effective sales plan objective should be

A sales plan refers to a

The second task of a selling organization when it formulates a sales plan is to answer all of the following questions EXCEPT:

Figure 20-4 above depicts the sales management process that involves three interrelated functions."B" refers to __________.

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1st and July 1st." The sales manager voiced a(n) __________ sales objective.

Formulating the sales plan involves three tasks: (1) setting objectives; (2) organizing the salesforce;and (3) __________.

A third type of sales objective that is __________,which is typically specific for each salesperson and includes his or her product knowledge,customer service,and selling and communication skills.

All of the following are types of sales objectives EXCEPT:

Figure 20-4 above depicts the sales management process that involves three interrelated functions."C" refers to __________.

A break-even chart for comparing independent agents and a company salesforce includes a(n) __________ and __________.

Selling objectives can be and focus on dollar or unit sales volume,number of new customers added,and profit.Alternatively,they can be and emphasize the number of sales calls and selling expenses.

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1^st and July 1^st." The sales manager voiced a(n) __________ sales objective.

A break-even chart for comparing independent agents and a company salesforce includes a(n) and .