Question 1

All of the following are aspects of a job description for a salesperson EXCEPT:

Accepted Answer

Effective communication and listening skills are typically considered part of a job specification, which outlines the qualifications and skills needed for the job, rather than a job description, which details the duties and responsibilities of the position.

Question 2

A __________ explains: (1)to whom a salesperson reports; (2)how a salesperson interacts with other company personnel; (3)the customers to be called on; (4)the specific activities to be carried out; (5)the physical and mental demands of the job;and (6)the types of products and services to be sold.

Accepted Answer

A job description typically includes all of the elements listed, including reporting structure, interactions with colleagues, target customers, specific tasks and responsibilities, job demands, and product or service focus.

Question 3

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 answer of A job description is a written document...

Question 4

The ability to understand one's own emotions and the emotions of people with whom one interacts on a daily basis is referred to as __________.

Accepted Answer

The term for the ability to understand one's own emotions and the emotions of others is emotional intelligence. Choices A and B are similar, but do not encompass the full scope of emotional intelligence. Choice D is not a recognized term in the field of psychology. Choice E refers only to the ability to understand the cognitive processes of others, not their emotions.

Question 5

Research indicates that there are four key factors involved with salesforce motivation: (1)__________; (2)effective sales management practices; (3)a personal need for achievement;and (4)proper compensation,incentives,or rewards.

Accepted Answer

A clear job description is essential for salesforce motivation as it provides clarity on roles and expectations, which is crucial for effective performance and motivation.

Question 6

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

Accepted Answer

The answer of Which type of salesforce training is the...

Question 7

All of the following are dimensions of emotional intelligence EXCEPT:

Accepted Answer

The given options describe the various dimensions of emotional intelligence. Option C, however, refers to cognitive and behavioral skills that may result from experience and reasoning, but it is not a dimension of emotional intelligence itself. The other options, including managing one's emotions, social skills, self-motivation, and empathy, are all recognized dimensions of emotional intelligence.

Question 8

A job analysis refers to

Accepted Answer

A job analysis is a study of a specific job position, including its tasks, responsibilities, and performance expectations. It provides detailed information about the job and helps in the creation of job descriptions, recruitment, training, and performance evaluation. Choices A, B, D, and E are not correct as they do not fully describe the purpose of a job analysis.

Question 9

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

Accepted Answer

A job analysis is specifically designed to provide detailed information about the duties, responsibilities, required skills, outcomes, and work environment of a particular job. This information is critical in developing an accurate job description. The other options are not related to job description development.

Question 10

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

Accepted Answer

The statement that best reflects the accuracy of salesforce training is that whereas recruitment and selection of salespeople is a onetime event, salesforce training is an ongoing process that affects both new and seasoned salespeople. This is because salesforce training is critical to ensuring that salespeople are better equipped to deal with changing market conditions, new products or services, and evolving customer needs. It is essential to provide continuous training and development programs to maintain and enhance the salesforce's capabilities and potential.

Question 11

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,strong...

Question 12

All of the following are elements in a statement of job qualifications for an for order-getting salesperson EXCEPT:

Accepted Answer

The answer of All of the following are elements in...

Question 13

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

Accepted Answer

The statement of job qualifications is the document that outlines the aptitudes, knowledge, skills, and behavioral characteristics required for a job. It gives a clear picture of what competencies a candidate should have to perform the job successfully.

Question 14

There are five dimensions to emotional intelligence: self-motivation;self-awareness;__________: empathy;and social skills.

Accepted Answer

The missing dimension in the given list is the ability to manage one's emotions and impulses. This dimension is important as it helps individuals regulate their own emotions and behaviors, which in turn enables them to better understand and connect with others through empathy and social skills. The other answer options are not dimensions of emotional intelligence.

Question 15

There are five dimensions to emotional intelligence: self-motivation;__________;the ability to manage one's emotions and impulses;empathy;and social skills.

Accepted Answer

Self-awareness is one of the five dimensions of emotional intelligence, as it involves being in touch with one's emotions and thoughts. The other options listed are not considered separate dimensions of emotional intelligence.

Question 16

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 roles, responsibilities, and requirements of a particular job, including who the employee reports to and how they interact with other members of the company.

Question 17

There are five dimensions to emotional intelligence: __________;self-awareness;the ability to manage one's emotions and impulses;empathy;and social skills.

Accepted Answer

The answer of There are five dimensions to emotional intelligence:...

Question 18

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 describes job relationships and requirements that characterize each sales position. It outlines the specific duties, responsibilities, and required qualifications for the position, as well as the reporting structure and any performance metrics that may be used to evaluate the salesperson's performance.

Question 19

There are five dimensions to emotional intelligence: self-motivation;self-awareness;the ability to manage one's emotions and impulses;__________;and social skills.

Accepted Answer

Empathy refers to the ability to understand and relate to the emotions of others. It is an important dimension of emotional intelligence because it allows individuals to connect with others on an emotional level and respond appropriately to their needs.

Question 20

Emotional intelligence refers to __________.

Accepted Answer

Emotional intelligence refers to the ability to understand one's own emotions and the emotions of people with whom one interacts on a daily basis. Option A refers to sales skills, option B refers to aptitude testing, option C refers to coping mechanisms, and option D refers to reading body language.

Quiz 20: Personal Selling and Sales Management