Question 1

Which of the following is a part of sales force automation systems frequently used by salespeople?
customer-contact and relationship management software
time-and-duty analysis software
telephones
desktop computers
time-motion software

Accepted Answer

The answer of Which of the following is a part...

Question 2

Sales applicants are most likely to be tested for ________.
accounting skills, sales aptitude
organizational skills, accounting skills
accounting skills, perseverance
personality traits, analytical skills
personality traits, accounting skills

Accepted Answer

The answer of Sales applicants are most likely to be...

Question 3

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?
easy-going nature
disciplined work style
creativity
technological know-how
understanding of many cultures

Accepted Answer

The answer of According to research conducted by Gallup Management...

Question 4

Companies are always looking for ways to increase selling time.Which of the following are ways to save time to accomplish this goal?
Travel to meet more customers face-to-face.
Increase record keeping.
Develop better call and routing plans.
Reduce the number of customers each sales rep must visit.
Supply more customer information.

Accepted Answer

The answer of Companies are always looking for ways to...

Question 5

The latest development in sales force automation is ________.
the cell phone
the laptop computer
the video game
the merging of sales processes with social networking
Canada Post

Accepted Answer

The answer of The latest development in sales force automation...

Question 6

The purpose of a training program for salespeople is to teach them about all of the following?
customers' buying habits and motives
customers' buying motives and economic cycle
the economic cycle and company's main competitors
the company's retirement benefits and organizational structure
the company's organizational structure and benefits plan

Accepted Answer

The answer of The purpose of a training program for...

Question 7

A salesperson's compensation plan is typically made up of several elements-a fixed amount, ________, expenses, and fringe benefits.
a base salary
a pension plan
a variable amount
nonmonetary rewards
recognition

Accepted Answer

The answer of A salesperson's compensation plan is typically made...

Question 8

Management sets standards that state the amount each salesperson should sell and how sales should be divided among the company's products with ________.
sales prospecting
company quotas
sales quotas
sales incentives
sales contests

Accepted Answer

The answer of Management sets standards that state the amount...

Question 9

Why are many companies using e-learning to conduct sales training programs?
Customers appreciate the flexibility of e-learning.
The company's objectives are more easily conveyed through e-learning.
E-learning allows for more customer feedback.
E-learning is more efficient and sometimes even fun.
E-learning is the best way to simulate sales calls.

Accepted Answer

The answer of Why are many companies using e-learning to...

Question 10

Which of the following is an advantage created by the use of a sales force automation system?
lower costs for training sales personnel
increased motivation to acquire new customers
decreased need for an inside sales force
stronger organizational climate developed by the sales team
more efficient scheduling of sales calls and sales presentations

Accepted Answer

The answer of Which of the following is an advantage...

Question 11

The aim of sales management motivation is to encourage salespeople to ________.
"work smart"
"work hard"
"work cooperatively"
"work creatively"
"work quickly"

Accepted Answer

The answer of The aim of sales management motivation is...

Question 12

Which of the following best explains why many companies are adopting the team selling approach to service large, complex accounts?
Products have become too complex, and customers too big for one salesperson to support.
Customers prefer dealing with many salespeople rather than one salesperson.
Salespeople prefer working in groups because of the opportunity for flex hours and job sharing.
A group of salespeople assigned to one account is cost effective for corporations.
Fewer skilled salespeople are working in the high-tech industry.

Accepted Answer

The answer of Which of the following best explains why...

Question 13

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?
time-and-duty analysis
sales force automation system
annual call plan
sales quota plan
positive incentives plan

Accepted Answer

The answer of Which sales management tool shows a salesperson...

Question 14

Which of the following is a pitfall or disadvantage of team selling?
Selling teams can simplify the process for consumers.
Individual salespeople like to work with and trust others.
Only a few major buying organizations use a team structure to make purchasing decisions.
Equitable compensation means each receives an equal share.
Salespeople have been trained to excel in individual performance.

Accepted Answer

The answer of Which of the following is a pitfall...

Question 15

Which of the following statements is true according to your text?
A company that treats its salespeople as valuable contributors with unlimited income opportunities is rare.
Salespeople often need special encouragement to do their best.
Most salespeople need little or no outside encouragement.They know the job and they do it.
Sales structure is the most important aspect to motivating individual salespeople.
Workload of salespeople is entirely self-managed.

Accepted Answer

The answer of Which of the following statements is true...

Question 16

Internet-based technologies can produce organizational benefits for sales forces.Which of the following is not one of the advantages of online technology?
Lists of prospective customers can be generated.
Sales teams can have dialogues directly with prospective customers.
Sales teams can have live chats with customers.
Sales teams can present information and teach most effectively through the Internet.
Sales teams can monitor Internet interactions between customers and discover what they like to buy.

Accepted Answer

The answer of Internet-based technologies can produce organizational benefits for...

Question 17

Which of the following describes two of the four basic types of compensation plans?
commission plus bonus, straight commission
straight salary, commission plus bonus
salary and commission, straight salary
commission plus bonus, sliding scale
salary plus bonus, sliding scale

Accepted Answer

The answer of Which of the following describes two of...

Question 18

Helping the salesforce "work smart" is the goal of ________.
sales supervision
sales motivation
sales compensation
the organizational climate
return on sales investment

Accepted Answer

The answer of Helping the salesforce "work smart" is the...

Question 19

Which of the following problems associated with the poor selection of salespeople is least likely to become a real crisis?
lower sales
costly turnover
less productivity
less office support
disrupted customer relationships

Accepted Answer

The answer of Which of the following problems associated with...

Question 20

Three common tools sales managers use to boost sales force morale include the organizational climate, sales quotas, and positive ________.
incentives
thinking
meetings
vocabularies and mannerisms
teamwork

Accepted Answer

The answer of Three common tools sales managers use to...

Quiz 13: Personal Selling and Sales Promotion

Which of the following is a part of sales force automation systems frequently used by salespeople? customer-contact and relationship management software time-and-duty analysis software telephones desktop computers time-motion software

Sales applicants are most likely to be tested for ________. accounting skills, sales aptitude organizational skills, accounting skills accounting skills, perseverance personality traits, analytical skills personality traits, accounting skills

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? easy-going nature disciplined work style creativity technological know-how understanding of many cultures

The latest development in sales force automation is ________. the cell phone the laptop computer the video game the merging of sales processes with social networking Canada Post

A salesperson's compensation plan is typically made up of several elements-a fixed amount, ________, expenses, and fringe benefits. a base salary a pension plan a variable amount nonmonetary rewards recognition

Management sets standards that state the amount each salesperson should sell and how sales should be divided among the company's products with ________. sales prospecting company quotas sales quotas sales incentives sales contests

The aim of sales management motivation is to encourage salespeople to ________. "work smart" "work hard" "work cooperatively" "work creatively" "work quickly"

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? time-and-duty analysis sales force automation system annual call plan sales quota plan positive incentives plan

Which of the following describes two of the four basic types of compensation plans? commission plus bonus, straight commission straight salary, commission plus bonus salary and commission, straight salary commission plus bonus, sliding scale salary plus bonus, sliding scale

Helping the salesforce "work smart" is the goal of ________. sales supervision sales motivation sales compensation the organizational climate return on sales investment

Which of the following problems associated with the poor selection of salespeople is least likely to become a real crisis? lower sales costly turnover less productivity less office support disrupted customer relationships

Three common tools sales managers use to boost sales force morale include the organizational climate, sales quotas, and positive ________. incentives thinking meetings vocabularies and mannerisms teamwork