Question 1

After reading the ______________ for an open sales position, Sandy has determined the company recruiting for that position will most likely find her to be an acceptable candidate?

Accepted Answer

Job qualifications outline the skills, experience, and attributes required for a position, helping Sandy determine if she meets the criteria to be considered an acceptable candidate.

Question 2

Steve is a salesperson who is responsible for selling only two of his company's 15 products. Steve is working in a _____________ salesforce.

Accepted Answer

Steve is part of a specialized sales force because he is responsible for selling only two of the company's 15 products. This indicates that the sales force is organized based on product specialization, with each salesperson focusing on selling a specific set of products. A centralized sales force is where a single salesforce is responsible for selling all products to all customers, while a decentralized sales force involves different sales teams working in different territories or regions. A geographic sales force is organized based on geography, with salespeople responsible for selling in a specific geographic area.

Question 3

Management in organizations in which greater authority and responsibility are placed at higher management levels is said to be:

Accepted Answer

When greater authority and responsibility are placed at higher management levels, the management structure is said to be centralized. This means that decision-making power is concentrated at the top levels of management, with lower levels having little autonomy or decision-making ability.

Question 4

Sales forces in which salespeople sell only part of the product line are said to be:

Accepted Answer

Specialized sales forces sell only a part of the product line, as opposed to a generalized sales force that sells the entire product line. A centralized sales force refers to a group of salespeople who work together under one manager, and cross-managed and differentiated are not commonly used terms in sales force management.

Question 5

The collection of skills, knowledge, personal traits, aptitude and willingness to accept occupational conditions necessary to perform the job is referred to as the:

Accepted Answer

Job qualifications refer to the collection of skills, knowledge, personal traits, aptitude, and willingness to accept occupational conditions necessary to perform the job. Option A refers to the process of gathering information about a job, option B refers to a written statement that describes the duties and responsibilities of a job, option D refers to a survey of compensation for a job, and option E refers to the categorization of jobs based on similarities in their duties and responsibilities.

Question 6

Planning for recruitment and selection is the first step of the recruitment and selection process. The second major step is:

Accepted Answer

After planning for recruitment and selection, the next step is to identify potential candidates. This involves locating prospective candidates through various methods such as advertising, employee referrals, job fairs, etc. Without identifying potential candidates, the recruitment and selection process cannot move forward.

Question 7

The first step of the sales training process is?

Accepted Answer

The first step of the sales training process is to assess sales training needs. This involves identifying the knowledge, skills, and abilities that salespeople need to perform effectively, and determining the gap between these requirements and the current level of performance. Only when this step is complete can training objectives, programs, and alternatives be designed and implemented.

Question 8

Bill is employing a mental states selling strategy for one of his account groups. It's most likely Bill is seeking a ___________ relationship with these customers.

Accepted Answer

A mental states selling strategy typically focuses on guiding the customer through a series of psychological stages to make a purchase, which aligns with a transaction-based relationship rather than a deeper, ongoing relationship like collaborative or partnership.

Question 9

The ability to employ activities that influence others to achieve shared goals that advance the organization is referred to as:

Accepted Answer

Sales leadership is the ability to employ activities that influence others to achieve shared goals that advance the organization.

Question 10

Which of the following is not one of the sales organization alternatives discussed in the text?

Accepted Answer

Decentralized is not one of the sales organization alternatives discussed in the text. The other options (geographic, product, market, and functional) are all commonly used sales organization structures.

Question 11

With respect to the sales training process, after Brenda is done assessing the sales training needs, she should begin working on:

Accepted Answer

Once Brenda has assessed the sales training needs, the next step in the sales training process is to set training objectives. This involves clarifying the specific goals and outcomes that the training should achieve. Evaluating training alternatives, performing sales training, and setting the sales training schedule are all later steps in the process, after the objectives have been established. The answer is not E, as it is not related to the sales training process.

Question 12

Companies employing multiple types of assessment when evaluating job candidates may benefit from utilizing a/an:

Accepted Answer

An assessment center provides a structured and standardized process for evaluating job candidates through a variety of assessment methods, such as interviews, role-playing exercises, situational judgment tests, and personality tests. This can help companies to gain a more comprehensive and accurate understanding of a candidate's skills, abilities, and potential fit for the job and organizational culture.

Question 13

The number of individuals who report to each sales manager is called the:

Accepted Answer

The number of individuals who report to each sales manager is referred to as the span of control.

Question 14

A written summary of a particular job is referred to as the:

Accepted Answer

A written summary of a particular job is referred to as the job description. A job analysis involves examining the tasks and responsibilities of a job, while job qualifications refer to the skills, knowledge, and experience required for a job. A job survey is a study of current salaries and benefits for comparable jobs in the market, and job type refers to the category or classification of a job, such as professional or administrative. Therefore, the best choice for a written summary of a particular job is the job description (choice B).

Question 15

Managing an organization's personal selling function to include planning, implementing, and controlling the sales management process is called:

Accepted Answer

Sales management involves managing the personal selling function of an organization, which includes planning, implementing, and controlling the sales process. Sales leadership refers to the ability to inspire and guide a sales team, while sales supervision involves overseeing and directing the work of salespeople. Sales control refers to the process of monitoring and measuring sales performance, but it is not as comprehensive as sales management.

Question 16

Anthony, a sales manager, is in the process of determining the extent to which the members of the salesforce possess the skills, attitudes, perceptions, and behaviors required to be successful. Anthony is engaged in a/an?

Accepted Answer

Anthony is engaged in a needs assessment, which is the process of identifying the knowledge, skills, and abilities required for successful job performance. It involves determining the current state of the salesforce and identifying any gaps or areas for improvement that need to be addressed through training and development programs. Job analysis is a more detailed process that involves analyzing specific job tasks and responsibilities in order to create a job description. Job determination assessment and training seminar are not relevant to the situation described.

Question 17

The third major step of the recruitment and selection process is:

Accepted Answer

Evaluating and hiring is the third major step after locating prospective candidates and conducting interviews or assessments.

Question 18

Once Marcus has completed delivery of the sales training program he needs to follow the final step of the sales training process (described in the text) which is:

Accepted Answer

The answer of Once Marcus has completed delivery of the...

Question 19

An examination of the tasks, duties, and responsibilities of the sales job is referred to as a:

Accepted Answer

Job analysis involves examining the tasks, duties, and responsibilities of a job, which helps in understanding what the job entails.

Question 20

The most widely used system for dividing responsibility is to organize the salesforce on the basis of?

Accepted Answer

Organizing the salesforce by geography is the most common method as it allows for efficient coverage of territories and minimizes travel time and costs.

Quiz 11: Sales Management and Sales 2.0