Question 1

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

Accepted Answer

The number of individuals who report to a sales manager is known as his or her span of control.

Question 2

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

Accepted Answer

Sales management involves all aspects of managing an organization's personal selling function, including planning, implementing, and controlling the sales management process. It includes developing a sales force, setting sales goals and objectives, designing and implementing sales strategies, managing the sales team's activities, and evaluating and improving the overall effectiveness of the sales program. Sales leadership, sales supervision, and sales control are all subcomponents of sales management.

Question 3

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 set of skills, knowledge, personal traits, aptitude, and willingness to accept occupational conditions necessary to perform a job. Job analysis is the process of gathering information about a job. Job description is a written document summarizing the duties and responsibilities of a job. Job survey is a questionnaire designed to gather information about a job. Job type refers to the category of a job based on its duties and responsibilities.

Question 4

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

The answer of After reading the ______________ for an open...

Question 5

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

Accepted Answer

The answer of The third major step of the recruitment...

Question 6

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 final step of the sales training process is to conduct follow-up and evaluation. Once the training program has been delivered, it is important to assess the effectiveness of the program and ensure that the participants have retained the information and skills learned during the training. This can be done through evaluation tools such as surveys or assessments. Follow-up training and assessing new training needs are important steps in the overall training process, but they are not specifically the final step after delivering a training program. Setting training objectives and evaluating training alternatives are important steps in the planning phase of the training process.

Question 7

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

Accepted Answer

The answer of The most widely used system for dividing...

Question 8

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

Accepted Answer

Job analysis is the process of examining the tasks, duties, and responsibilities of a job to identify the necessary skills, knowledge, and abilities required to perform it effectively.

Question 9

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

Accepted Answer

The answer of The ability to employ activities that influence...

Question 10

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 and skill gaps of the sales team and determining what areas need improvement. Once this is done, then training objectives can be set, sales training programs can be designed, and training alternatives can be evaluated.

Question 11

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

Accepted Answer

After planning, the next step would be to locate and attract potential candidates. This can be done through various methods such as job postings, recruitment agencies, employee referrals, and social media advertising. Once potential candidates are identified, the next steps can be taken such as conducting interviews, reviewing resumes, and making an offer.

Question 12

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

Accepted Answer

An assessment center is a method of evaluation in which multiple assessment methods (such as role-playing exercises, interviews, and written tests) are used to evaluate job candidates. This approach allows for a more comprehensive understanding of the candidate's skills and potential fit for the job.

Question 13

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

The answer of Bill is employing a mental states selling...

Question 14

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

Accepted Answer

Steve's sales force is specialized because he is only responsible for selling two out of the 15 products. This type of sales force structure is designed to allow salespeople to have a deep understanding and expertise in specific products or product lines, allowing for more effective selling and customer relationships. Centralized sales forces typically have a single, company-wide sales team responsible for all products, while decentralized sales forces have separate sales teams in different regions or territories. Geographic sales forces assign salespeople to specific geographic regions, regardless of the products they are selling.

Question 15

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

Accepted Answer

Anthony is conducting a needs assessment, which involves identifying the skills and knowledge required for employees to perform their job effectively. This is typically done to determine what kind of training or development programs the sales force may need to improve their performance. Job analysis is more focused on describing the specific tasks and responsibilities of a job, while job determination assessment is not a commonly used term in HR. A training seminar is a specific type of training program, which may be one of the outcomes of a needs assessment.

Question 16

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

Accepted Answer

When salespeople sell only a part of the product line, they are specialized in that particular product line, and their knowledge and expertise are focused on that specific set of products. A specialized sales force is more efficient in handling customer inquiries related to that product line and can provide better customer service.

Question 17

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

Accepted Answer

A job description is a written summary or document that outlines the duties, responsibilities, and requirements of a particular job. It provides essential information to potential job applicants, including the skills and experience necessary to perform the job, the level of education and training required, and any physical or mental demands of the job. A job description helps employers to create more effective hiring strategies and evaluate the performance of employees based on the specific expectations outlined in the description.

Question 18

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

Accepted Answer

In a centralized management structure, decision-making and authority are concentrated at the top levels of the organization, whereas lower-level managers and employees have limited decision-making power. This allows for greater control and consistency, but can also lead to slower decision-making and less flexibility.

Question 19

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 text discusses geographic, product, market, and functional sales organization alternatives.

Question 20

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 will ensure that the training is aligned with the needs of the sales team and the overall goals of the organization. After setting training objectives, Brenda can then evaluate training alternatives, perform sales training, and set the sales training schedule. However, none of these steps can be effectively completed without first setting clear training objectives. Option E is not a relevant choice.

Quiz 11: Sales Management and Sales