Question 1

When she conducted a sales training needs assessment, Judy received a number of comments from customers that her sales representatives always seemed to be in a rush and often had trouble keeping any commitments made in terms of appointments or things that needed to be done. What type of sales training would be most likely to address these issues?

Accepted Answer

Time and territory management skills would best address the issues of sales representatives being in a rush and having trouble keeping commitments. This type of training focuses on organizing and prioritizing tasks, managing time effectively, and improving communication skills to ensure all commitments are met. It can also include techniques for effective scheduling and planning to optimize sales appointments and minimize conflicts. Computer skills may be helpful, but are not directly related to the identified issues. Sales techniques and personal development planning may also be important, but addressing time and territory management should be the priority in this scenario.

Question 2

Which type of sales training would a sales manager provide to the large proportion of his or her salesforce that are newly hired but experienced salespeople from a related industry?

Accepted Answer

Newly hired salespeople with experience in a related industry would already have basic sales techniques and time management skills. Therefore, the most important type of training for them would be to learn about the products they will be selling, their potential customers, and their competitors. They need to understand the unique features and benefits of their products, the needs and preferences of potential customers and how to address them, and how to differentiate themselves from their competitors.

Question 3

During which stage of the salesforce recruitment and selection process would conducting a job analysis, determining job qualifications, and writing a job description typically take place?

Accepted Answer

Conducting a job analysis, determining job qualifications, and writing a job description are all part of the planning for recruitment and selection stage, as they involve defining the needs and requirements of the position being recruited for.

Question 4

Which sales organization design provides for the best understanding of specific customer needs?

Accepted Answer

A market sales organization is designed to focus on specific customer needs by segmenting the market based on customer characteristics and needs. This allows salespeople to specialize in addressing the unique needs of each customer segment and develop expertise in meeting those needs. Both geographic and product organizations may not provide the same level of specialization and understanding of customer needs as a market sales organization. A functional sales organization focuses on internal sales processes rather than specific customer needs, so it would not provide the best understanding of customer needs.

Question 5

According to the textbook, what is the term for an examination of the tasks, duties, and responsibilities of a sales job?

Accepted Answer

Job analysis is the term used for examining the tasks, duties, and responsibilities of a sales job. Job specification refers to the qualifications required for a particular job, while job description provides an overview of the duties and responsibilities of a particular job. Job qualifications are the skills, experience, and education required for a job.

Question 6

According to the textbook, what is the term for the collection of aptitude, skills, knowledge, personal traits, and willingness to accept occupational conditions necessary to perform the job?

Accepted Answer

Job qualifications refer to the collection of aptitude, skills, knowledge, personal traits, and willingness to accept occupational conditions necessary to perform the job.

Question 7

Which sales organization design offers the greatest efficiency in performing sales activities?

Accepted Answer

Functional sales organization is designed to perform specialized sales activities, which can lead to greater efficiency in those tasks by allowing sales personnel to focus on specific functions within the sales process.

Question 8

According to the textbook, what is the name for a written summary of a particular job?

Accepted Answer

A job description is a written summary that outlines the tasks, duties, responsibilities, and requirements of a particular job. It provides employees and job applicants with a clear understanding of what is expected in the role. Job analysis refers to the process of gathering and analyzing information about a job to develop the job description. Job specification and job qualifications are related terms that describe the skills, knowledge, education, and other requirements necessary to perform a job successfully. However, neither term specifically refers to the written summary of the job itself.

Question 9

According to the textbook, what is the term for activities undertaken to determine the extent to which the members of the salesforce possess the skills, attitudes, perceptions, and behaviours required to be successful?

Accepted Answer

The term described in the question is needs assessment, which is the process of evaluating the skills and abilities of salesforce members to determine what training and development they may require to be successful in their roles. The other options listed in the question (web-based employment assessment protocol, assessment centre, and skills-based development system) do not directly relate to this specific process of assessing the salesforce's capabilities.

Question 10

What is the disadvantage of a functional sales organization design?

Accepted Answer

It requires greater coordination and it is not cost efficient due to duplication of effort.

Question 11

According to the textbook, what is the purpose of determining sales job qualifications?

Accepted Answer

The answer of According to the textbook, what is the...

Question 12

During which stage of the salesforce recruitment and selection process would screening résumés and applications, interviewing, testing, and conducting background checks typically take place?

Accepted Answer

Screening résumés and applications, interviewing, testing, and conducting background checks all typically occur during the selection stage of the salesforce recruitment and selection process. This is when candidates are evaluated and chosen for the salesforce position. The planning and recruitment stages precede selection, and sales training and development come after.

Question 13

According to the textbook, which of the following best summarizes the rationale for an organization spending resources on sales training?

Accepted Answer

Properly designed and executed sales training can quickly enhance sales performance, leading to a fast return on investment.

Question 14

Which type of sales training would a sales manager with a large proportion of his or her salesforce being newly hired college graduates most likely provide?

Accepted Answer

Newly hired college graduates may have academic knowledge, but they may lack practical sales skills. Therefore, sales techniques would be the most appropriate type of sales training for this group.

Question 15

According to the textbook, which of the following best summarizes recent trends in sales organization design?

Accepted Answer

According to the textbook, recent trends in sales organization design include increasing market specialization and flatter organizations with larger spans of control. Product specialization, functional specialization, and geographic specialization have not been identified as recent trends.

Question 16

According to the textbook, what is the first step in the sales training process?

Accepted Answer

According to the textbook, the first step in the sales training process is to assess sales training needs. This involves identifying the specific knowledge, skills, and abilities that salespeople need to perform their job effectively. Once these needs are identified, the other steps in the training process can be implemented, such as setting training objectives, designing programs, and evaluating alternatives.

Question 17

According to the textbook, what is the purpose of conducting a sales job analysis?

Accepted Answer

A sales job analysis is conducted to determine the qualifications necessary to perform the job effectively, which can then inform other processes like screening, compensation, and training.

Question 18

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 behaviours required to be successful. What is Anthony engaged in?

Accepted Answer

Anthony is assessing the skills, attitudes, perceptions, and behaviors of the salesforce to determine if they have the necessary qualities to be successful. This is the first step in identifying what training or development may be needed, which is known as a needs assessment. Job analysis is the process of determining the duties and skill requirements of a position, performance evaluation is the process of assessing an individual's job performance, and setting training objectives is a step that follows a needs assessment in order to develop specific objectives for the training program.

Question 19

According to the textbook, what is the name for the systematic use of tools such as presentations, role-playing exercises, group discussions, and business game simulations to identify candidates' strengths and weaknesses relative to job qualifications or for employee development?

Accepted Answer

The name for the described process is assessment centre. A) employee training needs assessment is a process of identifying employee training needs based on job requirements and performance gaps. B) Web-based employment assessment protocol refers to online assessments and tests used in the hiring process. D) skills-based development system is a training and development program to improve employees' skills and knowledge.

Question 20

What is the disadvantage of a market sales organization design?

Accepted Answer

Market sales organization designs often involve creating separate teams for different markets or customer segments, which can lead to duplication of efforts and resources, making it less cost-efficient compared to other organizational designs that might centralize functions or resources.

Quiz 11: Sales Management and Sales 2.0