14 Aug (TCO 4) The main objective of developing a strategic account program is to do

(TCO 4) The main objective of developing a strategic account
program is to do which of the following?
Expand
geographic sales coverage on a nationwide basis to take full advantage of total
sales potential
Provide
an enterprise type of relationship with some customers and a consultative
relationship to others
Free
up more of the regular salesforce’s time
Both
a and b above
All
of the above
: See pages 161-162
Points Received: 5 of 5
Comments:
Question 2. Question
:
(TCO 4) Reason(s) for the growing popularity of
telemarketing include which of the following?
Student Answer: Telemarketing
sales calls can be very cost effective
Ease
in retraining a telemarketing salesforce
Telemarketers
are easy to motivate
Only
a and c of the above
All
of the above
: See page 165
Points Received: 5 of 5
Comments:
Question 3. Question
:
(TCO 4) When Hyatt Hotels had a separate salesforce
dedicated to each of its hotel properties, its salesforce was organized
according to which of the following?
Student Answer: Geography
Product
line
Customer
Functional
None
of the above
: See page 158
Points Received: 5 of 5
Comments:
Question 4. Question
:
(TCO 4) The most serious problem with geographic
organization is which of the following?
Student Answer: Salespeople must sell the entire
line and may not be sufficiently knowledgeable about all products
It
is difficult to set up equitable geographic organizations
It
generally results in extensive travel time
It
is usually the most costly alternative
Salespeople
usually do not like it
: See page 156
Points Received: 5 of 5
Comments:
Question 5. Question
:
(TCO 5) As the sales manager, you have just finished
establishing your firm’s procedures for selecting salespeople. Assuming that
you have followed a typical sequential filtering process, and assuming the
following numbers for each step in the process,
1 = interviews
2 = examinations
3 = evaluating application blanks
4 = background checks
then the procedure
your recruiters will follow is which of the following?
Student Answer: 2,
1, 3, 4
3,
1, 2, 4
4,
1, 2, 3
1,
2, 3, 4
the
sequence of the steps does not matter
: See page 204
Points Received: 5 of 5
Comments:
Question 6. Question
:
(TCO 5) You are deciding whether to use a structured
interview or a semi-structured interview in your hiring process. The primary
advantage of the semi-structured interview process, as compared to the
structured interview, is that the semi-structured interview does which of the
following?
Student Answer: Provides
a comparison of candidates based on impressions rather than on recall of
relevant information
Facilitates
comparison of the candidates when more than one person is conducting screening
interviews
Provides
the candidate a more active role in the direction an interview takes
The
questions are not repeated word-for-word to each candidate
IN All of the above are advantages of the
structured interview process
: See page 208
Points Received: 0 of 5
Comments:
Question 7. Question
:
(TCO 5) An excellent source of sales trainees is educational
institutions. However, according to the text, one disadvantage of recruiting
sales trainees from reputable colleges is that college students do which of the
following?
Student Answer: Do
not know how to budget their time
Lack
perseverance
Expect
to be promoted to management positions quickly
Generally
do not possess oral and written skills
Lack
maturity
: See page 203
Points Received: 5 of 5
Comments:
Question 8. Question
:
(TCO 6) As the branch sales manager for a medium-sized
manufacturing firm, you are solely responsible for the sales training for your
10 salespeople. When developing a training program, you would be responsible
for all of the following training issues except which one?
Student Answer: Who
should train
What
methods to use
When
to retrain
None
of the above. All are involved in the training program.
: See page 219
Where to train.
Points Received: 5 of 5
Comments:
Question 9. Question
:
(TCO 6) As a sales manager for a medium-sized e-commerce
company, you realize that frequent training is important because of the dynamic
nature of the industry. Fortunately, you know that the outcomes, intended or
otherwise, of sales training, could include which of the following?
Student Answer: Improved
customer relations
Better
morale and control
Increased
sales
Reduced
turnover
All
of the above
: See pages 218-221
Points Received: 5 of 5
Comments:
Question 10. Question
:
(TCO 6) You have just been promoted to sales manager at your
sales consulting firm. One of your first tasks is to re-design the sales
training program. You realize that a well-designed sales training program
typically begins with which of the following?
Student Answer: Determining
the training objectives
An
analysis of what the salesforce needs
The
development of a job description for the sales position
IN The development of an evaluation
system that will provide feedback on the effectiveness of each step of the
training process
Establishing
a control group that will not undergo training
: See page 221
Points Received: 0 of 5
Comments: (TCO 4) The main objective of developing a strategic account
program is to do which of the following? Expand
geographic sales coverage on a nationwide basis to take full advantage of total
sales potential Provide
an enterprise type of relationship with some customers and a consultative
relationship to others Free
up more of the regular salesforce’s time Both
a and b above All
of the above : See pages 161-162 Points Received: 5 of 5 Comments: Question 2. Question
: (TCO 4) Reason(s) for the growing popularity of
telemarketing include which of the following? Student Answer: Telemarketing
sales calls can be very cost effective Ease
in retraining a telemarketing salesforce Telemarketers
are easy to motivate Only
a and c of the above All
of the above : See page 165 Points Received: 5 of 5 Comments: Question 3. Question
: (TCO 4) When Hyatt Hotels had a separate salesforce
dedicated to each of its hotel properties, its salesforce was organized
according to which of the following? Student Answer: Geography Product
line Customer Functional None
of the above : See page 158 Points Received: 5 of 5 Comments: Question 4. Question
: (TCO 4) The most serious problem with geographic
organization is which of the following? Student Answer: Salespeople must sell the entire
line and may not be sufficiently knowledgeable about all products It
is difficult to set up equitable geographic organizations It
generally results in extensive travel time It
is usually the most costly alternative Salespeople
usually do not like it : See page 156 Points Received: 5 of 5 Comments: Question 5. Question
: (TCO 5) As the sales manager, you have just finished
establishing your firm’s procedures for selecting salespeople. Assuming that
you have followed a typical sequential filtering process, and assuming the
following numbers for each step in the process,1 = interviews2 = examinations3 = evaluating application blanks4 = background checksthen the procedure
your recruiters will follow is which of the following? Student Answer: 2,
1, 3, 4 3,
1, 2, 4 4,
1, 2, 3 1,
2, 3, 4 the
sequence of the steps does not matter : See page 204 Points Received: 5 of 5 Comments: Question 6. Question
: (TCO 5) You are deciding whether to use a structured
interview or a semi-structured interview in your hiring process. The primary
advantage of the semi-structured interview process, as compared to the
structured interview, is that the semi-structured interview does which of the
following? Student Answer: Provides
a comparison of candidates based on impressions rather than on recall of
relevant information Facilitates
comparison of the candidates when more than one person is conducting screening
interviews Provides
the candidate a more active role in the direction an interview takes The
questions are not repeated word-for-word to each candidate IN All of the above are advantages of the
structured interview process : See page 208 Points Received: 0 of 5 Comments: Question 7. Question
: (TCO 5) An excellent source of sales trainees is educational
institutions. However, according to the text, one disadvantage of recruiting
sales trainees from reputable colleges is that college students do which of the
following? Student Answer: Do
not know how to budget their time Lack
perseverance Expect
to be promoted to management positions quickly Generally
do not possess oral and written skills Lack
maturity : See page 203 Points Received: 5 of 5 Comments: Question 8. Question
: (TCO 6) As the branch sales manager for a medium-sized
manufacturing firm, you are solely responsible for the sales training for your
10 salespeople. When developing a training program, you would be responsible
for all of the following training issues except which one? Student Answer: Who
should train What
methods to use When
to retrain None
of the above. All are involved in the training program. : See page 219Where to train. Points Received: 5 of 5 Comments: Question 9. Question
: (TCO 6) As a sales manager for a medium-sized e-commerce
company, you realize that frequent training is important because of the dynamic
nature of the industry. Fortunately, you know that the outcomes, intended or
otherwise, of sales training, could include which of the following? Student Answer: Improved
customer relations Better
morale and control Increased
sales Reduced
turnover All
of the above : See pages 218-221 Points Received: 5 of 5 Comments: Question 10. Question
: (TCO 6) You have just been promoted to sales manager at your
sales consulting firm. One of your first tasks is to re-design the sales
training program. You realize that a well-designed sales training program
typically begins with which of the following? Student Answer: Determining
the training objectives An
analysis of what the salesforce needs The
development of a job description for the sales position IN The development of an evaluation
system that will provide feedback on the effectiveness of each step of the
training process Establishing
a control group that will not undergo training : See page 221 Points Received: 0 of 5 Comments:

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