14 Aug Question 1.1.(TCO 1) Which of the following are likely to be good reaso

Question 1.1.(TCO 1) Which of the following are likely to be good reasons for
wanting to be promoted to sales management? (Points
: 5)

Bored with the sales jobs
The opportunity to make more money
The opportunity to exercise power over others
Both b and c
None of the above

Question 2.2.(TCO 1) According to surveys, the median age of newly appointed
field sales managers is:(Points
: 5)

20-25
26-30
30-39
40-49
50-55

Question 3.3.(TCO 1) People in the sales department will generally start in the
following position:(Points
: 5)

a sales management trainee.
customer service representative.
a field sales representative.
research assistants.
an assistant product manager.

Question 4.4.(TCO 2) Strategies are employed to: (Points
: 5)

make better use of company resources
set specific and achievable objectives
sustain an advantage over the competition
both a and c of the above
all of the above

Question 5.5.(TCO 2) Which of the following is not an advantage of personal
selling? (Points : 5)

Two-way communication
Reaching a massive number of people quickly
Detailed explanation
Direction towards qualified prospects
All are advantages of personal selling

Question 6.6.(TCO 3) The factor(s) which influence the number of people
who are likely to be involved in the decision-making process are: (Points : 5)

how many departments use the product.
the dollar value of the purchase.
the degree of technical sophistication of the
product.
both b and c above
all of the above

Question 7.7.(TCO 3) Calculating cost-per-call is an important step in
addressing the minimum customer size issue. Cost-per-call is a function
of: (Points : 5)

the number of calls made per day.
a salesperson’s direct selling expenses.
gross margin.
both a and b
all of the above

Question 8.8.(TCO 3) Paths for increasing the value of a firms customer base
include which of the following?(Points
: 5)

Acquiring new customers
Reducing the turnover of existing customers
Charging higher prices
Both a and b above are true
All the above are true

Question 9.9.(TCO 3) One of the most significant advantages of personal
selling over other forms of marketing is which of the following? (Points : 5)

Face-to-face communication
The salesperson can provide a customized
version of the four Ps to each prospect
Acquire lots of wealth
Allows for a sales push orientation
None of the above

Question 10.10.(TCO 3) In order for a prospect to be a qualified lead, a
salesperson must gather information about whether the prospect has:(Points : 5)

a genuine need for the product or service.
the buying authority to purchase the product or
service.
the financial resources to purchase the product
or service.
only a and b above are true
a, b, and c above are all true

Question 11.11.(TCO 3) Technical buyers are most likely to be concerned with
which of the following issues? (Points
: 5)

The organizational impact of the purchase
The dollar amount of the purchase
Screening out suppliers, not meeting
specifications
The operational advantages of the purchase
None of the above

Question 12.12.(TCO 4) What should be accomplished in the Pre-Approach step of
the Interactive Selling Process?(Points
: 5)

Research is done to provide a basis to deal
more effectively with the prospect.
Prospects are analyzed to determine if they are
qualified leads.
Information is gathered about the prospect’s
company, products, competition, etc.
Information may be gathered about the
prospect’s industry.
All of the above.

Question 13.13.(TCO 4) Which of the following skills are used in the
post-interaction phase of the selling process? (Points : 5)

Relating to the client
Dealing with dissatisfaction
Advocating a solution
Needs discovery
All of the above

Question 14.14.(TCO 4) Acknowledging an objection shows a sign of what?(Points : 5)

Honesty
Trust
Respect
None of the above
All of the above

Question 15.15.(TCO 5) Sales managers can and do have an important influence on
the performance of a salesforce. Based on research studies, which of the
following personality traits has not been consistently found to be
related to sales performance? (Points
: 5)

Extraversion
Conscientiousness
Empathy
Integrity
All of the above have been consistently related
to sales performance.

Page 2

Question 1.1.(TCO 10) Which of the following is not part of the salesforce
evaluation model? (Points : 5)

Set goals and objectives for salesforce
Design sales plan
Set performance standards for individual
salespeople
Measure results against standards
None of the above (all are part of the
salesforce evaluation model)

Question 2.2.(TCO 10) It is best for the attempt to get additional referrals
from a prospect to take place: (Points
: 5)

when the prospect offers to provide them.
only after a sale is made.
during the follow-up step.
several months after the first presentation was
made.
none of the above

Question 3.3.(TCO 9) If a salesperson displays Machiavellian tendencies, we
would also expect to find: (Points
: 5)

psychological disorders.
abnormally low customer satisfaction.
lower ethics than other salespeople.
lax ethical rules or guidelines put in place by
the organization.
a sales management team rewarding such
behavior.

Question 4.4.(TCO 9) Two ways to describe individual moral philosophies that
are relevant to business decision making are relativism and idealism.
Which leads to better ethical decisions? (Points : 5)

In general, relativism leads to better ethical
decisions.
Usually, idealism leads to better ethical
decisions.
Relativism and idealism produce about the same
quality of ethical decision making.
The quality of ethical decisions is only
indirectly affected by relativism and idealism.
None of the above

Question 5.5.(TCO 8) A good starting point for developing a salesforce
compensation plan is to: (Points
: 5)

understand the companys strategic goals.
choose methods.
determine job specifications.
set pay levels.
assemble the plan.

Question 6.6.(TCO 8) A number of actions can be taken to motivate a salesforce.
If the sales manager allows salespeople to help plan sales quotas and the
sequence of calls (a task normally completed by the sales manager), the
manager is attempting to satisfy which salesforce need? (Points : 5)

Routine
Accomplishment
Control
Status
Honesty

Question 7.7.(TCO 8) A major objective of a well-designed compensation package
is to: (Points : 5)

provide equal pay to all employees at the same
level.
increase sales and revenues.
provide extensive benefits.
encourage. a hard sell attitude among the
salesforce.
micromanage salesperson behaviors.

Question 8.8.(TCO 8) A salesperson who has the following characteristics can be
labeled as having which motivational drive?

– Has a desire to be the best salesperson in the company, but is not
interested in outperforming specific people
– Likes to be considered an expert, but is prone to feeling slighted
– Changes jobs frequently
– Takes things personally (Points
: 5)

The Competitor
The Ego-driven
The Achiever
The Service-oriented
None of the above

Question 9.9.(TCO 7) You are well aware that your salespeople look up to you
for advice and guidance. In a sense, you are a constant role model.
However, you also know that without _________, role modeling has no
effect on salesperson job satisfaction or performance. (Points : 5)

trust
humor
fear
personality
ego

Question 10.10.(TCO 7) Leadership involves a number of skills. However, you
realize that there are certain skills that the best leaders develop.
Which of the following is one of those skills?(Points : 5)

Rationally analyzing situations
Coordinating employees
Developing an overall vision in which people
can believe
Setting goals
Selecting employees

Question 11.11.(TCO 7) You hired an outside consultant trainer to provide
training on relationship selling. One of your salespeople is heckling and
disrupting the training specialist during his presentation with comments
such as: Ive been doing relationship selling for the past five years;
tell me something new. The best situation for effective coaching in this
situation would most likely be: (Points
: 5)

during the sales meeting and in front of
everybody.
within one of the smaller breakout groups later
on.
one-on-one during a break.
with several other salespeople after the entire
training session is over.
None of the above

Question 12.12.(TCO 7) “Before we go in to this account, what is your
objective for this call?” This question is primarily asked to
observe a salesperson’s development in which area? (Points : 5)

Planning
Attitude
Knowledge
Selling skills
Probing skills

Question 13.13.(TCO 6) Individual sales training programs may be designed to
accomplish which of these specific objectives? (Points : 5)

Time management
Territory management
Product knowledge
Company orientation
All of the above

Question 14.14.(TCO 6) A complete training needs analysis includes which of the
following? (Points : 5)

Observation and questioning of salespeople
Review of the firms strategic objectives
Customer input
Review of company records
All of the above

Question 15.15.(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: (Points
: 5)

determining the training objectives.
an analysis of what the salesforce needs.
the development of a job description for the
sales position.
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.

Page 3

Question 1. 1. (TCO 6) How can sales training contribute to
salesforce socialization? Explain your answer in detail. (Points : 20)

Question 2. 2. (TCO 3) What is the role that personal selling
has played in creating stronger relationships with customers? Can personal
selling strengthen the customer/sales relationship on its own or does a sales
manager need to include other sales strategies and tactics to reinforce this
relationship? Support your response with an example. (Points : 20)

Question 3. 3. (TCO 7) Why should sales managers be
concerned with the job satisfaction of salespeople? Explain your answer in
detail. (Points : 20)

Question 4. 4. (TCO 8) What challenges do sales managers
face when using team-based compensation? What guidelines can sales managers
follow using team-based compensation? (Points : 20)

Question 5. 5. (TCO 10) Discuss the importance of using
different types of quotas in evaluating and controlling salesperson
performance. Explain your answer in detail. (Points : 20)

Question 1.1.(TCO 1) Which of the following are likely to be good reasons for
wanting to be promoted to sales management? (Points
: 5) Bored with the sales jobs
The opportunity to make more money
The opportunity to exercise power over others
Both b and c
None of the above

Question 2.2.(TCO 1) According to surveys, the median age of newly appointed
field sales managers is:(Points
: 5) 20-25
26-30
30-39
40-49
50-55

Question 3.3.(TCO 1) People in the sales department will generally start in the
following position:(Points
: 5) a sales management trainee.
customer service representative.
a field sales representative.
research assistants.
an assistant product manager.

Question 4.4.(TCO 2) Strategies are employed to: (Points
: 5) make better use of company resources
set specific and achievable objectives
sustain an advantage over the competition
both a and c of the above
all of the above

Question 5.5.(TCO 2) Which of the following is not an advantage of personal
selling? (Points : 5) Two-way communication
Reaching a massive number of people quickly
Detailed explanation
Direction towards qualified prospects
All are advantages of personal selling

Question 6.6.(TCO 3) The factor(s) which influence the number of people
who are likely to be involved in the decision-making process are: (Points : 5) how many departments use the product.
the dollar value of the purchase.
the degree of technical sophistication of the
product.
both b and c above
all of the above

Question 7.7.(TCO 3) Calculating cost-per-call is an important step in
addressing the minimum customer size issue. Cost-per-call is a function
of: (Points : 5) the number of calls made per day.
a salesperson’s direct selling expenses.
gross margin.
both a and b
all of the above

Question 8.8.(TCO 3) Paths for increasing the value of a firms customer base
include which of the following?(Points
: 5) Acquiring new customers
Reducing the turnover of existing customers
Charging higher prices
Both a and b above are true
All the above are true

Question 9.9.(TCO 3) One of the most significant advantages of personal
selling over other forms of marketing is which of the following? (Points : 5) Face-to-face communication
The salesperson can provide a customized
version of the four Ps to each prospect
Acquire lots of wealth
Allows for a sales push orientation
None of the above

Question 10.10.(TCO 3) In order for a prospect to be a qualified lead, a
salesperson must gather information about whether the prospect has:(Points : 5) a genuine need for the product or service.
the buying authority to purchase the product or
service.
the financial resources to purchase the product
or service.
only a and b above are true
a, b, and c above are all true

Question 11.11.(TCO 3) Technical buyers are most likely to be concerned with
which of the following issues? (Points
: 5) The organizational impact of the purchase
The dollar amount of the purchase
Screening out suppliers, not meeting
specifications
The operational advantages of the purchase
None of the above

Question 12.12.(TCO 4) What should be accomplished in the Pre-Approach step of
the Interactive Selling Process?(Points
: 5) Research is done to provide a basis to deal
more effectively with the prospect.
Prospects are analyzed to determine if they are
qualified leads.
Information is gathered about the prospect’s
company, products, competition, etc.
Information may be gathered about the
prospect’s industry.
All of the above.

Question 13.13.(TCO 4) Which of the following skills are used in the
post-interaction phase of the selling process? (Points : 5) Relating to the client
Dealing with dissatisfaction
Advocating a solution
Needs discovery
All of the above

Question 14.14.(TCO 4) Acknowledging an objection shows a sign of what?(Points : 5) Honesty
Trust
Respect
None of the above
All of the above

Question 15.15.(TCO 5) Sales managers can and do have an important influence on
the performance of a salesforce. Based on research studies, which of the
following personality traits has not been consistently found to be
related to sales performance? (Points
: 5) Extraversion
Conscientiousness
Empathy
Integrity
All of the above have been consistently related
to sales performance.

Page 2

Question 1.1.(TCO 10) Which of the following is not part of the salesforce
evaluation model? (Points : 5) Set goals and objectives for salesforce
Design sales plan
Set performance standards for individual
salespeople
Measure results against standards
None of the above (all are part of the
salesforce evaluation model)

Question 2.2.(TCO 10) It is best for the attempt to get additional referrals
from a prospect to take place: (Points
: 5) when the prospect offers to provide them.
only after a sale is made.
during the follow-up step.
several months after the first presentation was
made.
none of the above

Question 3.3.(TCO 9) If a salesperson displays Machiavellian tendencies, we
would also expect to find: (Points
: 5) psychological disorders.
abnormally low customer satisfaction.
lower ethics than other salespeople.
lax ethical rules or guidelines put in place by
the organization.
a sales management team rewarding such
behavior.

Question 4.4.(TCO 9) Two ways to describe individual moral philosophies that
are relevant to business decision making are relativism and idealism.
Which leads to better ethical decisions? (Points : 5) In general, relativism leads to better ethical
decisions.
Usually, idealism leads to better ethical
decisions.
Relativism and idealism produce about the same
quality of ethical decision making.
The quality of ethical decisions is only
indirectly affected by relativism and idealism.
None of the above

Question 5.5.(TCO 8) A good starting point for developing a salesforce
compensation plan is to: (Points
: 5) understand the companys strategic goals.
choose methods.
determine job specifications.
set pay levels.
assemble the plan.

Question 6.6.(TCO 8) A number of actions can be taken to motivate a salesforce.
If the sales manager allows salespeople to help plan sales quotas and the
sequence of calls (a task normally completed by the sales manager), the
manager is attempting to satisfy which salesforce need? (Points : 5) Routine
Accomplishment
Control
Status
Honesty

Question 7.7.(TCO 8) A major objective of a well-designed compensation package
is to: (Points : 5) provide equal pay to all employees at the same
level.
increase sales and revenues.
provide extensive benefits.
encourage. a hard sell attitude among the
salesforce.
micromanage salesperson behaviors.

Question 8.8.(TCO 8) A salesperson who has the following characteristics can be
labeled as having which motivational drive?

– Has a desire to be the best salesperson in the company, but is not
interested in outperforming specific people
– Likes to be considered an expert, but is prone to feeling slighted
– Changes jobs frequently
– Takes things personally (Points
: 5) The Competitor
The Ego-driven
The Achiever
The Service-oriented
None of the above

Question 9.9.(TCO 7) You are well aware that your salespeople look up to you
for advice and guidance. In a sense, you are a constant role model.
However, you also know that without _________, role modeling has no
effect on salesperson job satisfaction or performance. (Points : 5) trust
humor
fear
personality
ego

Question 10.10.(TCO 7) Leadership involves a number of skills. However, you
realize that there are certain skills that the best leaders develop.
Which of the following is one of those skills?(Points : 5) Rationally analyzing situations
Coordinating employees
Developing an overall vision in which people
can believe
Setting goals
Selecting employees

Question 11.11.(TCO 7) You hired an outside consultant trainer to provide
training on relationship selling. One of your salespeople is heckling and
disrupting the training specialist during his presentation with comments
such as: Ive been doing relationship selling for the past five years;
tell me something new. The best situation for effective coaching in this
situation would most likely be: (Points
: 5) during the sales meeting and in front of
everybody.
within one of the smaller breakout groups later
on.
one-on-one during a break.
with several other salespeople after the entire
training session is over.
None of the above

Question 12.12.(TCO 7) “Before we go in to this account, what is your
objective for this call?” This question is primarily asked to
observe a salesperson’s development in which area? (Points : 5) Planning
Attitude
Knowledge
Selling skills
Probing skills

Question 13.13.(TCO 6) Individual sales training programs may be designed to
accomplish which of these specific objectives? (Points : 5) Time management
Territory management
Product knowledge
Company orientation
All of the above

Question 14.14.(TCO 6) A complete training needs analysis includes which of the
following? (Points : 5) Observation and questioning of salespeople
Review of the firms strategic objectives
Customer input
Review of company records
All of the above

Question 15.15.(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: (Points
: 5) determining the training objectives.
an analysis of what the salesforce needs.
the development of a job description for the
sales position.
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.

Page 3Question 1. 1. (TCO 6) How can sales training contribute to
salesforce socialization? Explain your answer in detail. (Points : 20) Question 2. 2. (TCO 3) What is the role that personal selling
has played in creating stronger relationships with customers? Can personal
selling strengthen the customer/sales relationship on its own or does a sales
manager need to include other sales strategies and tactics to reinforce this
relationship? Support your response with an example. (Points : 20) Question 3. 3. (TCO 7) Why should sales managers be
concerned with the job satisfaction of salespeople? Explain your answer in
detail. (Points : 20) Question 4. 4. (TCO 8) What challenges do sales managers
face when using team-based compensation? What guidelines can sales managers
follow using team-based compensation? (Points : 20) Question 5. 5. (TCO 10) Discuss the importance of using
different types of quotas in evaluating and controlling salesperson
performance. Explain your answer in detail. (Points : 20)

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