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

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
aboveQuestion 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 50-55Question 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
aboveQuestion 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 sellingQuestion 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
aboveQuestion 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
aboveQuestion 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 trueQuestion 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
aboveQuestion 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 trueQuestion 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
aboveQuestion 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
aboveQuestion 14.14. (TCO 4) Acknowledging an objection shows a
sign of what? (Points : 5) Honesty Trust Respect None of the
above All of the
aboveQuestion 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 2Question 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
aboveQuestion 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
aboveQuestion 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 HonestyQuestion 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
aboveQuestion 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 egoQuestion 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
employeesQuestion 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 aboveQuestion 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 skillsQuestion 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
aboveQuestion 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
aboveQuestion 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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