14 Aug WEEK 1 What are the most important qualities that your company or department sho

WEEK 1
What are the most important qualities that your company or department should look for in an area sales manager?
Refer to the Developing Your Competencies heading starting on page 55 in the text. Refer
to #5Self-Management (p. 57). Read the scenario about the H.R. Chally Group. For additional information, visit
.chally.com/”>www.chally.com.
Assess yourself on the four self-management dimensions
(closing, consultative, relationship, and display dimensions) described
in the scenario. How do you rate on these dimensions?WEEK 2
Review Earning Buyer Trust above and read about the five trust-earning components identified in research on trust.

Rank the relative importance of these five components based on your experience. Explain your rationale for your selection and ranking.

Read the Shield Financial Lead Generation Case on page 109 at the end of the chapter in the text.

What is your opinion of Dougs approach to create a
standard plan? How might some of the leads react if they are not
contacted by Shield?

WEEK 3
A key to building a strong customer relationship is to
demonstrate relating skills with the customer. What are two (2) of
these skills? Describe at least 1 way that a sales representative can
demonstrate these skills in a customer relationship?

According to the text, business-to-business telemarketing is experiencing significant growth.
What are two (2) of the reasons for this accelerated growthWEEK 4
The recruitment and selection of salespeople are
certainly among the most challenging and important responsibilities of
sales management. How can sales managers use the recruiting process to
ensure that the salespeople that are hired are good
team players?
The first and most important step in designing a sales
training program is the assessment of training needs, which provides the
starting point for setting training goals and designing the program.
Describe 1 form or way of assessing
sales training needs.

week 5
How has the Internet affected your own buying behaviors?

Motivation (graded)

Read the scenario below and then respond to Dr. H and classmate posts below.

Nick Pirrone, VP of sales and marketing for Steeltime, Inc. recently
invested over $250,000 in a customer relationship management (CRM)
system. He has a problem, however. His 10 salespeople either do not know
how to use the system or simply do not want to use it.
The CRM system was to be used
to move prospects through Steeltime’s sales cycle more efficiently and
to improve the level of customer satisfaction. When the system was
introduced seven months ago, the sales and marketing staff embarked on
extensive training to learn the system. Thus, Pirrone feels that his
salespeople have the knowledge to use the system, but that they are
simply ignoring his wishes and choosing not to do so.
From the details noted above, how can Pirrone convince his salespeople that the CRM system can actually benefit them? How can he motivate them to start using the system?

week 6Ethical Dilemma 1 (graded)
Read the scenario below and then respond to Dr. H and classmate posts below.

You recently received a promotion to district sales manager. You
are eager to show your leadership ability and ready to implement a
strategy to make your company successful. Your boss has come to you to
explain a new selling strategy that he would like to see you implement.
It involves having your salespeople be a little more aggressive with
their customers. Essentially, he would like them to oversell their
customers.
For instance, a salesperson should attempt to convince
a customer that he needs an $8,000 copier, even if a $4,000 copier
would satisfy his needs. Your boss explains that customers will still be
receiving what they need. Albeit perhaps a little more, and the company
will reap greater profits, resulting in larger bonuses for your
salespeople.
Read the Shield Financial: Overheard Trade Secrets on page 276 in the text. What are the ethical issues involved in this case?What are the possible actions Bloom could take?

week 7
What challenges do sales managers face when using team-based compensation?Read the Shield Financial Missed Quota case on page 345
in the text.a) Should Bloom keep investing his time in helping
MacAllister to improve?
Should he let MacAllister try to prove himself on his own?
Is there a better approach, and if so, what do you recommend?week 1
Case Study – Shield Financial Case Study

Read the Shield Financial Case Study at the end of Chapters 1 and 2
in the text (pages 2429 and 58). Prepare a case study analysis using
the

Case Study Guidelines

in

Doc Sharing

. Your answer should be formatted with headings according to the
case study guidelines, and should also address the questions at the end
of the case within the format.

Submit your assignment to the Dropbox located on the silver tab at the top of this page. For instructions on how to use the

Dropbox

, read these
.next.ecollege.com/default/launch.ed?ssoType=DVUHubSSO2&node=184″>
step-by-step instructions

or watch this

Tutorial

.next.ecollege.com/default/launch.ed?ssoType=DVUHubSSO2&node=232″>
Dropbox Tutorial

. Case Study Guidelines
Case studies are interdisciplinary in scope; they cross
many disciplines within organizations and expose the “manager” to
many varied situations of day-to-day activities. Cases studies are a
picture-in-time, much like an accounting profit and loss report for a past
business quarter. They are, after all, real life situations.
Cases develop a managers analytical skills, because the
results are quantitative and qualitative in nature and support their
recommendations and decisions. They are also beneficial in helping the learning
process of asking the right question(s).
Case studies place you (the student) in hypothetical
Consultant position, requiring you to weigh the facts and options to recommend
those critical decisions. As the consultant, you are to remain objective
and refrain from making subjective claims. Opinions
should be supported using concepts and terms from your text. If you use outside
research, be sure to cite your sources IN the body of the paper as well as
listing the source as a reference at the end of the paper.
A case study will have three common traits. They deal with
real companies and situations, seldom have a solution, and contain loads of
data. Your task as a consultant will be to review the respective data, locate
the relevant information, arrange it in a practical and sequential order, and
arrive at a solution or recommendation. You must remain objective throughout
this process.
Since this is a formal analysis, you are to write in a
style that reflects formal, collegiate level work. This will
include an objective perspective, 3rd person voice, lack of
contractions/slang/expressions. Any references should contain appropriate
citing. Failure to do so will affect your grade.
There are many ways to look at a single case study. First,
look for questions that need to be answered. Look for issues, constraints,
potential problems and what needs to be changed that would perhaps strengthen
the company, create growth, or increase profits.
There are numerous ways to organize and write a case study.
For this course, a case study analysis should include a “Statement
of the problem,” “a Summary of the Facts,”
“Analysis,” and “Recommendation(s).”

Statement of the Problem(s)
State in a few sentences the problem (or you may want to
think about issues if the word problem causes you confusion) that exists
within the case study. There may be multiple problems. Always keep your
audience (a Board of Directors who may have hired you) in mind while
formulating the problem statement; they may have opposing views on the
situation.
Note that some cases do not have a recognizable problem.
In these cases you may be asked to state what decisions you would make for the
future of the company.
Summary of the Facts
Briefly, sum up the facts in the case that are relevant to
the stated issue(s)/problem(s). It may include pertinent history or background
information, industry trends, or other relevant data.
Analysis
Analysis is often the most difficult portion of the case to
write and should be completed before any attempt to develop physically the
writing of the case.
The tools associated with analysis are comparison, contrast,
and synthesis. Comparison is looking for and then finding similarities
among other elements being analyzed. Contrast is looking for and finding
differences between elements. Synthesis is integrating the information and
formulating a consistent interpretation of the case.
Other tools include performing an Environmental Scan, a
SWOT analysis, or simply listing pros and cons to several key alternatives.
Recommendations
This section provides direction. Based on the information
and analysis, state your recommendations. This is your “argument.”
Using the information of the case and the analysis, you “argue” that
certain steps should or should not be taken. Your audience must be able to
understand the reasons for your recommendations. These
recommendations should not be summative in nature, but specific. It is not
appropriate from a consultant position to simply suggest “more
research” unless you define who, what, where, how, why. Nor should you
recommend hiring a consultant. Essentially, you ARE the hired consultant. Tell
the “audience” how to fix the problem(s) and why your solution will
work.
Conclusion
This section is for any concluding remarks that may be
necessary. Not all case studies need this section because concluding remarks
may have been made in the recommendation section.

week quizSales promotion, advertising Price, personal selling Advertising, sales promotion Personal selling, sales promotion Advertising, personal sellingQuestion 2.2.(TCO 1) Which of the following is a simple overview of different selling methods?(Points : 5) Stimulus response Mental states Need-satisfaction Problem solving All of the aboveQuestion 3.3.(TCO 1) The integration of communications technology in sales, is more commonly known as which of the following?(Points : 5) Integrated marketing communications Salesforce automation Intranet communication Extranet communication None of the aboveQuestion 4.4.(TCO 2) Compared to other promotional tools, the most important advantage(s) of personal selling is(are) which of the following?(Points : 5) Locating prospects Gaining customer commitment Creating customer value Both b and c All of the aboveQuestion 5.5.(TCO 2) The most important part of the salesperson’s job is which of the following?(Points : 5) Tracking accounts receivable The selling process Training new salespeople Being involved in the community Attending training sessionsQuestion 6.6.(TCO 2) Which step in the ISP involves determining if the prospect has these three things: need, ability, and authority?(Points : 5) Prospecting Pre-Approach Approach Presentation None of the aboveweek 4In this scenario-based activity, you will need to review the
scenario presented to you, your role in the process, and then read the
information regarding key players that have been chosen to participate
in this activity. Be sure to view the grading rubric at the bottom prior
to proceeding to the activity, which you will submit to the DropBox.ScenarioScenario SummaryIn
this scenario-based exercise, you are a new District Sales Manager
(DSM) for a large Fortune 500 consumer goods company. One of your job
responsibilities is to participate in the recruiting process.
Specifically, the DSM visits local universities to interview prospective
entry-level sales applicants. A detailed job description on the
consumer goods salesperson job is provided in Exhibit 1. Your assignment
is to visit the placement center of a smaller, local university to
interview 10 prospective candidates. The 10 interviews will represent a
single-day interviewing schedule at the placement center. The candidates
have already had one initial interview. Since another DSM has already
selected seven candidates for the second interview, you will select the
remaining three candidates from a set of six rsums that the placement
center has forwarded for your review.Your Role/AssignmentYour
task is, therefore, to select three sales candidates to fill the
placement interview schedule. You are provided with a set of six rsums
(see below). Generally, the personnel office recommends that DSMs
stress six candidate characteristics that it considers important when
recruiting and selecting high-quality consumer goods salespeople. In
perceived order of importance, these attributes are:1. Initiative and goal-directedness;2. Decision-making and priority-setting abilities;3. Communication skills and persuasiveness;4. Leadership and teamwork capacity;5. Willingness to take ownership and responsibility of customer accounts; and6. Problem-solving ability and creativity.In
general, the personnel office indicates that sales representatives are
expected early on to be self-starters and to manage their territory and
accounts on their own without a lot of supervision and feedback from the
home office.The DSM is encouraged to consider these six
attributes when evaluating the applicant rsums. It is up to each DSM
to develop his or her own evaluation model based on the job description
and these known character attributes for success in consumer goods
sales. As this weeks lecture states, Frequently, the reason for poor
interviewing is the lack of planning and preparation. A sales manager
should develop a very detailed list of objectives and questions for each
candidate being interviewed. Also, the interviewer must do some careful
listening, observation, and note-taking, so that when the interview
process is over, he or she can recall important details to help make an
appropriate selection.K E Y P L A Y E R SJack BernardBack to topblankJack
was early for his first interview and demonstrated a high energy level
and enthusiasm for the prospective job. He was dressed in a suit with
shirt and tie and very personable. He greeted the interviewers politely
and shook hands with both interviewers before taking a seat for the
interview. He immediately started a conversation about the recent World
Series outcome and took control of the conversation. He appeared nervous
and was fidgeting and moving about in his seat during the interview.Jack Bernard’s ResumeJackRochelle BidenBack to topMaryRochelle
was prompt and professional at her first interview. She was polite,
courteous and reserved, but well spoken and appeared comfortable in the
interview situation. She was professionally dressed in a suit and at
ease conversing with the interviewers. She stuck to the subject of the
interview and followed the interviewers leads in the conversation by
responding directly to their questions.Rochelle Biden’s ResumeblankMary EllisonBack to topblankMary
was a couple of minutes late for the interview, but apologized that
shed had some trouble finding parking. She was dressed in pants and a
sweater and looked neat and tidy. She was flustered due to being late
and it took her a few minutes to settle into the interview and calm
down. She was obviously nervous, but once she calmed down, she presented
herself very well and was able to relate her previous work experience
to the current opening with professionalism and enthusiasm.Mary Ellison’s ResumeRochelleAnna WiseBack to topAnnaAnna
arrived just on time for the interview dressed in a dress and heels.
She was wearing a lot of jewelry and make up, but conducted herself
professionally. Her communication skills were very strong and she smiled
and conversed comfortably with the interviewers. She appeared to listen
very carefully to what was said and understood the questions and
responded very well with relevant answers that demonstrated an ability
to think clearly in a pressure situation. She shook hands with both
interviewers at the end of the meeting and thanked them for their time.
She asked when she could expect to hear from them and when a decision
would be made.Anna Wise’s ResumeblankGeorge BrownBack to topblankGeorge
made an excellent first impression with the interviewers. He was
smooth, professional, well groomed, and intelligent in his answers. He
related his experiences as a student and volunteer, appeared to be
studious, and had very much enjoyed attending university. He
demonstrated that hes comfortable with people and seems to enjoy
politics and volunteer work, as hed spent time at university working as
a Pledge Advisor for the President of Finance, and has been active as a
parliamentarian and on a scholarship committee. He is well traveled and
has diverse interests in cooking, skiing, and literature, which he
enjoyed talking about.George Brown’s ResumeGeorgeErnest SwiftBack to topErnestErnest
was quite overbearing in the first interview. He is obviously ambitious
and wants to get into management in the future. He spoke confidently of
his sales experience and was able to quote achievements to back up his
resume. He was professionally dressed and groomed and shook hands firmly
with the interviewers upon both entering and leaving the meeting. Most
of his discussion assumed that hed be the successful candidate and he
asked if hed be able to skip some of the training, as hes got a lot of
experience and didnt feel that hed need it.Ernest Swift’s ResumeblankY O U D E C I D EActivityRead
the YOU DECIDE scenario, and using the information provided, prepare a
2-to-3-page report outlining your recommendations for the three
candidates to be interviewed again. Please use APA format for your
report (see Doc Sharing). Your report should contain the following.The criteria that you used to select the three candidates.Your justification of how the recommended candidates best fit your selection criteria.Note! iconSubmit your assignment to the Dropbox located on the silver tab at the top of this page.week 4TCO 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: week 6(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.
trust
humor
fear
personality
ego
: See page 247
Points Received: 5 of 5
Comments:
Question 2. Question
:
(TCO 7) As a sales manager, you go out of your way to
personally demonstrate proper selling technique to salespeople, show up on time
to meetings and appointments, and always present a professional image through
appropriate dress and grooming. Your actions are likely seen by your sales
staff as which of the following?
Consistent
with those behaviors from a boss
A
part of coaching called role modeling
A
part of feedback called mirroring
A
part of image management to get a promotion
None
of the above
: See page 247
Points Received: 5 of 5
Comments:
Question 3. Question
:
(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?
Planning
Attitude
Knowledge
Selling
skills
Probing skills
: See page 246
Points Received: 0 of 5
Comments:
Question 4. Question
:
(TCO 8) As a new first-line sales manager, you would like to
understand what motivates each salesperson. Joe, one of your salespeople, is a
person who is almost completely self-motivated. You don’t need to do much of
anything to keep this person going. Joe always sets high goals for himself and
likes it when the branch achieves its monthly quota, regardless of who sold the
most to make that possible. Based on this information, you determine that Joe
has which motivational drive?
The
Competitor
The
Ego-driven
The
Achiever
The
Service-oriented
A
combination of all of the above
: See page 281
Points Received: 5 of 5
Comments:
Question 5. Question
:
(TCO 8) _______________ are more optimistic goals used to
stimulate the sales force, whereas _______________ are the maximum share of
demand in each product market that a multi-product firm can attain under ideal
conditions, and are generally unrealistic objectives.
Sales forecasts, quotas
Quotas,
sales forecasts
Quotas,
sales potentials
Sales
potentials, quotas
: See page 287
Points Received: 0 of 5
Comments:
Question 6. Question
:
(TCO 8) Motivation is an individual’s willingness to exert
effort to achieve the organization’s goals, while satisfying individual needs.
Inherent in this definition are which of these three components?
Persistence,
intensity, organizational goals
Effort,
individual needs, organizational goals
Direction,
individual needs, effort
Individual
needs, effort, direction
Effort,
intensity, organizational goals
: See page 279
Points Received: 5 of 5
Comments:
Question 7. Question
: week 7 course projCourse Project: Sales Presentation
Objectives | Guidelines | Grading Rubrics | Best Practices |
Helpful Resources | Planning Your Work
Objectives
Back to Top
The objective of this assignment is to gain experience
applying the interactive selling process by planning for and preparing a formal
sales presentation to meet the needs of a customer. This assignment will help
you to apply and integrate all of the Terminal Course Objectives for Marketing
420 Salesmanship.
Guidelines
Back to Top
Your completed
assignment will be a formal sales presentation that will be written up in a
paper of approximately 10 to 12 pages in length (this would be roughly 1 page
per area included in the report), 10 point font, double-spaced. You will select
the topic, which will include deciding on the product or service that you are
selling and describing your customer scenario. The submitted assignment should
include a cover page, table of contents, introduction, body, summary or
conclusion and works cited.
Even though this
is not a scientific-type writing assignment, and is mostly creative in nature,
references are still very important. If you access other sources, such as
websites or publications to prepare the assignment, then these should be listed
on the last page titled “Works Cited”. At the very minimum, the text
and online course resources should be cited.
All DeVry
University policies are in effect including the plagiarism policy.
Final
presentations are due during Week 7 of this course.
Any questions
about this assignment may be discussed in the weekly Q&A Discussion topic.
This paper is
worth 200 total points and will be graded on quality of topic, quality of
content, grammar and sentence structure, use of citations.
Grading Rubrics
Back to Top
Category
Points
%
Description
Documentation and Formatting 20 10% The assignment should include a title
page, table of contents, objectives, presentation including script or cohesive
notes, references. Correct grammar, spelling and punctuation are important.
Organization and Cohesiveness 20 10%
The format, flow of ideas and
presentation should follow the Interactive Sales Process (which can be reviewed
in the Week 1 lecture, Interview With The Super Sales Rep: The Interactive
Selling Process) by including prospecting, pre-approach, approach,
presentation, closing, anticipating and handling objections, and planned follow
up.
Editing 100 50% How
effectively the content of the assignment addresses each of the steps in the
interactive selling process and presents a clear and effective solution for the
customer.
Script Content 60 30% An
accompanying script that clearly articulates points to be made in the
presentation. While the presentation itself may contain bullets and be succinct
as a useful presentation/sales aid, the script should be written in clear and
complete sentences that address the points to be made in the presentation.
Total 200 100% A
quality paper will meet or exceed all of the above requirements..
Best Practices
Back to Top
The following are the best practices in preparing this
assignment.
Cover Page –
Include the customer name for which you have prepared the presentation, your
name and company /product name, and date.
Table of Contents
– List the sections of your assignment and the pages on which they are located.You may want to review the following course information for
guidance in preparing this assignment:
Week 1: Interview
with the Super Sales Rep: The Interactive Selling Process (ISP)
Weeks 1-7: Test
Your Knowledge Exercises that cover the elements of the Interactive Selling
Process (ISP) (end of each weeks lecture)
Week 4 Knockout
Sales Presentation Tutorial
Chapters 3, 4 and
5 in the text
Planning Your Work
Back to Top
This is a lengthy assignment that you should work on
throughout the first seven weeks of the course. While there is no requirement
to submit partial work prior to the due date, you may want to set some
milestones to keep yourself on track, as leaving this assignment until close to
the due date could prove detrimental to your grade outcome. Some suggested
milestones follow:
Week 1 Select your product or service and your customer.
Week 2 Fully describe your customer scenario business,
products and services, decision makers and potential needs.
Week 3 Review the Week 1 Interview with the Super Sales
Rep: The Interactive Selling Process (ISP) and the weeks 1 to 3 Test Your
Knowledge exercises, the text readings (Chapters 3, 4 and 5) and think about
how they will prepare you for the presentation.
Week 4 Draft the Prospecting, Pre-Approach and Approach
sections of the assignment and review the Knockout Sales Presentation Tutorial
in the Week 4 Lecture.
Week 5 Draft the Presentation section of the assignment.
Week 6 Review the Test Your Knowledge exercises at the end
of the weeks 4, 5 and 6 lectures. Draft the Closing, Objection Handling and
Follow-up sections of the Call.finalQuestion 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 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)What are the most important qualities that your company or department should look for in an area sales manager?Refer to the Developing Your Competencies heading starting on page 55 in the text. Refer
to #5Self-Management (p. 57). Read the scenario about the H.R. Chally Group. For additional information, visit
.chally.com/”>www.chally.com.Review Earning Buyer Trust above and read about the five trust-earning components identified in research on trust.

Rank the relative importance of these five components based on your experience. Explain your rationale for your selection and ranking.Read the Shield Financial Lead Generation Case on page 109 at the end of the chapter in the text.

A key to building a strong customer relationship is to
demonstrate relating skills with the customer. What are two (2) of
these skills? Describe at least 1 way that a sales representative can
demonstrate these skills in a customer relationship?
According to the text, business-to-business telemarketing is experiencing significant growth.
What are two (2) of the reasons for this accelerated growthWEEK 4The recruitment and selection of salespeople are
certainly among the most challenging and important responsibilities of
sales management. How can sales managers use the recruiting process to
ensure that the salespeople that are hired are good
team players?week 5
How has the Internet affected your own buying behaviors?

Read the scenario below and then respond to Dr. H and classmate posts below.

Nick Pirrone, VP of sales and marketing for Steeltime, Inc. recently
invested over $250,000 in a customer relationship management (CRM)
system. He has a problem, however. His 10 salespeople either do not know
how to use the system or simply do not want to use it.The CRM system was to be used
to move prospects through Steeltime’s sales cycle more efficiently and
to improve the level of customer satisfaction. When the system was
introduced seven months ago, the sales and marketing staff embarked on
extensive training to learn the system. Thus, Pirrone feels that his
salespeople have the knowledge to use the system, but that they are
simply ignoring his wishes and choosing not to do so.From the details noted above, how can Pirrone convince his salespeople that the CRM system can actually benefit them? How can he motivate them to start using the system?week 6Read the scenario below and then respond to Dr. H and classmate posts below.

You recently received a promotion to district sales manager. You
are eager to show your leadership ability and ready to implement a
strategy to make your company successful. Your boss has come to you to
explain a new selling strategy that he would like to see you implement.
It involves having your salespeople be a little more aggressive with
their customers. Essentially, he would like them to oversell their
customers.For instance, a salesperson should attempt to convince
a customer that he needs an $8,000 copier, even if a $4,000 copier
would satisfy his needs. Your boss explains that customers will still be
receiving what they need. Albeit perhaps a little more, and the company
will reap greater profits, resulting in larger bonuses for your
salespeople.

What challenges do sales managers face when using team-based compensation?Read the Shield Financial Missed Quota case on page 345
in the text.a) Should Bloom keep investing his time in helping
MacAllister to improve?
Should he let MacAllister try to prove himself on his own?
Is there a better approach, and if so, what do you recommend?
Read the Shield Financial Case Study at the end of Chapters 1 and 2
in the text (pages 2429 and 58). Prepare a case study analysis using
the

Case Study Guidelines

in

Doc Sharing

. Your answer should be formatted with headings according to the
case study guidelines, and should also address the questions at the end
of the case within the format.

Submit your assignment to the Dropbox located on the silver tab at the top of this page. For instructions on how to use the

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, read these
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Dropbox Tutorial

. Case Study GuidelinesCase studies are interdisciplinary in scope; they cross
many disciplines within organizations and expose the “manager” to
many varied situations of day-to-day activities. Cases studies are a
picture-in-time, much like an accounting profit and loss report for a past
business quarter. They are, after all, real life situations.Cases develop a managers analytical skills, because the
results are quantitative and qualitative in nature and support their
recommendations and decisions. They are also beneficial in helping the learning
process of asking the right question(s).Case studies place you (the student) in hypothetical
Consultant position, requiring you to weigh the facts and options to recommend
those critical decisions. As the consultant, you are to remain objective
and refrain from making subjective claims. Opinions
should be supported using concepts and terms from your text. If you use outside
research, be sure to cite your sources IN the body of the paper as well as
listing the source as a reference at the end of the paper.A case study will have three common traits. They deal with
real companies and situations, seldom have a solution, and contain loads of
data. Your task as a consultant will be to review the respective data, locate
the relevant information, arrange it in a practical and sequential order, and
arrive at a solution or recommendation. You must remain objective throughout
this process.Since this is a formal analysis, you are to write in a
style that reflects formal, collegiate level work. This will
include an objective perspective, 3rd person voice, lack of
contractions/slang/expressions. Any references should contain appropriate
citing. Failure to do so will affect your grade.There are many ways to look at a single case study. First,
look for questions that need to be answered. Look for issues, constraints,
potential problems and what needs to be changed that would perhaps strengthen
the company, create growth, or increase profits.There are numerous ways to organize and write a case study.
For this course, a case study analysis should include a “Statement
of the problem,” “a Summary of the Facts,”
“Analysis,” and “Recommendation(s).”
Statement of the Problem(s)State in a few sentences the problem (or you may want to
think about issues if the word problem causes you confusion) that exists
within the case study. There may be multiple problems. Always keep your
audience (a Board of Directors who may have hired you) in mind while
formulating the problem statement; they may have opposing views on the
situation.Note that some cases do not have a recognizable problem.
In these cases you may be asked to state what decisions you would make for the
future of the company.Summary of the FactsBriefly, sum up the facts in the case that are relevant to
the stated issue(s)/problem(s). It may include pertinent history or background
information, industry trends, or other relevant data.AnalysisAnalysis is often the most difficult portion of the case to
write and should be completed before any attempt to develop physically the
writing of the case.The tools associated with analysis are comparison, contrast,
and synthesis. Comparison is looking for and then finding similarities
among other elements being analyzed. Contrast is looking for and finding
differences between elements. Synthesis is integrating the information and
formulating a consistent interpretation of the case.Other tools include performing an Environmental Scan, a
SWOT analysis, or simply listing pros and cons to several key alternatives.RecommendationsThis section provides direction. Based on the information
and analysis, state your recommendations. This is your “argument.”
Using the information of the case and the analysis, you “argue” that
certain steps should or should not be taken. Your audience must be able to
understand the reasons for your recommendations. These
recommendations should not be summative in nature, but specific. It is not
appropriate from a consultant position to simply suggest “more
research” unless you define who, what, where, how, why. Nor should you
recommend hiring a consultant. Essentially, you ARE the hired consultant. Tell
the “audience” how to fix the problem(s) and why your solution will
work.ConclusionThis section is for any concluding remarks that may be
necessary. Not all case studies need this section because concluding remarks
may have been made in the recommendation section. 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: (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. trust humor fear personality ego : See page 247 Points Received: 5 of 5 Comments: Question 2. Question
: (TCO 7) As a sales manager, you go out of your way to
personally demonstrate proper selling technique to salespeople, show up on time
to meetings and appointments, and always present a professional image through
appropriate dress and grooming. Your actions are likely seen by your sales
staff as which of the following? Consistent
with those behaviors from a boss A
part of coaching called role modeling A
part of feedback called mirroring A
part of image management to get a promotion None
of the above : See page 247 Points Received: 5 of 5 Comments: Question 3. Question
: (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? Planning Attitude Knowledge Selling
skills Probing skills : See page 246 Points Received: 0 of 5 Comments: Question 4. Question
: (TCO 8) As a new first-line sales manager, you would like to
understand what motivates each salesperson. Joe, one of your salespeople, is a
person who is almost completely self-motivated. You don’t need to do much of
anything to keep this person going. Joe always sets high goals for himself and
likes it when the branch achieves its monthly quota, regardless of who sold the
most to make that possible. Based on this information, you determine that Joe
has which motivational drive? The
Competitor The
Ego-driven The
Achiever The
Service-oriented A
combination of all of the above : See page 281 Points Received: 5 of 5 Comments: Question 5. Question
: (TCO 8) _______________ are more optimistic goals used to
stimulate the sales force, whereas _______________ are the maximum share of
demand in each product market that a multi-product firm can attain under ideal
conditions, and are generally unrealistic objectives. Sales forecasts, quotas Quotas,
sales forecasts Quotas,
sales potentials Sales
potentials, quotas : See page 287 Points Received: 0 of 5 Comments: Question 6. Question
: (TCO 8) Motivation is an individual’s willingness to exert
effort to achieve the organization’s goals, while satisfying individual needs.
Inherent in this definition are which of these three components? Persistence,
intensity, organizational goals Effort,
individual needs, organizational goals Direction,
individual needs, effort Individual
needs, effort, direction Effort,
intensity, organizational goals : See page 279 Points Received: 5 of 5 Comments: Question 7. Question
: Course Project: Sales PresentationObjectives | Guidelines | Grading Rubrics | Best Practices |
Helpful Resources | Planning Your WorkObjectivesBack to TopThe objective of this assignment is to gain experience
applying the interactive selling process by planning for and preparing a formal
sales presentation to meet the needs of a customer. This assignment will help
you to apply and integrate all of the Terminal Course Objectives for Marketing
420 Salesmanship.GuidelinesBack to Top Your completed
assignment will be a formal sales presentation that will be written up in a
paper of approximately 10 to 12 pages in length (this would be roughly 1 page
per area included in the report), 10 point font, double-spaced. You will select
the topic, which will include deciding on the product or service that you are
selling and describing your customer scenario. The submitted assignment should
include a cover page, table of contents, introduction, body, summary or
conclusion and works cited. Even though this
is not a scientific-type writing assignment, and is mostly creative in nature,
references are still very important. If you access other sources, such as
websites or publications to prepare the assignment, then these should be listed
on the last page titled “Works Cited”. At the very minimum, the text
and online course resources should be cited. All DeVry
University policies are in effect including the plagiarism policy. Final
presentations are due during Week 7 of this course. Any questions
about this assignment may be discussed in the weekly Q&A Discussion topic. This paper is
worth 200 total points and will be graded on quality of topic, quality of
content, grammar and sentence structure, use of citations.Grading RubricsBack to TopCategoryPoints%DescriptionDocumentation and Formatting 20 10% The assignment should include a title
page, table of contents, objectives, presentation including script or cohesive
notes, references. Correct grammar, spelling and punctuation are important.Organization and Cohesiveness 20 10%
The format, flow of ideas and
presentation should follow the Interactive Sales Process (which can be reviewed
in the Week 1 lecture, Interview With The Super Sales Rep: The Interactive
Selling Process) by including prospecting, pre-approach, approach,
presentation, closing, anticipating and handling objections, and planned follow
up.Editing 100 50% How
effectively the content of the assignment addresses each of the steps in the
interactive selling process and presents a clear and effective solution for the
customer.Script Content 60 30% An
accompanying script that clearly articulates points to be made in the
presentation. While the presentation itself may contain bullets and be succinct
as a useful presentation/sales aid, the script should be written in clear and
complete sentences that address the points to be made in the presentation.Total 200 100% A
quality paper will meet or exceed all of the above requirements..Best PracticesBack to TopThe following are the best practices in preparing this
assignment. Cover Page –
Include the customer name for which you have prepared the presentation, your
name and company /product name, and date. Table of Contents
– List the sections of your assignment and the pages on which they are located.You may want to review the following course information for
guidance in preparing this assignment: Week 1: Interview
with the Super Sales Rep: The Interactive Selling Process (ISP) Weeks 1-7: Test
Your Knowledge Exercises that cover the elements of the Interactive Selling
Process (ISP) (end of each weeks lecture) Week 4 Knockout
Sales Presentation Tutorial Chapters 3, 4 and
5 in the textPlanning Your WorkBack to TopThis is a lengthy assignment that you should work on
throughout the first seven weeks of the course. While there is no requirement
to submit partial work prior to the due date, you may want to set some
milestones to keep yourself on track, as leaving this assignment until close to
the due date could prove detrimental to your grade outcome. Some suggested
milestones follow:Week 1 Select your product or service and your customer.Week 2 Fully describe your customer scenario business,
products and services, decision makers and potential needs.Week 3 Review the Week 1 Interview with the Super Sales
Rep: The Interactive Selling Process (ISP) and the weeks 1 to 3 Test Your
Knowledge exercises, the text readings (Chapters 3, 4 and 5) and think about
how they will prepare you for the presentation.Week 4 Draft the Prospecting, Pre-Approach and Approach
sections of the assignment and review the Knockout Sales Presentation Tutorial
in the Week 4 Lecture.Week 5 Draft the Presentation section of the assignment.Week 6 Review the Test Your Knowledge exercises at the end
of the weeks 4, 5 and 6 lectures. Draft the Closing, Objection Handling and
Follow-up sections of the Call.finalQuestion 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 jobsThe opportunity to make more moneyThe opportunity to exercise power over othersBoth b and cNone 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 truea, 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 purchaseThe dollar amount of the purchaseScreening out suppliers, not meeting specificationsThe operational advantages of the purchaseNone 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 clientDealing with dissatisfactionAdvocating a solutionNeeds discoveryAll of the aboveQuestion 14.14.(TCO 4) Acknowledging an objection shows a
sign of what?(Points : 5)HonestyTrustRespectNone of the aboveAll 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)ExtraversionConscientiousnessEmpathyIntegrityAll 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 salesforceDesign sales planSet performance standards for individual salespeopleMeasure results against standardsNone 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)RoutineAccomplishmentControlStatusHonestyQuestion 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 CompetitorThe Ego-drivenThe AchieverThe Service-orientedNone 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)trusthumorfearpersonalityegoQuestion 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 situationsCoordinating employeesDeveloping an overall vision in which people can believeSetting goalsSelecting 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)PlanningAttitudeKnowledgeSelling skillsProbing skillsQuestion 13.13.(TCO 6) Individual sales training programs
may be designed to accomplish which of these specific objectives? (Points : 5)Time managementTerritory managementProduct knowledgeCompany orientationAll of the aboveQuestion 14.14.(TCO 6) A complete training needs analysis
includes which of the following? (Points : 5)Observation and questioning of salespeopleReview of the firms strategic objectivesCustomer inputReview of company recordsAll 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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