Sales Management Test Bank
Course Introduction
Sales Management focuses on the strategies, processes, and skills necessary to lead and optimize a successful sales force. The course covers key topics such as sales planning, territory management, recruitment and training of sales teams, goal setting, motivating and compensating sales personnel, and evaluating sales performance. Students will analyze real-world case studies, learn about technology in sales, and discuss ethical issues and global trends impacting the field. By the end of the course, students will be equipped with practical tools and frameworks for managing sales teams effectively and contributing to the achievement of organizational sales objectives.
Recommended Textbook
Relationship Selling 3rd Edition by Mark Johnston
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14 Chapters
1048 Verified Questions
1048 Flashcards
Source URL: https://quizplus.com/study-set/2450
Page 2
Chapter 1: Introduction to Relationship Selling
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/48692
Sample Questions
Q1) Overpromising to get an initial sale may work once in ___________ selling.
A)Transactional
B)Expectancy
C)Follow-up
D)Solution
Answer: A
Q2) Ethics,in sales,is simply complying with the appropriate laws.
A)True
B)False
Answer: False
Q3) Loren tells his customer that his product will definitely outperform competitors' offerings.What Loren is doing may be __________ but considered _______ by customers.
A)Ethical; legal
B)Unethical; ethical
C)Legal; unethical
D)Illegal; legal
Answer: C
Q4) In relationship selling,what is the "give-get" ratio?
Answer: It is what each party gets compared to what they invest.
Page 3
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Chapter 2: Using Information to Understand Sellers and Buyers
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74 Verified Questions
74 Flashcards
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Sample Questions
Q1) The determination of what is needed,how much is needed,and when it is needed is typically determined in the _______________ stage of the organizational buying decision process.
A)Evaluation of proposals and selection of suppliers.
B)Determination and description of the traits and quality of needed items.
C)Search for and qualification of potential suppliers.
D)Selection of an order routine.
Answer: B
Q2) A ________ brings together individuals from around the organization as a team to join the salesperson.
A)Buying center.
B)Selling center.
C)KAM.
D)None of the choices are correct.
Answer: B
Q3) The characteristics of creative people can be developed in others.
A)True
B)False
Answer: True
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Chapter 3: Value Creation in Buyer-Seller Relationships
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73 Verified Questions
73 Flashcards
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Sample Questions
Q1) Today,the lines between the functions of marketing and selling are distinct.
A)True
B)False
Answer: False
Q2) Web sites that offer last-minute cruise tickets and other travel services capitalize on the ___________ property of selling travel services.
A)Intangibility
B)Inseparability
C)Variability
D)Perishability
Answer: D
Q3) A well executed and integrated marketing mix:
A)Reduces the need for replacement parts.
B)Allows companies to eliminate expensive,external sales people.
C)Makes value-added selling easier.
D)All of the choices are correct.
Answer: C
Q4) Where does personal selling "fit" into a company's marketing mix?
Answer: Personal selling is part of a firm's promotional mix,one of the 4Ps.
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Chapter 4: Ethical and Legal Issues in Relationship Selling
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) Don is the sales manager for a new computer software company.He wants to motivate and reward his salespeople.To do so,his sales goals need to be:
A)Realistic.
B)High.
C)Reciprocative.
D)Socially responsible.
Q2) Summarize the most important aspects of the UCC affecting salespeople.
Q3) Harry,a sales rep for a collectible doll company,is a good friend of the advertising manager for the major collectible doll magazine.Harry asks his friend not to take ads from a competing firm.Harry is engaged in:
A)Collusion
B)Restraint of trade.
C)Slander.
D)Competitor obstruction.
Q4) What conflict do salespeople face when corporate policies conflict with local cultural practices?
Q5) Ethics are the principles that guide you as you make decisions.
A)True
B)False
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Chapter 5: Prospecting and Sales Call Planning
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) Anna,the saleswoman in the next office,always seems to have a list of prospects.You ask her how she does it and she explains the best source of leads is from:
A)Loyal customers.
B)The company's web site.
C)Magazine response cards.
D)Directory lists.
Q2) Most leads never make it past that stage to become:
A)Prospects.
B)Touch points.
C)Leads.
D)CRM.
Q3) In the pharmaceutical industry,the future of the company is often assessed by the number of new drugs in the pipeline,being tested and evaluated for approval.Similarly,a salesperson's future will be heavily influenced by their ___________ efforts.
A)Junk mail.
B)Prospecting.
C)Touchpointing.
D)Role playing.
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Chapter 6: Communicating the Sales Message
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76 Verified Questions
76 Flashcards
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Sample Questions
Q1) What are five principle goals salespeople may have for a sales meeting?
Q2) Vanessa is engaged in a problem-solving sales presentation.She listens attentively to the customer.She then needs to:
A)Identify and analyze the customer's needs.
B)Present the solution.
C)Ask many more questions.
D)Recall the presentation she memorized.
Q3) Brenda is meeting with a customer.She sees the customer is interested in her product.During the sales presentation,Brenda hopes to transition the customer from interest and desire to:
A)Conviction to purchase the product.
B)Higher priced products.
C)Understanding of how the product works.
D)All of the choices are correct.
Q4) The most important factor differentiating successful salespeople is their ability to discover the needs of customers.
A)True
B)False
Q5) Why are validation questions an important part of sales presentations?
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Chapter 7: Negotiating for Win-Win Solutions
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76 Verified Questions
76 Flashcards
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Sample Questions
Q1) Negotiations are the process whereby:
A)Customer objections and questions are resolved.
B)Profit is determined.
C)Customer resistance is overcome.
D)All of the choices are correct.
Q2) Jorge is preparing his sales presentation.He knows that a critical part of preparation is to:
A)Preempt customer objections.
B)Know everything about the customer.
C)Reduce the price before the presentation.
D)Be prepared to offer gifts and,if necessary,bribes.
Q3) Buyers will focus on "lowest price" because:
A)Their personal success is influenced by purchasing at the lowest price.
B)The responsibility of presenting the rationale to management for purchasing at a higher price creating anxiety.
C)They don't want to address the specific issues.
D)All of the above.
Q4) Too often salespeople believe than when the customer wins,they lose.
A)True
B)False
Page 9
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Chapter 8: Closing the Sale and Follow-Up
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) When using silence to close the sale,it is important to:
A)Count the seconds on your watch.
B)Only allow a few seconds for the customer to respond.
C)Give the customer the maximum leeway to respond.
D)All of the choices are correct.
Q2) Excellence in call preparation yields confidence and professionalism.
A)True
B)False
Q3) In a balance sheet close,the salesperson creates two columns labeled:
A)Reasons for buying and remaining questions.
B)Reasons for buying and objections.
C)Remaining questions and objections.
D)Reasons for questioning and reasons for objecting.
Q4) Harold has learned from experience that he does not have to deliver his sales presentation to a buyer who:
A)Is his friend.
B)Has purchased from him before.
C)Is already sold.
D)All of the choices are correct.
Q5) Describe nonverbal buying signals salespeople can look for.
Page 10
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Chapter 9: Self-Management: Time and Territory
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74 Verified Questions
74 Flashcards
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Sample Questions
Q1) Terrance knows wasting customer's time is not good for relationship selling.Terrance:
A)Is on time for appointments.
B)Deals with customer concerns promptly.
C)Maximizes the time he has with customers.
D)All of the choices are correct.
Q2) One of the most constructive tools salespeople can use to build customer relationships is to effectively manage:
A)Corporate finances.
B)Sales manager's trust.
C)Customer time.
D)Sophisticated software.
Q3) With regard to defining sales management,all customers should be treated the same.
A)True
B)False
Q4) How can a salesperson avoid wasting customer's time?
Q5) What is included in a salesperson's basic territory requirements?
Q6) What is the 80:20 rule?
Q7) What are the major sources of information for sales analysis?
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Chapter 10: Salesperson Performance:
Behavior,Motivation,and Role Perceptions
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/48701
Sample Questions
Q1) The benefits of having a "remote" sales force usually include lower costs and:
A)Better family relationships.
B)Reduced technology costs.
C)Stronger customer relationships.
D)All of the choices are correct.
Q2) Why do salespeople need flexibility to do their job?
Q3) If a salesperson is faced with the question of "Do I know what the role partner expects with regard to that activity?" they are struggling with:
A)Role expectations.
B)Role ambiguity.
C)Role conflict.
D)Role inaccuracy.
Q4) Don is known as a great leader.He tailors his style and approach to the needs of his sales force and:
A)Company regulations.
B)Organizational citizenship expectations.
C)The kinds of tasks they must perform.
D)His personal needs.
Q5) How can sales managers reduce role conflict and ambiguity?
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Chapter 11: Recruiting and Selecting Sales-people
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) Psychological tests that assess candidate's interest in,or ability to perform certain tasks and activities are___________________ tests.
A)Intelligence.
B)Aptitude.
C)Personality.
D)Correspondence.
Q2) What types of psychological tests can a recruiting company use and why should they consider using them?
Q3) In writing the job qualification statement,Marion clearly states the educational and experience requirements for the sales position.She hopes this will:
A)Encourage everyone to apply.
B)Discourage unqualified people from applying.
C)Comply with EEO laws.
D)Attract graduates from her college.
Q4) One disadvantage for HR specialists involved is recruiting and selection is they are typically not as knowledgeable about the job demands.
A)True
B)False
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Chapter 12: Training Sales-People for Sales Success
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/48703
Sample Questions
Q1) When measuring the benefits of sales training:
A)Many sales training evaluation measures are simple.
B)Meaningful evaluation measures are not used often enough.
C)The easiest-to-collect methods are used most often.
D)All of the choices are correct.
Q2) Jamie is frustrated because he is not sure what is expected of him.Sales training will likely have the greatest impact in:
A)Increasing productivity.
B)Improving morale.
C)Handling customer questions and complaints
D)Improving selling skills.
Q3) Only sales managers have concerns about training.
A)True
B)False
Q4) Leona plans to use role playing in the next sales training session.She knows role playing can:
A)Help salespeople develop selling skills.
B)Reduce the need for product knowledge.
C)Avoid harsh critiquing associated with other training methods.
D)All of the choices are correct.
Page 14
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Chapter 13: Sales-Person Compensation and Incentives
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/48704
Sample Questions
Q1) Ron is considering the use of straight salary for his new sales force.He thinks this is appropriate because:
A)It is difficult to measure each salesperson's impact on sales volume.
B)He wants to motivate short-term selling efforts.
C)He wants to encourage sales success.
D)It will provide additional rewards to top performers.
Q2) Jordan is debating how often incentive payments for her sales force should be made.Shorter intervals increase the motivating power but decrease the ______________.
A)Cost.
B)Sales.
C)Amount received.
D)Salary.
Q3) Which of the following is NOT one of the three primary methods of compensating salespeople?
A)Straight bonuses.
B)Straight salary.
C)Straight commissions.
D)Salary and sales incentives.
Q4) What are the three primary methods of compensating salespeople?
15
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Chapter 14: Evaluating Sales-Person Performance
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) Darla,the sales manager for a coal company,is pushing her salespeople to increase their account share because as account share increases:
A)Economies of scale increase.
B)Order cancellation ratios decrease.
C)Calls per day increase.
D)Orders per call increase.
Q2) A key issue in evaluating the performance of salespeople is distinguishing among the concepts of:
A)Behavior,performance,and effectiveness.
B)Internal,external,and 360 degree feedback.
C)Input,output,and throughput measures/
D)Bias,non-bias,and objective feedback.
Q3) A well-constructed subjective evaluation form will facilitate:
A)Cost containment through reduced evaluation time.
B)Improved sales/expense ratios.
C)Determining which objective measures are most critical in that particular territory.
D)A constructive dialogue between the salesperson and sales manager.
Q4) How can a salesperson's effectiveness be measured?
Q5) What are the three common categories of sales performance ratios?
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