Sales Management Test Preparation
Course Introduction
Sales Management is a comprehensive course that explores the principles, strategies, and practices essential to leading a successful sales force within an organization. Students will examine key topics such as the sales process, recruitment and training of sales personnel, motivation and compensation, territory management, sales forecasting, and performance evaluation. The course also delves into the impact of technology on sales management and the importance of building strong customer relationships. Through case studies, real-world scenarios, and practical exercises, learners will develop critical skills for planning, directing, and controlling sales operations to achieve organizational goals.
Recommended Textbook
Sales Force Management 10th Edition by Mark Johnston
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13 Chapters 1146 Verified Questions 1146 Flashcards
Source URL: https://quizplus.com/study-set/3158
Page 2
Chapter 1: Introduction to Sales Management in the
Twenty-First Century
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85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/62543
Sample Questions
Q1) Sales management is a multi-step interrelated process.Which step is concerned with environmental factors and attempts to organize the overall selling efforts as well as integrate them with other elements of the firm's marketing strategy?
A)The organizing stage of the sales program
B)The implementation stage of the sales program
C)The evaluation and control of sales force program
D)The formulation of the sales program
E)All of the above processes are concerned with environmental factors and attempt to organize the overall selling efforts as well as integrate them with other elements of the firm's marketing strategy
Answer: D
Q2) Sales force ethics is considered to be a part of the _____ environment of organizations.
A)Economic
B)Internal
C)Legal and political
D)Personnel
E)Social and cultural
Answer: E
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Chapter 2: The Process of Selling and Buying
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80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/62542
Sample Questions
Q1) Roland is putting together a selling center for his company.He will likely include
A)Customers,salespeople and HR people
B)Marketing,customer service and engineering people
C)Senior executives,sales managers and sales reps
D)Production staff,ad agency personnel and customers
E)All of the above people would be included in a selling center
Answer: B
Q2) In terms of the buying center,an employee at a daycare center who realized that babies were getting sick because the center did not use an antibacterial cleaner on all of its wood and plastic surfaces would be both a user and an initiator.
A)True
B)False
Answer: True
Q3) The first step of the organizational buying process is anticipation or recognition of a need or problem.
A)True
B)False
Answer: True
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4
Chapter 3: Linking Strategies and the Sales Role in the Era of Customer Relationship Management
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97 Verified Questions
97 Flashcards
Source URL: https://quizplus.com/quiz/62541
Sample Questions
Q1) Justine is frustrated with her company's inability to link production,customer service and other internal processes with her customers.Justine believes her company's __________ are inadequate.
A)Spanning processes
B)Customer value measures
C)Strategic business units
D)Mission statements
E)Top-to-top selling teams
Answer: A
Q2) Archway furniture is projecting their expected financial returns from different groups of customers.Archway is estimating the
A)Data warehousing ROI
B)Supply chain cost and revenues
C)Lifetime value of customers
D)Marketing mix profitability
E)Generic strategy returns
Answer: C
Q3) When developing selling objectives,what factors should be considered?
Answer: They should be specific,measurable and realistically attainable.
Page 5
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Chapter 4: Organizing the Sales Effort
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/62540
Sample Questions
Q1) When the sales task is complex,the span of control should be larger and the number of levels of management should be smaller.
A)True
B)False
Q2) Span of control and management responsibility decisions are constantly changing primarily due to changes in
A)Government regulation
B)Sales force attitudes
C)Technology
D)Integrative institutional supply chains
E)Transaction cost analysis
Q3) Logistical alliances involve the development of computerized information and ordering systems.
A)True
B)False
Q4) What is transaction cost analysis? What does it imply for sales managers?
Q5) Division and specialization of labor increase productivity.
A)True
B)False
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Chapter 5: The Strategic Role of Information in Sales Management
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115 Verified Questions
115 Flashcards
Source URL: https://quizplus.com/quiz/62539
Sample Questions
Q1) The iceberg principle suggests that small,visible problems are often symptoms of larger problems seen only by sales managers.
A)True
B)False
Q2) What is a market test? What are the advantages and disadvantages of this sales forecasting method?
Q3) The phenomenon of a small percentage of customers or products accounting for a high percentage of the company's sales is called the
A)Account activity analysis
B)80:20 principle
C)NAICS construct
D)Buying Power Boost
E)Enterprise Resourcefulness Fulfillment
Q4) The Delphi technique for sales forecasting eliminates the influence of group dynamics on the final decision.
A)True
B)False
Q5) For a sales quota system to be effective,what does it need to do?
Q6) In sales forecasting,what is decomposition? What does it attempt to do?
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Chapter 6: Salesperson Performance: Behavior, role
Perceptions, and Satisfaction
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88 Verified Questions
88 Flashcards
Source URL: https://quizplus.com/quiz/62538
Sample Questions
Q1) Innovative salespeople are likely to experience less role ambiguity and more accurate role perceptions than non-innovative salespeople.
A)True
B)False
Q2) Which of the following statements is NOT true?
A)There is almost no published research concerning the effects of training programs on skill levels
B)Different kinds of skills are needed for different types of selling tasks
C)Aptitude and skill levels are related constructs
D)Salespeople's past experience does not influence skill level
E)The skill set needed for technical sales is different from the skill set needed for automobile sales
Q3) Role inaccuracy is another term used to describe role ambiguity.
A)True
B)False
Q4) Perceived role conflict primarily affects intrinsic job satisfaction.
A)True
B)False
Q5) What does having a "boundary" position mean in sales?
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Chapter 7: Salesperson Performance: Motivating the Sales Force
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85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/62537
Sample Questions
Q1) Which of the following statements about how personal characteristics affect a salesperson's level of motivation is true?
A)Highly experienced salespeople have higher valences for lower-order rewards than younger,less experienced salespeople
B)Salespeople with high internal locus of control are likely to have relatively low expectancy and instrumentality estimates
C)Higher educated salespeople are likely to have lower valences for higher-order rewards
D)Intelligent salespeople have higher expectancy and instrumentality perceptions than those with less intelligence
E)Experienced salespeople have smaller expectancy estimates than inexperienced salespeople
Q2) What is the most popular motivator for salespeople?
A)Time off from the job
B)Discounts on company merchandise
C)Cash awards
D)Debit cards
E)Free merchandise
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Chapter 8: Personal Characteristics and Sales Aptitude:
Criteria for Selecting Salespeople
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85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/62536
Sample Questions
Q1) Which of the following questions CANNOT be legally asked during a job interview?
A)Do you have a college degree?
B)How long have you worked for your previous employer?
C)What characteristics do you have that you think make you suited to a job in sales?
D)What kind of extracurricular activities did you participate in while in school?
E)How old are you?
Q2) Individual personality traits
A)Include demographic and lifestyle characteristics
B)Explain very little of the differences in salespeople's performance
C)Show Aptitude and work background are more important than responsibility
D)Submissive salespeople are equally effective as dominant salespeople
E)Show skill variables explain differences in salespeople's performance
Q3) What five variables were found to have the most impact on sales performance?
Q4) Respond to the statement,"Good salespeople are born not made."
Q5) Managers should hire salespeople with demographic and personality characteristics as similar as possible to those of the prospects upon whom they will be calling.Respond to this statement.
Page 10
Q6) Why are women not equally represented in the sales force?
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Chapter 9: Sales Force Recruitment and Selection
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87 Verified Questions
87 Flashcards
Source URL: https://quizplus.com/quiz/62535
Sample Questions
Q1) Long Enterprises makes and sells x-ray equipment.It needs to hire three new salespeople with specific qualifications and abilities.The company decided to have a company __________ participate in the hiring process with the sales manager.
A)Recruiting specialist
B)Production manager
C)Marketing consultant
D)Vice-president of marketing
E)Vice-president of the human resources department
Q2) Application blanks:
A)Are more of a formality than a guide in the selection process
B)Help managers to prepare for job interviews with applicants
C)Are considered less useful than resumes
D)Are rarely used by small firms
E)Are more commonly used than personal interviews as a way to select the right candidate for the job
Q3) The most valid predictor of how well a job candidate will perform his or her job is the job interview.
A)True
B)False
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Page 11
Chapter 10: Sales Training: Objectives,techniques,and Evaluation
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85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/62534
Sample Questions
Q1) Jackson is developing the classroom training program for her new company.He knows classroom training has all of the following advantages EXCEPT
A)Each trainee receives a standard briefing
B)Group training reduces executive time involved in formal training
C)Classrooms permit the use of audiovisual materials
D)Classrooms provide the opportunity for interaction
E)Learning by doing
Q2) Role playing is a popular sales training technique.
A)True
B)False
Q3) Research indicates most learning for sales personnel comes through formal training. A)True
B)False
Q4) What do most sales managers believe about training experienced salespeople?
Q5) Recent research suggests that three-fourths of all learning at work takes place informally.To facilitate informal learning in a sales force,what can managers do?
Q6) What is the relationship between sales training costs and increased profits?
Q7) What are common problems limiting the success of sales training programs?
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Chapter 11: Salesperson Compensation and Incentives
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77 Verified Questions
77 Flashcards
Source URL: https://quizplus.com/quiz/62533
Sample Questions
Q1) How does a bonus differ from a commission?
A)Bonuses are typically made for each sale made;commissions are not paid until the salesperson surpasses some level of total sales
B)Commissions are part of the basic compensation plan;bonuses are additional incentives
C)Bonuses satisfy the salesperson's need for esteem;commissions satisfy the physiological and security needs only
D)Bonuses are always used as a tactical motivational tool;commissions are a strategic motivational tool
E)There are no real differences between bonuses and commissions
Q2) What types of sales activities and performance outcomes are most readily encouraged by compensation and incentive programs?
Q3) What are the advantages of straight commission plans?
Q4) To be effective,quotas need to be
A)Specific
B)Measurable
C)Realistically attainable
D)All of the above
E)None of the above
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Chapter 12: Cost Analysis
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88 Verified Questions
88 Flashcards
Source URL: https://quizplus.com/quiz/62532
Sample
Questions
Q1) While sales analysis focuses on __________,cost analysis looks at the costs ________________ in producing those results.
A)Leadership;activated
B)Management expectations;expected
C)Results achieved;incurred
D)Net revenue;anticipated
E)Market share;foregone
Q2) Alex is struggling with his company's new financial accounting system.He knows the key is to understand how _____________ so that True profitability can be determined.
A)Sales are allocated
B)Advertising is measured
C)Costs are allocated
D)Territories are defined
E)Products are produced
Q3) An argument that supports the contribution-margin approach is the fact that most marketing phenomena are highly interrelated.
A)True
B)False
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Page 14
Chapter 13: Evaluating Salesperson Performance
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84 Verified Questions
84 Flashcards
Source URL: https://quizplus.com/quiz/62531
Sample Questions
Q1) The account penetration ratio:
A)Provides a direct measure of whether the salesperson is skimming the cream off the territory
B)Measures how well a salesperson is able to keep prior accounts as active customers
C)Measures how successful a salesperson is at turning leads into suspects
D)Indicates a salesperson's average success per account
E)Reveals the salesperson's call patterns
Q2) Ultimately sales organizations need to work toward developing a performance management system.
A)True
B)False
Q3) Which of the following is an example of an account development and servicing ratio that a sales manager might use to evaluate a sales representative?
A)Sales expense ratio
B)Account penetration ratio
C)Calls per account ratio
D)The hit ratio
E)Planned call ratio
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