Strategic Sales Leadership Exam Practice Tests
Course Introduction
Strategic Sales Leadership explores the fundamental principles and advanced strategies necessary for leading high-performing sales teams in todays dynamic business environment. Through case studies, real-world examples, and practical frameworks, students will learn how to develop effective sales strategies, set and achieve ambitious sales targets, motivate and manage diverse teams, and leverage data-driven decision-making to optimize performance. This course also examines the integration of sales with broader organizational objectives, ethical leadership practices, and the impact of emerging technologies on sales management, preparing students to succeed as leaders in complex and competitive markets.
Recommended Textbook
Dalrymples Sales Management Concepts and Cases 10th Edition by William L. Cron
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16 Chapters
1140 Verified Questions
1140 Flashcards
Source URL: https://quizplus.com/study-set/1355 Page 2
Chapter 1: Introduction to Selling and Sales Management
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40 Verified Questions
40 Flashcards
Source URL: https://quizplus.com/quiz/27064
Sample Questions
Q1) "You can rant and rave and threaten, but the most effective way to get results is to show someone what you want done." This statement is most closely associated with which competency:
A) team building.
B) coaching.
C) strategic action.
D) self-management.
E) both a and b of the above.
Answer: B
Q2) Sales and customer relationship skills are most important during the growth phase (i.e., the middle of the product life cycle) of the product life cycle.
A)True
B)False
Answer: False
Q3) According to Department of Labor statistics, about 5% of the U.S. work force are employed in sales positions.
A)True
B)False
Answer: False
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Chapter 2: Strategy and Sales Program Planning
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62 Verified Questions
62 Flashcards
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Sample Questions
Q1) Identifying customers with common needs is always a part of:
A) capital budgeting.
B) segmentation.
C) Setting business unit objectives.
D) a differentiated strategy.
E) a harvesting strategy.
Answer: B
Q2) A consultative relationship is likely to differ from a transactional relationship in that success depends more on intimately grasping a customer's current business issues.
A)True
B)False
Answer: True
Q3) The sales force's only involvement in product development management (PDM) is to help launch new and modified products.
A)True
B)False
Answer: False
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Chapter 3: Sales Opportunity Management
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65 Verified Questions
65 Flashcards
Source URL: https://quizplus.com/quiz/27066
Sample Questions
Q1) Which of the following are methods for determining time allocation?
A) single factor.
B) ABC approach.
C) portfolio.
D) sales funnel.
E) all are allocation methods.
Answer: E
Q2) The integration of new technology, such as computers, into the sales force has actually decreased the amount of time salespeople have for selling.
A)True
B)False
Answer: False
Q3) Which of the following is <b>not</b> considered when calculating the minimum sized customer on which to call:
A) direct selling costs.
B) the average number of sales calls required to close the sale.
C) the cost structure of the selling company.
D) the growth rate of the customer.
Answer: D
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Page 5
Chapter 4: Account Relationship Management
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63 Verified Questions
63 Flashcards
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Sample Questions
Q1) Which of the following stages of the buyer-seller relationship focuses on a trial relationship?
A) awareness
B) commitment
C) expansion
D) all of the above
E) none of the above
Q2) The person in the User Buyer role generally has a much broader product focus than does the Economic Buyer.
A)True
B)False
Q3) Selling to organizations is somewhat easier than selling to an individual consumer because organizational buying centers are staffed with professionals.
A)True
B)False
Q4) People who are not employees of the buying organization, may be a part of an organization's buying center.
A)True
B)False
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Chapter 5: Customer Interaction Management
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68 Verified Questions
68 Flashcards
Source URL: https://quizplus.com/quiz/27068
Sample Questions
Q1) "Benefitizing" in a sales presentation refers to the practice of translating features of a product into benefits believed to be of value to the customer.
A)True
B)False
Q2) When a sales force gives the same basic sales presentation to every prospect, this is probably an example of a ___________ selling model.
A) needs-discovery
B) needs-satisfaction
C) standardized
D) stimulous-response
E) problem-solution
Q3) The standardized type of sales presentation can be especially useful for new salespeople.
A)True
B)False
Q4) It is usually necessary to establish rapport prior to engaging in customer needs analysis.
A)True B)False
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Chapter 6: Sales Force Organization
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76 Verified Questions
76 Flashcards
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Sample Questions
Q1) Given enough analysis, it is usually easy to find a firm's optimal organization structure.
A)True
B)False
Q2) Sales agents are likely to be used when the company is selling only a few products.
A)True
B)False
Q3) The organization of salespeople along product lines is often found in small firms where technical knowledge is not important.
A)True
B)False
Q4) Reason(s) for the growing popularity of telemarketing include:
A) telemarketing sales calls can be very cost effective.
B) ease in retraining a telemarketing sales force.
C) telemarketers are easy to motivate.
D) only a and c of the above.
E) all of the above.
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Chapter 7: Recruiting and Selecting Personnel
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87 Verified Questions
87 Flashcards
Source URL: https://quizplus.com/quiz/27070
Sample Questions
Q1) Recently, a sales manager posted a job description as the merchandising of sales promotions to store managers. However, the high performing salespeople actually spent their time stocking shelves and checking inventory. The salespeople hired to sell to store managers were unhappy when they found out that the job is really that of a glorified stock clerk. This sales manager failed to conduct:
A) an analysis of the company culture.
B) an analysis of the recruits' job qualifications.
C) an analysis of the recruits' reasons for wanting the job.
D) a job analysis.
E) a thorough interview.
Q2) The employment agency does everything for a sales manager <b>except</b>: A) hiring.
B) interviewing.
C) screen resumes.
D) advertising.
E) both a and d of the above.
Q3) Since selling is a white collar job, a physical examination is usually not required.
A)True
B)False
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Page 9
Chapter 8: Training
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72 Verified Questions
72 Flashcards
Source URL: https://quizplus.com/quiz/27071
Sample Questions
Q1) You would like to develop an Internet-based training program in order to cut down the time spent in traditional classroom training every year. You realize it is expensive to develop, so it needs to be effective. Which is the correct statement regarding the effectiveness of sales Internet training?
A) On-line courses offer a great way to deliver content in a distraction-free environment.
B) E-learning web sites are useful for teaching advanced sales skills.
C) Virtually all sales training can be successfully conducted on the Internet.
D) On-line delivery of product information is a very effective way to deliver timely content to a geographically diverse sales force.
E) All of the above are correct statements.
Q2) A complete training needs analysis includes which of the following?
A) observation and questioning of salespeople
B) review of the firm's strategic objectives
C) customer input
D) review of company records
E) all of the above
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Chapter 9: Leadership
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91 Verified Questions
91 Flashcards
Source URL: https://quizplus.com/quiz/27072
Sample Questions
Q1) Role modeling and coaching can overcome a lack of trust in the sales manager.
A)True
B)False
Q2) After getting a salesperson to agree that sales to a large customer must increase, the sales manager asks the salesperson to develop a plan of action for achieving this objective. This is an example of which leadership style?
A) telling
B) supporting C) delegating
D) selling
E) authoritative
Q3) A sales manager whose behavior is consistent with the both the values the sales manager upholds and the goals of the organization is providing the role-modeling dimension of coaching.
A)True
B)False
Q4) Legitimate power is based on a manager's position in the organization.
A)True
B)False
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Chapter 10: Ethical Leadership
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77 Verified Questions
77 Flashcards
Source URL: https://quizplus.com/quiz/27073
Sample Questions
Q1) Your best customer has asked you to contribute $1,500 to the memorial fund for the customer's son who recently died in an automobile accident. You should:
A) send a check to the memorial fund and bury the amount in your expense account.
B) tell your customers that company policy forbids payments of this type.
C) report the customer's bribe attempt to the FBI and the sheriff's office.
D) report the request to your boss and ask permission to tell the Vice President of Human Relations at your customer's head office about the request.
E) Answers b and d are both acceptable responses.
Q2) The best way to handle an alcoholic salesperson is to:
A) fire him or her.
B) transfer his or her to another division.
C) promote him or her out of the field.
D) send him to Alcoholics Anonymous.
E) depends on the situation.
Q3) The problem for whistle blowers is that by speaking up they violate role morality.
A)True
B)False
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Page 12
Chapter 11: Motivating Salespeople
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88 Verified Questions
88 Flashcards
Source URL: https://quizplus.com/quiz/27074
Sample Questions
Q1) According to research by the Gallup Management Consulting Group, high performing salespeople are likely to exhibit which of the following personality types?
A) someone who only wants to win
B) someone who is not interested in beating specific competitors, but just wants to win
C) someone who is motivated by building and cultivating relationships
D) someone who likes accomplishment, regardless of who receives the credit
E) all of the above
Q2) A potential drawback of performance-based quotas is that non-selling activities may be neglected.
A)True
B)False
Q3) George is the senior salesperson on your staff who is in the maintenance career stage. Which of the following is least likely to motivate George?
A) introduce significant rewards other than money (i.e., more vacation time).
B) expand their role as a sales specialist in group decision making.
C) encourage them to use their knowledge in new and creative ways.
D) promotion to sales manager.
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Chapter 12: Compensating Salespeople
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84 Verified Questions
84 Flashcards
Source URL: https://quizplus.com/quiz/27075
Sample Questions
Q1) Compensation plans should be designed to encourage salespeople to work efficiently.
A)True
B)False
Q2) Many small firms use _______plans to get started and then shift to__________ plans when revenues grow.
A) combination, straight commission
B) salary, combination
C) salary, commission
D) commission, salary
E) none of the above
Q3) Disadvantages of paying straight salary include all of the following <b>except</b>:
A) not providing strong incentives for extra effort.
B) they are fixed costs.
C) they are a relatively insecure form of payment, as compared to commission.
D) they overpay the least productive members of a sales team.
E) new trainees may earn almost as much as experienced salespeople with much less productivity.
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Chapter 13: Evaluating Sales Force Performance
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95 Verified Questions
95 Flashcards
Source URL: https://quizplus.com/quiz/27076
Sample Questions
Q1) "MBO" stands for:
A) manager of operations.
B) manager of business objectives.
C) management by objectives.
D) management by opinions.
E) none of the above.
Q2) Analyzing a territory's contribution margin is an example of a profit-based evaluation.
A)True
B)False
Q3) The concept that sales figures reveal just a small fraction of the larger problem is best known as:
A) micro theory.
B) "blinder" principle.
C) 80-20 rule.
D) experience principle.
E) iceberg principle.
Q4) Contribution margin minus direct fixed selling costs equals variable cost.
A)True
B)False
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Chapter 14: Estimating Potentials and Forecasting Sales
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85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/27077
Sample Questions
Q1) Exponential smoothing assumes that the future will be an average of past achievements.
A)True B)False
Q2) When using the trend projection method, the analyst estimates trend from past data and adds this figure to current sales to obtain a forecast.
A)True B)False
Q3) Potentials are the minimum possible sales for all sellers of goods or services.
A)True B)False
Q4) The sales force composite method is especially popular with consumer goods firms because optimistic and conservative forecasts balance out due to the large number of customers.
A)True B)False
Q5) Actual sales are normally equal to potential figures. A)True B)False
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Chapter 15: Territory Design
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47 Verified Questions
47 Flashcards
Source URL: https://quizplus.com/quiz/27078
Sample Questions
Q1) The number of current customers per territory is an important design factor because sales managers are interested in new business growth.
A)True B)False
Q2) It is important to get salesperson input before beginning a major sales territory realignment.
A)True B)False
Q3) Balancing territories becomes increasingly more difficult as you add more allocation factors.
A)True
B)False
Q4) In one form or another all companies use sales territories, so it is important to understand how territories should be designed.
A)True
B)False
Q5) Sales territories can be instrumental in helping to reduce marketing costs. A)True B)False
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Chapter 16: Sales Force Investment and Budgeting
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40 Verified Questions
40 Flashcards
Source URL: https://quizplus.com/quiz/27079
Sample Questions
Q1) A company is usually well advised to put significant sales force effort behind its new products, even if that means not having enough support for current products.
A)True
B)False
Q2) The company wants to spend 8% of sales on the sales force, the cost of supporting a salesperson is estimated at approximately $80,000 per person, and 20% of the sales force budget is for management and other costs. Calculate the number of salespeople the budget will support, if sales are forecasted to be $3.2 million.
A) 2 people
B) 2.5 people
C) 3 people
D) 3.5 people
E) none of the above
Q3) The percentage of sales method of establishing sales force size is based on what managers think sales force costs should be as a proportion of planned revenues.
A)True
B)False
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