Strategic Sales Management
Midterm Exam
Course Introduction
Strategic Sales Management focuses on the development and implementation of effective sales strategies designed to achieve organizational objectives and gain competitive advantage. The course covers key topics such as sales force structure, recruitment, motivation, training, compensation, and performance evaluation. Students will explore methodologies for aligning sales strategies with broader business goals, harnessing sales analytics, managing customer relationships, and adapting to changing market environments. Through case studies and practical exercises, learners will gain skills to lead high-performing sales teams, create value for customers, and drive sustainable business growth in diverse industries.
Recommended Textbook
Sales Force Management 10th Edition by Mark Johnston Available Study
Flashcards
Source URL: https://quizplus.com/study-set/3158
Page 2
Chapter 1: Introduction to Sales Management in the
Twenty-First Century
Available Study Resources on Quizplus for this Chatper
85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/62543
Sample Questions
Q1) What are the major demographic trends in the United States affecting selling?
Answer: The major demographic trends include aging society,influx of minorities,two-income households,greater mobility and increased desire for leisure time and convenience goods.
Q2) Equal employment opportunity legislation:
A)Directly affects how sales managers implement their sales programs
B)Is a form of consumer protection legislation
C)Is becoming less important as the sales force is becoming more culturally diverse
D)Is a form of antitrust legislation
E)Does not apply to sales positions
Answer: A
Q3) Assume you are the sales manager for your college or university (at universities sales management is often part of admissions,recruitment and development departments).You are asked to assess the school's internal organizational environment.What will you do?
Answer: You will assess six categories of the school's internal environment including the firm's goals,objectives and culture,human resources,financial resources,production capabilities,service capabilities,research and development capabilities.
To view all questions and flashcards with answers, click on the resource link above. Page 3
Chapter 2: The Process of Selling and Buying
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/62542
Sample Questions
Q1) The fact that most customers have different needs and problems forcing salespeople to work to develop unique solutions creates _____________ in sales careers.
A)Autonomy
B)Job variety
C)Extrinsic rewards
D)Favorable working conditions
E)Opportunities to move up the organizational ladder
Answer: B
Q2) The first step in the selling process is to qualify prospects.
A)True
B)False
Answer: False
Q3) In a survey of sales managers,the highest rated success factor was
A)Creativity
B)Diligence
C)Assertiveness
D)Listening skills
E)Prospecting skills
Answer: D
To view all questions and flashcards with answers, click on the resource link above. Page 4
Chapter 3: Linking Strategies and the Sales Role in the Era of Customer Relationship Management
Available Study Resources on Quizplus for this Chatper
97 Verified Questions
97 Flashcards
Source URL: https://quizplus.com/quiz/62541
Sample Questions
Q1) Which of the following statements about a company's mission and goals is true?
A)A firm should define its mission in terms of the broad human needs it attempts to satisfy
B)The company's product or service defines the mission of the company and the scope of its activities
C)The best way for management to avoid opportunities that are inconsistent with the firm's purpose is to state the mission in broad terms
D)Strategies are easier to develop for a company that has a narrowly defined mission,especially if it is operating in a dynamic environment
E)A narrowly defined mission makes it easier to identify attractive market opportunities
Answer: A
Q2) Preferred supplier status represents
A)Attainment of market share dominance
B)Successful TQM marketing strategy
C)Functional relationship superiority
D)Increased commitment
E)Transformational security
Answer: D
To view all questions and flashcards with answers, click on the resource link above. Page 5
Chapter 4: Organizing the Sales Effort
Available Study Resources on Quizplus for this Chatper
90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/62540
Sample Questions
Q1) What guidelines should a sales manager use in choosing an independent manufacturing sales rep?
Q2) Which of the following statements about national and key accounts is true?
A)National accounts often require more detailed and sophisticated treatment than smaller customers
B)Salespeople who handle national accounts typically receive the same or lower commission rates than salespeople who handle smaller accounts
C)Having national accounts greatly complicates the coordination of selling activities
D)The trend toward decentralized purchasing has accelerated the development of national and key accounts
E)All of the above statements about national and key accounts are true
Q3) How does telemarketing fit within a sales strategy?
Q4) What four sets of factors will sales managers consider when deciding whether to use independent agents or a company sales force?
Q5) Multilevel selling is a variation of team selling.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.
Chapter 5: The Strategic Role of Information in Sales Management
Available Study Resources on Quizplus for this Chatper
115 Verified Questions
115 Flashcards
Source URL: https://quizplus.com/quiz/62539
Sample Questions
Q1) The work load method of determining the size of the field sales labor force is the most difficult to implement.
A)True
B)False
Q2) Counties are the most widely used basic control unit for establishing sales territories.
A)True
B)False
Q3) Geodemographers combine census data with their own survey data to produce customized products for their clients.
A)True
B)False
Q4) A major benefit of even the most elementary sales analysis is in highlighting those products,customers,orders or territories in which the firm's sales are concentrated.
A)True
B)False
Q5) SIC codes replaced NAICS.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 7
Chapter 6: Salesperson Performance: Behavior, role
Perceptions, and Satisfaction
Available Study Resources on Quizplus for this Chatper
88 Verified Questions
88 Flashcards
Source URL: https://quizplus.com/quiz/62538
Sample Questions
Q1) What is meant by a salesperson's skill level?
Q2) Which of the following statements about rewards is true?
A)Intrinsic rewards relate to lower order human needs
B)Intrinsic rewards include security and recognition
C)Extrinsic rewards include pay and promotion
D)Extrinsic rewards are those salespeople primarily attain for themselves
E)Intrinsic rewards satisfy physiological needs
Q3) A salesperson who is highly motivated but lacking people skills will perform poorly. A)True
B)False
Q4) The definition of sales aptitude is the same whether you are talking to the owner of a furniture store or a sales manager for IBM.
A)True
B)False
Q5) Salespeople are likely to experience more role conflict than most organization members are because salespeople occupy positions at the boundaries of the firm.
A)True
B)False
8
To view all questions and flashcards with answers, click on the resource link above.
Chapter 7: Salesperson Performance: Motivating the Sales Force
Available Study Resources on Quizplus for this Chatper
85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/62537
Sample Questions
Q1) Money is not only the reward most desired by all salespeople,but also the kind of reward that is most effective at motivating them.
A)True
B)False
Q2) The inaccurate expectancy perceptions in the sales force can be improved:
A)Through less restrictive supervision
B)By eliminating time allocation schedules
C)Through expanded sales training programs
D)By hiring only experienced salespeople
E)By recruiting inexperienced salespeople that can be trained from the beginning to have accurate expectancy perceptions
Q3) Brad is a salaried sales rep for an engineering company.Brad is likely to have a higher magnitude of instrumentality estimate associated with
A)Short-term sales
B)Commissions
C)Performance of administrative duties
D)Number of contracts
E)All of the above
Q4) What are expectancies?
To view all questions and flashcards with answers, click on the resource link above. Page 9
Chapter 8: Personal Characteristics and Sales Aptitude:
Criteria for Selecting Salespeople
Available Study Resources on Quizplus for this Chatper
85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/62536
Sample Questions
Q1) Research indicates which of the following is NOT one of the personal characteristics that sales managers look for when selecting new salespeople?
A)Nonverbal communication skills
B)Enthusiasm
C)Organization
D)Persuasiveness
E)Ambition
Q2) Which of the following characteristics is crucial for Arlene's sales success?
A)Empathy
B)Age,maturity
C)Knowledge of customer
D)Knowledge of business methods
E)All of the above
Q3) 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
Q4) Respond to the statement,"Good salespeople are born not made."
To view all questions and flashcards with answers, click on the resource link above. Page 10
Chapter 9: Sales Force Recruitment and Selection
Available Study Resources on Quizplus for this Chatper
87 Verified Questions
87 Flashcards
Source URL: https://quizplus.com/quiz/62535
Sample Questions
Q1) What are the first activities in the recruitment and selection process?
Q2) After determining who will participate in selecting new salespeople,the next decision is
A)Setting salary parameters
B)Whether the job description needs to be updated
C)Who has the authority to make hiring decisions
D)Where to find the job applicants
E)Which selection tools will be used
Q3) The job description should be prepared after the job analysis is conducted.
A)True
B)False
Q4) A good job description includes the types of customers to be called on.
A)True
B)False
Q5) Title VII of the 1964 Civil Rights Act forbids discrimination against people ages 40 to 70.
A)True
B)False
Q6) What are the advantages of recruiting company employees for the sales force?
To view all questions and flashcards with answers, click on the resource link above. Page 11
Q7) What six dimensions and requirements should a good job description include?
Chapter 10: Sales Training: Objectives,techniques,and Evaluation
Available Study Resources on Quizplus for this Chatper
85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/62534
Sample Questions
Q1) Ryan wants to introduce new salespeople to company policies before they become outside sales reps.He may have new salespeople
A)Work as an inside sales coordinator
B)Attend legal and ethical training seminars
C)Take additional marketing courses in college
D)Develop time and territory management plans
E)Present role playing seminars
Q2) What is the relationship between sales training costs and increased profits?
Q3) Research suggests that salespeople
A)Prefer motivational pep talks
B)Respond positively to PowerPoint presentations
C)Retain only 25% of what they have been taught
D)Retain only 50% of what they have been taught
E)Tend to be less critical of training than other organizational personnel
Q4) One recent trend in sales training evaluation is accountability,showing the benefit of training to the company's performance.
A)True
B)False
Q5) What do sales executives consider the most important issue in sales training?
To view all questions and flashcards with answers, click on the resource link above. Page 12
Chapter 11: Salesperson Compensation and Incentives
Available Study Resources on Quizplus for this Chatper
77 Verified Questions
77 Flashcards
Source URL: https://quizplus.com/quiz/62533
Sample Questions
Q1) The foundation of most compensation plans is a package of benefits that is designed to satisfy the individual salesperson's need for security.
A)True B)False
Q2) Most sales managers consider opportunities for promotion and advancement second only to financial incentives as an effective sales force motivator.
A)True B)False
Q3) Which of the following statements describes a disadvantage inherent in the straight commission compensation plan?
A)It gives sales reps little financial security
B)It provides sales managers with minimal control over their sales forces
C)It can cause sales reps to provide inadequate service to smaller accounts
D)It makes selling expenses less predictable
E)All of the above statements describe disadvantages inherent in the straight commission compensation plan
Q4) What are the advantages of a direct reimbursement expense account plan?
Q5) What considerations should be incorporated in any sales recognition program?
To view all questions and flashcards with answers, click on the resource link above. Page 13
Chapter 12: Cost Analysis
Available Study Resources on Quizplus for this Chatper
88 Verified Questions
88 Flashcards
Source URL: https://quizplus.com/quiz/62532
Sample Questions
Q1) What is the Return On Assets Managed formula (ROAM)? How can the return from a given business segment be improved?
Q2) What activities are involved when doing marketing cost analysis?
Q3) Which of the following is the best example of a natural account?
A)Office supplies
B)Salaries
C)Transportation
D)Raw materials
E)All of the above
Q4) What are the three bases of cost allocation?
Q5) The determining factor of whether an expense is specific or general is:
A)Whether it can be linked to a particular product
B)Whether it is categorized as part of cost of goods sold or part of general and administrative expenses
C)Whether the company used the full-cost or contribution-margin approach
D)The object of measurement being used
E)Whether the focus of the analysis is on the net profit or net expenses
Q6) What is the difference between a direct cost and an indirect cost?
Q7) What is the difference between specific and general expenses?
Q8) Describe the three approaches to cost allocation.
To view all questions and flashcards with answers, click on the resource link above. Page 14
Chapter 13: Evaluating Salesperson Performance
Available Study Resources on Quizplus for this Chatper
84 Verified Questions
84 Flashcards
Source URL: https://quizplus.com/quiz/62531
Sample Questions
Q1) Behavior is what salespeople
A)Do
B)Avoid
C)Find rewarding
D)Offer customers
E)All of the above
Q2) Which performance measure would a manager use to determine whether the salesperson was skimming the best accounts or working a territory systematically and hard?
Q3) How is a salesperson's hit rate measured?
Q4) Percentage of quota attained sales performance evaluation ignores
A)Probability of sales success
B)Profitability of sales
C)Cost of goods purchased
D)Sales force effort
E)Quota definition
Q5) What sales performance ratio would a manager most likely use to measure a salesperson's effectiveness in acquiring new accounts.How is this measure calculated?
Q6) What are the typical measures of effectiveness used is assessing salespeople?
Page 15
To view all questions and flashcards with answers, click on the resource link above.