Sales Management 79 Test 2 Ultimate
Question Set: Get Ready to Shine
________ tends to attract the most highly skilled salespeople; it fosters independence
of action and is easy to understand; it may lead to poor morale among the lower-paid
personnel; and under this plan salespeople are tempted to sell themselves rather than the
company." - ✔ ✔ Straight Commission
When Joe, the regional sales manager at a medium-sized packaged goods company,
made his decision to fire a salesperson because he felt the salesperson was not earning
the highest profits possible given the potential of the territory, Joe was using which
moral philosophy? - ✔ ✔ Shareholder view.
When more than one individual works together to make a sale, the selling process is
described as: - ✔ ✔ team selling.
Which of the following are characteristics of employees in the disengagement phase? - ✔ ✔ feeling a
loss of focus
less satisfied with their job
a decrease in sales performance
Which of the following are examples of activity quotas? - ✔ ✔ calls on new accounts
product demonstrations
number of calls per day
proposals submitted
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 _________,
. Detailed call reports allow sales managers to set activity objectives for individual
salespeople and then measure results. - ✔ ✔ true
, . If 10 people leave for jobs with other companies, 3 retire, 8 are assigned to larger
territories, and 3 are promoted to sales management positions, what is the turnover rate
for this past year if the average size of the sales force was 65 people? - ✔ ✔ 25%
A complete training needs analysis includes which of the following? - ✔ ✔ review of the firm's
strategic objectives
A major objective of a well-designed compensation package is to: - ✔ ✔ Increase sales and revenues
A sales manager, it is your responsibility to hire and fire salespeople in your area. You
need to add 5 new salespeople to your staff. Hiring ____________ would represent an
ethical problem - ✔ ✔ four qualified candidates and the company president's daughter who was
unqualified
A typical sales contest lasts for a year, a period of time that allows each salesperson to
cover his or her territory completely and encourages maximum sell-through of the
products - ✔ ✔ False
According to class discussions, the most frequent area for ethical abuse in a sales
organization usually occurs with: - ✔ ✔ expenses accounts.
According to compensation surveys, sales managers typically earn less than the top reps
in their district when sales reps are on an incentive-based plan. - ✔ ✔ True
According to Expectancy Theory a salesperson will be motivated to work harder when
they believe that greater effort will lead to greater performance. - ✔ ✔ true
According to Maslow's Hierarchy, a sales manager's habit of giving fancier automobiles
to his/ her senior salespeople is an example of an attempt to satisfy their "belongingness
and social needs." - ✔ ✔ False
According to the class discussions, entertaining customers should be a complementary
part of a salesperson's relationship strategy, not the sole selling strategy. - ✔ ✔ True
According to the Customer-Product Matrix, sales positions that focus primarily on new
business development require a greater proportion of salary than incentive. - ✔ ✔ False
Question Set: Get Ready to Shine
________ tends to attract the most highly skilled salespeople; it fosters independence
of action and is easy to understand; it may lead to poor morale among the lower-paid
personnel; and under this plan salespeople are tempted to sell themselves rather than the
company." - ✔ ✔ Straight Commission
When Joe, the regional sales manager at a medium-sized packaged goods company,
made his decision to fire a salesperson because he felt the salesperson was not earning
the highest profits possible given the potential of the territory, Joe was using which
moral philosophy? - ✔ ✔ Shareholder view.
When more than one individual works together to make a sale, the selling process is
described as: - ✔ ✔ team selling.
Which of the following are characteristics of employees in the disengagement phase? - ✔ ✔ feeling a
loss of focus
less satisfied with their job
a decrease in sales performance
Which of the following are examples of activity quotas? - ✔ ✔ calls on new accounts
product demonstrations
number of calls per day
proposals submitted
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 _________,
. Detailed call reports allow sales managers to set activity objectives for individual
salespeople and then measure results. - ✔ ✔ true
, . If 10 people leave for jobs with other companies, 3 retire, 8 are assigned to larger
territories, and 3 are promoted to sales management positions, what is the turnover rate
for this past year if the average size of the sales force was 65 people? - ✔ ✔ 25%
A complete training needs analysis includes which of the following? - ✔ ✔ review of the firm's
strategic objectives
A major objective of a well-designed compensation package is to: - ✔ ✔ Increase sales and revenues
A sales manager, it is your responsibility to hire and fire salespeople in your area. You
need to add 5 new salespeople to your staff. Hiring ____________ would represent an
ethical problem - ✔ ✔ four qualified candidates and the company president's daughter who was
unqualified
A typical sales contest lasts for a year, a period of time that allows each salesperson to
cover his or her territory completely and encourages maximum sell-through of the
products - ✔ ✔ False
According to class discussions, the most frequent area for ethical abuse in a sales
organization usually occurs with: - ✔ ✔ expenses accounts.
According to compensation surveys, sales managers typically earn less than the top reps
in their district when sales reps are on an incentive-based plan. - ✔ ✔ True
According to Expectancy Theory a salesperson will be motivated to work harder when
they believe that greater effort will lead to greater performance. - ✔ ✔ true
According to Maslow's Hierarchy, a sales manager's habit of giving fancier automobiles
to his/ her senior salespeople is an example of an attempt to satisfy their "belongingness
and social needs." - ✔ ✔ False
According to the class discussions, entertaining customers should be a complementary
part of a salesperson's relationship strategy, not the sole selling strategy. - ✔ ✔ True
According to the Customer-Product Matrix, sales positions that focus primarily on new
business development require a greater proportion of salary than incentive. - ✔ ✔ False
