Sales Management 131 Review
Questions And Answers
.
A car salesperson is presenting to a couple interested in buying a new vehicle. The two people ask
different types of questions. The first asks, "How is this car different from other makes? How do the
features of this car work?" The partner asks, "Why should I buy this car? Why is this car good for me and
my family?"
Which two social styles must the salesperson address?
Driver and expressive
Analytical and amiable - ✔ ✔ Analytical and amiable. Analytical social styles focus on how and want
to know the facts. Amiable social styles are more interested in the why.
A construction company posted a job profile to an online job board. During a 30-day period, 500 visitors
clicked on the job link, and 100 prospects completed the application. Out of the 100 applicants, 20 were
invited for an interview.
Which measure is derived when evaluating these data?
Fill rate
Yield ratio
Applicant-to-hire ratio - ✔ ✔ Yield ratio. Yield ratio allows a company to measure visitor to lead or
lead to hiring ratios.
A department store is launching a new clothing brand. The brand sends a representative to help the
store set up an area to display the latest apparel. Which type of salesperson is the representative from
the brand?
Missionary
Trade
Technical - ✔ ✔ Trade. Trade salespersons visit retail shops to help them display, advertise, and sell
the products.
A missionary salesperson - ✔ ✔ This is someone who calls on people who make decisions about
products but do not actually buy the products. While the missionary salesperson does call on individuals,
,the relationship is B2B. For example, a pharmaceutical representative might call on a physician to
provide the doctor with clinical information about a medication's effectiveness.
A national restaurant chain is having financial trouble and wants to cut costs by eliminating
underperforming restaurants. Store managers were tasked with reviewing their sales reports from the
last quarter to help the executive team make an informed decision about which restaurants to close.
What should the executive team use in the decision-making process?
Research and development
Business intelligence (BI) - ✔ ✔ Business intelligence (BI). BI is a process that presents an assortment
of data to help in the decision-making process of important business issues.
A new ice cream shop wants to capitalize on the fact that it makes all of its flavors in house and sources
its products from local suppliers. The owners decide they need to offer current and potential customers
a clear, compelling, and differentiating message.
Which type of communication is this ice cream shop aiming to develop?
Value proposition
Value perception - ✔ ✔ Value proposition. A value proposition clearly explains what differentiates
one company's products from another and how those products will benefit the consumer.
A sales manager interviews an applicant who discloses that she is a single mother raising a special needs
child. Based on that information, the manager chooses to hire this woman over other candidates who
are more objectively qualified for the position.
Which type of bias is this interviewer displaying?
Halo effect
Recency - ✔ ✔ Halo effect. Halo effect occurs when a specific trait from a candidate influences the
interviewer's entire perception of that candidate.
A shoe company has had difficulty attracting salespeople at a time when apparel sales are volatile.
Potential employees are worried about maintaining a stable income.
How can the company improve its compensation package to attract new salespeople?
The store should offer more perks, such as travel tickets.
The store should set up a hybrid wage system. - ✔ ✔ The store should set up a hybrid wage system.
The store could set up a hybrid wage system that includes both salary and compensation to help offset a
volatile market.
, A shoe retailer is evaluating the effectiveness of a recent employee training. The manager wants to
know which participants need additional training. How can he do this?
Provide participants with a questionnaire to complete
Have participants take a standardized test - ✔ ✔ Have participants take a standardized test. A
standardized test is a type of summative assessment that evaluates how much information participants
retained from the training and identifies a need for further training.
A small, privately owned business that produces handmade crafts has experienced a sizable sales
increase. As a result, the owners have decided to offer their entry-level sales staff greater rewards in the
immediate future.
What are two examples of rewards that would best suit this business?
Stock options
Gain-sharing
Sales contests
Team pay - ✔ ✔ Team pay and sales contests would best suit a small, privately held business that
wants to reward sales staff sooner rather than later.
A win-loss analysis - ✔ ✔ an "after the battle" review of how well a salesperson performed given the
opportunities the salesperson faced.
ABC - ✔ ✔ ABC is a five-step process that requires identifying the activities that consume resources
and assigning costs to those activities, determining the cost drivers associated with each activity,
computing the cost rate per cost driver unit, assigning costs to products, and using this information to
make decisions.
Activity Based Costing - ✔ ✔ Considers the costs associated with only certain business activities
Analyzes financial information related to internal processes
Activity-based costing (ABC) - ✔ ✔ Activity-based costing (ABC) is a costing method that assigns
indirect costs to activities and products based on each product's use of activities. ABC is based on this
premise: products consume activities; activities consume resources. ABC identifies the activities
generating costs and assigns costs to those activities.
Affective vs Cognitive Satisfaction - ✔ ✔ Affective job satisfaction, also known as intrinsic factors, is a
person's emotional feeling about the job as a whole. Cognitive job satisfaction, also known as extrinsic
factors, is how satisfied employees feel concerning some aspect of their job, such as pay, hours, or
benefits.
Questions And Answers
.
A car salesperson is presenting to a couple interested in buying a new vehicle. The two people ask
different types of questions. The first asks, "How is this car different from other makes? How do the
features of this car work?" The partner asks, "Why should I buy this car? Why is this car good for me and
my family?"
Which two social styles must the salesperson address?
Driver and expressive
Analytical and amiable - ✔ ✔ Analytical and amiable. Analytical social styles focus on how and want
to know the facts. Amiable social styles are more interested in the why.
A construction company posted a job profile to an online job board. During a 30-day period, 500 visitors
clicked on the job link, and 100 prospects completed the application. Out of the 100 applicants, 20 were
invited for an interview.
Which measure is derived when evaluating these data?
Fill rate
Yield ratio
Applicant-to-hire ratio - ✔ ✔ Yield ratio. Yield ratio allows a company to measure visitor to lead or
lead to hiring ratios.
A department store is launching a new clothing brand. The brand sends a representative to help the
store set up an area to display the latest apparel. Which type of salesperson is the representative from
the brand?
Missionary
Trade
Technical - ✔ ✔ Trade. Trade salespersons visit retail shops to help them display, advertise, and sell
the products.
A missionary salesperson - ✔ ✔ This is someone who calls on people who make decisions about
products but do not actually buy the products. While the missionary salesperson does call on individuals,
,the relationship is B2B. For example, a pharmaceutical representative might call on a physician to
provide the doctor with clinical information about a medication's effectiveness.
A national restaurant chain is having financial trouble and wants to cut costs by eliminating
underperforming restaurants. Store managers were tasked with reviewing their sales reports from the
last quarter to help the executive team make an informed decision about which restaurants to close.
What should the executive team use in the decision-making process?
Research and development
Business intelligence (BI) - ✔ ✔ Business intelligence (BI). BI is a process that presents an assortment
of data to help in the decision-making process of important business issues.
A new ice cream shop wants to capitalize on the fact that it makes all of its flavors in house and sources
its products from local suppliers. The owners decide they need to offer current and potential customers
a clear, compelling, and differentiating message.
Which type of communication is this ice cream shop aiming to develop?
Value proposition
Value perception - ✔ ✔ Value proposition. A value proposition clearly explains what differentiates
one company's products from another and how those products will benefit the consumer.
A sales manager interviews an applicant who discloses that she is a single mother raising a special needs
child. Based on that information, the manager chooses to hire this woman over other candidates who
are more objectively qualified for the position.
Which type of bias is this interviewer displaying?
Halo effect
Recency - ✔ ✔ Halo effect. Halo effect occurs when a specific trait from a candidate influences the
interviewer's entire perception of that candidate.
A shoe company has had difficulty attracting salespeople at a time when apparel sales are volatile.
Potential employees are worried about maintaining a stable income.
How can the company improve its compensation package to attract new salespeople?
The store should offer more perks, such as travel tickets.
The store should set up a hybrid wage system. - ✔ ✔ The store should set up a hybrid wage system.
The store could set up a hybrid wage system that includes both salary and compensation to help offset a
volatile market.
, A shoe retailer is evaluating the effectiveness of a recent employee training. The manager wants to
know which participants need additional training. How can he do this?
Provide participants with a questionnaire to complete
Have participants take a standardized test - ✔ ✔ Have participants take a standardized test. A
standardized test is a type of summative assessment that evaluates how much information participants
retained from the training and identifies a need for further training.
A small, privately owned business that produces handmade crafts has experienced a sizable sales
increase. As a result, the owners have decided to offer their entry-level sales staff greater rewards in the
immediate future.
What are two examples of rewards that would best suit this business?
Stock options
Gain-sharing
Sales contests
Team pay - ✔ ✔ Team pay and sales contests would best suit a small, privately held business that
wants to reward sales staff sooner rather than later.
A win-loss analysis - ✔ ✔ an "after the battle" review of how well a salesperson performed given the
opportunities the salesperson faced.
ABC - ✔ ✔ ABC is a five-step process that requires identifying the activities that consume resources
and assigning costs to those activities, determining the cost drivers associated with each activity,
computing the cost rate per cost driver unit, assigning costs to products, and using this information to
make decisions.
Activity Based Costing - ✔ ✔ Considers the costs associated with only certain business activities
Analyzes financial information related to internal processes
Activity-based costing (ABC) - ✔ ✔ Activity-based costing (ABC) is a costing method that assigns
indirect costs to activities and products based on each product's use of activities. ABC is based on this
premise: products consume activities; activities consume resources. ABC identifies the activities
generating costs and assigns costs to those activities.
Affective vs Cognitive Satisfaction - ✔ ✔ Affective job satisfaction, also known as intrinsic factors, is a
person's emotional feeling about the job as a whole. Cognitive job satisfaction, also known as extrinsic
factors, is how satisfied employees feel concerning some aspect of their job, such as pay, hours, or
benefits.
