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“ SALES MANAGEMENT “ TEST BANK NEWEST 2025 ACTUAL EXAM UPDATED 2025 –
2026 SOLVED QUESTIONS , ANSWERS VERIFIED 100% GRADED A+ (LATEST
VERSION)
Sales Management
Which of the following is one of the major causes of plateauing?
(A) A too rapid promotion to upper hierarchical levels
(B) Boredom
(C) Job enrichment
(D) A too detailed job description
(E) A request to mentor new, inexperienced salespeople
B
Which of the following is the BEST way for a sales manager to deal with a
plateaued salesperson?
(A) Encourage the salesperson to find creative solutions to his or her boredom
(B) Provide opportunities for frequent changes in job duties and
responsibilities to increase job
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variety
(C) Use bonus plans
(D) Assign the salesperson to a different sales manager
(E) Give the salesperson time off to consider his or her options
B
The ratio of the total financial compensation of the highest paid salesperson to
the average
in a sales force is the:
(A) MBO opportunity benefit
(B) Ratio of salary to bonuses
(C) Earnings opportunity ratio
(D) Performance indicator valence
(E) Organizational motivational objective
C
Vicon Pharmaceuticals spends considerable effort testing and interviewing
candidates for their sales positions, determining which candidates have the
traits and characteristics needed for success. Vicon has developed
________________ to use in choosing sales reps.
(A) Corporate visions
(B) Selection criteria
(C) Character references
(D) Performance indicators
(E) Industry guidelines
B
_________________ are management actions that primarily attempt to
influence aptitude and personal characteristics.
(A) Interviews and testing
(B) Aptitude and skill levels
(C) Recruitment and selection policies
(D) Aptitude and motivation
(E) Training and supervision
C
Which of the following statements is based on research that has been done
about the characteristics needed for a successful salesperson?
(A) Research has shown that a candidate's aptitude for sales is unimportant
because aptitude can
be taught
(B) On average, factors that sales managers cannot control account for the
largest proportion of
the variance in performance across salespeople
(C) Personal characteristics do not explain and cannot be used to explain
individual differences in
performances
(D) The performance of a given salesperson is a function of organizational
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variables and unrelated
to personal traits
(E) Successful salespeople are both born and made
E
One of the variables affecting sales performance is skill levels. What can a
sales manager do to incorporate skill levels in his/her sales force?
(A) Carefully design recruitment and selection policies
(B) Improve training and supervision
(C) Reduce supervisory pressure
(D) Institute competitive rewards systems
(E) Organize logical and effective territory designs
B
Different types of selling situations appear to require salespeople with
(A) Consistent educational achievement
(B) Different personal traits and abilities
(C) A variety of references
(D) Experience and authority
(E) Psychological profiles consistent with the work requirements
B
Title VII of the Civil Rights Act:
(A) Has been unaffected by political changes in the executive branch of the
federal government
(B) Prohibits withholding jobs or promotions because of either customer
preferences for
salespeople of a particular race or sex or presumed differences in turnover
rates
(C) Applies to all private employers, no matter what size their organization
(D) Applies to both public and private employers with 20 or more employees
(E) Is administered by the US Department of Justice
B
Which of the following background and experience variables is the best
predictor of a candidate's potential for sales success?
(A) Educational attainment
(B) Educational content
(C) Sales experience
(D) General work experience
(E) Personal history and family background
E
Which of the following statements about the personal variables that produce
successful salespeople is true?
(A) Factors that reflect a person's emotional maturity and cooperative behavior
also tend to be
good predictors of sales performance
(B) Matching salespeople with customers on the basis of personality
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similarities is the most
preferred method for assigning accounts
(C) Salespeople with equal motivation, role perceptions and training will
invariably perform equally
well since these are the factors that management can influence
(D) Sales managers should hire salespeople with relatively similar personality
traits, aptitudes and
skills to minimize the differences within the sales force
(E) The more similar the salespeople are to their customers, the higher the
probability of success
A
As the technology and customers become more sophisticated,
(A) Sales managers hire younger workers
(B) Sales managers hire people with technical backgrounds
(C) The quality of the presentation must get better
(D) Industrial buyers are leaving the industry
(E) Interpersonal skills are becoming less important
C
The more skill a salesperson has
(A) The easier it is to become a sales manager
(B) The lower his or her creativity is likely to be
(C) The greater his or her need for extrinsic rewards
(D) The better his or her performance is likely to be
(E) The greater his or her sense of responsibility
D
The most useful approach to defining sales aptitude and evaluating a person's
potential is to:
(A) Gain all the demographic information possible about the job candidate
(B) Establish the person's aptitude and if and where any training is needed for
a general sales
position
(C) Match the salesperson in terms of demographics, personality and attitude
with the customers
he or she will be calling on
(D) First determine the kinds of tasks involved in a specific sales job
(E) Rely on managerial opinion and experience in the selection process
D
Because of the cost and time involved in recruiting and evaluating candidates
for sales positions, the goal should be to
(A) Maximize the number of candidates
(B) Attract only external candidates
(C) Attract only internal candidates
(D) Attract a few good candidates
(E) Choose only candidates who live near the home office
“ SALES MANAGEMENT “ TEST BANK NEWEST 2025 ACTUAL EXAM UPDATED 2025 –
2026 SOLVED QUESTIONS , ANSWERS VERIFIED 100% GRADED A+ (LATEST
VERSION)
Sales Management
Which of the following is one of the major causes of plateauing?
(A) A too rapid promotion to upper hierarchical levels
(B) Boredom
(C) Job enrichment
(D) A too detailed job description
(E) A request to mentor new, inexperienced salespeople
B
Which of the following is the BEST way for a sales manager to deal with a
plateaued salesperson?
(A) Encourage the salesperson to find creative solutions to his or her boredom
(B) Provide opportunities for frequent changes in job duties and
responsibilities to increase job
, Page 2 of 61
variety
(C) Use bonus plans
(D) Assign the salesperson to a different sales manager
(E) Give the salesperson time off to consider his or her options
B
The ratio of the total financial compensation of the highest paid salesperson to
the average
in a sales force is the:
(A) MBO opportunity benefit
(B) Ratio of salary to bonuses
(C) Earnings opportunity ratio
(D) Performance indicator valence
(E) Organizational motivational objective
C
Vicon Pharmaceuticals spends considerable effort testing and interviewing
candidates for their sales positions, determining which candidates have the
traits and characteristics needed for success. Vicon has developed
________________ to use in choosing sales reps.
(A) Corporate visions
(B) Selection criteria
(C) Character references
(D) Performance indicators
(E) Industry guidelines
B
_________________ are management actions that primarily attempt to
influence aptitude and personal characteristics.
(A) Interviews and testing
(B) Aptitude and skill levels
(C) Recruitment and selection policies
(D) Aptitude and motivation
(E) Training and supervision
C
Which of the following statements is based on research that has been done
about the characteristics needed for a successful salesperson?
(A) Research has shown that a candidate's aptitude for sales is unimportant
because aptitude can
be taught
(B) On average, factors that sales managers cannot control account for the
largest proportion of
the variance in performance across salespeople
(C) Personal characteristics do not explain and cannot be used to explain
individual differences in
performances
(D) The performance of a given salesperson is a function of organizational
, Page 3 of 61
variables and unrelated
to personal traits
(E) Successful salespeople are both born and made
E
One of the variables affecting sales performance is skill levels. What can a
sales manager do to incorporate skill levels in his/her sales force?
(A) Carefully design recruitment and selection policies
(B) Improve training and supervision
(C) Reduce supervisory pressure
(D) Institute competitive rewards systems
(E) Organize logical and effective territory designs
B
Different types of selling situations appear to require salespeople with
(A) Consistent educational achievement
(B) Different personal traits and abilities
(C) A variety of references
(D) Experience and authority
(E) Psychological profiles consistent with the work requirements
B
Title VII of the Civil Rights Act:
(A) Has been unaffected by political changes in the executive branch of the
federal government
(B) Prohibits withholding jobs or promotions because of either customer
preferences for
salespeople of a particular race or sex or presumed differences in turnover
rates
(C) Applies to all private employers, no matter what size their organization
(D) Applies to both public and private employers with 20 or more employees
(E) Is administered by the US Department of Justice
B
Which of the following background and experience variables is the best
predictor of a candidate's potential for sales success?
(A) Educational attainment
(B) Educational content
(C) Sales experience
(D) General work experience
(E) Personal history and family background
E
Which of the following statements about the personal variables that produce
successful salespeople is true?
(A) Factors that reflect a person's emotional maturity and cooperative behavior
also tend to be
good predictors of sales performance
(B) Matching salespeople with customers on the basis of personality
, Page 4 of 61
similarities is the most
preferred method for assigning accounts
(C) Salespeople with equal motivation, role perceptions and training will
invariably perform equally
well since these are the factors that management can influence
(D) Sales managers should hire salespeople with relatively similar personality
traits, aptitudes and
skills to minimize the differences within the sales force
(E) The more similar the salespeople are to their customers, the higher the
probability of success
A
As the technology and customers become more sophisticated,
(A) Sales managers hire younger workers
(B) Sales managers hire people with technical backgrounds
(C) The quality of the presentation must get better
(D) Industrial buyers are leaving the industry
(E) Interpersonal skills are becoming less important
C
The more skill a salesperson has
(A) The easier it is to become a sales manager
(B) The lower his or her creativity is likely to be
(C) The greater his or her need for extrinsic rewards
(D) The better his or her performance is likely to be
(E) The greater his or her sense of responsibility
D
The most useful approach to defining sales aptitude and evaluating a person's
potential is to:
(A) Gain all the demographic information possible about the job candidate
(B) Establish the person's aptitude and if and where any training is needed for
a general sales
position
(C) Match the salesperson in terms of demographics, personality and attitude
with the customers
he or she will be calling on
(D) First determine the kinds of tasks involved in a specific sales job
(E) Rely on managerial opinion and experience in the selection process
D
Because of the cost and time involved in recruiting and evaluating candidates
for sales positions, the goal should be to
(A) Maximize the number of candidates
(B) Attract only external candidates
(C) Attract only internal candidates
(D) Attract a few good candidates
(E) Choose only candidates who live near the home office
