Reference no: EM132446806
Sales Management & Practices
Question 1: Ensuring that salespeople know the ethical and legal framework for their markets, including cultural and global market variations, is a salesforce response to which of the following issues?
- Complexity issues
- Adaptability issues
- Collaboration issues
- Accountability issues
Question 2: A(n) _______ is a salesperson who provides physicians, nurses, and other medical professionals with pertinent information about drugs to support the overall sales effort.
- hunter
- pioneer
- order-taker
- detailer
Question 3: The decision-making process in a modified rebuy buying situation is often referred to as
- extensive problem solving.
- routinized response behavior.
- minimal problem solving.
- limited problem solving.
Question 4: Advertising-driven marketing communications strategies are most appropriate when
- trying to close the sale.
- the message timing is important.
- message flexibility is important.
- repetitive contact is important.
Question 5: Salesforce socialization refers to
- the encouragement salespeople get to socialize with their colleagues after work hours.
- the process by which salespeople acquire the knowledge, skills, and values essential to perform in their role as salespeople.
- the overall social values held by the firm about contemporary issues affecting the firm.
- the salesperson's education concerning the ways other salespeople handle role conflict and role ambiguity.
Question 6: A _______ asks salespeople to indicate areas of need that could be addressed by sales training.
- customer survey
- job analysis
- competitor survey
- salesforce survey
Question 7: This influence strategy might involve "office politics" and the use of third parties to influence others.
- threats
- persuasion
- manipulation
- domination
Question 8: How would a large direct sales company such as Avon most likely compensate their salespeople?
- Straight salary
- Salary plus bonuses
- Straight commission
- Salary plus commission
Question 9: Which of the following is not one of the four major areas covered by the sales organization audit framework?
- Sales management evaluation
- Sales organization history
- Sales organization environment
- Sales management functions
Question 10: While other methods of performance evaluation were rated very good on job relatedness and reliability criteria, which method received a poor rating?
- Graphic rating/checklist method
- Ranking methods
- Management by objectives (MBO)
- Behaviorally anchored rating scales (BARS)
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