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)