Reference no: EM133481036
Question
1. Lilly is a sales manager who has to be able to solve complex problems, make decisions with the information provided as well as plan and organise the sales force. According to Cant (2022), this scenario BEST illustrates ... skills.
a. human relations
b. technical
c. technical
d. conceptual
2. Lebo is a sales manager and therefore has the right to make decisions and give orders to salespeople on how to achieve the organisation's long-term sales objectives. Which ONE of the following types of authority is Lebo is exercising in this scenario?
a. Referent authority
b. Line authority
c. Staff authority
d. Functional authority
3. Tshidi sells ethically sourced and sustainable products. In order to prepare for the new year, she is busy with the sales forecast and sales budget for her organisation.
Tshidi looks at the budget for the present year and identifies that they under-budgeted for promotional pamphlets that salespeople handed out to different leads. During which step in setting a sales budget does this scenario occur?
a. Review and analyze the current situation
b. Implement the budget and provide feedback
c. Identify specific opportunities and problems
d. Develop an initial allocation of resources
4. Thuthu is a manager in a large business where he oversees a whole department of salespeople. Thuthu has a ... span of control.
a. High
b. Wide
c. Low
d. Narrow
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