Question 1

What is the term for performance assessments of a salesperson from multiple sources having a relationship with the salesperson?

Accepted Answer

A)   behavioural-based evaluations
B)   outcome-based evaluations
C)   360-degree feedback
D)   performance managementE) B) and D)
F) B) and C)

Question 2

Behaviour-based evaluation methods include measuring the extent to which the salesperson made quota.

Accepted Answer

A) True 
 B)False

Question 3

Social networking began with personal relationships but has since been applied to business use.

Accepted Answer

A) True 
 B)False

Question 4

Planning, implementing, and controlling the personal selling function in an organization is known as sales management.

Accepted Answer

A) True 
 B)False

Question 5

According to the textbook, which of the following best summarizes recent trends in sales organization design?

Accepted Answer

A)   Market specialization has increased and organizations have become flatter with larger spans of control.
B)   Product specialization has increased and organizations have become taller with smaller spans of control.
C)   Functional specialization has increased and organizations have added more staff positions to support line sales managers.
D)   Geographic specialization has increased and organizations have become flatter with smaller spans of control.E) C) and D)
F) A) and D)

Question 6

Good sales managers reward all desired job outcomes or behaviours.

Accepted Answer

A) True 
 B)False

Question 7

What is the term for the use of customer-driven processes enabled by the latest Web technology to co-create value with customers?

Accepted Answer

A)   Sales 2.0
B)   social networking
C)   cloud computing
D)   sales process applicationsE) None of the above
F) C) and D)

Question 8

Sandy, a regional sales manager, wants to develop and implement a sales training program. Her first step in the sales training process should be to assess sales training needs.

Accepted Answer

A) True 
 B)False

Question 9

In terms of how salespeople spend their time on the job, which concept refers to the combination of intensity, direction, and persistence?

Accepted Answer

A)   motivation
B)   task orientation
C)   sales focus
D)   productivityE) C) and D)
F) B) and C)

Question 10

Giving salespeople continual feedback in a positive manner is considered a sales management best practice.

Accepted Answer

A) True 
 B)False

Question 11

When matching selling and relationship strategies, which relationship strategies are need satisfaction and problem-solving selling strategies typically used for?

Accepted Answer

A)   transactions
B)   solutions
C)   partnership
D)   consultativeE) C) and D)
F) B) and D)

Question 12

The mental states selling approach is appropriate for implementing a collaborative relationship strategy.

Accepted Answer

A) True 
 B)False

Question 13

According to the textbook, what is the name for a written summary of a particular job?

Accepted Answer

A)   job analysis
B)   job specification
C)   job description
D)   job qualificationsE) A) and C)
F) A) and B)

Question 14

What is the disadvantage of a product sales organization design?

Accepted Answer

A)   It has a limited span of control.
B)   It is inflexible.
C)   It is not cost efficient.
D)   It has limited specialization.E) None of the above
F) B) and C)

Question 15

According to the textbook, what is the final step in the sales training process?

Accepted Answer

A)   set training objectives
B)   evaluate training alternatives
C)   assess new training needs
D)   conduct follow-up and evaluationE) A) and B)
F) None of the above

Exam 11: Sales Management and Sales 2.0

Social networking began with personal relationships but has since been applied to business use.

Correct Answer
verified

According to the textbook, what is the name for a written summary of a particular job?

Correct Answer
verified

Behaviour-based evaluation methods include measuring the extent to which the salesperson made quota.

Correct Answer
verified

Giving salespeople continual feedback in a positive manner is considered a sales management best practice.

Correct Answer
verified

When matching selling and relationship strategies, which relationship strategies are need satisfaction and problem-solving selling strategies typically used for?

Correct Answer
verified

In terms of how salespeople spend their time on the job, which concept refers to the combination of intensity, direction, and persistence?

Correct Answer
verified

What is the term for the use of customer-driven processes enabled by the latest Web technology to co-create value with customers?

Correct Answer
verified

Planning, implementing, and controlling the personal selling function in an organization is known as sales management.

Correct Answer
verified

Good sales managers reward all desired job outcomes or behaviours.

Correct Answer
verified

According to the textbook, what is the final step in the sales training process?

Correct Answer
verified

According to the textbook, which of the following best summarizes recent trends in sales organization design?

Correct Answer
verified

Sandy, a regional sales manager, wants to develop and implement a sales training program. Her first step in the sales training process should be to assess sales training needs.

Correct Answer
verified

What is the disadvantage of a product sales organization design?

Correct Answer
verified

What is the term for performance assessments of a salesperson from multiple sources having a relationship with the salesperson?

Correct Answer
verified

The mental states selling approach is appropriate for implementing a collaborative relationship strategy.

Correct Answer
verified

Exam 11: Sales Management and Sales 2.0

Social networking began with personal relationships but has since been applied to business use.

Correct AnswerverifiedShow Answer

According to the textbook, what is the name for a written summary of a particular job?

Correct AnswerverifiedShow Answer

Behaviour-based evaluation methods include measuring the extent to which the salesperson made quota.

Correct AnswerverifiedShow Answer

Giving salespeople continual feedback in a positive manner is considered a sales management best practice.

Correct AnswerverifiedShow Answer

When matching selling and relationship strategies, which relationship strategies are need satisfaction and problem-solving selling strategies typically used for?

Correct AnswerverifiedShow Answer

In terms of how salespeople spend their time on the job, which concept refers to the combination of intensity, direction, and persistence?

Correct AnswerverifiedShow Answer

What is the term for the use of customer-driven processes enabled by the latest Web technology to co-create value with customers?

Correct AnswerverifiedShow Answer

Planning, implementing, and controlling the personal selling function in an organization is known as sales management.

Correct AnswerverifiedShow Answer

Good sales managers reward all desired job outcomes or behaviours.

Correct AnswerverifiedShow Answer

According to the textbook, what is the final step in the sales training process?

Correct AnswerverifiedShow Answer

According to the textbook, which of the following best summarizes recent trends in sales organization design?

Correct AnswerverifiedShow Answer

Sandy, a regional sales manager, wants to develop and implement a sales training program. Her first step in the sales training process should be to assess sales training needs.

Correct AnswerverifiedShow Answer

What is the disadvantage of a product sales organization design?

Correct AnswerverifiedShow Answer

What is the term for performance assessments of a salesperson from multiple sources having a relationship with the salesperson?

Correct AnswerverifiedShow Answer

The mental states selling approach is appropriate for implementing a collaborative relationship strategy.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

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verified

Correct Answer
verified

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verified

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verified

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verified

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Correct Answer
verified

Correct Answer
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