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Chapter 17. Management of the Sales Force Questions and Answers 100% Solved
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Chapter 17. Management of the Sales Force
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Chapter 17. Management of the SalesForce
Sales Management - answer The process of planning, implementing, and controlling the
personal selling function.
Structure - answer Sales managers clearly defining their own duties and those of the
sales staff. They assume an active role in directing their subordinates.
Consideration - answer Sales managers displaying consideration are more likely to
have relationships with salespeople that are characterized by mutual trust, respect for
the salesperson's ideas, and consideration for their feelings.
Situational Leadership - answer This leadership approach is based on the theory that
the most successful leadership occurs when the leader's style matches the situation.
Coaching - answer An interpersonal process between a sales manager and a
salesperson in which the manager helps the salesperson improve performance in a
specific area.
Internal Motivation - answerAn intrinsic reward that occurs when a duty or task is
performed.
External Motivation - answerAction (taken by another person) that involves rewards or
other forms of reinforcement that cause the worker to behave in ways to ensure receipt
of the reward.
Compensation Plans - answerPay plans for salespeople that combine direct monetary
pay and indirect monetary payments such as paid vacations, pensions, and insurance
plans.
Quantitative Criteria - answerOne of the two ways managers assess the productivity of
their salespeople. This includes attitude, product knowledge, communication skills,
personal appearance, customer goodwill generation, selling skills, initiative, and team
collaboration.
Qualitative Criteria - answerOne of the two ways managers assess the productivity of
their salespeople. This includes sales volume in dollars, sales volume compared with
previous year's sales, sales volume by product or product line, number of new accounts
opened, amount of new account sales, net profit on each account, and number of
customer calls.
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