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Sales Force Management Exam 1 A Questions and Answers 100% Solved
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Sales Force Management Exam 1 A
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Sales Force Management Exam 1 AC - answer Which of the following statements about the sales force in the 21st century
is true:
a) Sales managers will use a hands-off approach and let the salesperson be his or her
own boss
b) Transactional exchanges no longer occur
C) Sales management must be smart and nimble and provide technology-centered
solutions to support the sales effort
D) Salespeople make little use of internet because they realize the importance of the
personal touch
E) All of the above statements about the sales force in the twenty-first century are true
Transaction selling - answer Type of selling where transactions involve separate
organizations, each entering into an independent contract
Relationship Selling - answer Type of selling that narrows the vendor pool, improves
efficiency, works directly with customers to solve problems
Transaction and relationship - answerthe key difference between
____________________________ is the effort devoted by the salesperson to the
ongoing maintenance and management of the relationship, especially between actual
face-to-face encounters with the customer
D - answerSales management is a multi-step interrelated process. Which step is
concerned with environmental factors and attempts to organize the overall selling efforts
as well as integrate them with other elements of the firm's marketing strategy?
A. The organizing stage of the sales program
B. The implementation stage of the sales program
C. The evaluation and control of sales force program
D. The formulation of the sales program
E. All of the above process are concerned with environmental factors, and attempts to
organize the overall selling efforts as well as integrate them with other elements of the
firm's marketing strategy
E - answerThe potential demand for a product within a country depends on that
country's
A. Economic growth rate
B. Unemployment rate
C. Inflation rate
D. Disposable income
E. All of the above
, C - answerThe difference between a law and ethics is best described by
A. What is ethical may not be legal
B. Laws are concerned with the development of moral standards
C. What is legal may not be ethical
D. Formal policies define what is legal and ethical for salespeople
E. Legal puffery is ethical too
D - answerWhich of the following is an example of the external natural environment for
a manufacturer of metal lawn furniture?
A. A longer than usual distribution channel due to a rail strike
B. Consumer trend toward treating gardens like another room
C. The popularity of metal lawn furniture that looks vintage rather than newly bought
D. A flood at the manufacturer's main warehouse
E. Inflationary pricing by competitors
Equal Employment Opportunity Legislation - answer- Guidelines prohibit withholding
jobs or promotions because of either customer preferences for salespeople of a
particular race or sex or presumed differences in turnover rates.
- Prohibit separate promotional paths or seniority lists
- Additional legislation has outlawed discrimination on the basis of age and physical
disabilities
D - answerWhich of the following is NOT one of the six drivers of change identified in
reinventing sales organizations?
A. Building long-term relationships with customers
B. Creating sales organizational structures that are more nimble and adaptable to the
needs of different customer groups
C. Shifting sales management style from commanding to coaching
D. Organizing sales teams into regional office structures
E. Better integrating salesperson performance evaluation
D - answerIn a survey of sales managers, the highest rated success factor was
A. Creativity
B. Diligence
C. Asserviceness
D. Listening skills
E. Prospecting skill
6 drivers of change identified in reinventing sales organizations - answer1. Building
long-term relationships with customers
2. Creating sales organizational structures that are more nimble and adaptable to the
needs of different customer groups
3. Gaining greater job ownership and commitment from salespeople
4. Shifting sales management style from commanding to coaching
5. Leveraging available technology for sales success
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