BM410 Sales Management & Practices

Ashworth College

BM410 Assignment 4
Directions:  Be sure to save an electronic copy of your answer before submitting it to
Ashworth College for grading. Unless otherwise stated, answer in complete sentences, and be
sure to use correct English, spelling and grammar. Sources must be cited in APA format.
Your response should be four (4) double-spaced pages; refer to the "Assignment Format"
page located on the Course Home page for specific format requirements.

Part A: You were recently promoted to a sales manager position for ABC Company,
which offers customized software for physicians, dentists, and veterinarians.
Unfortunately, you are now the sales manager for one of your company's least
productive regions. After several weeks on the job, you become concerned about the
high rate of turnover. Three salespeople have resigned within the last two months.
Replacements are needed and there is little time to hire, train, and deploy them in
the field.

Upon further review of the situation, you discover that two of the salespeople
resigned because they felt the sales organization was structured unfairly. They had
been assigned to geographical areas that were difficult, and their sales quotas were
not adjusted accordingly.

You know quite well that replacing a sales person can be costly. In fact, the cost to
the company can be as high as $300,000 per bad hire because time and money are
lost in the process of recruiting, hiring, training, missed sales, bad relationships, and
firing. Before you begin your search, you want to be certain that you have a well
thought-out organizational plan and that you attract the right people for these
positions.

To help you prepare your hiring plan, answer the following questions.

1. Describe two (2) reasons why it is important for firms to organize their sales
activities into a specific structure.

 
2. Describe one (1) disadvantage of the current structure. Describe one (1) advantage
and one (1) disadvantage of a geographical sales structure.

 
3. Which sales structure do you recommend and why? Provide two (2) supporting facts.

Part B: Realizing that the right people for these positions could come from a variety
of places, you decide to investigate the strengths and weaknesses of hiring from
within the organization, through referrals, and by using advertising methods. What
are your opinions on the following?

1.      What are two (2) advantages and two (2) disadvantages of hiring internal
candidates for sales positions?

2.      What are two (2) benefits of hiring people referred to the company by friends or
relatives?

3.      Discuss one (1) difference between the kinds of applicants that will come in from
a newspaper ad versus postings on online job boards. Does this difference indicate
anything about future job performance?

Part C: You have just finished a series of interviews with a person who you feel is an
excellent candidate for one of your firm's open sales position. She has a 3.4 grade
point average and a marketing degree. The candidate has excellent communication
skills, held a part-time sales job throughout college to help pay for school, and was
an officer in the sales fraternity on campus. She will definitely make a great entry-
level salesperson at your company. Your only concern is that another company will
offer her a job before you do!  Before the candidate is offered a job, your company
requires that a few of the applicant's references be checked. During the process, you
discover that your ideal candidate lied on her resume and application. She was
never an officer in the sales fraternity; she was only a member.

 
 1.      Given the difficulty in finding excellent candidates, would you hire this
candidate? Provide two (2) supporting facts to justify your position.

2.      Would your decision change if you also find out this candidate has several
speeding tickets? Why or why not?

s
BM410 Assignment 8 - 2018

ASSIGNMENT 08
BM410 Sales Management and Practices
Directions:  Be sure to save an electronic copy of your answer before submitting it to
Ashworth College for grading. Unless otherwise stated, answer in complete sentences, and be
sure to use correct English, spelling and grammar. Sources must be cited in APA format.
Your response should be four (4) double-spaced pages; refer to the "Assignment Format"
page located on the Course Home page for specific format requirements.
 
Part A: Fully describe three (3) measures for assessing the effectiveness of a salesforce as a
whole. Explain why they're important, what they determine, and how sales managers apply
these criteria to sales force performance evaluations.
 
Part B: Discuss ten (10) different purposes of an evaluation of salesperson performance and
how each purpose affects the performance evaluation process.
 
      

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BM410D Assignment 4
Directions:  Be sure to save an electronic copy of your answer before submitting it to
Ashworth College for grading. Unless otherwise stated, answer in complete sentences, and be
sure to use correct English, spelling and grammar. Sources must be cited in APA format.
Your response should be four (4) double-spaced pages; refer to the "Assignment Format"
page located on the Course Home page for specific format requirements.
 
Part A: You were recently promoted to a sales manager position for ABC Company,
which offers customized software for physicians, dentists, and veterinarians. Unfortunately,
you are now the sales manager for one of your company's least productive regions. After
several weeks on the job, you become concerned about the high rate of turnover. Three
salespeople have resigned within the last two months. Replacements are needed and there is
little time to hire, train, and deploy them in the field.
 
Upon further review of the situation, you discover that two of the salespeople resigned
because they felt the sales organization was structured unfairly. They had been assigned to
geographical areas that were difficult, and their sales quotas were not adjusted accordingly.
 
You know quite well that replacing a sales person can be costly. In fact, the cost to the
company can be as high as $300,000 per bad hire because time and money are lost in the
process of recruiting, hiring, training, missed sales, bad relationships, and firing. Before you
begin your search, you want to be certain that you have a well thought-out organizational
plan and that you attract the right people for these positions.
 
To help you prepare your hiring plan, answer the following questions.
 
1. Describe two (2) reasons why it is important for firms to organize their sales
activities into a specific structure.
 
2. Describe one (1) disadvantage of the current structure. Describe one (1) advantage
and one (1) disadvantage of a geographical sales structure.
 
3. Which sales structure do you recommend and why? Provide two (2) supporting facts.
 
 

 
Part B: Realizing that the right people for these positions could come from a variety of
places, you decide to investigate the strengths and weaknesses of hiring from within the
organization, through referrals, and by using advertising methods. What are your opinions on
the following?
 
1.      What are two (2) advantages and two (2) disadvantages of hiring internal
candidates for sales positions?
 
2.      What are two (2) benefits of hiring people referred to the company by friends or
relatives?
 
3.      Discuss one (1) difference between the kinds of applicants that will come in from
a newspaper ad versus postings on online job boards. Does this difference indicate
anything about future job performance?
 
Part C: You have just finished a series of interviews with a person who you feel is an
excellent candidate for one of your firm's open sales position. She has a 3.4 grade point
average and a marketing degree. The candidate has excellent communication skills, held a
part-time sales job throughout college to help pay for school, and was an officer in the sales
fraternity on campus. She will definitely make a great entry-level salesperson at your
company. Your only concern is that another company will offer her a job before you
do!  Before the candidate is offered a job, your company requires that a few of the applicant's
references be checked. During the process, you discover that your ideal candidate lied on her
resume and application. She was never an officer in the sales fraternity; she was only a
member.
 
1.      Given the difficulty in finding excellent candidates, would you hire this
candidate? Provide two (2) supporting facts to justify your position.
 
2.      Would your decision change if you also find out this candidate has several
speeding tickets? Why or why not?
   

                

BM410B Sales Management and Practices Part I

Question 1
Which of the following is an example of using social capital to help grow a company?
A) The HR manager of a company hires new employees to staff a project that will increase revenue
by 25%.
B) The CFO of a company increases the budget of the research and development department so they
can create a product that will triple profits in 18 months.
C) The CEO of a company asks a friend in the automotive industry to cut a company-wide discount on
corporately-leased vehicles that saves the company $500,000 a year.
D) The Sales Director of a company institutes a policy requiring all new salespeople to train with a
senior salesperson for six months before going out into the field alone.

Question 2
Technology can be used by sales managers and sales executives to:
A) keep track of how salespeople are performing
B) align the sales department with the company's mission statement
C) motivate individual salespeople to make more sales calls
D) perform need identification as part of the sales process

Question 3
Another word for "channel" in the phrase "sales channel" is:
A. Order
B. Staff
C. method
D. website

Question 4
A leader who spends most of her time communicating with the public about the company and
interacting with her employees to ensure that they have what they need to do their jobs, but who does
not engage in planning of activities or employee goals is engaging in which of the Situational Leader
styles of leadership?
 
A. Directing 
B. Coaching 
C. Implementing 
D. Supporting

Question 5
What is a boundary spanner in terms of sales ?
 A. An idea that replaces one discipline with another discipline 
B. An idea that crosses two disciplines 
C. A person who works with two different organizations 
D. A person who works for one company but contracts with another company

Question 6
of the common ethical issues salespeople have with their customers, which one is legal?
A. Kickbacks
B. misrepresentation
C. bribery
D. puffery

Question 7
Use of an electronic data interchange (EDI) system is most appropriate for which type of buying
situation?
A. a new buy
b. a modified re-buy
c. a straight re-buy
d. facilitative

Question 8
CRM software differs from SFA software in that CRM software:
A. is hosted on the company's servers so it can only be accessed from on-site
B. has room for more customer contact records
C. contains contact records as well as product specifications
D. connects to multiple systems so everything is integrated across all sales channels

Question 9
According to economic theory, sales managers should hire as many salespeople as possible as long
as what?

A. until the market is saturated

B. until the salespeople feel too much competition in the workplace as become dissatisfied
C. as long as each salesperson can sell more than they cost the company
D. as long as the salespeople are willing to work for the wages offered

Question 10
A functional sales structure takes the sales process and

A. makes it easier by cutting out several steps

B. codifies the process in CRM software
C. unifies it by asking salespeople to implement the products they sell to customers
D. separates it into several steps, each preformed by a specialist

Question 11
The annual percentage of employees that leave a company, for whatever reason, is called the:

A. attrition rate
B. turnover rate
C. variable rate
D. controllable rate
Question 12
A training assessment determines:

A. how well the training was conducted

B. how well the attendees retained what they learned in the training
C. how things could be improved for the next time
D. what topics need to be covered in a training program

Question 13
Bloom's cognitive/knowledge categories teach skills that all have to do with dealing with and
processing: 

A. information.
B. analysis.
C. intelligence.
D. emotions.

Question 14
What does "learning transfer" mean? 
A. Learning transfer is another phrase for learning objective.
B. Learning transfer means that what is learned in a training program is retained and then applied in
the field.
C. Learning transfer means that the trainer is able to effectively transfer what is in his or head into the
minds of the salespeople in the training.
D. A learning transfer is a center staffed with trainers and all the equipment needed to run a
company's software and train salespeople on it.

Question 15
One great challenge for managers of sales team is"
A. dealing with more than one salesperson at a time
B. transitioning from a sales role to a managerial role
C. determining how to compensate the different members of the team equitably
D. finding time to sell to the manager's own accounts

Question 16
Output-based goals consist of:
 
A. the number of products a company manufactures.
 
B. the selling results a salesperson is expected to achieve.
 
C. the sales forecasts for each specific account.
 
D. the activities a salesperson performs to contact customers.

Question 17
Herzberg's Two-Factor Approach theorizes that two types of rewards need to be present for a
salesperson to be motivated. These two types are:
A. concept and process.
B. formal and informal.
C. motivation and hygiene.
D. emotional and logistical.

Question 18
Managers who understand McClelland's Needs Approach will give their salespeople rewards that
combine which of the following aspects?

A. Aachievement, recognition, and money

B. Aachievement, affiliation, and power
C. Mmoney, recognition, and power
D. Knowledge, skills, and attitudes

Question 19
Workers from the Mature generation are motivated by:
 A. flexible time.
B. collaborative work experiences.
C. informal communication.
D. respect, experience, and formality.
Question 20
A variable that predicts what will happen with the sales of another product is referred to as that
product's:

A. dependent.
B. predecessor.
C. leading indicator.
D. moving average.

Question 21
The second step in the CDI process, which makes the data useful to others, involves:
A. gathering the data initially.
B. analyzing the data with software.
C. creating forecasts.
D. cleaning and formatting data to company naming and categorizing standards.

Question 22
The industry-wide sales expected for a certain product for a certain time period is are called:
A. total revenue.
B. market potential.
C. market push.
D. net receipts.

Question 23
A pipeline analysis shows: 
a. how many products are currently being manufactured
b. where customers are at different stages of the sales process 
c. how many cold calls a salesperson made in the previous period
d. what the salesperson's total revenue was for the previous period

Question 24
The four-factor model is a simple and elegant way to get a snapshot of
a. how the relationship between input measures and output measures works
b. the total activity of the sales force
c. two important input activities and how they interact with two important output activities
d. four measures with no correlation to each other

Question 25
A low context culture is one in which
A. there are many unspoken messages
B. Speakers frame their words with conventions such as "if God grants it"
C. non-verbal communication is more frequent than verbal communication
D. words mean what they mean

      

BM410B Sales Management and Practices Part II

Question 1
In an affirmative selling situation, the salesperson spends more time developing
A.the buyer's knowledge of the product
B.the buyer's trust and friendship
C. the buyer's desire to won the product
D. the buyer's authority to purchase the product
Question 2
Monitoring is an important duty for sales executives because it allows them to determine if:
A) corporate management is giving support to the sales department
B) sales managers are focusing on performance more than on people
C) buyers are being billed on the correct day of the month
D) the correct sales methods have been chosen and are being followed

Question 3
Reverse auctions are one method that uses the Internet to facilitate sales of products and services.
Reverse auctions tend to provide the price advantage for: 
A. the vendor. 
B. the licensee. 
C. the wholesaler. 
D. the customer.

Question 4
In a contact center, ideas such as targeted number of calls per hour, call length, customer
satisfaction, and amount of sales made are all examples of: 
A. forecasts. 
B. metrics. 
C. channels. 
D. portals

Question 5
The Great Man Theory of Leadership hypothesizes that:

A. only certain historic leaders had the true traits of leadership

B. great leaders patterned themselves after the leaders who came before them, so modern people
who wish to be leaders should pattern themselves after great leaders of the past
C. by observing the great leaders we can compile a list of traits and work on teaching those traits to
potential leaders
D. by identifying the traits of great leaders we can predict who will be a leader because they have
those traits

Question 6
after a buyer recognizes a problem or opportunity, what does the buyer do next in the normal
purchase process
A. evaluates alternatives
B. evaluates purchase
C. searches for information
D. decides to purchase

Question 7
The phrase "data mine" means:
A. to calculate the lifetime value of current customers
B. to research potential prospects on the internet
C. to search for information on competitors on the internet
D. to examine information in your database

Question 8
Companies use rules-based campaigns to:
A. create a results-based system of when to communicate in which ways with customers
B. Create a process that ensures that each sales opportunity results in a sale
C. create a system that can be performed by computers instead of salespeople
D. search their own data for methods of closing difficult sales

Question 9
To calculate the number of sales calls salespeople will need to make over the course of a year, the
workload method starts by:
A. dividing current buyers into categories depending on how much contact they will need
B. determining the optimal number of visits to make to a customer
C. determining what the budget is for hiring salespeople
D. calculating the maximum number of sales calls one salesperson can make each day

Question 10
The market sales structure is a sales model based on:
A. achieving efficiency by reducing the number of salespeople
B. maximizing return by segmenting customers
C. understanding the customer's needs
D. selling at the price the market will bear

Question 11
A job analysis is an analysis of the:
A. job market in the company's industry
B. national employment rates
C. employees in the same job function within a company, comparing their performance
D. duties, behaviors, and activities of a person in a sales position

Question 12
What are the three levels of information that need to be considered when determining training
objectives?
A. organizational, ability, and assessment
B. organizational, sales, and ability
C. organizational, task, and individual
D. knowledge. task, and skills

Question 13
The skills taught in Bloom's affective/attitude categories could also be described as being
A. preferences
B. intellectual options
C. analytical skills
D. social and communicative skills

Question 14
Time spent with employees to help them with the day-to-day responsibilities of their jobs is:
A. management
B. supervisory
C. shadowing
D. leadership

Question 15
Legitimate power differs from reward power in that:
A. legitimate power flows from character and personality, while reward power is given by someone
higher up in the organization
B. legitimate power can never be rescinded, while reward power is temporary
C. legitimate power is solely from the position in the hierarchy, while reward power is the power to
give praise and rewards
D. legitimate power is the power to promote another person to a higher position in the organization

Question 16
By definition, a team must:
A. interact using the same verbal and written styles
B. work together for a common goal
C. have job functions that do not overlap
D. be located in the same office

Question 17
Making calls, giving sales presentations, and following up with potential buyers are all examples of:
A. pipeline points.
B. revenue streams.
C. input-based goal behaviors.
D. output-based goal behaviors.

Question 18
The approaches of Maslow, McClelland, and Herzberg are all examples of:
A. development programs.
B. reward systems.
C. compensation plans.
D. content-based motivational theories.

Question 19
The largest group coming up into the workforce is the Millennial generation. This generation of
workers is motivated by:
A. formality and respect.
B. family time.
C. flexibility and meaningful work experiences.
D. promotions.

Question 20
Customer data integration (CDI) refers to:

A. a group within the research department that specializes in gathering and analyzing data.
B. a software system that gathers and analyzes customer data.
C. a set of rules for the process of gathering data on customers and making it useful and available.
D. the process of creating sales forecasts.

Question 21
The sales forecast is a portion of the sales potential which is:
A. larger than the market potential for an industry.
B. larger than the market potential for a product category.
C. a portion of the market potential for a product category.
D. a portion of the market potential for an industry.

Question 22
Many consumers will buy more of a product if its price goes down, and less of a product if its price
goes up. This is referred to as:
A. macroeconomics.
B. elasticity.
C. inelasticity.
D. reward theory.

Question 23
Trend analysis predicts future sales by:
A. looking at how well the competitors are doing.
B. multiplying past performance by a factor of 1.06.
C. averaging the performance over the past few periods and using that to predict the next period's
sales.
D. examining past sales trends and extrapolating that information into the future.

Question 24
Return on assets managed (ROAM) is a ratio that assesses
A. whether certain products are more profitable than others
B. whether products are an asset or a liability to a firm
C. what the forecast is for a certain product line for the coming periods
D. how well different managers are managing the firm's assets

Question 25
Of the five dimensions of national culture, which is the most likely to affect different attitudes about the
usefulness of sales forecasts?
A. power distance
B. uncertainty avoidance
C. long-term orientation
D. individualism/collectivism

      

BM410 Lesson 1 Exam SCORE 95 PERCENT

Question 1
New customers may be turned over to account-servicing salespeople referred to as
Question options:

order-getters.

order-takers.

pioneers.

hunters.
Question 2
Which of the five personal selling approaches involves the highest level of adaptive selling?
Question options:

Stimulus response

Need satisfaction

Consultative selling

Mental states
Question 3
Which of the following is not one of the steps of the ADAPT questioning methodology?
Question options:

Assess the buyer's situation.

Discover the buyer's needs.

Activate the buying process.

Transition to the close.

Question 4
Salespeople who focus on gaining new customers are sometimes referred to as
Question options:

hunters.

farmers.

missionary salespeople.

detailers.
Question 5
Key presentation skills include all of the following except
Question options:

explaining the features and benefits of the product.

demonstrating the product.

producing additional information to reinforce claims made.

using audiovisual sales aides.

Question 6
Which of the following personal selling approaches focuses most on the buyer's needs and strategic
priorities?
Question options:

Stimulus response

Need satisfaction

Mental states

Consultative selling
Question 7
_______ is the process of helping customers reach their strategic goals by using the products,
services, and expertise of the sales organization.
Question options:

Need satisfaction selling

Stimulus response selling

Contingency selling

Consultative selling
Question 8
_______ are salespeople who support the sales effort by providing information and performing other
supplemental services.
Question options:

Hunters

Pioneers

Order-takers

Missionary salespeople
Question 9
________ is essentially a sequential approach to selling in which the salesperson leads the customer
through stages in the buying process.
Question options:

Stimulus response selling

Mental states selling

Need satisfaction selling

Problem-solving selling
Question 10
Which one of the following is not a stage in the SPIN selling technique?
Question options:

Investigate the customer's situation.

Determine the customer's problem.

Discuss implications of the problem if it is left unattended.

Follow up the sale with additional product offerings.

Question 11
To be successful at trust-building, research indicates that salespeople should demonstrate all of the
following characteristics except
Question options:

salesperson orientation.

competence.

dependability.

honesty.
Question 12
According to the trust-based relationship selling process framework, "discovering prospect's needs" is
a part of which component of the framework?
Question options:

Selling foundations

Selling strategy based on customer needs and value

Initiating customer relationships

Developing customer relationships

Question 13
As ________, salespeople stimulate sales cycles and help customers reach buying decisions as soon
as reasonably possible.
Question options:

financial contributors

economic agents

change agents

communications agents
Question 14
The problem-solving view of personal selling is an extension of
Question options:

need satisfaction selling.

stimulus response selling.

contingency selling.

mental states selling.

Question 15
Which of the following statements pertaining to the stimulus response form of personal selling is true?
Question options:

The buyer takes a dominant role in the sales dialogue.

The stimulus response sales strategy can't be used with a canned sales presentation.
The stimulus response sales strategy must be conducted in person because <br /> of the necessity
for visual aids.

Key selling points can be sequenced in a logical order and likely <br /> questions and objections can
be addressed before they're voiced by the buyer.
Question 16
The generation of new business for the selling firm is associated with which type of salespeople?
Question options:

Hunters and pioneers

Order-getters and order-takers

Missionaries and detail salespeople

Pioneers and franchisers

Question 17
The mental states approach to personal selling assumes that buyers must be led through four mental
states, which occur in this order:
Question options:

interest, attention, desire, action.

attention, desire, interest, action.

curiosity, interest, conviction, purchase.

attention, interest, desire, action.

Question 18
________ support the sales effort by setting up point-of-purchase displays, rotating stock, and
keeping store personnel informed about new products and sales promotions.
Question options:

Order-getters

Order-takers

Missionary salespeople

Merchandisers
Question 19
In this selling position, the salesperson, sometimes referred to as a pioneer, is responsible for
Question options:

deciding which new territories to enter.

handling existing customer accounts.

answering routine customer inquiries.

adding new customers.

Question 20
Need satisfaction personal selling is based on the notion that
Question options:

customers need to be told what they want.

the customer needs to know what products the firm offers.

salespeople should be friendly because customers need to feel that they're appreciated.

customers will be motivated to buy to satisfy particular needs.

BM410 Lesson 2 Exam SCORE 95 PERCENT

Question 1
Question 1
This forecasting method allows for voicing of unusual opinions and anonymous mind changing.
Question options:

Delphi method

Salesforce composite

Exponential smoothing

Moving averages
Question 2
For most marketing communications strategies, the main communication tools are
Question options:

sales promotion or advertising.

publicity or public relations.

personal selling or sales promotion.

advertising or personal selling.

Question 3
Sales and marketing often focus on different activities. Which of the following is not one of the
activities on which sales focuses?
Question options:

Distributor management

Account management

Merchandising

Product positioning
Question 4
Personal selling, advertising, sales promotion, and publicity comprise what's referred to as
Question options:

marketing strategy.

selling strategy.

marketing mix strategy.

marketing communications strategy.

Question 5
This forecasting method is well suited to situations in which sales forecasts are needed for a large
number of products.
Question options:

Delphi method

Salesforce composite

Exponential smoothing

Moving averages
Question 6
The _______ provides direction for strategy development and execution throughout the organization.
Question options:

mission statement

strategy statement

corporate plan

business unit portfolio

Question 7
Every forecast should be defined in terms of
Question options:

geographic area, salesperson, and estimated accuracy.

territory, product level, and sales volume.

sales volume, salesperson, and estimated accuracy.

geographic area, product level, and time period.

Question 8
If the sales organization objective is to reduce selling costs and target profitable accounts, then the
SBU objective is likely to be
Question options:

hold market share.

build market share.

develop market share.

harvest market share..

Question 9
The importance of developing a partnership with distributors has been emphasized in the text. Which
of the following situations would strengthen this relationship?
Question options:

Commissions on sales to direct salespeople are lowered for sales made jointly with distributors.

Direct salespeople call on the most profitable accounts and ask the distributor's salesforce to handle
all other accounts.

The manufacturer provides its distributors with market information to help them succeed.

When new models for equipment are available, ask the distributors to take care of selling out the old
models and allow the company's salesforce to begin offering the new model.
Question 10
The _______ consists of different methods for developing sales forecasts for individual accounts.
Question options:
bottom-up approach

salesforce composite method

top-down approach

naive approach
Question 11
When the SBU objective is to "harvest market share," which of the following is not a primary sales
task?
Question options:

Service the most profitable accounts.

Eliminate unprofitable accounts.

Replace lost sales with new accounts.

Reduce service levels.

Question 12
Which of the following is one of the steps in corporate strategy development?
Question options:

Developing a marketing mix to serve a target market.

The development of an account management strategy.

Developing a corporate strategy for each of the SBUs.

Analyzing the corporate situation to identify potential opportunities and threats.

Question 13
One definition of an SBU is
Question options:

a qualitative description of the firm's strategic orientation in relation to customers and markets,
products and services, geographic scope, and technology.

the method by which corporate management implements, evaluates, and controls the corporate
strategic plan.

the corporate growth orientation of the firm.

a designated unit within a corporation that's operated like an individual business.

Question 14
The only promotional tool that consists of personal communication between seller and buyer is
Question options:

sales promotion.

personal selling.

Advertising.

public relations.
Question 15
The expected level of industry sales given a specific industry strategy in a given geographic area for a
specific time period is the definition for
Question options:
market forecast.

sales potential.

salesperson quotas.

sales forecast.
Question 16
All of the following are key decision areas in sales strategy except
Question options:

account targeting strategy.

relationship strategy.

marketing mix strategy.

selling strategy.
Question 17
Distributors can be characterized as
Question options:

the company's salesforce for industrial products.

the end users for a company's product.

independent sales organizations that sell complementary, but noncompeting, products from different
manufacturers.

channel middlemen that take title to the goods that they market to end users.
Question 18
Which of the following statements regarding telemarketing is false?
Question options:

Telemarketing is more effective than field selling.

One of the important benefits from telemarketing is the ability to gather, combine, and disseminate a
great deal of useful information.

Telemarketing can provide a cost-effective way to support or substitute for expensive personal sales
calls.

Training programs for the telemarketing salesforce should include knowledge and skills that will
enable them to work effectively with the field salesforce.
Question 19
Independent representatives can be characterized as
Question options:

the company's salesforce for industrial products.

the end users for a company's product.

independent sales organizations that sell complementary, but noncompeting, products from different
manufacturers.

channel middlemen that take title to the goods.

Question 20
The basic purpose of defining strategic business units is to
Question options:
divide the corporation into parts to facilitate strategic analysis and planning.

provide management opportunities in different regions.

allow for a more focused market perspective.

reorganize the personal selling operations of the firm.

      

BM410 Week 3 Threaded Discussion

First Post
Distinguish two key roles of CRM? What are four (4) things a sales manager should look for when
choosing a CRM vendor and why?
(264 words with 1 reference)

Second Post
Please explain what sales force automation technology is and how it supports Customer Relationship
Management (CRM) efforts.
(143 words with 1 reference)

    

BM410 Lesson 3 Exam SCORE 100 PERCENT

A company that asks candidates to engage in group

discussions, business game simulations, presentations, and
role play exercises, so that members of management may
evaluate their performance capabilities is probably using this
method of selection.
Question options:
Selection testing
Stress interview
Assessment center
Group interviewing
Question 2
When various interviewers rate the same applicant differently,
this is an example of
Question options:
 multiple personalities.
applicant misrepresentation.
interviewer bias.
incompetent interviewers.
Question 3
All of the following topics are open to charges of
discrimination except
Question options:
age or date of birth.
previous job experience.
marital status.
person to notify in case of an emergency.
Question 4
During the initial interview, sales managers should not

Question options:
forget to emphasize the earnings potential of the job.
oversell the job to candidates.
let the candidate dominate the conversation.
forget to emphasize job advancement opportunities.
Question 5
Employees, such as salespeople, are a good source of job
referrals because
Question options:
if they like someone they're probably going to be able to work effectively with them.
they meet many other salespeople while making sales calls.
most salespeople have a natural talent for recruiting and selection.
they have a good understanding of the type of person sought for a sales position.
Question 6
A background investigation is generally performed
Question options:
after the initial interview.
before the intensive interview.
after the intensive interview.
 after resume screening, but before any interviewing.
Question 7
The purpose of the Fair Employment Opportunity Act of 1972
was to
Question options:
prohibit discrimination based on age, race, color, religion, sex, or national origin.
require that men and women be paid the same amount for performing similar job duties.
require firms to hire and promote handicapped persons if the firm employs 50 or more employees.
found the Equal Employment Opportunity Commission to ensure compliance with the Civil Rights Act
Question 8
Research suggests that printed advertising material should
Question options:
provide important information regarding the job and emphasize unique aspects of the job.
be distinctive and stand out from others through physical representation or the presentation of unusual i
focus on job candidates' needs and interests.
do all of the above.
Question 9
The _______ for salespeople is likely to contain the job title,
duties, tasks, and responsibilities of the salesperson.
Question options:
job analysis
job qualifications
job description
job title
Question 10
Potential problems associated with inadequate recruitment
and selection include all of the following except

Question options:
inadequate sales coverage and lack of customer follow up.
higher turnover rates.
difficulty in establishing enduring relationships with customers.
reduced capability to evaluate sales performance.
Question 11
Perhaps the most  significant managerial problem that can
arise from improper recruiting and selection of salespeople is

Question options:
total salesforce performance is suboptimal.
a higher turnover rate.
inadequate sales coverage and lack of customer follow up.
increased training costs to overcome deficiencies.
Question 12
A job analysis is
Question options:
an investigation of the tasks, duties, and responsibilities of the job.
an analysis of the amount of stress inherent in the job.
a rating assigned to a particular job, indicating what grade and salary is appropriate.
an investigation into the job history of the applicant to uncover any fraud or incompetence.
Question 13
Which of the following statements regarding the stress
interview is false?

Question options:
It's designed to put job candidates under extreme, unexpected <br /> psychological duress for the purpo
It may create an unfavorable image of the company.
It may alienate some of the better candidates.
It may be a form of discrimination in some cases, in which its use would <br /> make it illegal.
Question 14
_______ is giving the recruit an accurate portrayal of the job.
Question options:
Achieving congruence
Achieving realism
Achieving self-esteem
Achieving accuracy
Question 15
According to the text, which of the following is a disadvantage
of using host-country nationals to staff the international
salesforce?
Question options:
They need extensive product training.
They involve the highest maintenance costs.
There's low promotion potential for salespeople.
It's potentially difficult for salespeople to adapt to new environments.
Question 16
Which of the following is not an advantage of a company-
specific job application form?

Question options:
By studying the handwriting of the various applicants, managers can <br /> observe the attention to det
Personal information, such as age and marital status which applicants <br /> haven't included in their re
The comparison of multiple candidates is facilitated since the <br /> information on each is presented in
The form can be designed to gather all pertinent information and exclude <br /> unnecessary informatio
Question 17
External sources of sales recruits include all of the following
except
Question options:
advertisements.
private employment agencies.
colleges and universities.
company newsletters.
Question 18
The second step in the process of recruiting and selecting
salespeople is
Question options:
selection.
prospecting.
recruitment.
planning.
Question 19
The purpose of the Civil Rights Act of 1964 was to
Question options:
prohibit discrimination based on age, race, color, religion, sex, or national origin.
require that men and women be paid the same amount for performing similar job duties.
require firms to hire and promote handicapped persons if the firm employs 50 or more employees.
prohibit discrimination against people of ages 40 and older.
Question 20
Determining whether or not the job's selling tasks will include
responsibilities for opening new accounts as well as
maintaining existing accounts is part of this step of the
recruiting and selection process.
Question options:
Determining job qualifications
Writing the job description
Setting objectives
Conducting a job analysis

BM410 Week 5 Threaded Discussion

Please choose four examples for determining sale's training needs and support why they are
effective?
((215 words with 2 references)

What are some of the elements that contribute to effective training programs? Why do they contribute
to the success?
(251 words with 1 reference)

      

BM410 Lesson 4 & 5 Exam SCORE 95 PERCENT

Activities that sales managers might spend time on during the

planning and implementation of sales training include all of
the following except
Question options:
arranging for salespeople to work with key personnel in various <br /> departments in the firm to becom
enrolling salespeople in professional workshops or training programs.
accompanying salespeople in the field to critique their sales behavior <br /> and reinforce other training
managing the recruitment and selection of new salespeople.
Question 2
These training methods are best  used as supplemental
training to update the salesforce, reinforce previous training,
or to provide basic materials to be covered in more detail at a
later date.

Question options:
On-the-job
Behavioral simulations
Ease studies
Absorption
Question 3
The purpose of sales training needs assessment is to compare
the specific performance-related skills, attitudes, perceptions,
and behaviors required for salesforce success to the
Question options:
salesforce rating results of a customer survey.
performance test results of each salesperson.
job analysis of each sales position.
state of readiness of the salesforce.
Question 4
Answers to the what, when, where, and how questions are
finalized during this step in the sales training process.

Question options:
Assess sales training needs
Perform sales training
Design the sales training program
Follow-up and evaluation
Question 5
Which of the following forms of on-the-job training is often
used to groom salespeople for management positions?
Question options:
Filling in for vacationing salespeople
Job rotation
Working with a senior salesperson
Working with a sales manager who acts as a &quot;coach&quot;
Question 6
A sales training workshop devoted to communicating the
importance of qualifying prospects would be aimed at
teaching salespeople how to work with this type of buyer:
Question options:
The sales job facilitator
The persuader
The hard bargainer
The socializer
Question 7
A _______ is an investigation of the task, duties, and
responsibilities of the sales job.
Question options:
customer survey
job analysis
competitor survey
performance testing
Question 8
Sales training covering aspects of customer knowledge may
include information on all of the following subjects except

Question options:
buying motives.
customer needs.
buyer personalities.
 buyers' competitors.
Question 9
Which of the following media can be used to train the
salesforce?
Question options:
Internet
telephone conferencing
videoconferencing
Any or all of the above may be used
Question 10
Which one of the following training method features lectures,
demonstrations, and group discussion with expert trainers
serving as instructors?
Question options:
On-the-job
Behavioral simulations
Absorption
Classroom/conference
Question 11
The final step in the sales training process is
Question options:
designing the sales training program.
assessing sales training needs.
performing sales training.
conducting follow-up and evaluation.
Question 12
A _______ defines expected behavior for salespeople.
Question options:
customer survey
job analysis
competitor survey
performance testing
Question 13
Which one of the following key questions should be asked
when evaluating alternatives for training?
Question options:
Which method (or methods) and media are best suited for conducting the training?
Which method will require the least amount of time away from active selling?
Which method is the least expensive?
Which media is the most attractive to upper-management levels?
Question 14
Initiation to task is the degree
Question options:
to which the salesperson has managed to prioritize tasks in a way that will ensure success.
of personal satisfaction that the sales trainee feels in his or her job.
to which a sales trainee feels competent and accepted as a working partner.
of training that the sales trainee has received.
Question 15
According to the text, a common mistake made by
salespeople who need training on sales techniques is
Question options:
under-controlling the sales call.
too much preplanning of sales calls.
not spending enough time with old customers.
failing to effectively confirm the sale.
Question 16
Among the following, which is one of the most popular sales
training topics?
Question options:
Salesperson etiquette
Product knowledge
How to file expense reimbursement vouchers
How to handle the replacement of defective products
Question 17
A sales training workshop devoted to teaching psychologically
oriented sales strategies (such as transactional analysis) would
be aimed at teaching salespeople how to work with this type
of buyer:
Question options:
The sales job facilitator
The persuader
The hard bargainer
The socializer
Question 18
In general, companies rely most heavily on ________ to
conduct sales training.
Question options:
outside training consultants
specialized schools
mass-produced videotapes
their own personnel
Question 19
A sales training workshop devoted to discussing the ethical
and legal implications of transacting business would be aimed
at teaching salespeople how to work with this type of buyer:
Question options:
The sales job facilitator
The persuader
The hard bargainer
The socializer
Question 20
With regard to salesforce socialization, role definition is
Question options:
the degree to which the salesperson has managed to prioritize tasks in a way that will ensure success.
personal satisfaction that the sales trainee feels in his or her job.
the degree to which a sales trainee feels competent and accepted as a working partner.
an understanding of what tasks are to be performed, what the priorities of the tasks are, and how time sh
Online Exam 5
The concept of repetition suggests that
Question options:
as soon as possible after a sales training meeting, the sales manager should attempt to visit with each sa
by focusing on information related to the most recent sales call the salesperson has made, a self-evaluat
performance.
if a salesperson can draw on the enthusiasm generated by a recent successful sales call, he or she will b
sales managers should make a practice of holding coaching sessions after each sales call to help reinfor
Question 22
If a salesperson made this statement regarding his sales
manager, "I like him personally and regard him as a friend,"
the manager is likely exercising what type of power?
Question options:
Expert power
Referent power
Legitimate power
Reward power
Question 23
Researchers have tried to determine the personality
characteristics an effective leader should have by using the
_______ method.
Question options:
behavior approach.
properties method.
contingency approach.
trait approach.
Question 24
Which of the following is not a specific aspect of a
transformational leadership style?
Question options:
Articulates a vision
Provides an appropriate model
Fosters the acceptance of group goals
Is dictatorial
Question 25
If a salesperson made this statement regarding his/her sales
manager, "He is in a good position to recommend promotions
or permit special privileges for me," the manager is probably
using what type of power?
Question options:
Expert power
Referent power
Legitimate power
Reward power
Question 26
Which one of the following approaches to leadership
considers situational factors such as the firm's marketing
orientation in determining which leadership methods would
be appropriate?
Question options:
Behavior approach
Attribute theory
Contingency approach
State of nature approach
Question 27
A _______ is represented by an orientation toward inspiring
subordinates to engage in desired behavior and perform at
high levels.
Question options:
transactional leadership style
transformational leadership style
leader-member exchange leadership style
supervisory leadership style
Question 28
_______ is based on the belief that one party can remove
rewards and provide punishment to affect behavior.
Question options:
Expert power
Referent power
Legitimate power
Coercive power
Question 29
With this type of influence strategy, circumstances are
controlled to influence behavior.
Question options:
Threats
Persuasion
Manipulation
Domination
Question 30
The ultimate success of sales meetings depends on the
planning and execution of activities such as
Question options:
communicating with all parties before the meeting.
checking site arrangements and arranging for audiovisual support.
preparing materials for the meeting.
All of the above.
Question 31
Organizational strategy that promotes giving managers free
rein with personal ethics applied only on an individual basis is
part of this type of ethical management:
Question options:
Immoral management
Incorruptible management
Moral management
Amoral management
Question 32
In their dealings with salespeople, sales managers have been
criticized for placing too much emphasis on
Question options:
reward and coercive power.
legitimate and reward power.
coercive and referent power.
expert and referent power.
Question 33
Which of the following statements regarding a sales manager's
use of coaching is false?

Question options:
Coaching can occur during short meetings of the entire sales team.
Coaching sessions may take place in the office or during the sales <br /> manager's field visits with sale
The essence of coaching is providing guidance and feedback as soon as <br /> possible after an appropr
Coaching is most effective during scheduled team meetings with salespeople.
Question 34
Which approach to leadership seeks to catalog behaviors
associated with effective leadership?
Question options:
Behavior approach
Attribute theory
Contingency approach
State of nature approach
Question 35
The expert and referent power bases are extremely critical in
the use of this type of influence strategy:
Question options:
Relationships
Domination
Persuasion
Threats
Question 36
When a sales manager provides the salesperson with
information about whether a desired outcome was achieved,
he or she is using this coaching technique:
Question options:
Outcome feedback
Repetition
Cognitive feedback
Sharing information
Question 37
In coaching the salesforce, the sales manager may use all of
the following learning tools or concepts except

Question options:
outcome feedback.
principle of recency.
absorption training.
repetition.
Question 38
An immoral manager would most likely follow this orientation
in meeting his or her organizational goals:

Question options:
Profitability within the confines of legal obedience and ethical standards
Profitability is not important, since the firm's purpose is to serve the <br /> public's needs
Profitability only, with no other goals considered
Profitability and organizational success at any price
Question 39
Sales managers may use different influence strategies
according to the situational demands. Influence strategies
may be based on all of the following except

Question options:
relationships.
domination.
persuasion.
threats.
Question 40
_______ is associated with the right to be a leader, usually as a
result of designated organizational roles.
Question options:
Expert power
Referent power
Legitimate power
Reward power
 

  

BM410 Week 6 Threaded Discussion

Discuss the concept of leadership and distinguish the traits of effective leaders. Also discuss what
sources of power leaders draw upon in exercising influence over their subordinates..Discuss the
concept of leadership and distinguish the traits of effective leaders. Also discuss what sources of
power leaders draw upon in exercising influence over their subordinates..

(353 words, 2 references)

Using examples, discuss at least three (3) sources of power leaders draw upon in exercising influence
over their subordinates and why they are effective.
(279 words with 1 reference)

       

BM410 Lesson 6 and 7 Exam Score 95 Percent

To implement a new or modified reward system, sales

managers should do all of the following except

Question options:
clearly communicate details of the plan to the salesforce prior to its implementation.
encourage salesforce feedback.
promptly answer questions.
issue a press release detailing the company's changes.
Question 2
The most widely used type of financial pay plan is
Question options:
straight salary.
salary plus a bonus.
a combination pay plan.
straight salary plus expenses.
Question 3
Which of the following is an example of a selling situation
requiring a commission split?
Question options:
A field salesperson sells a computer to a customer and sometime after the sale, it requires a service call
A salesperson needs help from a salaried technical expert to provide a potential customer with certain in
A large company purchases products from a company and ships them to its affiliates in several cities. T
follow-up and service.
A salesperson provides a list of referrals that aren't in his or her territory to the salesperson covering tha
Question 4
________ implies that salespeople choose where their effort
will be spent among various job activities.
Question options:
Degree
Persistence
Tenacity
Direction
Question 5
Current spendable income includes
Question options:
salaries and commissions, but not bonuses.
salaries only.
salaries, commissions, and bonuses.
any cash award, but not bonuses such as merchandise or free trips.
Question 6
Flexibility has been cited as both an advantage and a
disadvantage of this compensation pay plan:
Question options:
 Straight salary
Combination pay plans
Straight commission
Straight commission with bonuses
Question 7
When it's difficult for the salesperson to secure the first order
from the customer, but reorders are virtually automatic, what
form of commission rate would be appropriate?
Question options:
Regressive
Incremental
A combination of constant and progressive rates
Constant
Question 8
Which one of the following forms of commission rate may
actually result in overselling and higher selling costs to the
company?
Question options:
regressive.
incremental.
a combination of constant and regressive rates.
progressive.
Question 9
Perhaps the most serious shortcoming of straight-commission
plans is that

Question options:
salespeople may earn more than their managers.
they contribute little to company loyalty, resulting in potential <br /> salesforce control problems.
the firm suffers financially if the market declines or stagnates.
they link compensation to actual sales.
Question 10
A salesperson who is intrinsically motivated
Question options:
 is motivated by the rewards that the job provides.
is motivated by the need for love and belongingness.
finds the job to be inherently rewarding.
finds that the job's fringe benefits, pay, and generous vacation policy provide motivation.
Question 11
When a sales manager assures salespeople that they fulfill a
critical role in revenue production and other key activities
within the company, which type of nonfinancial reward is
being offered?
Question options:
Opportunity for personal growth
Recognition for achievement
Sense of accomplishment
Job security
Question 12
A salesperson who is extrinsically motivated
Question options:
would work for the pure pleasure of working.
doesn't need or desire formal recognition for outstanding achievements.
is motivated by personal growth needs.
is motivated by the rewards that the job provides.
Question 13
_______ rewards are those that are given in return for
acceptable performance or effort.
Question options:
Sales
Intrinsic
Noncompensation
Compensation
Question 14
If the nonselling administrative duties of the salesperson are
of major importance, which compensation plan is
recommended?
Question options:
Straight salary
Salary plus bonuses
Straight commission
Salary plus commission
Question 15
The amount of mental and physical effort put forth by the
salesperson refers to
Question options:
degree.
persistence.
tenacity.
intensity.
Question 16
What change in the firm's salesforce reward system might be
in response to customers' needs?
Question options:
A pay freeze
A change from straight commission to straight salary
The introduction of a sales contest
A change from straight salary to straight commission
Question 17
Which of the following is an advantage of a straight-
commission compensation plan?
Question options:
Operating costs are minimized during slack selling periods.
They are highly flexible, allowing frequent changes in compensation practices to achieve short-term ob
They are attractive to college graduates desiring an opportunity to earn while they train.
The salesforce's loyalty to the company is enhanced.
Question 18
The most commonly used definitions of motivation include
which of the following three dimensions?
Question options:
Intensity, degree, persistence
Severity, direction, perseverance
Persistence, intensity, direction
Instruction, degree, tenacity
Question 19
Industries that have traditionally used a straight-commission-
based compensation pay plan include all of the
following except

Question options:
real estate.
securities.
automobiles.
computers.
Question 20
Formal recognition programs have a better chance of success
if sales managers do all of the following except

Question options:
publicize the program before it is implemented.
make it easy enough to allow for a majority of the salesforce to win.
ensure that the celebration for winners is well-conceived and executed.
arrange for individual salespeople or sales teams to acknowledge the <br /> support of others who help
Online Exam 7

Which of the following provides a benchmark for the

evaluation of selling costs?
Question options:
Sales quotas
Selling budgets
Cost quotas
Variance analysis
Question 22
In this type of profitability analysis, the shared selling costs
are allocated to individual units based on some type of cost
allocation procedure:
Question options:
The contribution approach to income statement analysis
The full-cost approach to residual income analysis
Return on assets managed approach
The full-cost approach to income statement analysis
Question 23
A more centralized sales organization will place budget
responsibility
Question options:
with the sales manager.
with the salesperson.
at lower sales management levels.
at higher sales management levels.
Question 24
In a sales analysis, which of the following comparisons
would not be made?

Question options:
Comparisons with forecasts
Comparisons with previous period
Comparisons between actual and budgeted costs
Comparisons with industry/competitors
Question 25
Which method of determining expenditure levels for selling
expense categories depends upon accurate sales forecasts?
Question options:
Objective and task method
Zero-based budgeting
Cost-justification method
Percentage-of-sales method
Question 26
The sales growth experienced by different organizational
levels can be determined by
Question options:
a comparison of actual sales results to those achieved by competitors.
a comparison of actual sales results to sales forecasts.
a comparison of actual sales results to sales quotas.
a comparison of actual sales results to previous periods' sales.
Question 27
The basic concept underlying the use of this analytical method
is that costs are allocated to individual units on the basis of
how the units actually expend or cause these costs.
Question options:
Activity-based costing
Cost analysis
Profitability analysis
Hierarchical sales analysis
Question 28
The basic form of this method for determining expenditure
levels for selling expense categories could be called zero-
based budgeting:
Question options:
Objective and task method
Profitability projections
Cost-justification method
Profit margin budgeting
Question 29
The _______ method calculates an expenditure level for each
category by multiplying an expenditure percentage times
forecasted sales.
Question options:
objective and task
 expenditure projection
cost-justification
percentage-of-sales
Question 30
Probably the most often used method to establish selling
budgets is

Question options:
objective and task method.
profitability projections.
cost-justification method.
percentage-of-sales method.
Question 31
The two most  direct approaches for evaluating sales
organization effectiveness are

Question options:
sales analysis and income statement analysis.
productivity analysis and cost analysis.
sales analysis and cost analysis.
residual income analysis and sales analysis.
Question 32
An evaluation of sales results throughout the sales
organization from a top-down perspective is a
Question options:
hierarchical sales analysis.
scaled sales analysis.
stepladder sales analysis.
pyramid sales analysis.
Question 33
Calculate the profit contribution as a percentage of sales to be
used in the ROAM calculation. If sales = $20,000,000;
accounts receivable = $8,000,000; and profit contribution =
$5,000,000, the profit contribution is
Question options:
20 percent.
40 percent.
50 percent.
25 percent.
Question 34
In budgeting for each expense category, a sales manager
should attempt to
Question options:
set the budget at the lowest possible level.
determine the lowest expenditure level necessary to achieve the sales quotas.
cut costs from last year's level of expenditure.
justify the highest possible level of expenditure in order to have some flexibility in the budget.
Question 35
In this approach to profitability analysis, the indirect or shared
costs are not included in the individual unit analysis:

Question options:
The contribution approach to income statement analysis
The full-cost approach to residual income analysis
Return on assets managed approach
The full-cost approach to income statement analysis.
Question 36
Which of the following would not be an expense category for a
selling budget?

Question options:
Recruiting expenses
Salespeople's lodging expenses
Production expense
Salespeople's salaries
Question 37
Productivity improvements can be obtained by
Question options:
 increasing output.
increasing input.
increasing output with the same level of input.
increasing input with the same level of output.
Question 38
Recruitment, selection, and sales training are examples of
factors considered in which area of the sales organization
audit framework?
Question options:
Sales-management evaluation
Sales-organization strategies
Sales-organization environment
Sales-management functions
Question 39
District 1 has a poor level of ROAM. However, their profit
contribution percentage is acceptable, but they have a very
low asset turnover ratio. What might cause this?
Question options:
Selling too many low-margin products
Problems with accounts payable
Negotiating low selling prices
Problems with accounts receivable
Question 40
The most common type of sales organization assessment
focuses on

Question options:
cost analysis.
profitability analysis.
productivity analysis.
sales analysis.
 

     
BM410 Lesson 8 Exam SCORE 95 PERCENT

Which type of criterion assesses improvements in certain

characteristics of salespeople that are related to successful
performance in the sales job?
Question options:
Profitability
Productivity
Professional development
Behavioral
Question 2
The more a salesperson performance evaluation system is
behavior-based rather than outcome-based,
Question options:
the less likely that risk-averse salespeople will be attracted, nurtured, and retained.
the more salespeople will have reduced levels of intrinsic motivation.
the less salespeople identify with and feel committed to the sales organization.
the less the need for using pay as a control mechanism.
Question 3
Which one of the following evaluation procedures uses
salespeople to identify important performance results and the
critical activities and responses necessary to achieve these
results?
Question options:
Graphic rating/checklist method
Team-evaluation consensus
Management by objectives (MBO)
Behaviorally anchored rating scales(BARS)
Question 4
The mutual setting of well-defined and measurable goals
within a specified time period is a concept incorporated into
which type of performance evaluation method?
Question options:
Graphic rating/checklist method
Ranking method
Management by objectives (MBO)
Behaviorally anchored rating scale (BARS)
Question 5
Practicality, a characteristic of salesperson performance
evaluation methods, can be defined as
Question options:
the need for the measurement instruments and evaluation process to be similar throughout the sales org
the ability of the measure to provide accurate assessments of the criteria they're intended to measure.
the ability of the measure to meet the needs of the sales organization.
the need for both sales managers and salespeople to understand the entire performance-appraisal proces
time.
Question 6
Usefulness, a characteristic of salesperson performance
evaluation methods, can be defined as
Question options:
the need for the measurement instruments and evaluation process to be similar throughout the sales org
the ability of the measure to provide accurate assessments of the criteria they're intended to measure.
the ability of the measure to provide information that is valuable to sales managers in making various d
the need for the measures to be stable over time and exhibit internal consistency.
Question 7
Which of the following statements concerning performance
management is false?

Question options:
Salespeople are compensated on the value of their contributions to the <br /> organization's success.
Salespeople assume responsibility for their careers.
Sales managers act as partners in the performance appraisal process.
 Sales managers create development plans for salespeople to follow.
Question 8
The initial use of the information provided by the various
salesperson performance evaluation methods is
Question options:
to identify potential problems in training.
to determine the absolute and relative performance of each salesperson.
to identify areas where salespeople need to improve for better performance in the future.
to use the information to improve the overall operations of the sales organization.
Question 9
The results of salesperson performance evaluations can be
used for all of these sales management purposes except to

Question options:
identify salespeople that might need to be terminated and to supply <br /> evidence to support the need
identify salespeople that might be promoted.
assess the adequacy of a firm's sales management process and to provide <br /> direction for improved
ensure that compensation and other reward disbursements are consistent <br /> with actual salesperson
Question 10
When using a 360-degree feedback system, feedback may be
obtained from
Question options:
oneself.
one's sales manager.
customers or team members.
Any or all of the above.
Question 11
The dimensions of job satisfaction that the INDSALES scale
attempts to measure include all of the following except

Question options:
company policy and support.
the job.
customers.
 competitor sales jobs.
Question 12
A behavior-based perspective to evaluating and controlling
salesperson performance
Question options:
focuses on objective measures of results.
has very little monitoring or directing of salespersons by sales managers.
incorporates complex and often subjective assessments of salesperson characteristics.
may lead to a focus on short-term outcomes.
Question 13
When attempting to use the diagnostic information provided
by salesperson-evaluation methods, the major difficulty is in
Question options:
reviewing the performance of each individual salesperson against each relevant criterion.
attempting to summarize the results across all salespeople being supervised.
isolating the specific causes of low performance.
determining which salespeople aren't meeting their sales quotas.
Question 14
In salesperson evaluations, which one of the following
behavioral criterion do most sales organizations focus on?
Question options:
Number of demonstrations conducted
Number of required reports submitted
Number of customer calls
Number of letters/phone calls to prospects
Question 15
Which of the following statements regarding the use of
outcome-based and behavior-based perspectives in the
evaluation of salesperson performance is false?

Question options:
A review of current practice indicates a tendency toward a <br /> behavior-based perspective.
Most sales organizations operate somewhere between the two extreme positions.
 The relative emphasis on outcome-based and behavior-based measures <br /> depends upon environme
A salesperson's performance on post-sale service is considered a <br /> behavior-based measure.
Question 16
The sample statement, "Management is progressive," used in
the INDSALES scale would be attempting to measure which
dimension of job satisfaction?
Question options:
Pay
Promotion and advancement
Customers
Company policy and support
Question 17
Behaviorally anchored rating scales (BARS) are a unique
evaluation procedure because they're the only method that
Question options:
tries to link salesperson behaviors with specific results.
tries to link salesperson behaviors with promotability.
attempts to correlate sales-training methods with sales results.
uses behavior to predict a salesperson's level of motivation.
Question 18
Which method of salesperson performance evaluation has
been described as having problems related to the "halo
effect"?
Question options:
Graphic rating/checklist method
Ranking methods
Management by objectives (MBO)
Behaviorally anchored rating scales (BARS).
Question 19
All of the following are benefits of a 360-degree feedback
system except

Question options:
 it reduces assessment bias.
it detects barriers to success.
it eliminates sales manager involvement.
it helps better understand customer needs.
Question 20
Which of the following statements regarding the use of the
scale termed INDSALES is false?

Question options:
It's a scale for evaluating the job satisfaction of salespeople.
In using the scale, salespeople indicate their level of agreement with a <br /> number of statements con
The scale uses statements designed to measure satisfaction in five <br /> general areas.
The answers salespeople give to the scale statements are summed to form <br /> an overall salesperson