Sales Leadership Exam Solutions
Course Introduction
Sales Leadership delves into the principles and practices required to lead high-performing sales teams in dynamic business environments. The course covers key topics such as motivational strategies, sales team organization, performance management, coaching and talent development, and ethical leadership in sales contexts. Through case studies, real-world scenarios, and interactive discussions, students will gain insights into building and sustaining a positive sales culture, setting effective goals, managing change, and leveraging data to drive sales outcomes. By the end of the course, students will be equipped with the knowledge and skills necessary to inspire, manage, and lead sales professionals to achieve and exceed organizational objectives.
Recommended Textbook
Dalrymples Sales Management Concepts and Cases 10th Edition by William L. Cron
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16 Chapters
1140 Verified Questions
1140 Flashcards
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Chapter 1: Introduction to Selling and Sales Management
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40 Verified Questions
40 Flashcards
Source URL: https://quizplus.com/quiz/27064
Sample Questions
Q1) _______is typically designed to "Pull" merchandise through the channel whereas ________ is designed to answer customer questions and to persuade buyers to sign purchase orders.
A) sales promotion, advertising
B) price, personal selling
C) advertising, sales promotion
D) personal selling, sales promotion
E) advertising, personal selling
Answer: E
Q2) Compared to other promotional tools, the most important advantage(s) of person selling is in:
A) locating prospects.
B) gaining customer commitment
C) creating customer value.
D) both b and c above.
E) all of the above.
Answer: D
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Chapter 2: Strategy and Sales Program Planning
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62 Verified Questions
62 Flashcards
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Sample Questions
Q1) Which of the following is the <b>least</b> important factor in strategic planning?
A) setting objectives
B) formulating strategies
C) determining the budget
D) corporate public relations
E) monitoring results
Answer: D
Q2) It is not unusual for the customer to be the one to initiate an enterprise type relationship with a supplier.
A)True
B)False
Answer: True
Q3) Strategic implementation decisions include the marketing mix decisions a firm makes when executing its strategy.
A)True
B)False
Answer: False
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Page 4
Chapter 3: Sales Opportunity Management
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65 Verified Questions
65 Flashcards
Source URL: https://quizplus.com/quiz/27066
Sample Questions
Q1) Portfolio models offer several benefits that single factor models do not. Which of the following is <b>not</b> one of those benefits?
A) the identification of important customer relationship issues
B) the isolation of information gaps
C) a lower cost method of analysis
D) setting priorities for customer data collection and analysis
E) both a and b above.
Answer: C
Q2) According to survey results, most firms fail to offer their salespeople training in time management.
A)True
B)False
Answer: False
Q3) Corporate marketing executives are usually in the best position to determine the minimum size customer on which the sales force should be calling.
A)True
B)False
Answer: False
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Chapter 4: Account Relationship Management
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63 Verified Questions
63 Flashcards
Source URL: https://quizplus.com/quiz/27067
Sample Questions
Q1) A Technical buyer influence's primary focus in the purchasing process is on product or service specifications.
A)True
B)False
Q2) When selling to an economic buying influence such as a chief executive officer, salespeople are likely to do which of the following?
A) emphasize the contract's financial consequences for the organization
B) discuss how the deal would improve the firm's competitive position
C) discuss how corporate wide contracts can reduce costs per unit to the buyer
D) both a and b above
E) all of the above
Q3) The term "Buying Center" is used to refer to centralized buying, typically performed at an organization's headquarters.
A)True
B)False
Q4) Value to a buyer generally means paying the lowest possible list price for a product or service.
A)True
B)False
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Chapter 5: Customer Interaction Management
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68 Verified Questions
68 Flashcards
Source URL: https://quizplus.com/quiz/27068
Sample Questions
Q1) An example of a problem-solution type of selling process is when clients pay EDS to perform an extended study of their information needs before recommending an information system.
A)True
B)False
Q2) Which of the following statement(s) is(are) true about follow-up activities?
A) The salesperson must follow up on everything that he or she requests others to do for the customer.
B) Written requests are sufficient to ensure that the requests are handled properly.
C) Even when a sales call is unsuccessful, a salesperson should write down what he or she has learned.
D) both a and c of the above.
E) none of the above.
Q3) According to the findings of a study comparing successful with less successful salespeople, successful people will open the selling process by focusing on product benefits.
A)True
B)False
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Chapter 6: Sales Force Organization
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76 Verified Questions
76 Flashcards
Source URL: https://quizplus.com/quiz/27069
Sample Questions
Q1) The internet has the potential to entirely replacing most organizations' telemarketing efforts.
A)True
B)False
Q2) Sales agents are usually employed when a company has a high sales volume in a particular geographic area.
A)True
B)False
Q3) Permission marketing refers to first asking the customer for permission to make a sales call.
A)True
B)False
Q4) With the__________ type of sales force organization, salespeople are better able to identify strategic problems in the client's operation that a supplier can address.
A) matrix
B) product-oriented
C) customer-oriented
D) functional
E) none of the above
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Chapter 7: Recruiting and Selecting Personnel
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87 Verified Questions
87 Flashcards
Source URL: https://quizplus.com/quiz/27070
Sample Questions
Q1) A good job analysis should focus on what the average salesperson's day-to-day activities.
A)True
B)False
Q2) As discussed in the text, Federated's job description spells out:
A) the company's contract with the AFL-CIO.
B) a proclamation in favor of "right to work" laws.
C) the details of the compensation system.
D) essential communication and sales skills.
E) the job of the personnel administrator.
Q3) Ads in national news print have a tendency to streamline the recruiting process by providing candidates who are overqualified.
A)True
B)False
Q4) Most companies tend to over invest in recruiting because costs associated with sales recruiting are difficult to quantify.
A)True
B)False
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Chapter 8: Training
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72 Verified Questions
72 Flashcards
Source URL: https://quizplus.com/quiz/27071
Sample Questions
Q1) A disadvantage of decentralized sales training is:
A) increased travel expenses.
B) inconsistency in sales training.
C) instructional expenses.
D) lack of realism.
E) both b and d of the above.
Q2) The most common method of evaluating training programs is by:
A) subsequent sales performance.
B) field attitude and performance evaluations.
C) a written critique of its contents by group participants.
D) subsequent profit analysis.
E) customer reactions.
Q3) The main attraction of outside specialists is their variety, inspiration and excitement they can bring to a training program.
A)True
B)False
Q4) The ultimate objective of any training program is to increase the sales and/or profits of the firm.
A)True
B)False
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Chapter 9: Leadership
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91 Verified Questions
91 Flashcards
Source URL: https://quizplus.com/quiz/27072
Sample Questions
Q1) You hired an outside consultant trainer to provide training on relationship selling. One of your salespeople is heckling and disrupting the training specialist during his presentation with comments such as: "I've been doing relationship selling for the past five years; tell me something new." The best situation for effective coaching in this situation would most likely to be:
A) during the sales meeting and in front of everybody.
B) within one of the smaller breakout groups later on.
C) one-on-one during a break.
D) with several other salespeople after the entire training session is over.
E) none of the above.
Q2) The transformational leadership style motivates salespeople by relying on rewards and punishment to maintain control.
A)True
B)False
Q3) The assessment phase of a change management project is where sales managers engage in reexamining the customer operating environment.
A)True
B)False
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Chapter 10: Ethical Leadership
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77 Verified Questions
77 Flashcards
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Sample Questions
Q1) A sales manager, it is your responsibility to hire and fire salespeople in your area. You need to add 5 new salespeople to your staff. Hiring ____________ would represent an ethical problem.
A) only white Christians
B) four qualified candidates and the company president's daughter who was unqualified
C) only white females between the ages of 25 and 30
D) all of the above
E) both a and b of the above
Q2) The Magnuson-Moss Warranty Act allow salespeople to sell replacement components from the salesperson's firm at whatever price is deemed fair by the salesperson.
A)True
B)False
Q3) The Clayton Antitrust Act prohibits price discrimination.
A)True
B)False
Q4) In general, relativism leads to better ethical decisions than idealism.
A)True
B)False
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Chapter 11: Motivating Salespeople
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88 Verified Questions
88 Flashcards
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Sample Questions
Q1) Ability, level of motivation, and opportunity are all important determinants of performance. However, deficiencies in one factor may be offset by the others.
A)True
B)False
Q2) Which of the following are characteristics of employees in the disengagement phase?
A) feeling a loss of focus
B) less satisfied with their job
C) a decrease in sales performance
D) a and b
E) all of the above
Q3) Unit volume quotas not only state sales objectives in terms of number of units of each product to be sold, but also eliminate the effects of inflation from the pay system.
A)True
B)False
Q4) Quotas are always a good way to motivate sales teams to work together.
A)True
B)False
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Chapter 12: Compensating Salespeople
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84 Verified Questions
84 Flashcards
Source URL: https://quizplus.com/quiz/27075
Sample Questions
Q1) __________ tends to help give the sales force the needed push to sell complex products or services and can be used to redirect salesperson efforts toward specific product lines; under this plan administrative costs tend to be high.
A) Straight commission.
B) Straight salary.
C) Salary plus commission.
D) Salary plus commission plus bonus.
E) None of the above.
Q2) When the economy and sales are expanding, some firms shift from salary to commission plans to cut expenses and lower fixed costs.
A)True
B)False
Q3) In an unlimited expense account plan, a salesperson can make money for himself by cutting back on travel.
A)True
B)False
Q4) A per diem expense plan pays the salesperson for all reported expenses.
A)True
B)False
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Chapter 13: Evaluating Sales Force Performance
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95 Verified Questions
95 Flashcards
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Sample Questions
Q1) Sales force appraisals are important to a sales manager because they provide:
A) evidence for disciplinary action.
B) opportunities to motivate salespeople
C) determine raises.
D) determine adjustments to territories.
E) all of the above.
Q2) Your company manufactures basic widgets, modified widgets called "wadgets," and a high-performance widget called the "wodget." The industry sales ratio for the three lines are widget-70%, wadget-20%, and wodget-10%. You learn that while your company is selling 70 percent basic widgets, they are still $500,000 under their forecast for this line, while unit volume is right at expected levels (i.e., 100% of quota). This fact suggests they should revise their forecast rather than working harder to sell more widgets.
A)True
B)False
Q3) Another way to identify problem areas from performance data is to look at sales by product line.
A)True
B)False
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Chapter 14: Estimating Potentials and Forecasting Sales
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85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/27077
Sample Questions
Q1) The subjective sales forecasting method that firms use most regularly is:
A) industry survey.
B) intention to buy survey.
C) sales force composite.
D) jury of executive opinion.
E) naïve approach.
Q2) MAPE stands for:
A) Mean Absolute Percentage Error.
B) Mode Absolute Proportion Exponent.
C) Median Absolute Percentage Error.
D) More Advanced Programming Estimation.
E) Mean Advanced Programming Exponential.
Q3) The easiest way of estimating the number of buyers for a consumer product is:
A) conducting a telephone survey of a representative population.
B) conducting a mail survey of representative population.
C) consulting secondary sources.
D) all of the above.
E) none of the above.
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16
Chapter 15: Territory Design
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47 Verified Questions
47 Flashcards
Source URL: https://quizplus.com/quiz/27078
Sample Questions
Q1) The most popular approach to designing sales territories is known as the buildup method.
A)True
B)False
Q2) When using a computer to design territories, you don't have to worry about deciding on allocation criteria.
A)True B)False
Q3) Before deciding on an allocation criteria, you should:
A) choose starting points.
B) combine control units adjacent to starting points.
C) select geographic control units.
D) both a and b are correct.
E) none of the above are correct.
Q4) The last step in the sales territory alignment process is to finalize sales territories.
A)True
B)False
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Chapter 16: Sales Force Investment and Budgeting
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40 Verified Questions
40 Flashcards
Source URL: https://quizplus.com/quiz/27079
Sample Questions
Q1) The company wants to spend 5% of sales on the sales force, the cost of supporting a salesperson is estimated at approximately $127,500 per person, and 15% of the sales force budget is for management and other costs. Using the percent of sales method, calculate the sales force budget, if sales are forecasted to be $12 million.
A) 3 salespeople
B) 4 salespeople
C) 5 salespeople
D) 6 salespeople
E) none of the above
Q2) The company wants to spend 8% of sales on the sales force, the cost of supporting a salesperson is estimated at approximately $80,000 per person, and 20% of the sales force budget is for management and other costs. Calculate the number of salespeople the budget will support, if sales are forecasted to be $3.2 million.
A) 2 people
B) 2.5 people
C) 3 people
D) 3.5 people
E) none of the above
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