Sales Force Management
Question Bank
Course Introduction
Sales Force Management focuses on the principles and practices involved in leading a successful sales team within an organization. The course covers the recruitment, selection, training, motivation, and evaluation of sales personnel, as well as the formulation and implementation of strategic sales plans. Topics include territory design, performance measurement, compensation structures, and the effective use of technology in sales operations. Students will analyze case studies and real-world scenarios to develop decision-making skills that enhance both individual and team performance, while adapting to the evolving demands of customers and markets.
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
Source URL: https://quizplus.com/study-set/1355
Page 2
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) Soloutions selling means the sales force emphasizes skills such as communicating product benefits, helping customers make purchase decisions, and making the entire process easier and more convenient for the buyer.
A)True
B)False
Answer: False
Q2) Which of the following is usually <b>not</b> an important aspect of the first-line sales manager's job?
A) recruiting.
B) training.
C) motivating.
D) evaluating.
E) setting the corporate growth orientation.
Answer: E
Q3) Listening skills are one of the top five skills needed to be successful in a solutions selling model according to a recent survey of sales executives.
A)True
B)False
Answer: True
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Page 3
Chapter 2: Strategy and Sales Program Planning
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62 Verified Questions
62 Flashcards
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Sample Questions
Q1) Focusing your product on a special part of the market is an example of:
A) capital budgeting.
B) segmenting.
C) target marketing.
D) centralization.
E) penetration programming.
Answer: C
Q2) Telemarketing as a means of accessing customers is growing rapidly, but is usually limited to orders of $300 or less.
A)True
B)False
Answer: False
Q3) Which of the following are considered to be "essential activities" when developing a go-to-market strategy?
A) Interest creation activities.
B) Pre-purchase activities.
C) Post-purchase activities.
D) Only b and c above.
E) all of the above.
Answer: E
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Chapter 3: Sales Opportunity Management
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65 Verified Questions
65 Flashcards
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Sample Questions
Q1) Personal growth opportunities are frequently characterized as activities with high personal importance, but low apparent urgency.
A)True
B)False
Answer: True
Q2) The same sales effort and time should be given to each customer since each customer should be considered important.
A)True
B)False
Answer: False
Q3) A customer demographic that might be used in building a prospect profile might include:
A) geographic location
B) size of business
C) purchasing preference of customer
D) only a and b are correct
E) a, b, and c are all correct
Answer: D
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Chapter 4: Account Relationship Management
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63 Verified Questions
63 Flashcards
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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) In a transactional type of relationship, the sales force provides the greatest customer value during which stage(s) of the purchasing process?
A) recognition of needs
B) evaluation of alternatives
C) purchase decisions
D) both a and b above
E) both a and c above
Q3) Developing product specifications involves developing a precise statement of a product's requirements and tolerances.
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
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Sample Questions
Q1) Written sales proposals have all of the following advantages over oral sales proposals <b>except</b>:
A) they often help buyer-seller communications.
B) they may be read and evaluated over time.
C) they are less expensive and quicker to prepare.
D) they lessen the chance of misunderstandings.
E) all of the above are advantages of written sales proposals.
Q2) Direct marketing organizations such as Mary Kay Cosmetics and Cutco usually train their salespeople to use a standardized type of sales presentation.
A)True
B)False
Q3) Written sales proposals have the following advantage:
A) less chance of misunderstanding because both parties do not have to rely on memory.
B) improve communication to buying or executive committees.
C) durability that allows multiple readings and evaluations.
D) both a and b above.
E) all of the above.
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Chapter 6: Sales Force Organization
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76 Verified Questions
76 Flashcards
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Sample Questions
Q1) If a company's objective is to minimize total sales force costs, then a generalist sales force structure is the best option for organizing your sales force.
A)True
B)False
Q2) Executives generally expect more and more sales forces to be organized according to the type of customer.
A)True
B)False
Q3) Relatively smaller territories and reduced travel time and expenses are advantages related to which organizational approach?
A) geographical
B) product
C) customer
D) matrix
E) functional
Q4) Organizing along product lines is the most common form of sales force organization today.
A)True B)False
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Chapter 7: Recruiting and Selecting Personnel
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87 Verified Questions
87 Flashcards
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Sample Questions
Q1) One of the best ways to identify salesperson critical success factors is to send an observer into the field to see what is going on.
A)True
B)False
Q2) As the sales manager, you have just finished establishing your firm's procedures for selecting salespeople. Assuming that you have followed a typical sequential filtering process and assuming the following numbers for each step in the process,
1 = interviews
2 = examinations
3 = evaluating application blanks
4 = background checks
Then the correct procedure your recruiters will follow is:
A) 2, 1, 3, 4.
B) 3, 1, 2, 4.
C) 4, 1, 2, 3.
D) 1, 2, 3, 4.
E) The sequence of the steps does not matter.
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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) The subjects covered in a formal sales training program depend on:
A) the products being sold.
B) the sales trainer.
C) the background of the people being hired.
D) all of the above.
E) both a and c of the above.
Q2) With respect to using company records in analyzing training needs (and according to your text), companies typically use which of the following data analysis techniques to determine sales training needs:
A) Saturation analysis
B) Cross population analysis.
C) Cross tabulation analysis.
D) Cross association analysis.
E) None of the above.
Q3) The main advantage of centralized training is that:
A) top level managers are available.
B) it has a relatively inexpensive cost.
C) the quality and consistency of training.
D) it moves the learning process closer to customers.
E) it reduces travel expenses.
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Chapter 9: Leadership
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91 Verified Questions
91 Flashcards
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Sample Questions
Q1) As a newly hired salesperson, you have been assigned to a territory where your manager basically communicates in a style that tells you when and how to close a sale, with little opportunity for feedback or questions from you. This is an example of which leadership style?
A) telling
B) delegating
C) supporting
D) selling
E) authoritative
Q2) As a first-line sales manager, which of the following activities best describes your attempts to enhance your self-understanding?
A) Share power with others by involving them in setting objectives and planning.
B) Conduct an anonymous survey asking the sales force and upper management to rate your effectiveness.
C) Be more proactive in delegating authority to others.
D) Communicate your beliefs throughout the organization.
E) Seek information from your salespeople about their satisfaction levels with their customers.
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Chapter 10: Ethical Leadership
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Sample Questions
Q1) A code of moral behavior followed by a particular group is best termed as:
A) secularization.
B) Disabilities Act.
C) Robinson-Patman Act.
D) work place etiquette.
E) ethics.
Q2) An agreement among sales managers in the aluminum siding industry is not an ethical issue.
A)True
B)False
Q3) Ethical problems are usually the result of poor decisions by individual salespeople or company policies that encourage wrong doing.
A)True
B)False
Q4) Kickbacks are ethical if the amount is small (less than $500) and the company awarded the contract offered the best price anyway.
A)True
B)False
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Page 12
Chapter 11: Motivating Salespeople
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88 Verified Questions
88 Flashcards
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Sample Questions
Q1) As a sales manager, it may well be up to you to select the prizes for a sales contest. Which of the following is(are) <b>TRUE</b> about prizes?
A) You should set up the contest so that most of the sales force (more than 50%) will be motivated to win something.
B) Merchandise is the most frequently given award because tangible items can be displayed to the sales force, featured in promotional material, and purchased at wholesale prices.
C) The incentive sales meeting, in an exotic location, is decreasing in popularity. This is largely due to increased cost and the fact that the very people who need exposure to such meetings often fail to qualify for the award.
D) All of the above.
E) None of the above.
Q2) Herzberg's Motivation Theory referred to the desire for unfulfilled needs as:
A) deficiency factors.
B) motivation factors.
C) achievement factors.
D) hygiene factors.
E) ego factors.
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Chapter 12: Compensating Salespeople
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84 Verified Questions
84 Flashcards
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Sample Questions
Q1) Which of the following accurately describe per diem expense plans?
A) a floating rate of reimbursement is used depending on the situation.
B) expenses come from commissions.
C) a fixed dollar amount is paid for each day or week in the field.
D) a ceiling amount is set for payment in all circumstances.
E) none of the above.
Q2) The primary benefit of salary-plus-commission plans is they allow the compensation program to be tailored to the needs of a particular firm.
A)True
B)False
Q3) The major drawback to salary plus commission plans is that they are more expensive and more costly to administer.
A)True
B)False
Q4) Benefit packages amount to a negligible portion of the cost of keeping a salesperson in the field.
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) Focusing on the different types of activities carried out by field representatives is an inherent part of:
A) behavioral control systems.
B) outcome control systems.
C) output management.
D) territorial management.
E) portfolio management.
Q2) One significant problem with successful implementation of behavioral control systems is that there is no reliable mechanism to gather the necessary information.
A)True
B)False
Q3) The relative performance efficiency index allows sales managers to review and compare the accomplishments of their sales force along several input/output dimensions simultaneously.
A)True
B)False
Q4) An assessment of sales results is usually very rare in evaluation systems.
A)True
B)False
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Chapter 14: Estimating Potentials and Forecasting Sales
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85 Verified Questions
85 Flashcards
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Sample Questions
Q1) Managers rarely need forecasts for designing sales territories.
A)True
B)False
Q2) When using an exponential smoothing constant of 0.85, forecasts tend to:
A) lag behind.
B) overestimate sales at turning points.
C) be identical to naïve forecasts.
D) both a and c are correct.
E) none of the above.
Q3) With the sales force composite method, salespeople project sales volumes for customers in their own territory, and then the aggregated estimates are reviewed by higher management.
A)True
B)False
Q4) A limitation of simple regression forecasting is the assumption that sales follow a linear pattern.
A)True
B)False
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Page 16
Chapter 15: Territory Design
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47 Flashcards
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Sample Questions
Q1) Computer programs are increasingly being used to design sales territories.
A)True
B)False
Q2) The Ringer Company, a manufacturer of decorator doorbells, has hired you as their new sales manager. Management has decided to change from their current open sales organization to one using sales territories. It's up to you to design these territories. In which order will you complete the following steps?
1) Select geographic control unit.
2) Decide on allocation criteria.
3) Choose starting points.
4) Combine adjacent control units.
5) Compare territories on allocation criteria.
A) 2, 5, 4, 1, 3
B) 4, 5, 2, 3, 1
C) 2, 4, 5, 3, 1
D) 4, 2, 5, 1, 3
E) none of the above
Q3) When designing territories, a firm should first select control unites.
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) There is likely to be a high sales carryover when:
A) the product is mature.
B) there is strong brand equity.
C) the product is identical to a competitor's.
D) only a and b above.
E) a, b, and c are all indicators of high sales carryover.
Q2) The sales force sizing approach that is based on the sales costs and profit targets is known as the
A) workload approach
B) sales effort approach
C) sales response approach
D) percent of sales approach
E) none of the above
Q3) The sales response approach to determining sales force size is based on the relationship between sales force effort and the sales response.
A)True
B)False
Q4) If the sales force needs to be downsized, then it is best to do it gradually.
A)True
B)False
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