Quizz Chap#01 Introduction to Sales Management
Question 1: Which of the following is NOT a feature of a good close?
overcoming the buyer's objections
Question 2: Which of the following is NOT an issue in transactional sales?
The product is customizable for each buyer depending on the buyer's needs.
Question 3: Which of the following is an example of a SMART goal?
to go from selling 500 units per month to 1000 units per month in 10 months
Question 4: All of the following are skills a sales manager must be able to perform EXCEPT:
leading the department in selling a personal quota
Question 5: All of the following are types
of questions in the SPIN technique EXCEPT
questions that ask the buyer to take the next step
Question 6: The different dimensions of customer relationship
management include all of the following EXCEPT
strategies to choose different types of salespeople to sell different products
Question 7: All of the following are challenges sales executives face as
they implement a sales plan EXCEPT:
determining which type of salespeople will be used for each product
Question 8: Enterprise selling requires a partnership between
a selling organization and a buying organization
Question 9: Finding a sustainable competitive advantage is difficult because
many advantages (product and low price) can be mimicked by other companies
Question 10: Depending on the sales approach used
the salesperson may or may not need to follow all eight steps in sequential order
Question 11: Consultative selling is most appropriate in a situation in which:
the salesperson has enough experience in the industry to understand the buyer's situation
Question 12: The logical next step after a salesperson alleviates a buyer's objections is closing the sale
Question 13: Which of the following is a way a company can expand
into markets in a foreign country without opening another facility in that country?
moving its manufacturing plant to that country
Question 14: Which of the following characteristics is useful for both
salespeople and sales managers?
the ability to understand the sales process
Question 15: Which of the following is a determination made by a sales
executive during the process of organizing?
Which type of sales force to use for each product
Question 16: In an affiliative selling situation, the salesperson spends more time developing:
the buyer's trust and friendship
Question 17: Buyers are more likely to buy a product if the salesperson can show why it
is the best solution to a buyer's existing problem
Question 18: A salesperson should not conduct a presentation of the
product until he or she has determined that:
the buyer has the money, authority, and desire to buy the product
Question 19: What are the key differences between market penetration and product development?
Market penetration focuses on current products to existing markets,
while product development focuses on new products to existing markets.
Question 20: Monitoring is an important duty for sales executives
because it allows them to determine if
the correct sales methods have been chosen and are being followed Quizz Chap#02
Sales Function and sales multichannel environment
Question 1: Marianne Tocaros is a retail sales rep for a jewelry store. She
works only on commission. Which of the following MUST BE true about Marianne?
She only earns money if she makes a sale.
Question 2: Anderson Financial is embarking on a system-wide review
of their sales and service process. In order to serve customers most
efficiently and create profits for the company, Anderson could use a
combination of all of the following EXCEPT: competing metrics
Question 3: If a company wanted to keep its salespeople within the
company but wanted to outsource non-sales jobs, all of the following jobs could be outsourced EXCEPT
providing customers with pricing and product information before the sale
Question 4: The Board of Directors of GenTech Corporation, which
manufactures silicone parts for use in surgical procedures, is urging the
company's management to convert to an electronic data interchange
system. Which of the following is NOT an advantage of electronic data interchange (EDI)? increased human interaction
Question 5: What does the word "purify" mean in terms of the sales function?
It means to change the ways non-sales activities occur so they cost the company less.
Question 6: Jerry Rodriguez uses his car as his center of activity in his
job selling energy drinks for LiquidZing Unlimited. All day he drives
from customer site to customer site for sales meetings. Jerry is considered: a field rep
Question 7: Apex Ink Producers is considering moving from using its
current salesperson-based sales channel to a multiple channel model.
Which of the following is a reason Apex would use multiple sales
channels instead of a single channel?
The company's customers would like to purchase products using various methods.
Question 8: Outsourcing is an increasingly-popular method of increasing
profits. In what way can outsourcing selling activity benefit a company financially?
Outsourced salespeople cost the company less money per sale.
Question 9: In what type of sales situation is a broker commonly used?
when the buyer is in one country and the seller is in another
Question 10: Trade representatives sell to:
organizations that then sell to retail customers
Question 11: Another word for "channel" in the phrase "sales channel" is: method
Question 12: Manufacturer's reps and distributors are both outsourced
salespeople for a company. In what way is a manufacturer's rep different from a distributor?
A manufacturer's rep does not keep an inventory of products, while a distributor does.
Question 13: A manufacturer's rep can sell one single product line, or can
sell for non-competing companies (also known as "principals"). What
would be the main advantage for the manufacturer's rep of selling multiple product lines?
The manufacturer's rep would then become a "one-stop shop" for that
industry, and would be able to leverage interest in one product line to sell
more of others to the same customers.
Question 14: An advantage of outsourcing the sales function is that
selling costs can be shared with other manufacturers. If a company
manufactures spark plugs, which would be the best company for them to
share their outsourced salespeople with?
a company that manufactures fan belts
Quizz Chap#03 Leadership the Sales Force
Question 1: All of the following are behaviors leaders can choose to
enact, depending on the situation, according to Hersey and Blanchard's
Situational Leader model EXCEPT: Implementing
Question 2: All of the following are recurring themes involved in
developing global leaders EXCEPT hierarchies
Question 3: All of the following are considered leadership behaviors EXCEPT
Organizing and creating structures that streamline work
Question 4: Which of the following is a practice of a leader, NOT a manager? providing direction and vision
Question 5: Formal power refers to power that comes from:
the position the person holds in an organization
Question 6: Legitimate power differs from reward power in that
legitimate power is solely from the position in the hierarchy, while reward
power is the power to give praise and rewards
Question 7: From a salesperson's perspective, the characteristics of a good manager
include flexibility and a team orientation
Question 8: Time spent with employees to help them with the day-to-day
responsibilities of their jobs is: supervision
Question 9: Leaders who want to develop others as they develop themselves need to have
good moral character and concern for others
Question 10: A long-term relationship in which a senior supports the
personal and professional development of a junior person is called mentoring
Question 11: A sales manager notices that all the accounts in one
particular geographic territory have reduced their orders by 15%. She
researches the issue and discovers that government funding in that state
has been cut by 15%. When the manager begins to look for a way to
increase sales despite the funding cuts, she is engaging in which managerial activity? problem solving
Question 12: 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? Supporting
Question 13: A team will function better if the manager takes the time initially to:
structure the team and organize it, so each member's duties and roles are clear
Question 14: An option for sales teams with members in different geographic locations is to work in virtual teams
Question 15: Which of the following expresses the relationship between
a leader and a manager in a well-functioning organization?
The leader and manager work together to make sure that the organization
has both forward motion and an efficient system.
Question 16: One great challenge for managers of sales teams is:
determining how to compensate the different members of the team equitably
Question 17: A leader with a high level of emotional intelligence will create an environment of:
trust-building, risk-taking, and high productivity
Question 18: A set of managerial skills that has become more important
for sales managers to develop in recent years is:
managing and organizing teams of salespeople
Question 19: A manager with charismatic power can induce followers to
accomplish the most. However, this is only positive if:
the manager acts in an ethical manner and encourages followers to do the same
Question 20: Many of the behaviors that are typical of good managers:
involve setting definite boundaries so employees know what to expect and what is expected of them