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Sales Force Management Ch.1 Exam Questions and Answers Graded A+
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Sales Force Management Ch.1 Exam
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Sales Force Management Ch.1 ExamRelationship selling is: - answer Building long term associations with a select number of
carefully chosen accounts.
Sony Electronics sells its products through its own Sony retail stores, through traditional
retail stores (like Best Buy), and through its website sony.com. This most directly relates
to: - answer Complex channels of distribution
All of the following are common responsibilities of today's sales managers, EXCEPT: -
answer product design.
The sales job is different from other types of jobs in that normally a salesperson: -
answer Requires more social intelligence than other employees on the same level in the
organization.
Today's sales manager must be sensitive to individual needs, caring more about
communicating and coaching than: - answer monitoring and controlling
Salespeople often feel caught in the middle between the contradictory demands of the
people they must satisfy. This is known as: - answerRole conflict
Red Motley, a noted sales trainer and writer, once said, "Nothing happens until
somebody... - answer...sells something."
When using selling teams, firms tend to - answerAll of these.
If a salesperson can make an appointment with a C-level executive, the sales process
tends to be: - answershorter
Customer Relationship Management (CRM) refers to a program designed to: -
answerCustomer Relationship Management (CRM) refers to a program designed to:
In the text book's classification of types of sales jobs, which one of the following involves
the most complex problem solving? - answer
In the introduction to chapter 1, the textbook argues that it is critical for sales managers
to hire salespeople who: - answerlisten to customers
Excellent salespeople may not make good sales managers because: - answerSome of
the traits and skills needed to be a good sales rep are different from those needed to be
a successful manager.
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