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Sales Management 79 Test 2 Ultimate Question Set With Correct Answers: Get Ready to Shine £6.53
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Sales Management 79 Test 2 Ultimate Question Set With Correct Answers: Get Ready to Shine

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  • Module
  • Sales Management
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  • Sales Management

________ tends to attract the most highly skilled salespeople; it fosters independence of action and is easy to understand; it may lead to poor morale among the lower-paid personnel; and under this plan salespeople are tempted to sell themselves rather than the company." - ️️Straight Commiss...

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  • October 2, 2024
  • 8
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers

Subjects

  • sales management

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  • Sales Management
  • Sales Management

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Sales Management 79 Test 2 Ultimate
Question Set: Get Ready to Shine
________ tends to attract the most highly skilled salespeople; it fosters independence

of action and is easy to understand; it may lead to poor morale among the lower-paid

personnel; and under this plan salespeople are tempted to sell themselves rather than the

company." - ✔ ✔ Straight Commission

When Joe, the regional sales manager at a medium-sized packaged goods company,

made his decision to fire a salesperson because he felt the salesperson was not earning

the highest profits possible given the potential of the territory, Joe was using which

moral philosophy? - ✔ ✔ Shareholder view.

When more than one individual works together to make a sale, the selling process is

described as: - ✔ ✔ team selling.

Which of the following are characteristics of employees in the disengagement phase? - ✔ ✔ feeling a
loss of focus

less satisfied with their job

a decrease in sales performance

Which of the following are examples of activity quotas? - ✔ ✔ calls on new accounts

product demonstrations

number of calls per day

proposals submitted

You are well aware that your salespeople look up to you for advice and guidance. In a

sense you are a constant role model. However, you also know that without _________,

. Detailed call reports allow sales managers to set activity objectives for individual

salespeople and then measure results. - ✔ ✔ true

, . If 10 people leave for jobs with other companies, 3 retire, 8 are assigned to larger

territories, and 3 are promoted to sales management positions, what is the turnover rate

for this past year if the average size of the sales force was 65 people? - ✔ ✔ 25%

A complete training needs analysis includes which of the following? - ✔ ✔ review of the firm's
strategic objectives

A major objective of a well-designed compensation package is to: - ✔ ✔ Increase sales and revenues

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 - ✔ ✔ four qualified candidates and the company president's daughter who was
unqualified

A typical sales contest lasts for a year, a period of time that allows each salesperson to

cover his or her territory completely and encourages maximum sell-through of the

products - ✔ ✔ False

According to class discussions, the most frequent area for ethical abuse in a sales

organization usually occurs with: - ✔ ✔ expenses accounts.

According to compensation surveys, sales managers typically earn less than the top reps

in their district when sales reps are on an incentive-based plan. - ✔ ✔ True

According to Expectancy Theory a salesperson will be motivated to work harder when

they believe that greater effort will lead to greater performance. - ✔ ✔ true

According to Maslow's Hierarchy, a sales manager's habit of giving fancier automobiles

to his/ her senior salespeople is an example of an attempt to satisfy their "belongingness

and social needs." - ✔ ✔ False

According to the class discussions, entertaining customers should be a complementary

part of a salesperson's relationship strategy, not the sole selling strategy. - ✔ ✔ True

According to the Customer-Product Matrix, sales positions that focus primarily on new

business development require a greater proportion of salary than incentive. - ✔ ✔ False

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