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Exam 11: Sales Management and Sales 2.0

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Question 21

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Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to asses sales training needs.

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Question 22

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CRM stands for Corporate Relationship Management.

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Question 23

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"Performance management" and "360-degree feedback" are essentially the same.

Which of the following is not one of the sources of power described in the text?

Giving salespeople continuous feedback in a positive manner is a sales management "best practice."

Sales managers must have a deep understanding of the personal selling function in order to manage the sales management process.

Tim has decided to conduct a sales analysis. He will be examining unit sales by district for each distribution channel. The one key decision regarding the sales analysis Tim still needs to make is _______?

A firm's sales strategy is important because it:

________ analysis evaluates the results from combining sales and cost data to identify and assess sales organization profitability.

Managing an organization's personal selling function to include planning, implementing, and controlling the sales management process is called:

The first stage of the recruitment and selection process is __________________ for recruitment and selection.

Managing an organizations personal selling function to include planning, implementing, and controlling the sales management process is called _____________________.

__________________ involves performance assessment of a salesperson for multiple sources having a relationship with the salesperson (i.e., customers, managers, staff).

A sales analysis is another name for a cost analysis.

Behavior-based evaluation methods include measuring the extent to which the salesperson made quota.

Motivation is comprised of three dimensions: ______________, ______________, and _____________.

An examination of the tasks, duties, and responsibilities of the sales job is called a job analysis.

________ analysis examines the sales organization's past, current, and future sales performance in comparison to projections, competition, and industry sales.

The use of multiple-person sales teams in dealing with multiple-person customer buying centers is referred to as _________________.

Sales forces in which salespeople sell only part of the product line are said to be: