SELL 2nd Canadian Edition By Raymound – Test Bank

Chapter 11 Sales Management and Sales 2.0
MULTICHOICE
1. In the introduction to Chapter 11, what did Steve Chandler suggest was the number one
job of a sales manager?
(A) set individual objectives for the sales force
(B) to focus on what needs to be improved by the sales team
(C) to set organizational strategy for the team and then execute
(D) to increase the optimism of everyone on the sales team
Answer : (D)
2. In the introduction to Chapter 11, what did Steve Chandler suggest was the sales
manager’s role in motivating salespeople?
(A) A sales manager should teach his or her team how to think optimistically on a day-to-day
basis.
(B) The sales manager’s role is to provide guidance to self-motivated salespeople.
(C) A sales manager should strive to generate high levels of enthusiasm at annual sales
meetings to motivate the sales team.
(D) The sales manager’s role is to monitor performance and reward those salespeople who
achieve assigned sales objectives.
Answer : (A)
3. What term does the textbook use for managing an organization’s personal selling function
through planning, implementing, and controlling?
(A) management by objective (MBO)
(B) sales management
(C) organizational strategy
(D) sales strategy
Answer : (B)
4. Mina’s responsibilities include planning, implementing, and controlling the personal
selling function for her organization. What is Mina’s job?
(A) human resources manager
(B) sales manager
(C) marketing product manager
(D) client services representative
Answer : (B)
5. In which stage of the sales management process does developing plans for selling to
individual customers or segments and integrating those plans with the firm’s corporate,
business, and marketing strategies take place?
(A) defining the strategic role of the selling function
(B) developing the salesforce
(C) directing the salesforce
(D) determining salesforce effectiveness and performance
Answer : (A)
6. In which stage of the sales management process does finding and developing the best
talent for the salesforce through recruiting, selection, and training take place?
(A) defining the strategic role of the selling function
(B) developing the salesforce
(C) directing the salesforce
(D) determining salesforce effectiveness and performance
Answer : (B)
7. In which stage of the sales management process does encouraging and helping
salespeople to achieve personal and organizational goals through effective leadership and
management activities take place?
(A) defining the strategic role of the selling function
(B) developing the salesforce
(C) directing the salesforce
(D) determining salesforce effectiveness and performance
Answer : (C)
8. In which stage of the sales management process does analyzing the market share and
sales growth performance of the organization take place?
(A) defining the strategic role of the selling function
(B) developing the salesforce
(C) directing the salesforce
(D) determining salesforce effectiveness and performance
Answer : (D)
9. According to the textbook, which of the following best summarizes the research findings
regarding sales management best practices?
(A) The best sales organizations focus primarily on recruiting, selection, and training, which
provide the talent necessary for superior performance.
(B) The best sales organizations focus on integrating sales with the other functional areas
within the organization.
(C) The best sales organizations perform all stages of the sales management process
effectively.
(D) The best sales organizations focus on profitability and everything else follows from that.
Answer : (C)
10. According to the textbook, which of the following best summarizes the research findings
regarding high-performing sales managers?
(A) The best sales managers focus primarily on recruiting, selection, and training, which
provide the talent necessary for superior performance.
(B) The best sales managers focus on integrating sales with the other functional areas within
the organization.
(C) The best sales managers focus primarily on achieving market share objectives.
(D) The best sales managers prepare their sales team for constant change by being role
models and mentoring salespeople.
Answer : (D)