FiltersDone

Question type

Essay

Multiple Choice

Short Answer

True False

Matching

Exam 11: Sales Management and Sales 2.0

Show Answer

Share

---

All types

Filters

Study FlashcardsPractice ExamLearn

Question 31

Short Answer

Review LaterAdd Note

Review Later

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

Correct Answer

verified

Show Answer

Question 32

True/False

Review LaterAdd Note

Review Later

When developing a performance evaluation method, Karen (VP of Sales) should make sure the method is flexible enough to be different for each individual salesperson.

Correct Answer

verified

Show Answer

Question 33

Short Answer

Review LaterAdd Note

The number of individuals reported each sales manager is called ________of control.

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

Audits are best conducted by people inside the organization because they know and understand the salesforce.

Front-line sales managers are also called field sales managers.

Jamison Co.'s salesforce has always had trouble gaining market share despite having superior products at competitive prices. Which of the following "best practices" should the company consider employing?

Once the sales training alternatives are evaluated, sales training objectives should be set.

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

Susan is classifying her accounts into categories so that she can develop the appropriate relationship strategy for each category. Susan is working on her selling strategy.

Management in organizations in which greater authority and responsibility are placed at higher management levels is said to be:

Most sales organizations compensate salespeople with a combination of salary and commission.

One of the advantages of organizing the salesforce by product is management control over selling effort allocated to products.

Which of the following is a type of reward/compensation system used to motivate and compensate salespeople?

The most widely used system for dividing responsibility is to organize the salesforce on the basis of?

Planning for recruitment and selection is the first step in the recruitment and selection process.

Sales ____________ refers to sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis.

___________assess is the extent to which measures provide accurate assessments of the criteria they are intended to measure.

One of the goals of cloud computing is to make information available from a variety of communication devices.

Tom has just completed determining the job qualifications for a new position his company has open. His next step is to conduct a job analysis of that position.