Activities that sales managers might spend time on during the

Activities that sales managers might spend time on during theQuestions Question 1Activities that sales managers might spend time on during the planning and implementation of sales training include all of the following exceptQuestion options:arranging for salespeople to work with key personnel in various departments in the firm to become familiar with their functions.enrolling salespeople in professional workshops or training programs.accompanying salespeople in the field to critique their sales behavior and reinforce other training.managing the recruitment and selection of new salespeople.Question 2These training methods are best used as supplemental training to update the salesforce, reinforce previous training, or to provide basic materials to be covered in more detail at a later date.Question options:On-the-jobBehavioral simulationsEase studiesAbsorptionQuestion 3The purpose of sales training needs assessment is to compare the specific performance-related skills, attitudes, perceptions, and behaviors required for salesforce success to theQuestion options:salesforce rating results of a customer survey.performance test results of each salesperson.job analysis of each sales position.state of readiness of the salesforce.Question 4Answers to the what, when, where, and how questions are finalized during this step in the sales training process.Question options:Assess sales training needsPerform sales trainingDesign the sales training programFollow-up and evaluationQuestion 5Which of the following forms of on-the-job training is often used to groom salespeople for management positions?Question options:Filling in for vacationing salespeopleJob rotationWorking with a senior salespersonWorking with a sales manager who acts as a “coach”Question 6A sales training workshop devoted to communicating the importance of qualifying prospects would be aimed at teaching salespeople how to work with this type of buyer:Question options:The sales job facilitatorThe persuaderThe hard bargainerThe socializerQuestion 7A _______ is an investigation of the task, duties, and responsibilities of the sales job.Question options:customer surveyjob analysiscompetitor surveyperformance testingQuestion 8Sales training covering aspects of customer knowledge may include information on all of the following subjects exceptQuestion options:buying motives.customer needs.buyer personalities.buyers’ competitors.Question 9Which of the following media can be used to train the salesforce?Question options:Internettelephone conferencingvideoconferencingAny or all of the above may be usedQuestion 10Which one of the following training method features lectures, demonstrations, and group discussion with expert trainers serving as instructors?Question options:On-the-jobBehavioral simulationsAbsorptionClassroom/conferenceQuestion 11The final step in the sales training process isQuestion options:designing the sales training program.assessing sales training needs.performing sales training.conducting follow-up and evaluation.Question 12A _______ defines expected behavior for salespeople.Question options:customer surveyjob analysiscompetitor surveyperformance testingQuestion 13Which one of the following key questions should be asked when evaluating alternatives for training?Question options:Which method (or methods) and media are best suited for conducting the training?Which method will require the least amount of time away from active selling?Which method is the least expensive?Which media is the most attractive to upper-management levels?Question 14Initiation to task is the degreeQuestion options:to which the salesperson has managed to prioritize tasks in a way that will ensure success.of personal satisfaction that the sales trainee feels in his or her job.to which a sales trainee feels competent and accepted as a working partner.of training that the sales trainee has received.Question 15According to the text, a common mistake made by salespeople who need training on sales techniques isQuestion options:under-controlling the sales call.too much preplanning of sales calls.not spending enough time with old customers.failing to effectively confirm the sale.Question 16Among the following, which is one of the most popular sales training topics?Question options:Salesperson etiquetteProduct knowledgeHow to file expense reimbursement vouchersHow to handle the replacement of defective productsQuestion 17A sales training workshop devoted to teaching psychologically oriented sales strategies (such as transactional analysis) would be aimed at teaching salespeople how to work with this type of buyer:Question options:The sales job facilitatorThe persuaderThe hard bargainerThe socializerQuestion 18In general, companies rely most heavily on ________ to conduct sales training.Question options:outside training consultantsspecialized schoolsmass-produced videotapestheir own personnelQuestion 19A sales training workshop devoted to discussing the ethical and legal implications of transacting business would be aimed at teaching salespeople how to work with this type of buyer:Question options:The sales job facilitatorThe persuaderThe hard bargainerThe socializerQuestion 20With regard to salesforce socialization, role definition isQuestion options:the degree to which the salesperson has managed to prioritize tasks in a way that will ensure success.personal satisfaction that the sales trainee feels in his or her job.the degree to which a sales trainee feels competent and accepted as a working partner.an understanding of what tasks are to be performed, what the priorities of the tasks are, and how time should be allocated among tasks.Online Exam 5Question 21The concept of repetition suggests thatQuestion options:as soon as possible after a sales training meeting, the sales manager should attempt to visit with each salesperson individually to reinforce what he or she has learned.by focusing on information related to the most recent sales call the salesperson has made, a self-evaluation of his or her performance can result in improved future performance.if a salesperson can draw on the enthusiasm generated by a recent successful sales call, he or she will be more effective.sales managers should make a practice of holding coaching sessions after each sales call to help reinforce the suggestions given.Question 22If a salesperson made this statement regarding his sales manager, “I like him personally and regard him as a friend,” the manager is likely exercising what type of power?Question options:Expert powerReferent powerLegitimate powerReward powerQuestion 23Researchers have tried to determine the personality characteristics an effective leader should have by using the _______ method.Question options:behavior approach.properties method.contingency approach.trait approach.Question 24Which of the following is not a specific aspect of a transformational leadership style?Question options:Articulates a visionProvides an appropriate modelFosters the acceptance of group goalsIs dictatorialQuestion 25If a salesperson made this statement regarding his/her sales manager, “He is in a good position to recommend promotions or permit special privileges for me,” the manager is probably using what type of power?Question options:Expert powerReferent powerLegitimate powerReward powerQuestion 26Which one of the following approaches to leadership considers situational factors such as the firm’s marketing orientation in determining which leadership methods would be appropriate?Question options:Behavior approachAttribute theoryContingency approachState of nature approachQuestion 27A _______ is represented by an orientation toward inspiring subordinates to engage in desired behavior and perform at high levels.Question options:transactional leadership styletransformational leadership styleleader-member exchange leadership stylesupervisory leadership styleQuestion 28_______ is based on the belief that one party can remove rewards and provide punishment to affect behavior.Question options:Expert powerReferent powerLegitimate powerCoercive powerQuestion 29With this type of influence strategy, circumstances are controlled to influence behavior.Question options:ThreatsPersuasionManipulationDominationQuestion 30The ultimate success of sales meetings depends on the planning and execution of activities such asQuestion options:communicating with all parties before the meeting.checking site arrangements and arranging for audiovisual support.preparing materials for the meeting.All of the above.Question 31Organizational strategy that promotes giving managers free rein with personal ethics applied only on an individual basis is part of this type of ethical management:Question options:Immoral managementIncorruptible managementMoral managementAmoral managementQuestion 32In their dealings with salespeople, sales managers have been criticized for placing too much emphasis onQuestion options:reward and coercive power.legitimate and reward power.coercive and referent power.expert and referent power.Question 33Which of the following statements regarding a sales manager’s use of coaching is false?Question options:Coaching can occur during short meetings of the entire sales team.Coaching sessions may take place in the office or during the sales manager’s field visits with salespeople.The essence of coaching is providing guidance and feedback as soon as possible after an appropriate event.Coaching is most effective during scheduled team meetings with salespeople.Question 34Which approach to leadership seeks to catalog behaviors associated with effective leadership?Question options:Behavior approachAttribute theoryContingency approachState of nature approachQuestion 35The expert and referent power bases are extremely critical in the use of this type of influence strategy:Question options:RelationshipsDominationPersuasionThreatsQuestion 36When a sales manager provides the salesperson with information about whether a desired outcome was achieved, he or she is using this coaching technique:Question options:Outcome feedbackRepetitionCognitive feedbackSharing informationQuestion 37In coaching the salesforce, the sales manager may use all of the following learning tools or concepts exceptQuestion options:outcome feedback.principle of recency.absorption training.repetition.Question 38An immoral manager would most likely follow this orientation in meeting his or her organizational goals:Question options:Profitability within the confines of legal obedience and ethical standardsProfitability is not important, since the firm’s purpose is to serve the public’s needsProfitability only, with no other goals consideredProfitability and organizational success at any priceQuestion 39Sales managers may use different influence strategies according to the situational demands. Influence strategies may be based on all of the following exceptQuestion options:relationships.domination.persuasion.threats.Question 40_______ is associated with the right to be a leader, usually as a result of designated organizational roles.Question options:Expert powerReferent powerLegitimate powerReward power