Sales Management - Test 3

Front 1

TRUE or FALSE:

Sales managers that use stress interviewing justify itsuse, saying that salespeople must be able to think ontheir feet and react quickly to unanticipated questionsfrom customers.

Back 1

TRUE

Front 2

TRUE or FALSE:
The stress interview may alienate some of the bettercandidates

Back 2

TRUE

Front 3

The __________ is usually designed to getan in-depth look at the candidate.

Back 3

intensive interview

Front 4

In most sales organizations, __________have the ultimate responsibility for recruiting andselection.

•district sales managers

• regional sales managers

• sales managers with direct supervisory responsibility

• SBU managers

• vice presidents of sales

Back 4

sales managers with direct supervisory responsibility

Front 5

____________ is giving the recruit anaccurate portrayal of the job.

Back 5

achieving realism

Front 6

____________ is matching the capabilities ofthe recruit with the needs of the organization.

Back 6

achieving congruency

Front 7

entails an investigation of the tasks, duties, and responsibilities of a job

Back 7

job analysis

Front 8

refers to the aptitude, skills, knowledge, personal traits, and willingness to accept occupational conditions necessary to perform the job

Back 8

job qualifications

Front 9

a written summary of the job containing the job title, duties, administrative relationships, types of products sold, customer types, and other significant requirements

Back 9

job description

Front 10

TRUE or FALSE:

Customers may exploit a new salesperson's lack ofcompetitive knowledge by negotiating terms of sale thatmay be costly to the selling firm.

Back 10

TRUE

Front 11

This category of sales training methods involvesfurnishing trainees or salespeople with materials thatthey peruse without opportunity for immediate feedbackand questioning:

• On-the-job

• Behavioral simulations

• Case studies

• Classroom/conference

• Absorption

Back 11

absorption

Front 12

Sales training is conducted in

• home offices.

• central training facilities.

• manufacturing plants.

• hotels.

• any of the above.

Back 12

ANY

Front 13

A ______________ is an investigation of the task, duties,and responsibilities of the sales job.

• customer survey

• job analysis

• competitor survey

• performance testing

• salesforce audit

Back 13

job analysis

Front 14

If personal selling is prominent in the firm'smarketing strategy, some sort of _________ to helpdetermine sales training needs is highly recommended.

• customer survey

• job analysis

• competitor survey

• performance testing

• salesforce audit

Back 14

customer survey

Front 15

A ____________ asks salespeople to indicate areas ofneed that could be addressed by sales training.

• customer survey

• job analysis

• competitor survey

• salesforce survey

• salesforce audit

Back 15

salesforce survey

Front 16

Salespeople have an ongoing needto learn “how to sell,” includingquestioning, listening, developingtrust, and managing relationships

Back 16

sales techniques

Front 17

Salespeople must know theirproduct’s benefits, applications,competitive strengths, and limitations

Back 17

product knowledge

Front 18

Salespeople should know theircustomer needs, buying motives,buying procedures, and personalities

Back 18

customer knowledge

Front 19

Salespeople must know competitiveofferings in terms of strengths andweaknesses.

Back 19

competitive knowledge

Front 20

3 MAJOR steps to Recruitment/Selection Process

Back 20

1. Planning for Recruitment & Selection

2. Recruitment: Locating Prospective Candidates

3. Selection: Evaluation & Hiring