Top 50+ Solved Managing the Sales Force MCQ Questions Answer
Q. ………………involves identifying activities management feels the salespeople should performto produce the desired results.
a. SWOT analysis
b. Environmental audit
c. Training analysis
d. Needs assessment
Q. Which of the following is NOT an example of behavioral measures used to evaluatesalespeople?
a. assessment of salesperson's attitude and attention to customers
b. product knowledge and selling and communication skills
c. appearance and professional demeanor
d. accounts generated and profit achieved
Q. Which are the most basic forms of the sales organization?
a. Line sales organization
b. Line and staff sales organization
c. Functional sales organization
d. None of the above
Q. Companies engage in sales training to:
a. increase absenteeism and turnover
b. increase selling costs
c. decrease sales volume
d. change or reinforce behavior that makes salespeople more efficient
Q. The formula N = S/P (1 + T) is for………………
a. Workload
b. Sales potential (or breakdown)
c. Incremental
d. None of the above
Q. The sales force can play a central role in achieving a marketing orientation strategy, by
a. Maintaining infrequent contact with customer
b. Collecting and disseminating market information
c. Focusing on cutting costs
d. Following the competition's lead
Q. From management's point of view, what is the advantage of a straight salary compensationplan?
a. With a straight salary plan, selling costs are kept in proportion to sales.
b. The straight salary plan is simple and economical to administer.
c. With a straight salary plan, salespeople have the assurance of positive feedback.
d. A straight salary plan links performance to leadership style.
Q. The most critical impact to a sales organization affected by down-sizing is that:
a. The sales team is de-motivated
b. The company must recalculate sales budgets
c. The sales workload must be redistributed
d. Customers may change suppliers due to severed relationship with salesperson
Q. The three major tasks involved in the implementation stage of the sales management process are:
a. salesforce recruitment and selection, salesforce training, and salesforce motivation and compensation.
b. Developing account management policies, implementing the account management policies, correcting the account management policies.
c. Setting sales objectives, organizing the salesforce, and developing account management policies.
d. Organizing the salesforce, quantitative assessment, and follow-up.
Q. In which method does the net profits will increase when additional salespeople are added, If the increase in the amount of sales revenue exceed the incremental costs?
a. Workload
b. Sales potential (or breakdown)
c. Incremental
d. None of the above
Q. An effective sales plan objective should be:
a. Precise, measurable, and time specific.
b. General, measurable, and flexible.
c. Profitable, subjective, and measurable.
d. Precise, profitable, and flexible.
Q. If a company chooses to employ its own sales force, the three organizational structures itmay use are:
a. Dollar volume, geography, and customer.
b. Geography, customer, and product.
c. Geography, market size, and product.
d. Market size, product, and customer.
Q. ………………is teaching how to do the jobs.
a. Sales personnel
b. Sales target
c. Sales force training
d. Induction
Q. Which of the following is NOT one of the major factors affecting how compensation isstructured for a sales force?
a. wage level in relation to salespeople in other organizations in the industry
b. salesperson's individual wage
c. wage structure for the sales force
d. number of new customers in each sales territory
Q. Which of the following elements is NOT used for determining the size of a sales force inthe workload method?
a. Number of salespeople.
b. Number of customers.
c. Length of an average call.
d. Number of years in sales experience