Top 50+ Solved Managing the Sales Force MCQ Questions Answer
Q. The most frequently used type of compensation plan is a:
a. Straight salary compensation plan.
b. Straight commission compensation plan.
c. Combination compensation plan.
d. Weighted compensation plan.
Q. In medium and large firms, one would find the………………types of organization
a. Line sales organization
b. Line and staff sales organization
c. Functional sales organization
d. None of the above
Q. The first step in determining how a firm's sales force compensation program will bestructured is to determine the:
a. Wage level relative 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. When commission is combined with a base salary it is known as………………
a. Commission based compensation plans
b. Straight salary compensation plan
c. Territory volume compensation plans
d. Profit margin/ revenue based sales compensation plans
Q. There are three interrelated elements of rewards for salespeople. One of the elements isnonfinancial compensation and includes:
a. Recognition dinners, certificates of achievement, and features in sales newsletters
b. Larger accounts and sales territories
c. Personal development opportunities, merit salary increases, and promotions
d. Promotions, certificates of achievement, and larger sales territories
Q. Research relating sales people’s personal characteristics to sales aptitude and job performance suggests there is no single set of traits and abilities that sales managers can use as criteria for deciding what kind of recruits to hire is known as…………..
a. Job analysis
b. Physical examination
c. Projective tests
d. Training
Q. All of the following would be major sales force management decision steps EXCEPT:
a. Designing sales force strategy and structure.
b. Supervising salespeople.
c. Global management and marketing structures.
d. Recruiting and selecting salespeople.
Q. In which organizational structure, all sales personnel receive direction from, and areaccountable to different executives, on different aspects of their work?
a. Line sales organization
b. Line and staff sales organization
c. Functional sales organization
d. None of the above
Q. Which of the following WOULD NOT be a method of establishing sales force structure?
a. Territorial sales force structure.
b. Lifestyle sales force structure.
c. Product sales force structure.
d. Customer sales force structure.
Q. In which type of compensation plan there is no incentives?
a. Commission based compensation plans
b. Straight salary compensation plan
c. Territory volume compensation plans
d. Profit margin/ revenue based sales compensation plans
Q. Tests of intelligence tests are known as…………………
a. Projective tests
b. Tests of habitual characteristics
c. Tests of ability
d. Achievement tests
Q. There are three interrelated elements of rewards for salespeople. One of the elements isdirect financial rewards and includes:
a. Salary, commission, and career advancement
b. Merit salary increases, commission, and better territory
c. Merit salary increases, bonuses, and commissions
d. Larger sales territories, bonuses, insurance, and a certificate of achievement
Q. Which is of these is how sales is in the 21st Century?
a. Keep tabs on changing technologies
b. Treat sales personnel as equals
c. Executive selling for high level accounts
d. Work closely with internal departments
Q. Which is a way to move toward relationship selling versus transactional selling?
a. All of the above a ways to move toward relationship selling
b. Price for profit
c. Retain Accounts
d. Preferred Suppliers
Q. ______ is business sell lists of prospects.
a. Cold canvassing
b. Company sources
c. External referral agencies
d. Published directories