I already have exam answers and I need them reviewed and checked for incorrect responses.
4th step in preparing the annual sales budget is
identify specific market opportunities and problems
develop a preliminary allocation of resources
review and analyze the situation
communicate goals and objectives
general sales manager and director of marketing engage in
monthly and weekly planning
Firms that sell products to the government, military and commercial markets are
usually organized by
though most companies establish sales territories on a geographic basis, major
emphasis should be on
customers and prospects
travel time of the salespeople
of access to the customers' main production plants
4th step in the procedure for developing sales territories is
conduct an account analysis
develop a salesperson workload analysis
combine geographical control units into territories
assign salespeople to territories
4th step in a systematic process for recruiting salespeople is to
attract a pool of sales recruits
conduct a job analysis
select best recruits
prepare a job description
firms turn to _____ as their first source of new sales recruits
non-sales personnel within the company
4th step in systematic process for selecting salespeople is
Initial socializing occurs during recruiting, selecting and introductory
training. During the socialization process, the purpose of recruiting is
finding potential job applicants
giving recruits details about the company's philosophy and the salespersons
role in the organization.
telling recruits about the company.
getting recruits to apply.
4th step in the development of the sales training development process is
determine training objectives
conduct training needs assessment
determine responsibility, method of delivery, timing and location
develop the content of the training program
first figures studied in sales analysis are
direct selling costs
indirect selling costs
relationship between inputs (marketing efforts) and outputs (sales goals or
results) is known as input-output efficiency. From the data given below, what
is the efficiency ration?
(1) 3000 sales calls at $100
(2) 5000 telephone calls at $1
(3) 15 trade magazine advertisements at $1000
(4) Sell 2000 new office machines ($1000 ea.) @
$500 gross margin.
13. For a particular product line, sales during the
past year were about $15,000,000. Costs of goods were 10,000,000, sales
expenses were 1,200,000 and fixed costs of goods sold were 2,000,000. What was
the product lines contribution margin for the year?
14. Which of the following performance factors are
considered within the control of the salesperson?
a. competitive intensity
b. variation in company support
c. generating sales revenues
d. time allocation between account development and
15. The number of new accounts a salesperson
generates is an example of
a. behavior based measure
b. profitability measure
c. professional development measure
d. outcome based measure
16. The purpose of a quota dictates the kind of
quota the firm utilizes. For example, if management wants to increase market
share, it would use a
a. sales volume quota
b. financial quota
c. activity quota
d. profit quota
17. There are three successive stages of an
effective Performance Evaluation Monitoring System (PEMS). The phase in which
salespersons are allowed to ask the sales manager three key questions:
"Where am I going?" "How will I get there" "How will I
be measured" is called the _____ stage.
a. performance planning
b. performance appraisal
c. performance review
d. performance evaluation
18. Which of the following is incorrect with
respect to 360 degree performance appraisals?
a. They fit well with traditional organizational
b. They fit well with greater empowerment of
c. They fit well with working in teams
d. They are both multi-directional and
Peter Deutsch is a sales manager for an industrial products firm. He is
responsible for 20 salespeople - most of whom have been with the company ten
years or more. A particular concern for Mr. Deutsch is how to help his
salespeople to self-actualize. In terms of Maslow’s Need Theory, which of the
following approaches would be most appropriate to bring about sales force
A. Provide a balances package of fringe benefits for the salespeople.
B. Call regular sales meetings, make frequent telephone calls to individual
salespeople, visit salespeople in the field, and distribute a newsletter.
C. Provide promotional opportunities and public recognition for superior
D. Provide creative work experience, freedom, advanced education courses, and
self-development workshops as well as greater job control for the
When salespeople achieve or surpass a specified sales quota, they are often
given a monetary bonus and/or special recognition to reward them for their
performance as well as to motivate them to continue. This is/These are known
B. intrinsic rewards.
C. non-financial incentives.
D. an incentive program.
__________ sales meetings are considered the backbone of the communication
system and usually give salespeople the greatest support.
The maturity/maintenance stage is characterized by the affected
A. disengagement from work.
B. searching for a comfortable position.
C. seeking stabilization in occupation.
D. greater commitment to the firm.
The fourth step in developing the compensation plan for a sales force is
A. develop the compensation mix.
B. establish specific objectives.
C. prepare job descriptions.
D. determine general levels of compensation.
Which of the following trends in sales compensation focuses on customer
satisfaction and relationship building?
A. Signing bonuses
C. Tying sales compensation to productivity
D. Blending sales-oriented goals with organizational goals