Copyright

Sales Force Management Chapter Exam

Exam Instructions:

Choose your answers to the questions and click 'Next' to see the next set of questions. You can skip questions if you would like and come back to them later with the yellow "Go To First Skipped Question" button. When you have completed the practice exam, a green submit button will appear. Click it to see your results. Good luck!

Page 1

Question 1 1. What was one of the first products Medtronic developed?

Question 2 2. Which of the following was a sales tool used to increase sales at Medtronic?

Question 3 3. What is a Kaizen event?

Question 4 4. What is sales management?

Question 5 5. What is an important key for effective sales management?

Page 2

Question 6 6. What can help sales increase over the previous year?

Question 7 7. Which of the following is TRUE about personal selling?

Question 8 8.

Which of the following can sales management use to motivate the sales team?

A: Bonuses

B: Working conditions

C: Training classes

D: Job security

Question 9 9.

A sales team's duties can include which of the following?

A: Taking orders

B: Getting new customers

C: Answering customer calls

D: Responding to business letters

Question 10 10. If a steel manufacturing company had sales last month in the amount of $900,000, and the years of tenure of the 25 sales reps is 10 years, what is the sales by tenure metric?

Page 3

Question 11 11. What is the value in calculating the units per employee metric?

Question 12 12. Marcy is the HR manager at her company where a new employee gym was installed just six months ago. Upper management has charged Marcy with determining if the gym is a good investment. The company employs 250 on-site people, and according to the sign-in records, about 80 of them have been frequenting the gym on a regular basis. What can Marcy report as the utilization percent?

Question 13 13. Choose the best answer to explain the stair step commission structure.

Question 14 14. Choose the best answer to explain when the percent of sales method should be used.

Question 15 15. Choose the best answer to define commission.

Page 4

Question 16 16. CRM stands for _____.

Question 17 17. Using an existing customer's profile to find similar potential customers requires _____.

Question 18 18. When a customer researches a product on a mobile device, they _____.

Question 19 19. Lou and Bill, both salesmen at a car dealership, made a bet on who would sell the most cars one afternoon. A young woman entered the dealership looking for an inexpensive car to purchase. The woman stated that she only had $100 a month to spend. Bill wanted to win the bet so he convinced her by standing over her, yelled in a loud voice and even threatened to lock her in the car if she did not make the purchase. She bought a car she could not afford. What did Bill do?

Question 20 20. Jose Arugula knew his boss would give him a hard time about not putting enough hours in each week. So, to avoid the confrontation, Arugula added 8 more hours to his time card to make his required 40 hour week. This is an example of:

Page 5

Question 21 21. What is the real issue with inflating the number of sales calls a salesperson makes?

Question 22 22. Geordie is going through the S&OP planning process. He's asked each department in his company to provide him with information about their operations over the course of the last two years. Which step is Geordie in?

Question 23 23. Alonzo is leading the S&OP planning process at his company. Tomorrow, he will be leading a meeting in which they will look at what the impact of various changes to meet demand will have on the company. Which step is Alonzo in?

Question 24 24. The final stage of the S&OP planning process is the _____, where the S&OP plan is set and sent out to the company for implementation.

Question 25 25. Stan is paid $10 for each hour he works. Why is this an example of a wage?

Page 6

Question 26 26. Tabatha is an accountant. She's paid a base salary in addition to the possibility of more compensation if she exceeds the firm's minimum billable hours she's expected to generate. What is this type of compensation system called?

Question 27 27. John is working for an IT company based upon a contract and the company doesn't withhold any payroll taxes when it pays him. What does this mean for John and who is responsible for paying his taxes?

Question 28 28. Which of the following is an example of personal selling?

Question 29 29. What is high-pressure selling?

Question 30 30. Which of the following is an ethical issue that can occur with personal selling?

Sales Force Management Chapter Exam Instructions

Choose your answers to the questions and click 'Next' to see the next set of questions. You can skip questions if you would like and come back to them later with the yellow "Go To First Skipped Question" button. When you have completed the practice exam, a green submit button will appear. Click it to see your results. Good luck!

Marketing 306: Principles of Selling  /  Business Courses
Support