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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 "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 does personal selling involve?

Question 2 2.

Which of the following are roles of sales management?

A: Hiring salespeople

B: Motivating salespeople

C: Providing direction for salespeople

D: Providing free meals for salespeople

Question 3 3.

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 4 4. 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 5 5. Penelope works for Cosmos Cars. She really needs to sell a high end car before month's end. A client she met would be the perfect candidate. In order to lure him to the showroom, Penelope sends a limousine to pick him up. In the limousine is a bottle of fine champagne, mini sandwiches and two front row, center court tickets to the Miami Heat game. What is Penelope doing?

Page 2

Question 6 6. 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:

Question 7 7. Using an existing customer's profile to find similar potential customers requires _____.

Question 8 8.

Possible new government regulations that will affect a sales force include which of the following:

i. allowing sales tax to be collected for online purchases

ii. increasing a company's duties in relation to a data breach

Question 9 9. When a customer researches a product on a mobile device, they _____.

Question 10 10. What is the value in calculating the units per employee metric?

Page 3

Question 11 11. 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 12 12. Why is it important to track production and sales metrics?

Question 13 13. Which of the following is an example of personal selling?

Question 14 14. Which of the following is an ethical issue that can occur with personal selling?

Question 15 15. Which of the following can be a legal issue with personal selling?

Page 4

Question 16 16. Who creates the sales expectations for a company?

Question 17 17. What is an important key for effective sales management?

Question 18 18. How can a sales manager inspire sales team members?

Question 19 19. Choose the best answer to explain a fixed amount commission structure.

Question 20 20. Choose the best answer to explain the stair step commission structure.

Page 5

Question 21 21. Choose the best answer to calculate a fixed amount structure.

Question 22 22. Tanya is negotiating with her employer about a new contract. They have agreed that she will be paid by commission. Identify which of the following BEST reflects such a deal:

Question 23 23. John is working for an IT company based upon a contract and the company doesn't withhold any payroll taxes when it pays him. Which is most likely true about John's employment?

Question 24 24. 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 25 25. 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?

Page 6

Question 26 26. Alexis's company is going through the S&OP planning process. They are going through an automated forecast and revising it to figure out what their sales cycle will likely be over the intermediate term. Alexis's company is in the _____ stage.

Question 27 27. If Company A has 50,000 units in a warehouse and can produce another 50,000 in the next month, then 100,000 is Company A's _____ for the month.

Question 28 28. What was one of the first products Medtronic developed?

Question 29 29. Which is the best example of a lean training program?

Question 30 30. Why did Medtronic use lean training to increase sales?

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 "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!

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