Course Sales and Sales Management
Test Module 8 Quiz
   
   
Status Completed
Attempt Score 42 out of 50 points
Time Elapsed 1 hour, 15 minutes
Results Displayed Submitted Answers, Feedback
  • Question 1

2 out of 2 points

Performance and conversion goals are the basis for _____ goals.
Selected Answer: b.

activity

  • Question 2

2 out of 2 points

A (n) _____ rate resembles a batting average; it is calculated by taking the number of sales and dividing by the number of calls.
Selected Answer: e.

conversion

  • Question 3

2 out of 2 points

Arnold receives $300 per week plus 14 percent of the value of all sales he makes over $650 per week. Fourteen percent is an example of a:
Selected Answer: d.

commission rate

  • Question 4

2 out of 2 points

As you seek a job in sales, it is important that you understand your own needs. Which of the following questions is one you should ask yourself to help you determine what motivates you?
Selected Answer: b.

Am I propelled more by financial incentives, personal recognition or the satisfaction of just getting a task completed?

  • Question 5

2 out of 2 points

Alkara receives $200 per week plus 10 percent of the value of all sales she makes over $750 per week. The 10 percent of sales over $750 Alkara receives is an example of:
Selected Answer: d.

incentive pay

  • Question 6

2 out of 2 points

Goals relating to outcomes are _____ goals.
Selected Answer: a.

performance

  • Question 7

0 out of 2 points

Drew believes his sales manager has instructed him to do something unethical, and after discussing the practice with the manager, the instructions still stand. Drew’s company encourages him to take his concerns to upper management because it has a(n) _____ policy.
Selected Answer: a.

no-holds-barred

  • Question 8

2 out of 2 points

When preparing the _____ résumé, begin by listing the qualities you have that you think will help you get the job.
Selected Answer: e.

functional

  • Question 9

2 out of 2 points

For a goal to be successful, it should be:
Selected Answer: e.

all of the above

  • Question 10

2 out of 2 points

Which of the following is NOT a role played by the sales executive?
Selected Answer: e.

audits manufacturing production quotas

  • Question 11

2 out of 2 points

Which of the following statements is NOT a heading commonly used when a person prepares a conventional business résumé?
Selected Answer: a.

lifestyles

  • Question 12

2 out of 2 points

A(n) _____ is an organized collection of evidence of one’s career. It can contain letters of reference, a résumé, thank-you letters from customers, papers you have written, and even a strategic plan you developed for class.
Selected Answer: b.

portfolio

  • Question 13

2 out of 2 points

What is the easiest method to evaluate the performance of salespeople?
Selected Answer: c.

measure total sales

  • Question 14

2 out of 2 points

Tomas is a recent college graduate who is looking for a job. He has been told that he will need to take some tests as part of the selection process to see if he is a match for a sales job that he has applied for. What kind of test may Tomas have to take?
Selected Answer: e.

any or all of the above types of tests

  • Question 15

2 out of 2 points

As an experienced salesperson, you frequently help newly hired reps, and you explain to each that the first step of the self-management process is:
Selected Answer: a.

setting goals

  • Question 16

2 out of 2 points

A company that sets minimum level of things salespeople must do is using:
Selected Answer: a.

activity quotas

  • Question 17

0 out of 2 points

As a salesperson, Paige is likely to be responsible for all of the following physical resources EXCEPT:
Selected Answer: d.

direct mail budgets

  • Question 18

2 out of 2 points

When companies organize their customers based on size, large accounts are often called:
Selected Answer: b.

key accounts

  • Question 19

2 out of 2 points

Bottom-up forecasting provides the advantage of:
Selected Answer: c.

allowing forecast information to come from the people closest to the market.

  • Question 20

0 out of 2 points

A salesperson who is evaluating his or her performance would:
Selected Answer: e.

all of the above

  • Question 21

2 out of 2 points

Chris receives $520 per week gross pay in his sales job at the Ford dealership. The amount never changes even though some weeks he sells 5 or more vehicles and in other weeks he may sell none. As long as he works his 40 hours, Chris gets his $520. Chris is paid:
Selected Answer: e.

on straight salary

  • Question 22

2 out of 2 points

Behavioral objectives such as increasing the number of demonstrations performed are also called _____ goals.
Selected Answer: c.

Activity

  • Question 23

0 out of 2 points

When several individuals who work at various levels in a selling company call on their counterparts in a buying organization, _____ is being used.
Selected Answer: b.

group empowerment

  • Question 24

2 out of 2 points

A sales call allocation grid classifies accounts according to account-opportunity and strength-of-position. Strength-of-position refers to:
Selected Answer: d.

how strong the company and salesperson’s relationship is with the customer

  • Question 25

2 out of 2 points

Prime selling time:
Selected Answer: c.

should be devoted to making sales calls