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Exam 11: Sales Management and Sales 2.0

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Question 31

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When developing a performance evaluation method, Karen (VP of Sales) should make sure the method is flexible enough to be different for each individual salesperson.

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Question 32

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Susan is classifying her accounts into categories so that she can develop the appropriate relationship strategy for each category. Susan is working on her selling strategy.

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Question 33

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The most widely used system for dividing responsibility is to organize the salesforce on the basis of?

The number of individuals reported each sales manager is called ________of control.

An examination of the tasks, duties, and responsibilities of the sales job is called a job analysis.

One of the goals of cloud computing is to make information available from a variety of communication devices.

Which of the following is a type of reward/compensation system used to motivate and compensate salespeople?

Once the sales training alternatives are evaluated, sales training objectives should be set.

Jamison Co.'s salesforce has always had trouble gaining market share despite having superior products at competitive prices. Which of the following "best practices" should the company consider employing?

Management in organizations in which greater authority and responsibility are placed at higher management levels is said to be:

The first stage of the recruitment and selection process is __________________ for recruitment and selection.

Managing an organizations personal selling function to include planning, implementing, and controlling the sales management process is called _____________________.

___________assess is the extent to which measures provide accurate assessments of the criteria they are intended to measure.

Sales ____________ refers to sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis.

One of the advantages of organizing the salesforce by product is management control over selling effort allocated to products.

Front-line sales managers are also called field sales managers.

Planning for recruitment and selection is the first step in the recruitment and selection process.

Tom has just completed determining the job qualifications for a new position his company has open. His next step is to conduct a job analysis of that position.

Most sales organizations compensate salespeople with a combination of salary and commission.

Audits are best conducted by people inside the organization because they know and understand the salesforce.