D099 - Sales Management Units 2-7 Flashcards

D099 - Sales Management Units 2-7 Flashcards 5.0 (1 review) Students also studied Terms in this set (60) Western Governors UniversityIT C182 Save D099 WGU Sales Management 449 terms Brandon_Liberto Preview

Unit 7: Sales Planning Process Test

16 terms rthor74Preview Unit 6: Module 8: Quiz

• terms

rthor74Preview

D099 O

70 terms meg Which structure is ideal for a company in which the products or services require heavy specialization for clients?Customer structure What is true of a sale in which the customer has an extended problem-solving mindset?The customer is concerned with both quantitative and qualitative assessments of the product.A business-to-business (B2B) salesperson regularly meets with customers to understand what their expectations are for the sales relationship.Which group is this salesperson focusing on?External stakeholders A salesperson has worked for a manufacturing firm for five years. Recently, the company has increased pressure on salespeople to make sales and has changed the pay structure from salary plus commission to just commission.What will be a result of the increased pressure on salespeople to make sales?Turnover A sales manager wants to recruit and hire a sales candidate who fits in with the department culture.Currently the sales force is composed of males, ages 30- 40, with a college education. The sales manager plans to screen out candidates who do not meet this profile.Which statute is this sales manager violating?Title VII of the Civil Rights Act of 1964

A company is creating a strategic recruitment plan for its sales staff. The company is currently working on the forecast for its staffing needs.Which internal factor will this company need to consider?Employee turnover rate A company has hired an outside agent to recruit and screen qualified candidates for a consumer products sales position. The recruiter is contracted to provide the company with a list of candidates who meet specific task and competency requirements.Which approach is this firm using to find candidates?External recruiting A sales manager wants to hire a new salesperson and begins by researching the job responsibilities and activities that an individual in that role should perform.Then, the sales manager lists all of the activities that the top salesperson in the company currently performs.Which type of analysis is this sales manager developing?Task-based An engineering company wants to hire a salesperson who has collaborated with staff in product development, research, and marketing to customize solutions for clients.Which skill should be assessed in sales candidates as part of a competency-based job analysis for this position?Working within teams A company wants to hire a new technical salesperson for business-to-business (B2B) sales because the current salesperson is planning to transfer to another location.How should this company develop a description of the job responsibilities?Collect data on the existing performance tasks A new salesperson observes a seasoned salesperson in order to improve client relationship-building skills. The new salesperson travels with the seasoned salesperson for one month.Which type of training is being used to prepare this new salesperson?Job shadowing When a new employee is hired, the human resources manager reviews the attributes of successful sales representatives with the new hire, such as extroversion, curiosity, proactiveness, and openness.Which component of the organizational socialization model is the new hire experiencing?New employee characteristics

A sales manager is developing a training session to improve a salesperson's ability to understand the concept of account development. The sales manager needs to know how much experience the salesperson has had with account development.Which type of training needs assessment should the sales manager conduct?Individual The sales executive team for a television station is developing a sales compensation budget for its new sales staff.Which guidelines should the sales executive team follow to ensure its efforts are successful?Make incentive payouts contingent on actual sales At a small comedy club, the sales staff's only compensation comes in the form of a $2 stipend for every ticket sold.Which compensation system are the employees receiving?Straight commission At a luxury cruise company, full-time sales staff are paid the larger of $1,000 per month or $300 per sale made.The monthly guarantee of $1,000 provides employees with a sense of financial security, and rarely does an employee sell fewer than four cruises per month. If employees do not sell four cruises per month, the $1,000 is not paid back to the company.Which compensation system are the employees receiving?Non-recoverable draw What advantage does a company enjoy by employing a commission-based pay structure?It provides a financial incentive for employees to excel.A company would like to identify how effective their salespeople have been at analyzing and earning business in their territories over the last several years.Which type of ratio category should the company use for this purpose?Account development A sales manager is being criticized for using management by objectives (MBO) for the evaluation of salespeople.Why is the manager being criticized for this practice?It places too little emphasis on qualitative job knowledge.

A sales manager wants to evaluate a salesperson's combination of inputs and outputs related to client sales meetings.Which measure should the sales manager use for this purpose?Call activity ratio A sales manager develops a forecast so executive leadership will be able to allocate budgets throughout the company's departments.Which task is the sales manager performing?Identifying expected revenue for budget allocations A sales manager is analyzing the aims and values of the organization before developing the sales plan.Which action is the sales manager taking?Reviewing mission statement A chief executive officer (CEO) plans to build a new factory that will last over 20 years.Which type of budget must the CEO prepare for this project?Capital A sales team is meeting to brainstorm strategies to use to win the market.Which strategy should be chosen by this team?Measure sales against gross profit margins A company wishes to tap into the collective knowledge of industry experts to set sales quotas for an innovative product that will be launched in nine months. The company is concerned about groupthink and wants to make sure the sales forecast ideas from the less outspoken are heard and incorporated into the process in time.Which method should the company use to gather this information?The Delphi technique Correct! The Delphi technique's major advantage is its ability to avoid groupthink and capture all opinions, so it is a great fit here. The process involves multiple rounds of surveys, so it takes time to gain information, but the time period before product launch is long enough in this instance that the duration of the process is not an issue.The chief of sales has assigned a territorial manager a certain sales quota, which is broken down equally among the salespeople in the territory.How should the territory's sales quota assigned to the manager be defined?Overlay