Sales Management Module 6 & 7

Sales Management Module 6 & 7 Leave the first rating Students also studied Terms in this set (58) Western Governors UniversityIT C182 Save

Unit 5: Organizing a Sales Force Test...

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D099 OA

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D099 S

60 terms lian A department store recently acquired a nearby shoe store and opened a new shoe department that incorporates the products and sales staff from the former store. The department store has a storewide discount offering a sizable reduction in prices. However, the shoe department also has a sales promotion that was already in place. As a result, the sales staff is having difficulty determining how to focus its efforts. What role perception issue is contributing to the sales staff's poor performance?

• role ambiguity
• role conflict
• role behavior
• role inaccuracy
• role ambiguity

Which situation would lead to role conflict?

• A sales manager is unsure of the quality standards in his

department.

• A salesperson reports to two teams with very different

demands.

• A sales manager fails to communicate revenue

expectations to her team.

• A salesperson is unaware of a promotion in his

department and fails to mention it to customers.

• A salesperson reports to two teams with very different demands.

A sales manager has been hired for a sporting goods store that recently opened in a shopping mall. The store sells a mix of sporting equipment that would be useful for any customer along with high-end, specialty sporting goods. What are two tasks the sales manager should perform to develop the best sales force for the store?

• Encourage salespeople to work independently from

the marketing staff.

• Give salespeople leeway to define their role

perceptions.

• Provide incentives and information support for all team

members.

• Design a reporting structure that helps coordinate

sales activities.

• Provide incentives and information support for all team members.
• Design a reporting structure that helps coordinate sales activities.

A company that sells office equipment to businesses is expanding its operations to sell desks and other goods to school districts. As a result, it has reorganized its sales force to incorporate a matrix structure that focuses on both products and customers.What are three advantages of this company adopting a matrix structure? Choose three answers.

• Simplified, streamlined day-to-day operations
• Increased opportunity for professional development
• Ability to avoid a traditional structure
• Ability to avoid confusion or lack of cohesion
• Greater flexibility to adapt to changes
• Ability to balance conflicting goals
• Increased opportunity for professional development
• Greater flexibility to adapt to changes
• Ability to balance conflicting goals

What is one of the benefits of establishing a centralized sales force?

• This structure is the most efficient method for

responding to customer concerns.

• This structure helps to develop the leadership skills of

employees on all levels of an organization.

• This structure provides greater autonomy to lower level

personnel.

• This structure helps to eliminate redundancy in an

organization.

• This structure helps to eliminate redundancy in an organization.

A customer's gender, age, or other demographic information

• social
• object
• personal
• situational
• personal

The amount of knowledge a customer has about a product

• social
• object
• personal
• situational
• object

The kinds of products that relate to a given environment

• social
• object
• personal
• situational
• situational

The customer's network of friends and family members

• social
• object
• personal
• situational
• social

Which role issue does Ren encounter after Mateo tells him he cannot bring in this business from Orange Zest Café?Role ambiguity Role inaccuracy Role conflict Role stress Role stress When is Ren feeling the lowest job satisfaction?

• When Ren is told by the Sparkit product manager that

they will not be able to meet the request

• When Ren reaches out to Mateo with a potential offer
• When Orange Zest Café informs Ren that they need a

new light fixture vendor

• When Ren suggests to Orange Zest alternative light

fixture vendors

• When Ren is told by the Sparkit product manager that they will not be able to

meet the request What is Sparkit's sales force structure?Product structure Geography structure Matrix structure Customer structure Customer structure What degree of centralization exists within Sparkit?Low High Medium None High Why does Ren tell Orange Zest Café about another company that makes light fixtures for restaurants?

• To earn a job with the competitor
• To encourage friendly competition
• To foster credibility with the competitor
• To inspire trustworthiness
• To inspire trustworthiness

What are two examples of competency-based analysis?

• Giving sales presentations to future clients
• Answering customers' questions about products
• Knowledge of sales principles
• Able to work within a team
• Knowledge of sales principles
• Able to work within a team

The knowledge, skills, and abilities that the job requires.

• job specification
• job design
• job description
• job analysis
• job specification

A process used to collect data about the responsibilities, duties, and necessary skills of a particular job.

• job specification
• job design
• job description
• job analysis
• job analysis

A written statement that outlines a particular job's title and an employee's responsibilities.

• job specification
• job design
• job description
• job analysis
• job description

The way in which a job can be modified or changed to be more effective.

• job specification
• job design
• job description
• job analysis
• job design

Which action illustrates disparate treatment?

• Refusing to hire employees over 65 years old
• Providing different pay scales for men and women who

do the same jobs

• Hiring based on a job knowledge test and most

passing candidates being of one race

• Refusing to hire someone because he or she is unable

to lift a required amount for the job

• Providing different pay scales for men and women who do the same jobs

A small furniture company is planning to recruit entry- level salespeople for two of its locations in the local area during a 90-day time frame. The company has a very limited budget for recruitment.Which two recruiting methods should the HR manager implement to obtain desired results? Choose two answers.

• Enlist the support of an executive search committee.
• Advertise on social networking sites.
• Submit job profiles to relevant online job boards.
• Utilize an outside recruiting firm.
• Advertise on social networking sites.
• Submit job profiles to relevant online job boards.