MANAGEMENT OF A SALES FORCE

Q1. ____________ is the stage in which the salesperson must discover, clarify and understand the buyer’s needs.
Customer Research
Approach
Need Assessment
Planning
Q2. This outcome equates to how much information was absorbed and usually involves in giving the trainee some type of test.
Reactions
Leaving
Behavior
Results
Q3. A salesperson’s ______________ is calculated by dividing the number of orders received by the number of calls made (O/C).
Batting Average
Call Rate
Size of Orders
Direct Selling Expense
Q4. Such costs are incurred in connection with a single unit of sales operations.
Direct Costs
Indirect Costs
Overhead Costs
Fixed Costs
Q5. These are the activities that people must perform in orders to carry out the strategy.
Objectives
Strategies
Tactics
Goals
Q6. The highest executives in sales management is most often called:
Vice President of Sales
Branch Manager
Team Leader
District Sales Manager
Q7. A ____________ is someone with knowledge, experience, rank, or power that provides personal counseling & career guidance for younger employees.
Mentor
Leader
Supervisor
Peer
Q8. The most widely used method of expense control in which the company reimburses sales representatives for all legitimate business & travel costs they incur while on company business is known as:
Clarity
Payment Plans
Limited Payment Plans
Unlimited Payment Plans
Q9. It is a direct monetary reward paid for performing certain duties over a period of time.
Salary
Incentives
Bonus
Pension
Q10. This is a performance goal assigned to a marketing unit for a specific period of time.
Salary Plus Bonus
Salary plus Commission
Salary Plus Commission & Bonus
Sales Quota