Iibm - Management of a Sales Force

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Management of a Sales Force

Multiple Choices:

Q1. ____________ is the stage in which the salesperson must discover, clarify and understand the buyer’s needs.

a. Customer Research

b. Approach

c. Need Assessment

d. Planning

Q2. This outcome equates to how much information was absorbed and usually involves in giving the trainee some type of test.

a. Reactions

b. Leaving

c. Behavior

d. Results

Q3. A salesperson’s ______________ is calculated by dividing the number of orders received by the number of calls made (O/C).

a. Batting Average

b. Call Rate

c. Size of Orders

d. Direct Selling Expense

Q4. Such costs are incurred in connection with a single unit of sales operations.

a. Direct Costs

b. Indirect Costs

c. Overhead Costs

d. Fixed Costs

Q5. These are the activities that people must perform in orders to carry out the strategy.

a. Objectives

b. Strategies

c. Tactics

d. Goals

Q6. The highest executives in sales management is most often called:

a. Vice President of Sales

b. Branch Manager

c. Team Leader

d. District Sales Manager

Q7. A ____________ is someone with knowledge, experience, rank, or power that provides personal counseling & career guidance for younger employees.

a. Mentor

b. Leader

c. Supervisor

d. 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:

a. Clarity

b. Payment Plans

c. Limited Payment Plans

d. Unlimited Payment Plans

Q9. It is a direct monetary reward paid for performing certain duties over a period of time.

a. Salary

b. Incentives

c. Bonus

d. Pension

Q10. This...