Which of the following is an example of using social capital to help grow a company?
A) The HR manager of a company hires new employees to staff a project that will increase revenue by 25%.
B) The CFO of a company increases the budget of the research and development department so they can create a product that will triple profits in 18 months.
C) The CEO of a company asks a friend in the automotive industry to cut a company-wide discount on corporately-leased vehicles that saves the company $500,000 a year.
D) The Sales Director of a company institutes a policy requiring all new salespeople to train with a senior salesperson for six months before going out into the field alone.
Question 2
Technology can be used by sales managers and sales executives to:
A) keep track of how salespeople are performing
B) align the sales department with the company’s mission statement
C) motivate individual salespeople to make more sales calls
D) perform need identification as part of the sales process
Question 3
Another word for “channel” in the phrase “sales channel” is:
A. Order
B. Staff
C. method
D. website
Question 4
A leader who spends most of her time communicating with the public about the company and interacting with her employees to ensure that they have what they need to do their jobs, but who does not engage in planning of activities or employee goals is engaging in which of the Situational Leader styles of leadership?
A. Directing
B. Coaching
C. Implementing
D. Supporting
Question 5
What is a boundary spanner in terms of sales ?
A. An idea that replaces one discipline with another discipline
B. An idea that crosses two disciplines
C. A person who works with two different organizations
D. A person who works for one company but contracts with another company
Question 6
of the common ethical issues salespeople have with their customers, which one is legal?
A. Kickbacks
B. misrepresentation
C. bribery
D. puffery
Question 7
Use of an electronic data interchange (EDI) system is most appropriate for which type of buying situation?
A. a new buy
b. a modified re-buy
c. a straight re-buy
d. facilitative
Question 8
CRM software differs from SFA software in that CRM software:
A. is hosted on the company’s servers so it can only be accessed from on-site
B. has room for more customer contact records
C. contains contact records as well as product specifications
D. connects to multiple systems so everything is integrated across all sales channels
Question 9
According to economic theory, sales managers should hire as many salespeople as possible as long as what?
A. until the market is saturated
B. until the salespeople feel too much competition in the workplace as become dissatisfied
C. as long as each salesperson can sell more than they cost the company
D. as long as the salespeople are willing to work for the wages offered
Question 10
A functional sales structure takes the sales process and
A. makes it easier by cutting out several steps
B. codifies the process in CRM software
C. unifies it by asking salespeople to implement the products they sell to customers
D. separates it into several steps, each preformed by a specialist
