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BM41S : Sales Management & Practices Question 1 Ensuring that salespeople know the ethical and legal framework for their markets, including cultural and global market variations, is a salesforce response to which of the following issues? Complexity issues Adaptability issues Collaboration issues Accountability issues Question 2 A(n) _______ is a salesperson who provides physicians, nurses, and other medical professionals with pertinent information about drugs to support the overall sales effort. hunter pioneer order-taker detailer Question 3 The decision-making process in a modified rebuy buying situation is often referred to as extensive problem solving. routinized response behavior. minimal problem solving. limited problem solving. Question 4 Advertising-driven marketing communications strategies are most appropriate when trying to close the sale. the message timing is important. message flexibility is important. repetitive contact is important. Question 5 Salesforce socialization refers to the encouragement salespeople get to socialize with their colleagues after work hours. the process by which salespeople acquire the knowledge, skills, and values essential to perform in their role as salespeople. the overall social values held by the firm about contemporary issues affecting the firm. the salesperson’s education concerning the ways other salespeople handle role conflict and role ambiguity. Question 6 A _______ asks salespeople to indicate areas of need that could be addressed by sales training. customer survey job analysis competitor survey salesforce survey Question 7 This influence strategy might involve “office politics” and the use of third parties to influence others. threats persuasion manipulation domination Question 8 How would a large direct sales company such as Avon most likely compensate their salespeople? Straight salary Salary plus bonuses Straight commission Salary plus commission Question 9 Which of the following is not one of the four major areas covered by the sales organization audit framework? Sales management evaluation Sales organization history Sales organization environment Sales management functions Question 10 While other methods of performance evaluation were rated very good on job relatedness and reliability criteria, which method received a poor rating? Graphic rating/checklist method Ranking methods Management by objectives (MBO) Behaviorally anchored rating scales (BARS)

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