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Sales Management & Practices - 1. Which of the following is a law protecting consumers and society from unfair business




Question;Sales Management & Practices Set B1. Which of the following is a law protecting consumers and society from unfair business practices?a. Clayton Actb. Fair Credit Reporting Actc. Robinson-Patman Actd. Depository Instititutions Act2.The critical center stage or "showtime" in the selling process is:a. prospecting and qualifying.b. approaching the prospect.c. making the sales presentation and demonstration.d. confirming and closing the sale.3. External measures which are critical to an organization's long run survivalb are:a. contingency planning.b. customer and societal satisfaction.c. managerial expectations.d. employee satisfaction.4. __________ refers to the notion that most of a salesperson's sales, costs, and profits come from a relatively small proportion of customers and products.a. Parkinson's Lawb. The Concentration Principlec. The Peter Principled. The Sales-Costs Equilibrium Principle5. The fourth step in a systematic process for recruiting salespeople is to:a. attract a pool of sales recruits.b. conduct a job analysis.c. select best recruits.d. prepare a job description.6. In content listening, the receiver's goal is:a. understanding and retaining information and identify key points.b. to critically evaluate the message by looking at the logic of the argument, strength of the evidence, and validity of the conclusions.c. to understand the speaker's feelings, needs, and wants in order to solve a problem.d. to restate the ideas and feelings behind the comment to the speaker's satisfaction.7. Dorothy Brenner is a sales rep whose commission plan includes a weekly draw of $400 plus a commission rate of 10 percent on dollar sales volume. What is Ms. Brenner's current year's account balance if, by the end of the second week in February, her sales record looks like this: Week 1 = $2,000, Week 2 = $3,000, Week 3 = $3,500, Week 4 = $4,000, Week 5 = $6,000, Week 6 = $7,000?a. +$350b. +$200c. +$150d. +$1008. The principle that a small percentage of products, customers, orders, territories, and salespeople account for a large percentage of company profits is known as the:a. iceberg principle.b. concentration principle.c. input-output efficiency principle.d. sales volume analysis principle.9. The number of new accounts a salesperson generates is an example of a(n):a. behavior-based measure.b. profitability measure.c. professional development measure.d. outcome-based measure.10. There are three successive stages in an effective Performance Evaluation Monitoring System (PEMS). The phase in which salespersons are allowed to ask the sales manager three key questions: "Where am I going?" "How will I get there?" "How will I be measured?" is called the performance __________ stage.a. planningb. appraisalc. reviewd. evaluation


Paper#45648 | Written in 18-Jul-2015

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