Question

QUESTION 19

1. A salesperson’s persuasive abilities are improved with an enthusiastic attitude and effective proof statements.

   True

   False

2 points   

QUESTION 20

1. Most sales managers focus on completing assigned tasks in an attempt to earn large commissions, but most salespeople focus on long-term objectives and organizational goals

   True

   False

3 points   

QUESTION 21

1. The attainment of sales force goals in an effective manner is called sales management

   True

   False

2 points   

QUESTION 22

1. _____ is defined as the management function of establishing a broad outline for goals, policies, and procedures that will accomplish the objectives of the organization

   		Planning
   		Evaluating
   		Directing
   		Training

3 points   

QUESTION 23

1. Which approach to sales training would most likely include case studies?

   		Lecturing
   		Role playing
   		Discussion
   		Discovery

3 points   

QUESTION 24

1. Recruitment  refers to the allocation of sales staff to various territories and districts

   True

   False

2 points   

QUESTION 25

1. Which of the following is defined as comparing actual performance to planned performance and determining whether corrective action is needed?

   		Evaluating
   		Training
   		Staffing
   		Directing

3 points   

QUESTION 26

1. Sales forecasting helps predict a firm's future revenues when planning the company's marketing and sales force activities?

   True

   False

2 points   

QUESTION 27

1. The two levels of motivation that sales managers are concerned with are the motivation of the individual salesperson and the motivation of the entire sales force.

   True

   False

3 points   

QUESTION 28

1. Under the straight salary compensation plan, a salesperson's pay is directly related to sales performance.
   

   True

   False

Answer 1

Question 19

The answer is true.

A proof statement refers to set of supporting points that prove a claim to be true. The salesperson focus on understanding the needs and preferences of the customer and understand reason for offering something that can be valuable to the customer. Enthusiasm and effective proof statement improves the persuasive abilities of a salesperson.