Sales Management & Practices

BM41S : Sales Conduct & Practices

Question 1

Ensuring that salespeople recognize the incorporeal and allowable frameachievement for their dispenses, including cultural and global dispense variations, is a salesforce retort to which of the subjoinedcited issues?

Complexity issues

Adaptability issues

Collaboration issues

Accountability issues

Question 2

A(n) _______ is a salesperson who provides physicians, nurses, and other medical professionals subjoined a while applicable notification environing drugs to aid the overall sales attempt.

hunter

pioneer

order-taker

detailer

Question 3

The decision-making regularity in a mitigated rebuy buying locality is frequently referred to as

extensive bearing solving.

routinized retort manner.

minimal bearing solving.

limited bearing solving.

Question 4

Advertising-driven dispenseing communications strategies are most misspend when

trying to rest the sale.

the notice timing is main.

notice flexibility is main.

repetitive continuity is main.

Question 5

Salesforce gregariousization refers to

the anticipation salespeople get to gregariousize subjoined a while their colleagues subjoined achievement hours.

the regularity by which salespeople get the recognizeledge, skills, and values ascititious to transact in their role as salespeople.

the overall gregarious values held by the secure environing synchronous issues important the secure.

the salesperson's counsel relating the ways other salespeople discuss role fight and role ambiguity.

Question 6

A _______ asks salespeople to evidence areas of need that could be addressed by sales trailing.

customer survey

job analysis

competitor survey

salesforce survey

Question 7

This wave conduct agency confound “office politics” and the use of third parties to wave others.

threats

persuasion

manipulation

domination

Question 8

How would a big frequented sales fraternity such as Avon most mitigated remunerate their salespeople?

Straight salary

Salary plus bonuses

Straight commission

Salary plus commission

Question 9

Which of the subjoinedcited is not one of the indelicate important areas adept by the sales form audit framework?

Sales conduct evaluation

Sales form history

Sales form environment

Sales conduct functions

Question 10

While other orders of transactance evaluation were rated very good-natured-natured on job relatedness and reliability criteria, which order accepted a thin rating?

Graphic rating/checklist order

Ranking orders

Management by objectives (MBO)

Behaviorally anchored rating scales (BARS)

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