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WorksheetsPRE-FINAL QUIZ (sales management)
Total questions: 32
Worksheet time: 38mins
Sales managers achieve sales results through production.
TRUE
FALSE
Sales managers’ performance can't be judged upon the composite performance of the salesforce as it is different.
TRUE
FALSE
Salespeople dictates sales quotas of the sales managers.
TRUE
FALSE
Salesforce or Sales Personnel motivation refers to giving inspiration and encouraging a salesperson extrinsically to stimulate his/her interest to do work motivated to achieve sales goals.
TRUE
FALSE
Salesforce motivation is a physiological aspect.
TRUE
FALSE
Motivated salespeople directly or indirectly drive positive sales results to the sales organization
TRUE
FALSE
Salesforce motivation, in a real sense, comprises all the internal urges which make a salesperson strive for doing nothing.
TRUE
FALSE
Sales manager must be able to assess and manage salespeople’s performance, as well as encourage and train them.
TRUE
FALSE
The ultimate goal of salesforce motivation is to motivate sales persons internally to drive positive sales performance to the organization.
TRUE
FALSE
Sales managers should strategically read, lead, and motivate his salespeople.
TRUE
FALSE
Giving challenging assignments is what type of motivational tool?
Non-financial
Special Financial
Basic Compensation
Leadership Techniques
Management Control Practice
Performance Evaluation is what type of motivational tool?
Non-financial
Special Financial
Basic Compensation
Leadership Techniques
Management Control Practice
Personal Contact Effort is what type of motivational tool?
Non-financial
Special Financial
Basic Compensation
Leadership Techniques
Management Control Practice
Fringe Benefits is what type of motivational tool?
Non-financial
Special Financial
Basic Compensation
Leadership Techniques
Management Control Practice
Sales Trips is what type of motivational tool?
Non-financial
Special Financial
Basic Compensation
Leadership Techniques
Management Control Practice
Achievement Rewards is what type of motivational tool?
Non-financial
Special Financial
Basic Compensation
Leadership Techniques
Management Control Practice
Commission is what type of motivational tool?
Non-financial
Special Financial
Basic Compensation
Leadership Techniques
Management Control Practice
Sales Contests is what type of motivational tool?
Non-financial
Special Financial
Basic Compensation
Leadership Techniques
Management Control Practice
Bonuses is what type of motivational tool?
Non-financial
Special Financial
Basic Compensation
Leadership Techniques
Management Control Practice
Quota is what type of motivational tool?
Non-financial
Special Financial
Basic Compensation
Leadership Techniques
Management Control Practice
Salesforce/sales personnel (a) is the process where the newly recruited salespeople are introduced to the selling firm, make mutual adaptations with other new salespeople, and develop a mutual understanding with employers/selling firm.
Although salesforce (a) and sales force socialization are interrelated, they are typically different.
Salesforce Orientation is a procedure of providing background information regarding the selling firm to its newly recruited (a) .
Salesforce (a) is a process of mutual adaptation of the newly recruited salesforce and the new employee to one another.
The (a) learns the organizational culture, values, attitudes, behaviors, roles that sales jobs demand.
Two types of activities are carried out at this stage to prepare salespeople capable of performing in accordance with the organizational culture.
PRE-ENTRY STAGE
REALITY SHOCKING STAGE
POST-SHOCKING STAGE
Training, Coaching, and Orientation can be found in this stage.
PRE-ENTRY STAGE
REALITY SHOCKING STAGE
POST-SHOCKING STAGE
This is also known as the encounter stage. This stage starts when the salesforce is already recruited and positioned in the firm.
PRE-ENTRY STAGE
REALITY SHOCKING STAGE
POST-SHOCKING STAGE
This stage is also known as metamorphosis. During this stage, the newly hired salespeople attempt to resolve issues they noticed.
PRE-ENTRY STAGE
REALITY SHOCKING STAGE
POST-SHOCKING STAGE
This stage indicates that these salespeople endeavor to integrate into the company’s culture and become qualified for the position they have and gradually become more at ease in the firm’s environment.
PRE-ENTRY STAGE
REALITY SHOCKING STAGE
POST-SHOCKING STAGE
What are the objectives of Salesforce Socialization and why is it very important? Explain and give necessary examples to support your answer.
For you, what is the best Motivational Tool that would probably work for you based on your behavior towards work? Support your answer by giving necessary example/s.
