Page 1 of 94
“ SALES MANAGEMENT FINAL EXAM 1 “ TEST BANK NEWEST 2025 ACTUAL EXAM
UPDATED 2025 – 2026 SOLVED QUESTIONS , ANSWERS VERIFIED 100% GRADED A+
(LATEST VERSION)
exam
Sales Management
The first decision that must be made when recruiting and selecting
salespeople considers:
A. Who will participate in the process
B. Whether the job description needs to be updated
C. Setting salary parameters
D. Where to find the job applicants
E. Which selection tools will be used
A
Which of the following managers will be interested in sales training
objectives?
A. National account managers
B. Product managers
C. Market managers
D. Human resource managers
E. All of the above
E
"Input measures" fall under which broad category of measures firms use to
evaluate salespeople?
A. Objective measures
B. Subjective measures
C. Output measures
D. Output to input ratios
E. None of the above
A
, Page 2 of 94
After determining who will participate in selecting new salespeople, the next
decision is
A. Setting salary parameters
B. Whether the job description needs to be updated
C. Who has the authority to make hiring decisions
D. Where to find the job applicants
E. Which selection tools will be used
C
National, market and product sales managers:
A. Will all have the same training objectives
B. Should non initiate sales training until common objectives are determined
C. Will have a variety of training objectives
D. Will always focus on productivity
E. All of the above
C
Behavior is what salespeople
A. Do
B. Avoid
C. Find rewarding
D. Offer customers
E. All of the above
A
Because of the cost and time involved in recruiting and evaluating candidates
for sales positions, the goal should be to
A. Maximize the number of candidates
B. Attract only external candidates
C. Attract only internal candidates
D. Attract a few good candidates
E. Choose only candidates who live near the home office
D
Recruiters know that ______________________ enhance(s) the firm's ability to
recruit and retain salespeople.
A. Role-playing
B. Off-the-job training
C. Highly regarded sales training programs
D. Sales training costs
E. All of the above
C
, Page 3 of 94
___ will affect a salesperson's behavior and performance.
A. Role perceptions
B. Aptitude
C. Skill level
D. Motivation level
E. All of the above
E
Which of the following is NOT a measure of salespeople's effectiveness?
A. Sales volume
B. Market share
C. Profitability of sales
D. Effort
E. Customer retention rate
D
When developing a sales training program, sales managers must consider:
A. Who should be trained
B. Whether the training should be on-the-job or formal
C. What should be the primary emphasis in the training program
D. How should the training process be structured
E. All of the above
E
The four steps in the decision process for recruiting and selecting salespeople
include each of the following EXCEPT
A. Find and attract a pool of applicants
B. Develop a mission statement
C. Develop and apply selection procedures to evaluate applicants
D. Establish policy concerning responsibility for recruitment and selection
E. Analyze the job and determine selection criteria
B
Primary responsibility for recruiting and selecting new salespeople for a firm
is:
A. Determined by the industry in which the salesperson will sell
B. Always resolved by the head of the company's human resources
department
C. Dependent upon the size of the sales force and the kind of selling involved
D. Dependent upon the number of applicants expected for a job opening E.
Determined by federal anti-discrimination legislation
C
, Page 4 of 94
Which of the following is a typical sales training objective?
A. To maximize employee turnover
B. To minimize the investment in other marketing communication tools
C. To improve employee morale
D. To improve relationships with customers
E. Both C and D
E
___________ is behavior evaluated in terms of its contribution to the goals of
the organization.
A. Attribution
B. Retribution
C. Bias
D. Performance
E. Selling
D
Which of the following statements about who is responsible for selecting and
recruiting salespeople is true?
A. Who has primary responsibility for recruiting and selecting new salespeople
is totally
dependent on which industry is hiring
B. First-level sales managers generally do the hiring in firms that sell industrial
products
C. Top-level managers should never participate in the recruiting and selecting
of
salespeople—they should delegate that responsibility
D. Personnel department members are often involved in the recruiting and
selecting of
salespeople to reduce friction between the two functional departments
E. Because of their sales knowledge, personnel specialists should always be
used for the
recruiting and selecting of new salespeople
D
Ideally, sales training for new recruits will
A. Assess the satisfaction needs of the new people
B. Instill, in a relatively short period of time, a vast amount of knowledge
C. Focus, almost exclusively, on the company's new products
D. Create competition between experienced and new sales people
E. All of the above
B
“ SALES MANAGEMENT FINAL EXAM 1 “ TEST BANK NEWEST 2025 ACTUAL EXAM
UPDATED 2025 – 2026 SOLVED QUESTIONS , ANSWERS VERIFIED 100% GRADED A+
(LATEST VERSION)
exam
Sales Management
The first decision that must be made when recruiting and selecting
salespeople considers:
A. Who will participate in the process
B. Whether the job description needs to be updated
C. Setting salary parameters
D. Where to find the job applicants
E. Which selection tools will be used
A
Which of the following managers will be interested in sales training
objectives?
A. National account managers
B. Product managers
C. Market managers
D. Human resource managers
E. All of the above
E
"Input measures" fall under which broad category of measures firms use to
evaluate salespeople?
A. Objective measures
B. Subjective measures
C. Output measures
D. Output to input ratios
E. None of the above
A
, Page 2 of 94
After determining who will participate in selecting new salespeople, the next
decision is
A. Setting salary parameters
B. Whether the job description needs to be updated
C. Who has the authority to make hiring decisions
D. Where to find the job applicants
E. Which selection tools will be used
C
National, market and product sales managers:
A. Will all have the same training objectives
B. Should non initiate sales training until common objectives are determined
C. Will have a variety of training objectives
D. Will always focus on productivity
E. All of the above
C
Behavior is what salespeople
A. Do
B. Avoid
C. Find rewarding
D. Offer customers
E. All of the above
A
Because of the cost and time involved in recruiting and evaluating candidates
for sales positions, the goal should be to
A. Maximize the number of candidates
B. Attract only external candidates
C. Attract only internal candidates
D. Attract a few good candidates
E. Choose only candidates who live near the home office
D
Recruiters know that ______________________ enhance(s) the firm's ability to
recruit and retain salespeople.
A. Role-playing
B. Off-the-job training
C. Highly regarded sales training programs
D. Sales training costs
E. All of the above
C
, Page 3 of 94
___ will affect a salesperson's behavior and performance.
A. Role perceptions
B. Aptitude
C. Skill level
D. Motivation level
E. All of the above
E
Which of the following is NOT a measure of salespeople's effectiveness?
A. Sales volume
B. Market share
C. Profitability of sales
D. Effort
E. Customer retention rate
D
When developing a sales training program, sales managers must consider:
A. Who should be trained
B. Whether the training should be on-the-job or formal
C. What should be the primary emphasis in the training program
D. How should the training process be structured
E. All of the above
E
The four steps in the decision process for recruiting and selecting salespeople
include each of the following EXCEPT
A. Find and attract a pool of applicants
B. Develop a mission statement
C. Develop and apply selection procedures to evaluate applicants
D. Establish policy concerning responsibility for recruitment and selection
E. Analyze the job and determine selection criteria
B
Primary responsibility for recruiting and selecting new salespeople for a firm
is:
A. Determined by the industry in which the salesperson will sell
B. Always resolved by the head of the company's human resources
department
C. Dependent upon the size of the sales force and the kind of selling involved
D. Dependent upon the number of applicants expected for a job opening E.
Determined by federal anti-discrimination legislation
C
, Page 4 of 94
Which of the following is a typical sales training objective?
A. To maximize employee turnover
B. To minimize the investment in other marketing communication tools
C. To improve employee morale
D. To improve relationships with customers
E. Both C and D
E
___________ is behavior evaluated in terms of its contribution to the goals of
the organization.
A. Attribution
B. Retribution
C. Bias
D. Performance
E. Selling
D
Which of the following statements about who is responsible for selecting and
recruiting salespeople is true?
A. Who has primary responsibility for recruiting and selecting new salespeople
is totally
dependent on which industry is hiring
B. First-level sales managers generally do the hiring in firms that sell industrial
products
C. Top-level managers should never participate in the recruiting and selecting
of
salespeople—they should delegate that responsibility
D. Personnel department members are often involved in the recruiting and
selecting of
salespeople to reduce friction between the two functional departments
E. Because of their sales knowledge, personnel specialists should always be
used for the
recruiting and selecting of new salespeople
D
Ideally, sales training for new recruits will
A. Assess the satisfaction needs of the new people
B. Instill, in a relatively short period of time, a vast amount of knowledge
C. Focus, almost exclusively, on the company's new products
D. Create competition between experienced and new sales people
E. All of the above
B
