Page 1 of 66
“ SALES MANAGEMENT 1 “ TEST BANK NEWEST 2025 ACTUAL EXAM UPDATED 2025 –
2026 SOLVED QUESTIONS , ANSWERS VERIFIED 100% GRADED A+ (LATEST
VERSION)
Sales Management
1) Scheduling a special luncheon to celebrate the closing of a large sale is a
technique most likely characteristic of a supervisor who displays:
A) high structure and high consideration
B) high structure and low consideration
, Page 2 of 66
C) low structure and low consideration
D) self-expression tendencies
E) high task orientation
A
2) The supervisor who holds monthly sales force meetings to explain specific
goals for the future and changes in policy and procedure is exhibiting:
A) consideration
B) structure
C) performance analysis
D) recognition
E) strategy
B
3) The first step toward identifying the type of applicant to be recruited for a
sales job is to:
A) determine the compensation plan
B) consult the sales staff for recommendations
C) determine the actual duties of the position
D) develop personality and skills assessments
E) search for applicants from traditional sources
C
4) Some organizations are using ability or aptitude assessment instruments to
determine future performance in certain types of sales jobs. Experts in the
field of employment testing say that test scores:
A) can be very misleading to the employer, so they should not be used
B) should not be considered because of possible legal problems
C) are not helpful for most firms because of validity issues
D) can be helpful when used in conjunction with other criteria
E) are excellent measures to determine future performance
D
5) A sales manager screening applicants for a sales position should most
likely seek an individual who:
A) will close sales no matter what it takes
B) is familiar with other employees at the firm
C) can bring large accounts from a competitor
D) has entrepreneurial ideas
E) is self-motivated
E
6) Newly hired salespeople are more likely to become productive staff
members if they participate in a job orientation and a(n):
A) training program
B) college recruitment session
C) tour of the production facilities
D) introduction to corporate personnel
E) induction ceremony
, Page 3 of 66
A
7) Paolo dos Santos, a sales manager for Paronille Corporation, provides all of
his salespeople with scheduled performance appraisals. This behavior
indicates that he is attempting to incorporate the dimension of:
A) feedback
B) structure
C) empowerment
D) consideration
E) responsibility
B
8) A compensation plan which will likely produce the greatest degree of
company-centeredness and financial security for the employee is:
A) straight commission plan
B) guaranteed salary
C) straight salary
D) guaranteed salary plus a bonus
E) straight commission plus a bonus
C
9) What is the best motivation suggestion for sales managers?
A) Use external motivation methods exclusively because of their success.
B) Recognize that internal motives are consistent throughout a sales career.
C) Recognize that external motivation has almost no impact on performance.
D) Attempt to motivate with a mix of external rewards and internal satisfaction.
E) Employees who do not respond to external motivation will never perform
well.
D
10) The training programs of both small and large marketing firms should
incorporate three dimensions. One of them is knowledge of the product line,
company marketing strategies, territory information, and business trends.
What are the other two?
A) knowledge of personal selling skills; in-field sales training with supervision
B) knowledge of personal selling skills; knowledge of self and others
C) knowledge of company policies, procedures and benefits; stress
management
D) explanation of compensation methods; in-field sales training with
supervision
E) attitudes toward the company, its products, and its customers; application
of personal selling principles and practices
E
11) Which of the following characteristics of a sales manager provides
evidence of structure?
A) Policies and procedures are clearly defined.
B) Each salesperson is treated as an individual.
C) Efficient communication is given a high priority.
, Page 4 of 66
D) Members of the sales force receive regular recognition.
E) Salespeople are encouraged to solve their own problems
A
12) What is the best suggestion for assessing sales force productivity?
A) Recognize that frequency of sales calls is the best indicator of success.
B) Realize that sales call frequency must be compared to the profit earned on
each account.
C) Recognize that assessing sales force productivity is more "art" than
"science."
D) Compare salespeople with others on the sales force who have similarly-
sized territories.
E) Compare a salesperson's current productivity with past productivity.
B
13) Situational leadership occurs when:
A) the leader passes the character test
B) good performance is properly rewarded
C) the leader's style matches the situation
D) the coach helps the salesperson recognize the need for performance
improvement
E) the leader guides the team through a changing situation
C
14) According to Trudi Gallagher, people from which of the following countries
are very punctual and private?
A) Italy
B) Saudi Arabia
C) Mexico
D) Switzerland
E) France
D
15) Which compensation plan would appeal to a salesperson who likes the
idea of "pay for performance," but also likes some job security?
A) guaranteed salary
B) straight salary
C) fixed salary plus bonus
D) straight commission plan
E) commission plan with a draw provision
E
16) Leadership is:
A) a series of skills that can be acquired through study and practice
B) a cluster of innate qualities that some people possess from birth
C) malleable, so a leader in one situation may not be capable of leading in
others
D) synonymous with management
E) more important in American culture than it is in other cultures
“ SALES MANAGEMENT 1 “ TEST BANK NEWEST 2025 ACTUAL EXAM UPDATED 2025 –
2026 SOLVED QUESTIONS , ANSWERS VERIFIED 100% GRADED A+ (LATEST
VERSION)
Sales Management
1) Scheduling a special luncheon to celebrate the closing of a large sale is a
technique most likely characteristic of a supervisor who displays:
A) high structure and high consideration
B) high structure and low consideration
, Page 2 of 66
C) low structure and low consideration
D) self-expression tendencies
E) high task orientation
A
2) The supervisor who holds monthly sales force meetings to explain specific
goals for the future and changes in policy and procedure is exhibiting:
A) consideration
B) structure
C) performance analysis
D) recognition
E) strategy
B
3) The first step toward identifying the type of applicant to be recruited for a
sales job is to:
A) determine the compensation plan
B) consult the sales staff for recommendations
C) determine the actual duties of the position
D) develop personality and skills assessments
E) search for applicants from traditional sources
C
4) Some organizations are using ability or aptitude assessment instruments to
determine future performance in certain types of sales jobs. Experts in the
field of employment testing say that test scores:
A) can be very misleading to the employer, so they should not be used
B) should not be considered because of possible legal problems
C) are not helpful for most firms because of validity issues
D) can be helpful when used in conjunction with other criteria
E) are excellent measures to determine future performance
D
5) A sales manager screening applicants for a sales position should most
likely seek an individual who:
A) will close sales no matter what it takes
B) is familiar with other employees at the firm
C) can bring large accounts from a competitor
D) has entrepreneurial ideas
E) is self-motivated
E
6) Newly hired salespeople are more likely to become productive staff
members if they participate in a job orientation and a(n):
A) training program
B) college recruitment session
C) tour of the production facilities
D) introduction to corporate personnel
E) induction ceremony
, Page 3 of 66
A
7) Paolo dos Santos, a sales manager for Paronille Corporation, provides all of
his salespeople with scheduled performance appraisals. This behavior
indicates that he is attempting to incorporate the dimension of:
A) feedback
B) structure
C) empowerment
D) consideration
E) responsibility
B
8) A compensation plan which will likely produce the greatest degree of
company-centeredness and financial security for the employee is:
A) straight commission plan
B) guaranteed salary
C) straight salary
D) guaranteed salary plus a bonus
E) straight commission plus a bonus
C
9) What is the best motivation suggestion for sales managers?
A) Use external motivation methods exclusively because of their success.
B) Recognize that internal motives are consistent throughout a sales career.
C) Recognize that external motivation has almost no impact on performance.
D) Attempt to motivate with a mix of external rewards and internal satisfaction.
E) Employees who do not respond to external motivation will never perform
well.
D
10) The training programs of both small and large marketing firms should
incorporate three dimensions. One of them is knowledge of the product line,
company marketing strategies, territory information, and business trends.
What are the other two?
A) knowledge of personal selling skills; in-field sales training with supervision
B) knowledge of personal selling skills; knowledge of self and others
C) knowledge of company policies, procedures and benefits; stress
management
D) explanation of compensation methods; in-field sales training with
supervision
E) attitudes toward the company, its products, and its customers; application
of personal selling principles and practices
E
11) Which of the following characteristics of a sales manager provides
evidence of structure?
A) Policies and procedures are clearly defined.
B) Each salesperson is treated as an individual.
C) Efficient communication is given a high priority.
, Page 4 of 66
D) Members of the sales force receive regular recognition.
E) Salespeople are encouraged to solve their own problems
A
12) What is the best suggestion for assessing sales force productivity?
A) Recognize that frequency of sales calls is the best indicator of success.
B) Realize that sales call frequency must be compared to the profit earned on
each account.
C) Recognize that assessing sales force productivity is more "art" than
"science."
D) Compare salespeople with others on the sales force who have similarly-
sized territories.
E) Compare a salesperson's current productivity with past productivity.
B
13) Situational leadership occurs when:
A) the leader passes the character test
B) good performance is properly rewarded
C) the leader's style matches the situation
D) the coach helps the salesperson recognize the need for performance
improvement
E) the leader guides the team through a changing situation
C
14) According to Trudi Gallagher, people from which of the following countries
are very punctual and private?
A) Italy
B) Saudi Arabia
C) Mexico
D) Switzerland
E) France
D
15) Which compensation plan would appeal to a salesperson who likes the
idea of "pay for performance," but also likes some job security?
A) guaranteed salary
B) straight salary
C) fixed salary plus bonus
D) straight commission plan
E) commission plan with a draw provision
E
16) Leadership is:
A) a series of skills that can be acquired through study and practice
B) a cluster of innate qualities that some people possess from birth
C) malleable, so a leader in one situation may not be capable of leading in
others
D) synonymous with management
E) more important in American culture than it is in other cultures
