{"id":90063,"date":"2022-08-23T07:19:18","date_gmt":"2022-08-23T07:19:18","guid":{"rendered":"https:\/\/assignmenttutors.net\/blog\/ashworth-semester-exam-bm41s-sales-management-practices\/"},"modified":"2022-08-23T07:19:18","modified_gmt":"2022-08-23T07:19:18","slug":"ashworth-semester-exam-bm41s-sales-management-practices","status":"publish","type":"post","link":"https:\/\/assignmenttutors.net\/blog\/ashworth-semester-exam-bm41s-sales-management-practices\/","title":{"rendered":"Ashworth semester exam bm41s sales management & practices"},"content":{"rendered":"
\n

\u00a0\u00a0<\/p>\n

BM41S : Sales Management & Practices<\/p>\n

Question 1<\/p>\n

Ensuring that salespeople know the ethical and legal framework for their markets, including cultural and global market variations, is a salesforce response to which of the following issues?<\/p>\n

Complexity issues<\/p>\n

Adaptability issues<\/p>\n

Collaboration issues<\/p>\n

Accountability issues<\/p>\n

Question 2<\/p>\n

A(n) _______ is a salesperson who provides physicians, nurses, and other medical professionals with pertinent information about drugs to support the overall sales effort.<\/p>\n

hunter<\/p>\n

pioneer<\/p>\n

order-taker<\/p>\n

detailer<\/p>\n

Question 3<\/p>\n

The decision-making process in a modified rebuy buying situation is often referred to as<\/p>\n

extensive problem solving.<\/p>\n

routinized response behavior.<\/p>\n

minimal problem solving.<\/p>\n

limited problem solving.<\/p>\n

Question 4<\/p>\n

Advertising-driven marketing communications strategies are most appropriate when<\/p>\n

trying to close the sale.<\/p>\n

the message timing is important.<\/p>\n

message flexibility is important.<\/p>\n

repetitive contact is important.<\/p>\n

Question 5<\/p>\n

Salesforce socialization refers to<\/p>\n

the encouragement salespeople get to socialize with their colleagues after work hours.<\/p>\n

the process by which salespeople acquire the knowledge, skills, and values essential to perform in their role as salespeople.<\/p>\n

the overall social values held by the firm about contemporary issues affecting the firm.<\/p>\n

the salesperson’s education concerning the ways other salespeople handle role conflict and role ambiguity.<\/p>\n

Question 6<\/p>\n

A _______ asks salespeople to indicate areas of need that could be addressed by sales training.<\/p>\n

customer survey\u00a0<\/p>\n

job analysis<\/p>\n

competitor survey<\/p>\n

salesforce survey<\/p>\n

Question 7<\/p>\n

This influence strategy might involve \u201coffice politics\u201d and the use of third parties to influence others.<\/p>\n

threats<\/p>\n

persuasion<\/p>\n

manipulation<\/p>\n

domination<\/p>\n

Question 8<\/p>\n

How would a large direct sales company such as Avon most likely compensate their salespeople?<\/p>\n

Straight salary<\/p>\n

Salary plus bonuses<\/p>\n

Straight commission<\/p>\n

Salary plus commission<\/p>\n

Question 9<\/p>\n

Which of the following is not one of the four major areas covered by the sales organization audit framework?<\/p>\n

Sales management evaluation<\/p>\n

Sales organization history<\/p>\n

Sales organization environment<\/p>\n

Sales management functions<\/p>\n

Question 10<\/p>\n

While other methods of performance evaluation were rated very good on job relatedness and reliability criteria, which method received a poor rating?<\/p>\n

Graphic rating\/checklist method<\/p>\n

Ranking methods<\/p>\n

Management by objectives (MBO)<\/p>\n

Behaviorally anchored rating scales (BARS)<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

\u00a0\u00a0 BM41S : Sales Management & Practices Question 1 Ensuring that salespeople know the ethical and legal framework for their markets, including cultural and global market variations, is a salesforce response to which of the following issues? Complexity issues Adaptability issues Collaboration issues Accountability issues Question 2 A(n) _______ is a salesperson who provides physicians, […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[16],"tags":[],"class_list":["post-90063","post","type-post","status-publish","format-standard","hentry","category-education"],"_links":{"self":[{"href":"https:\/\/assignmenttutors.net\/blog\/wp-json\/wp\/v2\/posts\/90063","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/assignmenttutors.net\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/assignmenttutors.net\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/assignmenttutors.net\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/assignmenttutors.net\/blog\/wp-json\/wp\/v2\/comments?post=90063"}],"version-history":[{"count":0,"href":"https:\/\/assignmenttutors.net\/blog\/wp-json\/wp\/v2\/posts\/90063\/revisions"}],"wp:attachment":[{"href":"https:\/\/assignmenttutors.net\/blog\/wp-json\/wp\/v2\/media?parent=90063"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/assignmenttutors.net\/blog\/wp-json\/wp\/v2\/categories?post=90063"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/assignmenttutors.net\/blog\/wp-json\/wp\/v2\/tags?post=90063"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}