account segmentation 43. _____ means using more than one criterion to characterize an organization's accounts. Multivariable account segmentation 44. "To increase the product assortment purchased by current customers by two percent during the next three months," is an example of a(n): account objective 45. Which of the following is one of the seven basic factors to be considered in the allocation of a salesperson's Return on time invested 46. The difference between sales and _____ is the gross profit on sales revenue. costs of goods sold 47. As a sales rep for Healthtex, Linda plans her activities for next week; she establishes a fixed day and time t customer's place of business. She is engaged in the process of: scheduling. 48. Which of the following statements is true about the changes that occur when a person is promoted from a salesperson to a manager? The salesperson's primary concern becomes meeting the organization's goals. 49. One of Hillcrest Manufacturing Company's most successful salespersons was promoted to a sales management position on the first Monday of this month, and he is still feeling overwhelmed by all the changes he is facing. This new manager is experiencing which stage of the transition from subordinate to boss? Immobilization 50. A successful salesperson was promoted to a sales management position last Monday, and she is becoming painfully aware of the magnitude of the changes she must make in her habits, customs, and relationships. What stage of the transition from subordinate to boss is she experiencing? Depression 51. A newly appointed sales manager goes through a series of phases in learning to think and act like a boss. The last phase in such a process is called: I nternalization
Selling 52. A sales manager who has a learning attitude: is willing to gain knowledge, change, adapt, and seek help when needed. 53. _____ is defined as the management function of establishing a broad outline for goals, policies, and proced accomplish the objectives of the organization. Planning 54. The sales manager for Humphrey Electronics is preparing a written statement that describes what a salesper to do, how he/she will do it, why these duties are important, and the salary range for the position. The docu manager is working on is called: Job description 55. _____ converts the job description into the people qualifications the organization feels are necessary for successful performance of the job. Job description 56. This is an important tool in the selection process. Although it is a good method for obtaining factual inform too subjective. However, it remains the most popular tool used by managers in building a sales force. Ident tool. Personal interview 57. _____ is the effort put forth by an employer to provide the opportunity for the salesperson to acquire job-re concepts, rules, and skills that result in improved performance in the selling environment.
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