10/20/2020 CIA-2

CIA-2
* Required

Morning Slot:(09:30 AM to 10:30 AM)

Course Outcomes
CO1: Develop knowledge and understanding in sales and sales force management.
CO2: Determine the process of building an effective sales organization.
CO3: Develop analytical skills for effective decision alternatives in sales management problems
CO4: Develop knowledge of retail management and implementation of its strategies.
CO5: Demonstrate and apply analytical skills for effective decision alternatives in retail operations.

Attempt All Questions

30X1=30 Marks

Q. The first step in determining how a firm's sales force compensation program
will be structured is to determine the: (CO3, BL2) *

Wage level relative to salespeople in other organizations in the industry

Salesperson's individual wage

Wage structure for the sales force

Number of new customers in each sales territory

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Q. The most critical impact to a sales organization affected by down-sizing is

that: (CO3, BL2) *

The sales team is de-motivated

The company must recalculate sales budgets

The sales workload must be redistributed

Customers may change suppliers due to severed relationship with

Q. An excellent way for a sales manager to determine training needs for an

individual salesperson is to:(CO2, BL2) *

Have the salesperson complete a survey

Ask customers what to fix

Observe salesperson on sales calls

Observe salesperson in team meetings

Q. The process for an individual sales performance evaluation system is

important to get the salesperson to buy in. The ideal order of the process is:
(CO3, BL3) *

Determine quantitative and qualitative measures, collect data including 360°feedback,

hold meeting between salesperson and manager, sign-off of results

Determine quantitative and qualitative measures, collect data including 360°feedback,

benchmark results, design assessment template, hold meeting between salesperson
and manager, sign-off of results, establish rating system
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Determine quantitative and qualitative measures, benchmark results, establish rating

system, design assessment template, collect data including 360°feedback, hold
meeting between salesperson and manager, sign-off of results

Hold meeting between salesperson and sales manager to establish measures, assess
results, rate salesperson

Q. For objectives and quotas to be fully accepted by the sales force, a quota plan
should be SMART. The letters in the acronym SMART represent: (CO3, BL2) *

Sales-oriented, Marketable, Adequate, Reward-worthy, and Time specific

Specific, Motivated, Acceptable, Reciprocal, and Territorial

Sales-oriented, Moral, Acceptable, Reciprocal, and Territorial

Specific, Measurable, Attainable, Realistic, and Time specific

Q. The most important outcome of establishing training objectives is that they

should: (CO2, BL2) *

Help set training budget

Help the manager justify the training

Help the sales manager prioritize what to focus on and how to deliver training to
maximize effectiveness

Help convince the sales team to participate

Q. Your new salesperson is struggling to get out of the office, and he is 50%
under his sales call quota for the month. What two training topic areas make the
most sense to focus on in the training program for this salesperson?(CO2, BL4) *

Company knowledge and budgeting

Demonstrating products and goal-setting

Prospecting and time management

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Closing techniques and time management

Q. A critical mistake that sales managers make when conducting a performance

evaluation with a salesperson is: (CO3, BL2) *

They conduct the evaluation after every sales cycle

They don't allow the salesperson to self-evaluate as part of the process

They base results on standards of performance

They use a standard template

Q. These two major areas are considered critical outcomes from sales training.
(CO2, BL2) *

Improved scheduling and routing practices

Improved self-management and improved customer relationships

Improved budget control and sales funnel reporting

Improved needs analysis and identifying concerns

Q. Your needs analysis has confirmed two things: calls and presentations per rep
are above quota, and sales per rep are under quota. Your reps have been selling
the same product for two years and they know their customers and competitors.
Note: your demo centre is not being used. What two training topic areas for your
sales team make the most sense to focus on in the training program? (CO2, BL4)
*

Budgeting and pricing

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Managing time and prospecting

Managing time and managing territory

Presenting / demonstrating and negotiating / closing

Q. The progression of a sales force analysis would be: (CO3, BL3) *

Company, SBU, region

Company, account, region

Region, product, company

Salesperson, product, company

Q. Your company will be launching a leading edge, brand new, complex product
with several configurations and bundling options. What two training topic areas
for your sales team make the most sense to focus on in the training program?
(CO2, BL3) *

Product knowledge & pricing

Competitor & company knowledge

Communicating and time management

Product knowledge and company history

Q. This would be a key leading indicator that could be closely related to sales:
(CO3, BL3) *

A change in economic conditions affecting a specific industry

The age of the company sales force

Whether the sales manager has a degree in economics

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A change in the percentage of sales training done on line

Q. Which of the following is NOT one of the major factors affecting how
compensation is structured for a sales force? (CO3, BL2) *

wage level in relation to salespeople in other organizations in the industry

salesperson's individual wage

wage structure for the sales force

number of new customers in each sales territory

Q. Which of the following is NOT an example of behavioural measures used to

evaluate salespeople? (CO3, BL2) *

assessment of salesperson's attitude and attention to customers

product knowledge and selling and communication skills

appearance and professional demeanor

accounts generated and profit achieved

Q. A key calculation for a sales force evaluation is:(CO3, BL2) *

Salesperson calls per day

Number of proposals written

Company market share

Type of travel
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Q. A key input measure for a salesperson evaluation would be: (CO3, BL2) *

Total revenue

Number of calls per day

Number of active accounts

Net profit

Q. Successful sales training programs are: (CO2, BL2) *

Based on clear and measurable objectives

Always "leader led" programs

Reactive

Focused on the "quick fix"

Q.The ideal order for conducting these 4 types of forecasts is: (CO3, BL3) *

Market Potential, Sales Potential, Market Forecast, Sales Forecast

Market Forecast, Market Potential, Sales Potential, Sales Forecast

Sales Potential, Market Potential, Sales Forecast, Market Forecast

Market Potential, Market Forecast, Sales Potential, Sales Forecast

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Q. Which of the following elements is NOT used for determining the size of a
sales force in theworkload method? (CO3, BL2) *

Number of salespeople.

Number of customers.

Length of an average call.

Number of years in sales experience

Q. Projection on the basis of past records is a method of.. (CO3, BL2) *

value analysis

sales forecasting

standard appraisal

sales MBO

Q. "Leonard, I expect your sales volume to be a little better next month," said his
sales manager. What is most clearly wrong with the preceding statement as a
sales quota? (CO3, BL3) *

It's not challenging.

It's not reasonable.

It's not attainable.

It's not specific.

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Q. In a results meeting with your sales team, virtually every rep is complaining
that a new competitor is now showing up at a key account and they don't know
what to do. Customers are refusing to buy, due to objections planted by the
competitor. You all agree to create a training program to address this concern.
What two training topic areas for your sales team make the most sense to focus
on? (CO2, BL4) *

Company and product knowledge

Approaching and presenting / demonstrating

Product and market knowledge

Competitor and negotiating / closing

Q. From management's point of view, what is the advantage of a straight salary

compensation plan?(CO3, BL2) *

With a straight salary plan, selling costs are kept in proportion to sales.

The straight salary plan is simple and economical to administer.

With a straight salary plan, salespeople have the assurance of positive feedback.

A straight salary plan links performance to leadership style.

Q. The most frequently used type of compensation plan is a: (CO3, BL1) *

Straight salary compensation plan.

Straight commission compensation plan.

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Combination compensation plan.

Weighted compensation plan.

Q. Sales performance evaluations are necessary to ...(CO3, BL2) *

ensure management meets its goals

supplement and enhance training

provide feedback to salespeople

keep salespeople on their toes

Q. The most critical element of training needs assessment in the sales training
framework is: (CO2, BL2) *

Assessment of knowledge factors

Skills assessment

Collecting sales results

Analyzing and benchmarking selling competencies and conducting a gap analysis

Q. Long-term compensation plans: (CO3, BL2) *

Include bonuses and contests

Should be evaluated and modified quarterly

Should be well thought out, so that few changes will be needed from year to year

Must be developed so that short-term compensation plans will not be necessary

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Q. You want a sales forecasting method that can be conducted fairly quickly and
compensate for major strategic changes without giving the competition a clear
indication of your intentions. This method will tap into resources with sound
knowledge of the key customer intentions. Which forecasting method would
best apply?(CO3, BL2) *

Jury of Executive Opinion

Delphi Method

Test Market

Sales Force Composite

Q. The greatest area of focus for sales training programs is: (CO2, BL2) *

Time management

Prospecting and cold calling

Conducting product demonstrations

Selling skills

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