Account Management Sales Force Design Quiz

Account Management Sales Force Design Quiz Answer. In this post you will get Quiz & Assignment Answer Of Account Management Sales Force Design Quiz

 

Account Management Sales Force Design Quiz

Offered By ”West Virginia University

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Week- 1

Peer-graded Assignment: Salesperson Statements

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Week 1

1.
Question 1
Your instructors for the sales operations specialization course are:

25 points

  • Mike Walsh and Jim Boyler
  • Mike Walsh, Emily Tanner and Suzanne Bal
  • Sales Managers from several industries
  • Representatives from WVU’ s graduate program in business

2.
Question 2
The Marketing Curriculum at West Virginia University is:

25 points

  • Driven by Industry Needs
  • Benchmarked against peer business schools
  • Supervised by a student centered faculty with years of real world experience
  • All of the above are correct

3.
Question 3
West Virginia University is a R1 Institution which means:

25 points

  • We receive students from every state in the United States.
  • We are ranked the highest in student performance in Virginia and West Virginia Combined.
  • We have the highest research activity as defined by the Carnegie Classification of Institutions of higher Education.
  • All of the above are correct.

4.
Question 4
The Sales Operations Specialization is a __________ Course sequence that is designed to give an overview and understanding of the role of a sales manager.

25 points

  • 2
  • 3
  • 4
  • 5

5.
Question 5
To ensure that you succeed in this course, your instructors recommend the following:

25 points

  • Commit a specific portion of your time to the coursework and try to complete one module per week.
  • Log into the course regularly.
  • Complete the assignments, readings and exams to check your understanding of the material covered.
  • All of the above are correct.
  • A and B only are correct.

 

Peer-graded Assignment: Personal Mission and Vision

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Week 2

1.
Question 1
___________________ is a document that establishes the direction of a company or work unit. It can be a single page or can be many hundreds of pages.

25 points

Hiring Plan

Strategic Plan

Reflection Journal

Skills and Objectives document

Sales Management Plan

2.
Question 2
The _______________ is essentially an aspirational statement of where you want your unit to be in the future…usually in a 3-5 year time frame. It should be bold and inspirational.

25 points

The strategic plan

The Project Plan

The Specific Objectives per Unit

The Mission/Vision Statement

The SWOT analysis

3.
Question 3
In a SWOT Analysis, the SW is best described as:

25 points

Strengths and weaknesses are internal to the company (things like your reputation, patents, location).

Skills and work ethic of your salesforce.

The Solvency and Wealth of the firm.

All of the above are correct.

4.
Question 4
Probably the most important part of a strategic plan ____________turn your mission and vision into measurable targets.

25 points

SWOT
analysis

Mission and Vision of the firm

Planning directives of the sales manager

Objectives and Goals

Tactics and Action plans

5.
Question 5
In the planning process, __________ are used to explain how you plan to achieve the strategic plan goals. They are much more concrete and involve specific action plans.

25 points

Mission/Vision
Statement

Objectives and Goals

Strategy & Tactics

SWOT Analysis

Hiring Plan

 

Week- 3

Peer-graded Assignment: Promotion Criteria

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Peer-graded Assignment: Services for Sales Managers

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Week 3

1.
Question 1
The role of sales management has evolved to reflect the changing times. In our discussion, the evolution of sales involves:

25 points

The craftsman era and the customer era.

The Pre-industrial revolution era and the Post industrial revolution era.

 

The Pre industrial revolution period, the Production oriented period the Sales oriented period and the Customer oriented period.

The Pre industrial revolution period, the Production oriented period the Sales oriented period the Customer oriented period and the strategic oriented period.

2.
Question 2
As we discussed, there are 3 parts to the sales manager’s job. The job of managing the sales force, to include recruitment, hiring training and supervising is called:

25 points

Sales Strategy

Sales Operations

Sales Analytics

Sales Analysis

3.
Question 3
Which
of the following is NOT one of the key duties of the sales manager?

25 points

Set the overall mission for the firm

Set goals and objectives

Determine sales force size and structure

Recruit Select and train the sales team

Estimate demand and sales

4.
Question 4
The life of a sales manager has a good deal of diversity in their daily schedule. A Sales manager daily schedule may include all of the following EXCEPT:

25 points

Marketing

Fire fighting

Travel

Paperwork

All of the above are correct

5.
Question 5
One
of the key skills needed by the sales manager is_____________, which is the
ability to demonstrate and understanding of someone else’s feelings because the
manager may have been in a similar situation themselves.

25 points

Enthusiasm

Self-management

Leadership skills

Ability to see the “Big Picture”

Empathy

 

 

Week- 4

Peer-graded Assignment: Buying Center Concept

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Week 4

1.
Question 1
When we discussed the key differences between inside sales and outside sales, which of the 2 sales processes generally has a shorter sales cycle?

25 points

Outside Sales because the sales process is simpler.

Inside sales because of the lesser likelihood of face to face interaction.

Outside sales because they are more likely to foster longer lasting client relationships.

Both have about the same sales cycle.

2.
Question 2
In a Buying Center, the people within the organization who first see the need for the product and “ get the ball rolling” are referred to as:

25 points

User

Influencer

Gatekeeper

Initiator

Decider

3.
Question 3
In
the Buying Center, the people within the organization who may or may not use
the product, but have experience or expertise that can help improve the buying
process are referred to as:

25 points

User

Influencer

Gatekeeper

Initiator

Decider

4.
Question 4
In
the Buying Center, the people within the organization who will decide if and when you get access to a member
or members of the buying center are referred to as:

25 points

User

Influencer

Gatekeeper

Initiator

Decider

5.
Question 5
During
the ________ stage in the personal selling process, the sales representative
researches various aspects of the customer’s business and tries to uncover
potential needs of the buyer; all prior to their first customer contact.

25 points

trial
close

prospecting

approach

pre-approach

presentation

 

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