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Question
Braeden Innovations is a company that sells database systems and software integration packages to schools and universities. Jameson Kilpatrick is a field sales representative with Braeden Innovations. As a field sales representative, he makes sales presentations in person and contacts clients and prospects by phone, email, text, and in person. He enjoys the variety of his daily schedule, but is occasionally overwhelmed by the amount of travel he must do.One of the most stressful aspects of Jameson's life is scheduling his required work travel and still being present at home for his wife and children, who have expressed that they hate not knowing for sure when he will be home. Which of the following would most likely enable Jameson to balance home and career better?
A) telecommuting part of the week from a home office
B) relying on the inside sales team to develop prospects
C) sending form letters to customers and prospects
D) segmenting his territory into two smaller sections
E) seeking a mentor on the sales team
Answer
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Related questions
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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
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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
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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
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B) the product is highly technical and requires a strong focus on partnering over the long term to discover solutions for the client
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John goes into a meeting with the sanitation director of a large city that got slammed by a snowstorm a month previously. During the cleanup, operators of the city's plows destroyed a significant amount of city and personal property, which triggered public inquiry into the competence of the sanitation staff and director.
Based on what John learns during the discussion, John realizes that the director has some unique equipment needs that may involve developing a custom machine. John will most likely need to:
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D) use persuasive communication skills
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A) direct appeal
B) assumption
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A) lack of strategy
B) lack of loyalty
C) fear of making a mistake
D) fear of asking for the close
E) fear of public speaking
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B) implement a straight commission compensation plan
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A) appeal to the salesperson's emotions by sharing personal experiences
B) allow the salesperson to suggest ideas for improving performance
C) enable a salesperson to admit that a performance problem exists
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________ is an interpersonal process between the sales manager and the salesperson in which the manager helps the salesperson improve performance in a specific area.
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B) increasing sales by a specific percentage
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A) Will the person be developing a new sales territory?
B) Is the product well established in the marketplace?
C) What is the average rate of employee turnover?
D) Will the salesperson work independently?
E) What amount of travel will be required?
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All of the following are good sources for recruiting quality candidates for sales jobs EXCEPT:
A) Internet job sites
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C) newspaper advertisements
D) employment agencies
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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
Q:
The size of the firm should dictate the scope of the sales training program.
Q:
The sales manager who appraises the performance of sales personnel regularly is displaying the leadership quality known as "consideration."