CN_ M4 Sample Questions.docx

What is the primary objective of hiring and training in sales management? A) Increase product prices B) Enhance marketing efforts C) Improve sales team performance D) Reduce operational costs Which of the following is NOT a component of the sales strategy mentioned? A) Process B) Technology C) Compe...

What is the primary objective of hiring and training in sales management? A) Increase product prices B) Enhance marketing efforts C) Improve sales team performance D) Reduce operational costs Which of the following is NOT a component of the sales strategy mentioned? A) Process B) Technology C) Compensation D) Relationship What role does 'People' play in sales strategy according to the document? A) Secondary to technology B) Vital for effective sales management C) Only relevant in large organizations D) Not as important as product development How does the document suggest sales managers use recruiting and training? A) To cut down expenses B) To influence key drivers of salesperson performance C) To increase product knowledge only D) To focus on marketing strategies What are the major factors influencing salesperson performance as discussed? A) Product features and market size B) Sales technology and advertising C) Aptitude, skill level, motivation, role perceptions D) Compensation and benefits only According to the document, how does sales training impact salesperson performance? A) It has no significant impact B) Primarily by improving product knowledge C) Through enhancing skills, knowledge, and motivation D) By increasing sales targets and quotas What is the document's view on the relationship between salesperson performance and job satisfaction? A) Performance has no relation to job satisfaction B) Higher performance often leads to higher job satisfaction C) Job satisfaction decreases as sales targets are met D) Sales targets are irrelevant to job satisfaction Which factor is considered least effective in predicting job performance, according to the document? A) Aptitude tests B) Interviews C) Reference checks D) Experience What is suggested as a key method to retain salespeople and reduce turnover? A) Increasing product prices B) Focusing on aggressive marketing tactics C) Adapting compensation, establishing mentoring programs, and defining roles clearly D) Reducing the size of the sales team How does the document propose sales training should be approached? A) As a one-time event at hiring B) Tailored to different stages of a salesperson's career C) Solely focused on senior sales staff D) Ignored in favor of direct experience