Salesmenship Discussins and Quiz Devry
Salesmanship
You recently received a promotion to district sales manager. You are eager to show your leadership ability and ready to implement a strategy to make your company successful. Your boss has come to you to explain a new selling strategy that he would like to see you implement. It involves having your salespeople be a little more aggressive with their customers. Essentially, he would like them to oversell their customers.
Read the Shield Financial: Overheard Trade Secrets on page 276 in the text. Discuss the questions at the end of the case:
a) What are the ethical issues involved in this case?
b) What are the possible actions Bloom could take?
c) What are the possible reactions from the customers to Rowland's information?
d) What is an ideal course of action given all of the issues involved?
Question: (TCO 7) If you were a sales manager, which of the following would you consider to be a signal of plateauing among your salespeople?
Question: (TCO 7) As a sales manager, you go out of your way to personally demonstrate proper selling technique to salespeople, show up on time to meetings and appointments, and always present a professional image through appropriate dress and grooming. Your actions are likely seen by your sales staff as which of the following?
Question: (TCO 7) "Before we go in to this account, what is your objective for this call?" This question is primarily asked to observe a salesperson's development in which area?
Question: (TCO 8) Some of your lower-performing salespeople complain to you about being stuck with a "bad" territory. They say that the higher-performing salespeople have easier territories to sell in. Which of the following theories best describes the salespeople's thinking?
Question: (TCO 8) The most frequently used type of quota by sales organizations is which of the following?
Question: (TCO 8) As a new first-line sales manager, you would like to understand what motivates each salesperson. Joe, one of your salespeople, is a person who is almost completely self-motivated. You don't need to do much of anything to keep this person going. Joe always sets high goals for himself and likes it when the branch achieves its monthly quota, regardless of who sold the most to make that possible. Based on this information, you determine that Joe has which motivational drive?
Question: (TCO 9) If a salesperson displays Machiavellian tendencies, we would also expect to find which of the following?
Question: (TCO 9) According to the text, the most frequent area for ethical abuse in a sales organization usually occurs with which of the following?
Question: (TCO 9) The statement that "any person who decides in every situation to act as a good man is bound to be destroyed in the company of so many men who are not good" was made by which of the following?
Question: (TCO 9) An excellent way for a manager to build a strong sales ethics program is which of the following?