6	Three main steps are involved in recruiting and selecting salespeople:
a.	Planning, evaluation, and selection
b.	Planning, evaluation, and hiring
c.	Planning, recruiting, and selection
d.	Planning, recruiting, and hiring
7	According to the account targeting strategy, which accounts are considered to be the Key accounts:
a.	Top 500 accounts
b.	Top 100 accounts
c.	Top 400 accounts
d.	Top 350 accounts
8	Choose the incorrect answer: Developing a corporate strategy requires the following steps:
a.	Analyzing the corporate situation to identify potential opportunities and threats
b.	Determining corporate mission and objectives
c.	Defining strategic business units
d.	Setting the same objectives and resource allocations for each strategic business unit
9	Choose the incorrect answer: Most discussions of a comprehensive sales enablement program include several key elements:
a.	An integration and coordination of the efforts of executives, sales managers, salespeople, and personnel from other business functions that directly impact customers to create value in all interactions with buyers
b.	An incorporation of the appropriate training, technology, performance metrics, and reward programs to guide and support the execution and achievement of sales enablement and sales organization objectives
c.	A buyer-focused function driven by a firms top-level executives
d.	An alignment of the steps in the buying process to deliver value at each stage of the buying process
10	The expectations of salespeople can be viewed as achieving four key roles:
a.	Financial contributor, change agent, communications agent, and customer value agent
b.	Nonfinancial contributor, change agent, communications agent, and customer value agent
c.	Nonfinancial contributor, change agent, communications agent, and firm value agent
d.	Financial contributor, change agent, communications agent, and firm value agent
11	What is the size of salesforce:
a.	Salesforce size = Forecasted sales/Average sales per salesperson
b.	Salesforce size = Average sales per salesperson/Forecasted sales
c.	Salesforce size = Total selling effort needed/Average selling effort per salesperson
d.	Salesforce size = Average selling effort per salesperson/Total selling effort needed