A good job description does NOT

Multiple Choice

• provide a basis for how salespeople should be paid.

• list routine prospecting and sales report writing tasks.

• provide clear guidelines about what selling tasks the job involves.

• list general tasks to be performed without getting specific.

• provide a basis for seeing how salespeople should be trained.

The key steps of the personal selling process consist of the following: Prospect for new customers; select target customer; preplan sales call and presentation; make sales presentation; ________; and follow up after the sales call.

Multiple Choice

• create interest

• open sale

• overcome objections

• close sale

• contact buyer

Which of the following statements relating to sales quotas is FALSE?

Multiple Choice

• Sales potential usually differs from one sales territory to another.

• A salesperson's sales quota is the specific level of sales he or she achieved in the previous sales period.

• Unless the pay plan allows for territory differences, some sales reps may be overworked and others may be underworked.

• Unless the pay plan allows for territory differences, some sales reps may be underpaid for the same amount of effort.

Prospecting

Multiple Choice

• involves following a few leads in the target market.

• should require a sales rep to spend the same amount of time with each prospect.

• refers to selection of the firm's target market.

• should use a system for allocating time to potential customers based on their potential.

• None of these answers is correct.