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Sales mgt mod 2
| Question | Answer |
|---|---|
| What is sales training? | The process of improving a salesperson’s knowledge, skills, and abilities (KSAs) |
| What are KSAs? | Knowledge (what you know), Skills (what you can do), Abilities (natural capability) |
| What is tacit knowledge? | Knowledge learned through experience and practice, not easily written down |
| What is explicit knowledge? | Knowledge that can be documented and learned through reading or instruction |
| Why is tacit knowledge important? | It is essential for real-world selling skills like closing and handling objections |
| What is organizational analysis? | Determining if training aligns with company goals and strategy |
| What is task analysis? | Identifying skills and knowledge needed for specific sales tasks |
| What is individual analysis? | Identifying performance gaps in salespeople |
| What is customer analysis? | Understanding customer needs, behavior, and characteristics |
| What is role-playing? | Practicing sales scenarios in a safe environment |
| What is on-the-job training? | Learning through real work experience such as ride-alongs |
| What are avatars in training? | AI-based simulations used to practice sales interactions |
| What is gamification? | Using game elements to increase engagement and motivation in training |
| What is on-demand training? | Training available anytime when needed |
| What is failure analysis? | Studying failed sales to identify weaknesses |
| What is success analysis? | Studying successful salespeople to replicate best practices |
| What is centralized training? | A standardized training program delivered from a central location |
| What is decentralized training? | Training adapted locally to specific regions or teams |
| What are phases of usage? | Awkward stage, conscious use stage, automatic behavior stage |
| What is the training process? | Identifying needs, designing training, delivering training, evaluating results |
| Why are training programs important? | They improve skills, productivity, morale, retention, and alignment with company strategy |
| What should be included in a sales training program? | Product knowledge, selling skills, customer knowledge, company policies, and technology training |
| What are the objectives of sales training? | Improve skills, increase knowledge, change behavior, and enhance performance |
| What are obstacles to training success? | Lack of reinforcement, poor design, low motivation, resistance to change |
| How can sales training be delivered? | Face-to-face, role-playing, online learning, on-the-job training, webinars, avatars |
| What is supervising? | Managing day-to-day activities and monitoring performance |
| What is managing? | Strategic planning and long-term decision-making |
| What is the difference between supervising and managing? | Supervising is tactical and short-term, managing is strategic and long-term |
| What is legitimate power? | Authority that comes from a position or title |
| What is reward power? | Ability to give rewards such as bonuses or promotions |
| What is coercive power? | Ability to punish or impose negative consequences |
| What is informational power? | Control over important information |
| What is political power? | Influence gained through relationships and networks |
| What is formal power? | Power derived from a person’s position in an organization |
| What is informal power? | Power derived from personal traits, expertise, or relationships |
| What is expert power? | Influence based on knowledge or skills |
| What is charismatic power? | Influence based on personality and attractiveness |
| What is moral power? | Influence based on integrity and ethical behavior |
| Why is informal power important? | It often has a stronger influence on behavior than formal authority |
| What is coaching? | Short-term guidance to improve performance |
| What is mentoring? | Long-term development and career guidance |
| What are political terrains? | Different types of power environments within organizations |
| How can someone navigate political terrains? | Build relationships, understand power structures, use facts, and adapt strategies |
| What should sales managers know about their salesforce? | Skills, motivation, strengths, weaknesses, and performance levels |
| What are signs of a bad manager? | Poor communication, lack of feedback, low support, misuse of power |
| What is a sales quota? | A target sales goal assigned to a salesperson |
| What are outcome-based quotas? | Goals based on results such as revenue or sales volume |
| What are input-based quotas? | Goals based on activities such as calls or meetings |
| What are stretch goals? | Challenging goals that push performance |
| What are threshold goals? | Minimum acceptable performance levels |
| What are combination goals? | A mix of different types of goals |
| What is pipeline analysis? | Tracking sales opportunities through different stages |
| What is salesforce evaluation? | Measuring and improving salesperson performance |
| What is a dashboard? | A visual tool used to track performance metrics |
| What is 360-degree feedback? | Feedback collected from multiple sources including peers and customers |
| What is customer experience (CX)? | The overall interaction a customer has with a company |
| What is customer satisfaction? | How well a product or service meets customer expectations |
| What is the purpose of salesforce evaluations? | To measure performance, identify gaps, and improve productivity |
| Should salespeople help set their own goals? | Yes, because it increases motivation and commitment |
| When is a sale considered a sale? | When criteria such as order, payment, or delivery are met based on company policy |
| Why do salespeople miss quotas? | Lack of skill, poor motivation, unrealistic goals, market conditions, or poor management |
| Can sales goals be changed? | Yes, due to changes in market conditions or company strategy |
| What are guidelines for setting goals? | Goals should be specific, measurable, realistic, time-bound, and aligned with strategy |
| What is motivation? | The internal drive that directs behavior toward goals |
| What is expectancy theory? | Motivation depends on effort leading to performance and performance leading to reward |
| What is Adam’s equity theory? | People compare their effort and rewards to others for fairness |
| What is Herzberg’s motivation-hygiene theory? | Hygiene factors prevent dissatisfaction, motivators create satisfaction |
| What is McClelland’s needs theory? | Motivation is driven by achievement, power, and affiliation needs |
| What is intrinsic motivation? | Motivation from internal satisfaction |
| What is extrinsic motivation? | Motivation from external rewards |
| What is a combination plan? | A mix of salary and commission compensation |
| What is straight salary? | Fixed income regardless of performance |
| What is straight commission? | Pay based only on sales performance |
| What is a progressive plan? | Commission rate increases as sales increase |
| What is a regressive plan? | Commission rate decreases after a certain point |
| What is a draw? | Advance payment against future commissions |
| What is a bonus? | Additional compensation for achieving targets |
| What are benefits? | Additional compensation such as insurance or retirement plans |
| What are fringe benefits? | Non-wage compensations like health insurance and paid leave |
| What is COLA? | Cost-of-living allowance to adjust income based on inflation |
| What is a per diem plan? | Fixed daily allowance for expenses |
| What is an unlimited plan? | Company pays all expenses without limits |
| What is a limited plan? | Expenses are capped at certain limits |
| What are nonfinancial rewards? | Recognition, career growth, flexibility, and work-life balance |
| What is a sales contest? | A short-term competition to motivate sales performance |
| What are concerns with sales contests? | They may create short-term focus, unfairness, and unethical behavior |
| How can sales contests be used effectively? | Use clear rules, short duration, fair structure, and specific goals |
| What is role ambiguity? | Unclear expectations about a job role |
| What is role conflict? | Conflicting expectations within a job |
| Why do salespeople need motivation? | Because sales requires effort, persistence, and handling rejection |
| What are components of a reward program? | Salary, commission, bonuses, benefits, and recognition |
| What is the difference between content and process theories? | Content explains what motivates, process explains how motivation works |
| What is ethics? | Standards of right and wrong behavior |
| What is law? | Government rules and regulations |
| What is the difference between legal and ethical? | Legal follows the law, ethical follows moral principles |
| What is bribery? | Offering something of value to influence decisions |
| What is manipulation? | Influencing others in a deceptive or unfair way |
| What is misrepresentation? | Providing false or misleading information |
| What is puffery? | Exaggerated claims that may not be strictly true |
| What is deontology? | Ethics based on following rules |
| What is teleology? | Ethics based on outcomes or consequences |
| What is an ethical climate? | The ethical environment of an organization |
| What is an ethical dilemma? | A situation where no clear right or wrong choice exists |
| What is whistleblowing? | Reporting unethical or illegal behavior |
| How can managers promote an ethical climate? | Set expectations, lead by example, enforce rules, and reward ethical behavior |
| Why are ethics important in sales? | They build trust, ensure long-term relationships, and protect company reputation |
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