1. Assuming that the goal of your sales group is maximum revenues, what is the most important thing you can do to increase sales?
1. Don't know. 2. Provide regular training and coaching to your team. 3. Track and manage daily activity levels of the reps. 4. Remove from your group the "non-selling activities." 5. Provide very high levels of incentives for the team.

2. What is the most critical skill necessary for a sales manger?
1. Don't Know. 2. The ability to communicate effectively. 3. The ability to inspire your team. 4. The ability to develop sales strategy and tactics. 5. The ability to manage your team.

3. Which would you consider the most serious defect of a candidate salesperson?
1. Don't know. 2. A lack of experience in your industry. 3. A lack of sales experience. 4. An arrogant or rebel attitude. 5. A salesperson that isn’t studying their craft.

4. What is the key (primary) trait that should always be present in a sales rep?
1. Don't know. 2. Motivation 3. Integrity. 4. Enthusiasm. 5. Self-reliance.

5. What is the biggest defect in most coaching and training?
1. Don't know. 2. The material is too simple or basic. 3. The instructor’s personality. 4. Lack of "selling" as a part of the training. 5. Salespeople’s laziness.

6. As the manager, why should you be reading everything you can find on sales?
1. Don't know. 2. The team will do what you do and reading is good. 3. To lead you have to know more than your team. 4. With the knowledge you will create better strategies. 5. You can best help others if you have lots of tools.

7. From a management standpoint, what is the first thing to do in handling a performance problem?
1. Don't know. 2. Determine what they think is lowering their performance. 3. Determine the salesperson’s actual level of activity. 4. Determine what you think is lowering their performance. 5. Start regular coaching on the problem at hand.

8. How do you set or decide on the correct activity levels for your team?
1. Don't know. 2. Watch the highest performers for their numbers. 3. Take the highest numbers and add 20 percent. 4. Do the activities yourself and use your numbers. 5. Find a way to drive an incremental increase in activity.

9. What is the most important non-selling activity you can have your team doing?
1. Don't know. 2. Tracking their activities. 3. Self-development. 4. Leaning more about your offer. 5. Learning about the competition.

10. Which will produce the most results?
1. Don't know. 2. Effective management of your team. 3. Carefully defining the sales process and method. 4. Staying on top of the group to make sure things happen. 5. Helping your reps make sales.