Question 1

A key account represents a customer who buys for an organization with geographically concentrated units.

Accepted Answer

A) True 
 B)False

Question 2

In the sales performance literature, recent evidence suggests that a strict reliance on the ____ measurement approach may not produce the desired sales or marketing results because it "has lulled some sales executives into thinking that important sales outcomes could be reasonably accomplished without intense management reinforcement."

Accepted Answer

A) esteem-based 
B) behavior-based 
C) satisfaction-based 
D) outcome-based 
E) none of the answer choices. 
A) esteem-based 
B) behavior-based 
C) satisfaction-based 
D) outcome-based 
E) none of the answer choices.

Question 3

Relationship marketing activities influence three important drivers of relationship marketing effectiveness including relationship____________________,____________________, and____________________.

Accepted Answer

quality, breadth, co

Question 4

What roles do account managers play in the selling organization? What are some of the characteristics and factors that separate high performing account managers from other account managers?

Accepted Answer

Answers will vary since the question req

Question 5

Changes in business marketing strategy requires corresponding changes in personal selling styles.

Accepted Answer

A) True 
 B)False

Question 6

Cassidy Computer Systems has witnessed a gradual decline in the performance of its sales force since a key sales manager left the company for another position. While well-educated and extremely knowledgeable about the computers that they sell, the sales force is not inspired by the management style of their new superior. Using the concepts of sales force motivation, job satisfaction, and role perceptions, describe why salesperson performance may have declined at Cassidy. Recommend a strategy that Cassidy could adopt to improve the effectiveness and productivity of their sales force.

Accepted Answer

Answers will vary since the question req

Question 7

The sales resource grid indicates that a particular territory (planning and control unit) possesses high PCU opportunity but low sales organization strength. This suggests which of the following sales resource assignments?

Accepted Answer

A) Invest a high level of sales resources to take advantage of opportunity. 
B) Invest a minimal level of sales resources; selectively eliminate resource coverage; possible elimination of PCU. 
C) Either direct a high level of sales resources to improve position and take advantage of opportunity or shift resources to other planning and control units. 
D) Invest a moderate level of sales resources to maintain current position. 
A) Invest a high level of sales resources to take advantage of opportunity. 
B) Invest a minimal level of sales resources; selectively eliminate resource coverage; possible elimination of PCU. 
C) Either direct a high level of sales resources to improve position and take advantage of opportunity or shift resources to other planning and control units. 
D) Invest a moderate level of sales resources to maintain current position.

Question 8

Motivation to perform is thought to be related strongly to:

Accepted Answer

A) the value the salesperson places on rewards. 
B) the individual's perceptions of the types and amounts of rewards that will accrue from various degrees of job performance. 
C) the extent to which a salesperson can see him/herself as a member of the target market. 
D) both the value the salesperson places on rewards and the individual's perceptions of the types and amounts of rewards that will accrue from various degrees of job performance. 
E) both the value the salesperson places on rewards and the extent to which a salesperson can see him/herself as a member of the target market. 
A) the value the salesperson places on rewards. 
B) the individual's perceptions of the types and amounts of rewards that will accrue from various degrees of job performance. 
C) the extent to which a salesperson can see him/herself as a member of the target market. 
D) both the value the salesperson places on rewards and the individual's perceptions of the types and amounts of rewards that will accrue from various degrees of job performance. 
E) both the value the salesperson places on rewards and the extent to which a salesperson can see him/herself as a member of the target market.

Question 9

Relationship____________________captures the ability of an interfirm relationship to achieve desired objectives.

Accepted Answer

The answer of Relationship____________________captures the ability of an interfirm relationship...

Question 10

The _____ measurement approach of salesperson performance is best suited for the emerging emphasis on relationship selling.

Accepted Answer

A) esteem-based 
B) behavior-based 
C) satisfaction-based 
D) outcome-based 
E) none of the answer choices. 
A) esteem-based 
B) behavior-based 
C) satisfaction-based 
D) outcome-based 
E) none of the answer choices.

Question 11

_____ is the amount of effort a salesperson desires to expend on each of the activities or tasks associated with his or her job.

Accepted Answer

A) Supervision 
B) Motivation 
C) Attitude 
D) Performance 
E) Intrinsic satisfaction 
A) Supervision 
B) Motivation 
C) Attitude 
D) Performance 
E) Intrinsic satisfaction

Question 12

Which of the following are influences on the potential level of sales in a particular territory?

Accepted Answer

A) Salesperson characteristics. 
B) Competition. 
C) Territory characteristics. 
D) All of the answer choices. 
E) Both salesperson characteristics and competition. 
A) Salesperson characteristics. 
B) Competition. 
C) Territory characteristics. 
D) All of the answer choices. 
E) Both salesperson characteristics and competition.

Question 13

One characteristic of a key account is that the customer does not require or expect specialized services such as logistical support, inventory management, price discounts, and customized applications.

Accepted Answer

A) True 
 B)False

Question 14

A salesperson's job performance is a function of aptitude.

Accepted Answer

A) True 
 B)False

Question 15

Job satisfaction is theorized to decline when the salesperson's perception of his/her role is:

Accepted Answer

A) inaccurate in terms of the expectations of superiors. 
B) characterized by conflicting demands among role partners that the salesperson cannot possibly resolve. 
C) surrounded by uncertainty due to a lack of information about the expectations and evaluation criteria of superiors and customers. 
D) all of the answer choices. 
E) both characterized by conflicting demands among role partners that the salesperson cannot possibly resolve and surrounded by uncertainty due to a lack of information about the expectations and evaluation criteria of superiors and customers. 
A) inaccurate in terms of the expectations of superiors. 
B) characterized by conflicting demands among role partners that the salesperson cannot possibly resolve. 
C) surrounded by uncertainty due to a lack of information about the expectations and evaluation criteria of superiors and customers. 
D) all of the answer choices. 
E) both characterized by conflicting demands among role partners that the salesperson cannot possibly resolve and surrounded by uncertainty due to a lack of information about the expectations and evaluation criteria of superiors and customers.

Question 16

Expertise coordination is a process that a salesperson follows in diagnosing customer requirements.

Accepted Answer

A) True 
 B)False

Question 17

A _____ sales organization is especially appropriate when the product line is large or diverse.

Accepted Answer

A) geographical 
B) product oriented 
C) market centered 
D) none of the answer choices. 
A) geographical 
B) product oriented 
C) market centered 
D) none of the answer choices.

Question 18

Relationship quality is composed of at least two dimensions: trust in the salesperson and satisfaction with the salesperson.

Accepted Answer

A) True 
 B)False

Question 19

The sales resource grid indicates that a particular territory (planning and control unit) possesses low PCU opportunity and low sales organization strength. This suggests which of the following sales resource assignments?

Accepted Answer

A) Invest a high level of resources to take advantage of opportunity. 
B) Invest a moderate level of resources. 
C) Invest a minimal level of sales resources, selectively eliminate resource coverage, or possibly eliminate the PCU. 
D) None of the answer choices. 
A) Invest a high level of resources to take advantage of opportunity. 
B) Invest a moderate level of resources. 
C) Invest a minimal level of sales resources, selectively eliminate resource coverage, or possibly eliminate the PCU. 
D) None of the answer choices.

Question 20

Which are part of IBM's BANT?

Accepted Answer

A) Budget 
B) Authority 
C) Need 
D) Timeline 
E) All of the answer choices. 
A) Budget 
B) Authority 
C) Need 
D) Timeline 
E) All of the answer choices.

A key account represents a customer who buys for an organization with geographically concentrated units.

Relationship marketing activities influence three important drivers of relationship marketing effectiveness including relationship,, and.

What roles do account managers play in the selling organization? What are some of the characteristics and factors that separate high performing account managers from other account managers?

Changes in business marketing strategy requires corresponding changes in personal selling styles.

The sales resource grid indicates that a particular territory (planning and control unit) possesses high PCU opportunity but low sales organization strength. This suggests which of the following sales resource assignments?

Motivation to perform is thought to be related strongly to:

Relationship____________________captures the ability of an interfirm relationship to achieve desired objectives.

The _____ measurement approach of salesperson performance is best suited for the emerging emphasis on relationship selling.

_____ is the amount of effort a salesperson desires to expend on each of the activities or tasks associated with his or her job.

Which of the following are influences on the potential level of sales in a particular territory?

One characteristic of a key account is that the customer does not require or expect specialized services such as logistical support, inventory management, price discounts, and customized applications.

A salesperson's job performance is a function of aptitude.

Job satisfaction is theorized to decline when the salesperson's perception of his/her role is:

Expertise coordination is a process that a salesperson follows in diagnosing customer requirements.

A _____ sales organization is especially appropriate when the product line is large or diverse.

Relationship quality is composed of at least two dimensions: trust in the salesperson and satisfaction with the salesperson.

The sales resource grid indicates that a particular territory (planning and control unit) possesses low PCU opportunity and low sales organization strength. This suggests which of the following sales resource assignments?

Which are part of IBM's BANT?

A Business Marketing Perspective

Organizational Buying Behavior

Customer Relationship Management Strategies for Business Markets

Segmenting the Business Market and Estimating Segment Demand

Business Marketing Planning: Strategic Perspectives

Business Marketing Strategies for Global Markets

Managing Products for Business Markets

Managing Innovation and New Industrial Product Development

Managing Services for Business Markets

Managing Business Marketing Channels

Supply Chain Management

Pricing Strategy for Business Markets

Business Marketing Comm: Advertising and Sales Promotion

Marketing Performance Measurement

Filters

Exam 14: Bus Marketing Comm Managing the Personal Selling

A key account represents a customer who buys for an organization with geographically concentrated units.

Relationship marketing activities influence three important drivers of relationship marketing effectiveness including relationship____________________,____________________, and____________________.

What roles do account managers play in the selling organization? What are some of the characteristics and factors that separate high performing account managers from other account managers?

Changes in business marketing strategy requires corresponding changes in personal selling styles.

The sales resource grid indicates that a particular territory (planning and control unit) possesses high PCU opportunity but low sales organization strength. This suggests which of the following sales resource assignments?

Motivation to perform is thought to be related strongly to:

Relationship____________________captures the ability of an interfirm relationship to achieve desired objectives.

The _____ measurement approach of salesperson performance is best suited for the emerging emphasis on relationship selling.

_____ is the amount of effort a salesperson desires to expend on each of the activities or tasks associated with his or her job.

Which of the following are influences on the potential level of sales in a particular territory?

One characteristic of a key account is that the customer does not require or expect specialized services such as logistical support, inventory management, price discounts, and customized applications.

A salesperson's job performance is a function of aptitude.

Job satisfaction is theorized to decline when the salesperson's perception of his/her role is:

Expertise coordination is a process that a salesperson follows in diagnosing customer requirements.

A _____ sales organization is especially appropriate when the product line is large or diverse.

Relationship quality is composed of at least two dimensions: trust in the salesperson and satisfaction with the salesperson.

The sales resource grid indicates that a particular territory (planning and control unit) possesses low PCU opportunity and low sales organization strength. This suggests which of the following sales resource assignments?

Which are part of IBM's BANT?

A Business Marketing Perspective

Organizational Buying Behavior

Customer Relationship Management Strategies for Business Markets

Segmenting the Business Market and Estimating Segment Demand

Business Marketing Planning: Strategic Perspectives

Business Marketing Strategies for Global Markets

Managing Products for Business Markets

Managing Innovation and New Industrial Product Development

Managing Services for Business Markets

Managing Business Marketing Channels

Supply Chain Management

Pricing Strategy for Business Markets

Business Marketing Comm: Advertising and Sales Promotion

Marketing Performance Measurement

Filters

Relationship marketing activities influence three important drivers of relationship marketing effectiveness including relationship,, and.