Question 1

Which of the following is an example of the external natural environment for a manufacturer of metal lawn furniture?

Accepted Answer

A)  A longer than usual distribution channel due to a rail strike 
B)  Consumer trend toward treating gardens like another room 
C)  The popularity of metal lawn furniture that looks vintage rather than newly bought 
D)  A flood at the manufacturer's main warehouse 
E)  Inflationary pricing by competitors 
A)  A longer than usual distribution channel due to a rail strike 
B)  Consumer trend toward treating gardens like another room 
C)  The popularity of metal lawn furniture that looks vintage rather than newly bought 
D)  A flood at the manufacturer's main warehouse 
E)  Inflationary pricing by competitors D

Question 2

Which of the following statements about ethics and business is true?

Accepted Answer

A)  Two-thirds of executives surveyed about their attitude toward commercial bribery said they considered bribes unethical and would never use them as a sales tactic 
B)  Written ethical policies are more harmful than helpful to the sales force because they diminish the salesperson's ability to be flexible 
C)  Bribes and kickbacks are not a problem in the United States 
D)  Management directives do not deal with many situations that are viewed as ethical dilemmas by the sales force 
E)  None of the above statements about ethics and business is true 
A)  Two-thirds of executives surveyed about their attitude toward commercial bribery said they considered bribes unethical and would never use them as a sales tactic 
B)  Written ethical policies are more harmful than helpful to the sales force because they diminish the salesperson's ability to be flexible 
C)  Bribes and kickbacks are not a problem in the United States 
D)  Management directives do not deal with many situations that are viewed as ethical dilemmas by the sales force 
E)  None of the above statements about ethics and business is true D

Question 3

How is sales leadership different from sales management?

Accepted Answer

Effective sales leadership includes: (1) communicating with salespeople rather than controlling them, (2) becoming a cheerleader and coach instead of a supervisor or boss, (3) empowering salespeople to make decisions rather than directing them.

Question 4

Alex is the new sales manager for FDP pet vitamins. He quickly recognizes his sales force does not have a global focus. To help motivate his staff toward expanding globally he points out:

Accepted Answer

A)  Today, customers can communicate worldwide 
B)  There are significant growth opportunities outside the domestic market 
C)  Their customers are global 
D)  All of the above 
E)  None of the above 
A)  Today, customers can communicate worldwide 
B)  There are significant growth opportunities outside the domestic market 
C)  Their customers are global 
D)  All of the above 
E)  None of the above

Question 5

Sales management is a multi-step interrelated process. Which step is concerned with selecting appropriate sales personnel and designing and implementing policies and procedures that will direct their efforts towards the desired objectives?

Accepted Answer

A)  The organizing stage of the sales program 
B)  The implementation stage of the sales program 
C)  The evaluation and control of sales force performance 
D)  The formulation of the strategic sales program 
E)  All of the above processes are involved with selecting appropriate sales personnel and designing and implementing policies and procedures that will direct their efforts toward the desired objectives 
A)  The organizing stage of the sales program 
B)  The implementation stage of the sales program 
C)  The evaluation and control of sales force performance 
D)  The formulation of the strategic sales program 
E)  All of the above processes are involved with selecting appropriate sales personnel and designing and implementing policies and procedures that will direct their efforts toward the desired objectives

Question 6

Mike, a sales rep for a major computer software company, knows his company does not plan to maintain updates for the software. When selling the software package to customers he implies the company will continue to support the software. Mike could create a ________________ legal problem.

Accepted Answer

A)  Truth-in-lending 
B)  Breach of warranty 
C)  Equal employment opportunity 
D)  Situational ethics 
E)  Tying agreement 
A)  Truth-in-lending 
B)  Breach of warranty 
C)  Equal employment opportunity 
D)  Situational ethics 
E)  Tying agreement

Question 7

After purchasing a car from a dealership, Martin is told by the dealership that the interest rate will be higher than what he has agreed to when he bought the car. The dealership has probably violated ______________ laws.

Accepted Answer

A)  Packaging and labeling 
B)  Cooling-off 
C)  Tying agreement 
D)  Reciprocal dealing 
E)  Truth-in-lending 
A)  Packaging and labeling 
B)  Cooling-off 
C)  Tying agreement 
D)  Reciprocal dealing 
E)  Truth-in-lending

Question 8

The five broad categories that make up the external environment are (1) economic, (2) social and cultural, (3) legal, political, and ethical, (4) natural and (5) technical.

Accepted Answer

A) True 
 B)False

Question 9

The sales manager of the future is more likely to be a coach or a team leader rather than an authoritative figure isolated in the upper reaches of a corporate hierarchy.

Accepted Answer

A) True 
 B)False

Question 10

Microsoft's bundling of personal computer operating systems with its Web browser is an example of:

Accepted Answer

A)  An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities 
B)  Environmental variables and changes in those variables over time, helping to determine the ultimate success or failure of marketing strategies 
C)  Changes in the environment creating new marketing opportunities for an organization 
D)  Environmental variables affected or changed by marketing activities 
E)  None of the above 
A)  An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities 
B)  Environmental variables and changes in those variables over time, helping to determine the ultimate success or failure of marketing strategies 
C)  Changes in the environment creating new marketing opportunities for an organization 
D)  Environmental variables affected or changed by marketing activities 
E)  None of the above

Question 11

Which of the following types of laws is most important to managers of sales programs?

Accepted Answer

A)  Real estate 
B)  Civil liberties 
C)  Consumer protection 
D)  Criminal 
E)  All are important to sales programs 
A)  Real estate 
B)  Civil liberties 
C)  Consumer protection 
D)  Criminal 
E)  All are important to sales programs

Question 12

What are the major demographic trends in the United States affecting selling?

Accepted Answer

The major demographic trends i

Question 13

Which of the following statements about the legal-political environment is true?

Accepted Answer

A)  The two broad categories of laws that are particularly relevant to salespeople are Federal Trade Commission regulations and state cooling-off laws 
B)  Antitrust laws have no impact on sales activities 
C)  The number of laws regulating personal selling and all other aspects of conducting business have decreased dramatically over the last three decades 
D)  A salesperson's claim that the refrigeration unit he was selling would keep food cold even if the electric power was off for six days could have legal consequences, but not ethical, because the salesperson was simply trying to make a sales when he made that statement 
E)  Many salespeople are unaware that they assume legal obligations every time they approach a customer 
A)  The two broad categories of laws that are particularly relevant to salespeople are Federal Trade Commission regulations and state cooling-off laws 
B)  Antitrust laws have no impact on sales activities 
C)  The number of laws regulating personal selling and all other aspects of conducting business have decreased dramatically over the last three decades 
D)  A salesperson's claim that the refrigeration unit he was selling would keep food cold even if the electric power was off for six days could have legal consequences, but not ethical, because the salesperson was simply trying to make a sales when he made that statement 
E)  Many salespeople are unaware that they assume legal obligations every time they approach a customer

Question 14

CH 1 How is sales leadership different from sales management?

Accepted Answer

Effective sales leadership includes: (1)

Question 15

Sales management is a multi-step interrelated process. Which step is concerned with environmental factors and attempts to organize the overall selling efforts as well as integrate them with other elements of the firm's marketing strategy?

Accepted Answer

A)  The organizing stage of the sales program 
B)  The implementation stage of the sales program 
C)  The evaluation and control of sales force program 
D)  The formulation of the sales program 
E)  All of the above processes are concerned with environmental factors and attempt to organize the overall selling efforts as well as integrate them with other elements of the firm's marketing strategy 
A)  The organizing stage of the sales program 
B)  The implementation stage of the sales program 
C)  The evaluation and control of sales force program 
D)  The formulation of the sales program 
E)  All of the above processes are concerned with environmental factors and attempt to organize the overall selling efforts as well as integrate them with other elements of the firm's marketing strategy

Question 16

Which of the following is NOT part of the external environment for a manufacturer of custom-made office furniture?

Accepted Answer

A)  A study on ergonomics by an engineering group 
B)  The major distributor of wood veneers it uses in making its furniture 
C)  The workers who craft the furniture to buyer specification 
D)  A railway strike 
E)  A competitor that makes similar-looking products with less expensive materials 
A)  A study on ergonomics by an engineering group 
B)  The major distributor of wood veneers it uses in making its furniture 
C)  The workers who craft the furniture to buyer specification 
D)  A railway strike 
E)  A competitor that makes similar-looking products with less expensive materials

Question 17

Sales force ethics is considered to be a part of the _____ environment of organizations.

Accepted Answer

A)  Economic 
B)  Internal 
C)  Political and legal 
D)  Ethical 
E)  Natural 
A)  Economic 
B)  Internal 
C)  Political and legal 
D)  Ethical 
E)  Natural

Question 18

John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily in the area of:

Accepted Answer

A)  Determining compensation and incentives 
B)  Equal treatment in hiring and promotion 
C)  Respect for individuals in supervisory and training programs 
D)  Fairness in the design of sales territories 
E)  Fairness in the assignment of sales territories 
A)  Determining compensation and incentives 
B)  Equal treatment in hiring and promotion 
C)  Respect for individuals in supervisory and training programs 
D)  Fairness in the design of sales territories 
E)  Fairness in the assignment of sales territories

Question 19

What technologies, other than the Internet, are being widely used in sales force communication?

Accepted Answer

EDI, electronic data interchan

Question 20

Which of the following statements about sales force management is true?

Accepted Answer

A)  The sales force is the firm's most direct link to the customer 
B)  The statement, ""The world will beat a path to your door if you build a better mousetrap,"" reflects how business operates today 
C)  As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented 
D)  Personal selling is usually less expensive than advertising 
E)  Sales management is no different from any other kind of management 
A)  The sales force is the firm's most direct link to the customer 
B)  The statement, ""The world will beat a path to your door if you build a better mousetrap,"" reflects how business operates today 
C)  As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented 
D)  Personal selling is usually less expensive than advertising 
E)  Sales management is no different from any other kind of management

Which of the following is an example of the external natural environment for a manufacturer of metal lawn furniture?

Which of the following statements about ethics and business is true?

How is sales leadership different from sales management?

Alex is the new sales manager for FDP pet vitamins. He quickly recognizes his sales force does not have a global focus. To help motivate his staff toward expanding globally he points out:

Sales management is a multi-step interrelated process. Which step is concerned with selecting appropriate sales personnel and designing and implementing policies and procedures that will direct their efforts towards the desired objectives?

Mike, a sales rep for a major computer software company, knows his company does not plan to maintain updates for the software. When selling the software package to customers he implies the company will continue to support the software. Mike could create a ________________ legal problem.

After purchasing a car from a dealership, Martin is told by the dealership that the interest rate will be higher than what he has agreed to when he bought the car. The dealership has probably violated ______________ laws.

The five broad categories that make up the external environment are (1) economic, (2) social and cultural, (3) legal, political, and ethical, (4) natural and (5) technical.

The sales manager of the future is more likely to be a coach or a team leader rather than an authoritative figure isolated in the upper reaches of a corporate hierarchy.

Microsoft's bundling of personal computer operating systems with its Web browser is an example of:

Which of the following types of laws is most important to managers of sales programs?

What are the major demographic trends in the United States affecting selling?

Which of the following statements about the legal-political environment is true?

CH 1 How is sales leadership different from sales management?

Sales management is a multi-step interrelated process. Which step is concerned with environmental factors and attempts to organize the overall selling efforts as well as integrate them with other elements of the firm's marketing strategy?

Which of the following is NOT part of the external environment for a manufacturer of custom-made office furniture?

Sales force ethics is considered to be a part of the _____ environment of organizations.

John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily in the area of:

What technologies, other than the Internet, are being widely used in sales force communication?

Which of the following statements about sales force management is true?

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

Filters

Exam 1: Introduction to Sales Management in the Twenty-First Century

Which of the following is an example of the external natural environment for a manufacturer of metal lawn furniture?

Which of the following statements about ethics and business is true?

How is sales leadership different from sales management?

Alex is the new sales manager for FDP pet vitamins. He quickly recognizes his sales force does not have a global focus. To help motivate his staff toward expanding globally he points out:

Sales management is a multi-step interrelated process. Which step is concerned with selecting appropriate sales personnel and designing and implementing policies and procedures that will direct their efforts towards the desired objectives?

Mike, a sales rep for a major computer software company, knows his company does not plan to maintain updates for the software. When selling the software package to customers he implies the company will continue to support the software. Mike could create a ________________ legal problem.

After purchasing a car from a dealership, Martin is told by the dealership that the interest rate will be higher than what he has agreed to when he bought the car. The dealership has probably violated ______________ laws.

The five broad categories that make up the external environment are (1) economic, (2) social and cultural, (3) legal, political, and ethical, (4) natural and (5) technical.

The sales manager of the future is more likely to be a coach or a team leader rather than an authoritative figure isolated in the upper reaches of a corporate hierarchy.

Microsoft's bundling of personal computer operating systems with its Web browser is an example of:

Which of the following types of laws is most important to managers of sales programs?

What are the major demographic trends in the United States affecting selling?

Which of the following statements about the legal-political environment is true?

CH 1 How is sales leadership different from sales management?

Sales management is a multi-step interrelated process. Which step is concerned with environmental factors and attempts to organize the overall selling efforts as well as integrate them with other elements of the firm's marketing strategy?

Which of the following is NOT part of the external environment for a manufacturer of custom-made office furniture?

Sales force ethics is considered to be a part of the _____ environment of organizations.

John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily in the area of:

What technologies, other than the Internet, are being widely used in sales force communication?

Which of the following statements about sales force management is true?

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

Filters