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

The difference between a law and ethics is best described by:

Antitrust laws are aimed primarily at preserving and enhancing competition among firms in an industry.

When developing the sales program for her university, Yesenia recognized in the short run, her program:

State _______________ laws allow consumers to cancel contracts signed with door-to-door salespeople within a limited number of days after agreeing to such contracts.

The sales management process involves what three interrelated sets of decisions or processes?

Which of the following statements about the sales force in the twenty-first century is true?

Karen is studying the potential for selling her company's products in China. As part of her analysis, she is assessing the number, types and availability of wholesalers and retailers. Karen is studying the country's:

A company's distribution system is part of its external economic environment.

The most effective way for management to influence the ethical performance of their salespeople is to develop a comprehensive ethical policy.

The development of a sales program actually begins with top management's specification of a mission statement.

Equal employment opportunity laws make it unlawful to discriminate against a person in hiring or promotion based on what factors?

The potential demand for a product within a country depends on that country's:

Personal selling is the most expensive marketing communications tool that most organizations use.

A focus on relationship selling usually increases the number of vendors a company does business with.

Discuss the issues forcing sales organizations to reinvent themselves in the twenty-first century.

In developing ethical standards for your company, you attempt to anticipate actions that would or could be harmful to consumers or the organization. For your company, ethics is:

What is the most effective way for management to influence the ethical performance of their salespeople?

The difference between transactional selling and relationship selling is:

Brenda is the newly appointed sales manager for Beta Business Products. She knows sales force management is a dynamic process and therefore:

As more and more countries reduce barriers to trade, a sales manager's _________ environment is changing rapidly.