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

Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups. Their sales manager would likely have an ethical dilemma in the area of:

Discontinuous changes are environmental changes so different from what has been experienced before that firms must take drastic strategic action in order to be successful.

Anti-obesity promotions by the government and other health organizations is an example of:

A few years ago, when Internet sales took off, the major automobile manufacturers had to decide whether they would sell directly or through their dealership network. In this situation a change in the industry's __________________ environment created a potential change in sales strategy.

Equal employment opportunity legislation:

Briefly discuss the three ""new-age"" themes of sales management in the twenty-first century.

A sucker may be born every minute, but if your business depends on repeat business and word-of-mouth advertising:

What is demarketing?

What six variables make up a firm's internal organizational environment?

An integrated marketing strategy is one part of a firm's sales program.

The most obvious impact of the technical environment on marketing is the ability to create and maintain huge customer databases.

The Robinson-Patman Act deals with:

Today it is common for sales managers to direct rather than mentor salespeople.

What two sets of ethical dilemmas are of particular concern to sales managers?

Which of the following questions addresses the internal organizational issue of supply chain capabilities?

What are the three categories of laws that are particularly relevant to sales programs?

How is ethics different from laws?

Voice over Internet Protocol (VoIP) a technology allowing telephone calls using the Internet is an example of:

Brendan is a new sales rep and is learning about his company's corporate culture. He will try to learn about the company's:

One of your customers suggests ""I'll buy from you if you buy from me."" This could be a violation of ______________ laws.