Question 1

Gwen, a sales manager for Delicious Diets, knows it is important to:

Accepted Answer

A)  Monitor the marketing environment 
B)  Predict how the environment might change 
C)  Develop strategies for changing marketing environments 
D)  Create plans for the sales function suited to environmental conditions 
E)  All of the above 
A)  Monitor the marketing environment 
B)  Predict how the environment might change 
C)  Develop strategies for changing marketing environments 
D)  Create plans for the sales function suited to environmental conditions 
E)  All of the above

Question 2

Selling skills and requirements vary due to the consistency of the buying process and constant level of product complexity.

Accepted Answer

A) True 
 B)False

Question 3

The most effective way for sales managers to influence the ethical performance of their salespeople is:

Accepted Answer

A)  To have formal policy 
B)  Provide clear guidelines 
C)  Communicate policies clearly 
D)  Lead by example 
E)  Punish unethical performance 
A)  To have formal policy 
B)  Provide clear guidelines 
C)  Communicate policies clearly 
D)  Lead by example 
E)  Punish unethical performance

Question 4

Sales force managers are confronted with many new issues in the twenty-first century including:

Accepted Answer

A)  Creating more nimble sales force organization 
B)  Building long-term relationships with customers 
C)  Gaining greater commitment from salespeople 
D)  Leveraging available technology 
E)  All of the above 
A)  Creating more nimble sales force organization 
B)  Building long-term relationships with customers 
C)  Gaining greater commitment from salespeople 
D)  Leveraging available technology 
E)  All of the above

Question 5

Antitrust laws:

Accepted Answer

A)  Restrict marketing activities that would reduce competition 
B)  Set standards of quality for specific products 
C)  Allow consumers to cancel contracts signed with door-to-door salespeople within a limited number of days after signing the contract 
D)  Prohibit unfair or deceptive packaging 
E)  Do not apply to companies that sell to the consumer market 
A)  Restrict marketing activities that would reduce competition 
B)  Set standards of quality for specific products 
C)  Allow consumers to cancel contracts signed with door-to-door salespeople within a limited number of days after signing the contract 
D)  Prohibit unfair or deceptive packaging 
E)  Do not apply to companies that sell to the consumer market

Question 6

Which of the following statements about sales programs and performance is true?

Accepted Answer

A)  The sales manager must adapt his or her strategies to the existing environment rather than trying to make the environment fit the strategies 
B)  The sales program is the one part of the marketing strategy that seldom needs changing 
C)  Management should not engage in planning for organizations that operate in volatile environments because their plans would have to be revised or even scrapped frequently 
D)  Factors in the internal and external environment can have a strong influence on strategic plans, but not on strategic implementation 
E)  Changes in an organization's marketing strategy are unlikely to have any impact on its sales program 
A)  The sales manager must adapt his or her strategies to the existing environment rather than trying to make the environment fit the strategies 
B)  The sales program is the one part of the marketing strategy that seldom needs changing 
C)  Management should not engage in planning for organizations that operate in volatile environments because their plans would have to be revised or even scrapped frequently 
D)  Factors in the internal and external environment can have a strong influence on strategic plans, but not on strategic implementation 
E)  Changes in an organization's marketing strategy are unlikely to have any impact on its sales program

Question 7

Which of the following is part of the external environment for a distributor of aquariums and everything needed to set up aquariums including tropical fish and plants?

Accepted Answer

A)  Employees who care for fish before they are sold to retailers 
B)  Competitors who carry the same aquarium equipment 
C)  The financial resources needed to create the proper environment for breeding the fish 
D)  The participative organizational culture the distributor has 
E)  The distributor's privately-owned warehouse for storing the aquarium equipment 
A)  Employees who care for fish before they are sold to retailers 
B)  Competitors who carry the same aquarium equipment 
C)  The financial resources needed to create the proper environment for breeding the fish 
D)  The participative organizational culture the distributor has 
E)  The distributor's privately-owned warehouse for storing the aquarium equipment

Question 8

Which of the following is NOT one of the technology tools used by most salespeople?

Accepted Answer

A)  Electronic data interchange 
B)  Efficient consumer response systems 
C)  Synchronized customer solicitations 
D)  Customer relationship management 
E)  The Internet 
A)  Electronic data interchange 
B)  Efficient consumer response systems 
C)  Synchronized customer solicitations 
D)  Customer relationship management 
E)  The Internet

Question 9

In the twenty-first century, sales leaders are:

Accepted Answer

A)  Controlling rather than communicative with personnel 
B)  Becoming coaches instead of supervisors 
C)  Empowering sales managers to make decision 
D)  Centralizing control as bosses 
E)  Directing sales people to achieve the defined goals 
A)  Controlling rather than communicative with personnel 
B)  Becoming coaches instead of supervisors 
C)  Empowering sales managers to make decision 
D)  Centralizing control as bosses 
E)  Directing sales people to achieve the defined goals

Question 10

Much of what drives ethical behavior in sales organizations is the overall culture of the firm and:

Accepted Answer

A)  Service capabilities 
B)  Technological support 
C)  Supply chain management strategies 
D)  The tone set by upper management 
E)  The external environment 
A)  Service capabilities 
B)  Technological support 
C)  Supply chain management strategies 
D)  The tone set by upper management 
E)  The external environment

Question 11

Jorge finds he has lost out to his major competitor on three recent contracts. Through his customers, he learns his competitor has cut prices and lowered financing costs. Jorge is observing a change in his _____________ environment.

Accepted Answer

A)  Economic growth rate 
B)  Technological 
C)  Social and cultural 
D)  Natural 
E)  Legal and political 
A)  Economic growth rate 
B)  Technological 
C)  Social and cultural 
D)  Natural 
E)  Legal and political

Question 12

After a major hurricane, a building products company rationed its supply of roofing materials among its major customers. This is an example of:

Accepted Answer

A)  Internal environmental control 
B)  External environmental control 
C)  Demarketing 
D)  Transactional selling 
E)  Discontinuous change 
A)  Internal environmental control 
B)  External environmental control 
C)  Demarketing 
D)  Transactional selling 
E)  Discontinuous change

Question 13

Mergers often take place so that the purchased companies can obtain the financial resources necessary to realize their full potential in the marketplace.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is NOT a part of a consumer products manufacturer's external economic environment?

Accepted Answer

A)  The existing channels of distribution in the industry 
B)  The number of companies competing in that industry 
C)  Society's beliefs about savings and spending 
D)  Unemployment in the area where the manufacturing plant is located 
E)  Nationwide inflation 
A)  The existing channels of distribution in the industry 
B)  The number of companies competing in that industry 
C)  Society's beliefs about savings and spending 
D)  Unemployment in the area where the manufacturing plant is located 
E)  Nationwide inflation

Question 15

Many firms use environmental scanning to assess their external environment. Environmental scanning should be used to:

Accepted Answer

A)  Respond to current crises 
B)  Identify future threats and opportunities 
C)  Determine personnel performance 
D)  Allocate financial resources 
E)  Assist with service delivery 
A)  Respond to current crises 
B)  Identify future threats and opportunities 
C)  Determine personnel performance 
D)  Allocate financial resources 
E)  Assist with service delivery

Question 16

Discontinuous changes force companies to:

Accepted Answer

A)  Lower their prices 
B)  Take drastic strategies in order to be successful 
C)  Expand long-term research and development capabilities 
D)  Implement an integrated sales strategy into the corporate culture 
E)  Move from relationship to transactional selling 
A)  Lower their prices 
B)  Take drastic strategies in order to be successful 
C)  Expand long-term research and development capabilities 
D)  Implement an integrated sales strategy into the corporate culture 
E)  Move from relationship to transactional selling

Question 17

Dominique, the new national sales manager is learning about the internal organizational environment in her company. She will learn about all of the following EXCEPT:

Accepted Answer

A)  Human resources 
B)  Financial resources 
C)  Service capabilities 
D)  Social and cultural environment 
E)  Research and development activities 
A)  Human resources 
B)  Financial resources 
C)  Service capabilities 
D)  Social and cultural environment 
E)  Research and development activities

Question 18

The sales force is usually a firm's most direct link with the customer.

Accepted Answer

A) True 
 B)False

Question 19

Many selling situations that involve ethical issues are not addressed by management directives.

Accepted Answer

A) True 
 B)False

Question 20

The building of relationships between buyers and sellers requires a much greater emphasis on ethics than was expected with transactional exchanges.

Accepted Answer

A) True 
 B)False

Gwen, a sales manager for Delicious Diets, knows it is important to:

Selling skills and requirements vary due to the consistency of the buying process and constant level of product complexity.

The most effective way for sales managers to influence the ethical performance of their salespeople is:

Sales force managers are confronted with many new issues in the twenty-first century including:

Antitrust laws:

Which of the following statements about sales programs and performance is true?

Which of the following is part of the external environment for a distributor of aquariums and everything needed to set up aquariums including tropical fish and plants?

Which of the following is NOT one of the technology tools used by most salespeople?

In the twenty-first century, sales leaders are:

Much of what drives ethical behavior in sales organizations is the overall culture of the firm and:

Jorge finds he has lost out to his major competitor on three recent contracts. Through his customers, he learns his competitor has cut prices and lowered financing costs. Jorge is observing a change in his _____________ environment.

After a major hurricane, a building products company rationed its supply of roofing materials among its major customers. This is an example of:

Mergers often take place so that the purchased companies can obtain the financial resources necessary to realize their full potential in the marketplace.

Which of the following is NOT a part of a consumer products manufacturer's external economic environment?

Many firms use environmental scanning to assess their external environment. Environmental scanning should be used to:

Discontinuous changes force companies to:

Dominique, the new national sales manager is learning about the internal organizational environment in her company. She will learn about all of the following EXCEPT:

The sales force is usually a firm's most direct link with the customer.

Many selling situations that involve ethical issues are not addressed by management directives.

The building of relationships between buyers and sellers requires a much greater emphasis on ethics than was expected with transactional exchanges.

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

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

Gwen, a sales manager for Delicious Diets, knows it is important to:

Selling skills and requirements vary due to the consistency of the buying process and constant level of product complexity.

The most effective way for sales managers to influence the ethical performance of their salespeople is:

Sales force managers are confronted with many new issues in the twenty-first century including:

Antitrust laws:

Which of the following statements about sales programs and performance is true?

Which of the following is part of the external environment for a distributor of aquariums and everything needed to set up aquariums including tropical fish and plants?

Which of the following is NOT one of the technology tools used by most salespeople?

In the twenty-first century, sales leaders are:

Much of what drives ethical behavior in sales organizations is the overall culture of the firm and:

Jorge finds he has lost out to his major competitor on three recent contracts. Through his customers, he learns his competitor has cut prices and lowered financing costs. Jorge is observing a change in his _____________ environment.

After a major hurricane, a building products company rationed its supply of roofing materials among its major customers. This is an example of:

Mergers often take place so that the purchased companies can obtain the financial resources necessary to realize their full potential in the marketplace.

Which of the following is NOT a part of a consumer products manufacturer's external economic environment?

Many firms use environmental scanning to assess their external environment. Environmental scanning should be used to:

Discontinuous changes force companies to:

Dominique, the new national sales manager is learning about the internal organizational environment in her company. She will learn about all of the following EXCEPT:

The sales force is usually a firm's most direct link with the customer.

Many selling situations that involve ethical issues are not addressed by management directives.

The building of relationships between buyers and sellers requires a much greater emphasis on ethics than was expected with transactional exchanges.

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