Exam 1: Introduction to Selling and Sales Management

One reason U.S. companies are looking globally for incremental sales growth opportunities is that over two-thirds of the world's purchasing power is outside of the U.S.

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(True/False)

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Question 1

Correct Answer:

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True

Which of the following is usually not an important aspect of the first-line sales manager's job?

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(Multiple Choice)

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Question 2

Correct Answer:

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According to Department of Labor statistics, about 5% of the U.S. work force are employed in sales positions.

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(True/False)

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Question 3

Correct Answer:

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False

Having a good understanding of the industry is a key aspect of which of the following competencies:

(Multiple Choice)

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Question 4

The most powerful motivator for salespeople is usually:

(Multiple Choice)

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Question 5

"The planning, organizing, leading, and control of personal contact programs designed to achieve the sales and profit objectives of the firm" is a definition of:

(Multiple Choice)

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Question 6

Which is not an important aspect of the sales manager's job?

(Multiple Choice)

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Question 7

According to surveys, the median age of newly appointed field sales managers is:

(Multiple Choice)

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Question 8

Recent advances in technology have created an explosion of new sales and service channels.

(True/False)

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Question 9

Encyclopedia Britannica Corp's recent decline in sales due to CD-ROM technology is an example of problems in which of the following competencies:

(Multiple Choice)

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Question 10

Advertising is generally more effective than personal selling in closing the sale.

(True/False)

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Question 11

Jeff Immelt, CEO of General Electric, came up through the ranks as a salesperson at GE.

(True/False)

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Question 12

Sales and customer relationship skills are most important during the growth phase (i.e., the middle of the product life cycle) of the product life cycle.

(True/False)

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Question 13

Compared to other promotional tools, the most important advantage(s) of person selling is in:

(Multiple Choice)

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Question 14

Public relations is not usually considered one of the elements of the promotion mix.

(True/False)

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Question 15

In general, customer dissatisfaction with the quality of service they receive has been caused by the deteriorating customer service provided by most companies.

(True/False)

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Question 16

Procter & Gamble recently adopted more of a solutions selling approach by reorganizing its sales force into teams to represent all P&G product divisions sold to the same retail account, instead of having a separate sales force for each product division.

(True/False)

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Question 17

Which of the following statements are true regarding sales networks?

(Multiple Choice)

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Question 18

_is typically designed to "Pull" merchandise through the channel whereas __ is designed to answer customer questions and to persuade buyers to sign purchase orders.

(Multiple Choice)

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Question 19

"You can rant and rave and threaten, but the most effective way to get results is to show someone what you want done." This statement is most closely associated with which competency:

(Multiple Choice)

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Question 20

Showing 1 - 20 of 40

One reason U.S. companies are looking globally for incremental sales growth opportunities is that over two-thirds of the world's purchasing power is outside of the U.S.

Which of the following is usually not an important aspect of the first-line sales manager's job?

According to Department of Labor statistics, about 5% of the U.S. work force are employed in sales positions.

Having a good understanding of the industry is a key aspect of which of the following competencies:

The most powerful motivator for salespeople is usually:

"The planning, organizing, leading, and control of personal contact programs designed to achieve the sales and profit objectives of the firm" is a definition of:

Which is not an important aspect of the sales manager's job?

According to surveys, the median age of newly appointed field sales managers is:

Recent advances in technology have created an explosion of new sales and service channels.

Encyclopedia Britannica Corp's recent decline in sales due to CD-ROM technology is an example of problems in which of the following competencies:

Advertising is generally more effective than personal selling in closing the sale.

Jeff Immelt, CEO of General Electric, came up through the ranks as a salesperson at GE.

Sales and customer relationship skills are most important during the growth phase (i.e., the middle of the product life cycle) of the product life cycle.

Compared to other promotional tools, the most important advantage(s) of person selling is in:

Public relations is not usually considered one of the elements of the promotion mix.

In general, customer dissatisfaction with the quality of service they receive has been caused by the deteriorating customer service provided by most companies.

Procter & Gamble recently adopted more of a solutions selling approach by reorganizing its sales force into teams to represent all P&G product divisions sold to the same retail account, instead of having a separate sales force for each product division.

Which of the following statements are true regarding sales networks?

_is typically designed to "Pull" merchandise through the channel whereas __ is designed to answer customer questions and to persuade buyers to sign purchase orders.

"You can rant and rave and threaten, but the most effective way to get results is to show someone what you want done." This statement is most closely associated with which competency:

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 1: Introduction to Selling and Sales Management

One reason U.S. companies are looking globally for incremental sales growth opportunities is that over two-thirds of the world's purchasing power is outside of the U.S.

Which of the following is usually not an important aspect of the first-line sales manager's job?

According to Department of Labor statistics, about 5% of the U.S. work force are employed in sales positions.

Having a good understanding of the industry is a key aspect of which of the following competencies:

The most powerful motivator for salespeople is usually:

"The planning, organizing, leading, and control of personal contact programs designed to achieve the sales and profit objectives of the firm" is a definition of:

Which is not an important aspect of the sales manager's job?

According to surveys, the median age of newly appointed field sales managers is:

Recent advances in technology have created an explosion of new sales and service channels.

Encyclopedia Britannica Corp's recent decline in sales due to CD-ROM technology is an example of problems in which of the following competencies:

Advertising is generally more effective than personal selling in closing the sale.

Jeff Immelt, CEO of General Electric, came up through the ranks as a salesperson at GE.

Sales and customer relationship skills are most important during the growth phase (i.e., the middle of the product life cycle) of the product life cycle.

Compared to other promotional tools, the most important advantage(s) of person selling is in:

Public relations is not usually considered one of the elements of the promotion mix.

In general, customer dissatisfaction with the quality of service they receive has been caused by the deteriorating customer service provided by most companies.

Procter & Gamble recently adopted more of a solutions selling approach by reorganizing its sales force into teams to represent all P&G product divisions sold to the same retail account, instead of having a separate sales force for each product division.

Which of the following statements are true regarding sales networks?

_______is typically designed to "Pull" merchandise through the channel whereas ________ is designed to answer customer questions and to persuade buyers to sign purchase orders.

"You can rant and rave and threaten, but the most effective way to get results is to show someone what you want done." This statement is most closely associated with which competency:

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

_is typically designed to "Pull" merchandise through the channel whereas __ is designed to answer customer questions and to persuade buyers to sign purchase orders.