Question 1

Many sales forces are taking-on a bigger role in identifying new product opportunities for their companies.

Accepted Answer

A) True 
 B)False  True

Question 2

The basic notion behind the idea of a "Hierarchy of Sales Objectives" is that some objectives are more important than others.

Accepted Answer

A) True 
 B)False  False

Question 3

Value added resellers (VARS) in the computer industry are service providers, unaffiliated with any single supplier, who advice their clients on their computer needs. VARS are a good example of which of the following:

Accepted Answer

A)  integrators. 
B)  independent sales agents. 
C)  alliances. 
D)  transactors. 
E)  differentiators. 
A)  integrators. 
B)  independent sales agents. 
C)  alliances. 
D)  transactors. 
E)  differentiators. A

Question 4

Companies may view integrators as competitors, even though they may help sell the company's products.

Accepted Answer

A) True 
 B)False

Question 5

Strategic marketing planning focuses on identifying market segments and a designing targeting strategy.

Accepted Answer

A) True 
 B)False

Question 6

This type of relationship is characterized by the selling company spending considerable time understanding the special needs of the customer and marshalling resources inside the supplier's company to meet those special needs.

Accepted Answer

A)  a transactional relationship 
B)  a consultative relationship 
C)  an enterprise relationship 
D)  both b and c above 
E)  both a and b above 
A)  a transactional relationship 
B)  a consultative relationship 
C)  an enterprise relationship 
D)  both b and c above 
E)  both a and b above

Question 7

When a customer purchases from a particular supplier primarily because of the consistency of its product quality, the customer and supplier are most likely in a transactional relationship.

Accepted Answer

A) True 
 B)False

Question 8

Most large companies access their markets exclusively through a direct sales force.

Accepted Answer

A) True 
 B)False

Question 9

When the Scott Paper Company switched its focus to improving its profitability, which of the following are logical sales force consequences:

Accepted Answer

A)  sales training has to be altered. 
B)  sales compensation should be changed. 
C)  sales territories need to be redesigned. 
D)  only a and b above. 
E)  all of the above. 
A)  sales training has to be altered. 
B)  sales compensation should be changed. 
C)  sales territories need to be redesigned. 
D)  only a and b above. 
E)  all of the above.

Question 10

One result of proliferating new channels is that many companies are able to reduce the size of their sales force.

Accepted Answer

A) True 
 B)False

Question 11

The first step in developing a go-to-market strategy is to segment the market.

Accepted Answer

A) True 
 B)False

Question 12

Identifying customers with common needs is called:

Accepted Answer

A)  capital budgeting 
B)  segmentation 
C)  differentiation 
D)  penetration programming 
E)  harvesting 
A)  capital budgeting 
B)  segmentation 
C)  differentiation 
D)  penetration programming 
E)  harvesting

Question 13

The three C's of an organization's business, often used to describe the basic character of an organization, are:

Accepted Answer

A)  customers, competitors, cost. 
B)  customers, competitors, company. 
C)  customers, cost, company. 
D)  customers, compensation, company. 
E)  none of the above. 
A)  customers, competitors, cost. 
B)  customers, competitors, company. 
C)  customers, cost, company. 
D)  customers, compensation, company. 
E)  none of the above.

Question 14

Which of the following are commonly performed by independent sales agents?

Accepted Answer

A)  Prospecting for new customers. 
B)  Advertising. 
C)  Product delivery. 
D)  Product delivery 
E)  All of the above are performed by independent sales agents. 
A)  Prospecting for new customers. 
B)  Advertising. 
C)  Product delivery. 
D)  Product delivery 
E)  All of the above are performed by independent sales agents.

Question 15

Which of the following are considered to be "essential activities" when developing a go-to-market strategy?

Accepted Answer

A)  Interest creation activities. 
B)  Pre-purchase activities. 
C)  Post-purchase activities. 
D)  Only b and c above. 
E)  all of the above. 
A)  Interest creation activities. 
B)  Pre-purchase activities. 
C)  Post-purchase activities. 
D)  Only b and c above. 
E)  all of the above.

Question 16

In the computer industry, IBM is trying to de-emphasize price by promoting exceptional levels of service and support. This is an example of which generic business strategy?

Accepted Answer

A)  a low-cost strategy 
B)  a defender strategy 
C)  a analyzer strategy 
D)  a differentiation strategy 
E)  a build strategy 
A)  a low-cost strategy 
B)  a defender strategy 
C)  a analyzer strategy 
D)  a differentiation strategy 
E)  a build strategy

Question 17

Aggregating customers into groups based on common needs is referred to as:

Accepted Answer

A)  target marketing. 
B)  needs-based grouping. 
C)  market segmentation. 
D)  market implication. 
E)  strategic marketing. 
A)  target marketing. 
B)  needs-based grouping. 
C)  market segmentation. 
D)  market implication. 
E)  strategic marketing.

Question 18

"The purpose of marketing is to make a sale," is an example of a consultative relationship perspective.

Accepted Answer

A) True 
 B)False

Question 19

When introducing a new product, studies show that which of the following change are likely to be made to a firm's sales program:

Accepted Answer

A)  the sales structure. 
B)  the quota system. 
C)  the advertising campaign. 
D)  only a and 
E)  all the above. 
A)  the sales structure. 
B)  the quota system. 
C)  the advertising campaign. 
D)  only a and 
E)  all the above.

Question 20

Supply chain management is primarily concerned with the integration and coordination of a firm's own logistical operations.

Accepted Answer

A) True 
 B)False

Many sales forces are taking-on a bigger role in identifying new product opportunities for their companies.

The basic notion behind the idea of a "Hierarchy of Sales Objectives" is that some objectives are more important than others.

Value added resellers (VARS) in the computer industry are service providers, unaffiliated with any single supplier, who advice their clients on their computer needs. VARS are a good example of which of the following:

Companies may view integrators as competitors, even though they may help sell the company's products.

Strategic marketing planning focuses on identifying market segments and a designing targeting strategy.

This type of relationship is characterized by the selling company spending considerable time understanding the special needs of the customer and marshalling resources inside the supplier's company to meet those special needs.

When a customer purchases from a particular supplier primarily because of the consistency of its product quality, the customer and supplier are most likely in a transactional relationship.

Most large companies access their markets exclusively through a direct sales force.

When the Scott Paper Company switched its focus to improving its profitability, which of the following are logical sales force consequences:

One result of proliferating new channels is that many companies are able to reduce the size of their sales force.

The first step in developing a go-to-market strategy is to segment the market.

Identifying customers with common needs is called:

The three C's of an organization's business, often used to describe the basic character of an organization, are:

Which of the following are commonly performed by independent sales agents?

Which of the following are considered to be "essential activities" when developing a go-to-market strategy?

In the computer industry, IBM is trying to de-emphasize price by promoting exceptional levels of service and support. This is an example of which generic business strategy?

Aggregating customers into groups based on common needs is referred to as:

"The purpose of marketing is to make a sale," is an example of a consultative relationship perspective.

When introducing a new product, studies show that which of the following change are likely to be made to a firm's sales program:

Supply chain management is primarily concerned with the integration and coordination of a firm's own logistical operations.

Introduction to Selling and Sales Management

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 2: Strategy and Sales Program Planning

Many sales forces are taking-on a bigger role in identifying new product opportunities for their companies.

The basic notion behind the idea of a "Hierarchy of Sales Objectives" is that some objectives are more important than others.

Value added resellers (VARS) in the computer industry are service providers, unaffiliated with any single supplier, who advice their clients on their computer needs. VARS are a good example of which of the following:

Companies may view integrators as competitors, even though they may help sell the company's products.

Strategic marketing planning focuses on identifying market segments and a designing targeting strategy.

This type of relationship is characterized by the selling company spending considerable time understanding the special needs of the customer and marshalling resources inside the supplier's company to meet those special needs.

When a customer purchases from a particular supplier primarily because of the consistency of its product quality, the customer and supplier are most likely in a transactional relationship.

Most large companies access their markets exclusively through a direct sales force.

When the Scott Paper Company switched its focus to improving its profitability, which of the following are logical sales force consequences:

One result of proliferating new channels is that many companies are able to reduce the size of their sales force.

The first step in developing a go-to-market strategy is to segment the market.

Identifying customers with common needs is called:

The three C's of an organization's business, often used to describe the basic character of an organization, are:

Which of the following are commonly performed by independent sales agents?

Which of the following are considered to be "essential activities" when developing a go-to-market strategy?

In the computer industry, IBM is trying to de-emphasize price by promoting exceptional levels of service and support. This is an example of which generic business strategy?

Aggregating customers into groups based on common needs is referred to as:

"The purpose of marketing is to make a sale," is an example of a consultative relationship perspective.

When introducing a new product, studies show that which of the following change are likely to be made to a firm's sales program:

Supply chain management is primarily concerned with the integration and coordination of a firm's own logistical operations.

Introduction to Selling and Sales Management

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