Question 1

The sales force is generally involved in the managing orders and channel partners aspects of supply chain management process.

Accepted Answer

A) True 
 B)False

Question 2

The internet is proving to be more of a substitute for the sales force, rather than a tool to help the sales force become more effective.

Accepted Answer

A) True 
 B)False

Question 3

One method for creating value in a consultative relationship is for the seller to help the customer develop a better solution to their problems than they would have discovered on their own.

Accepted Answer

A) True 
 B)False

Question 4

Strategic implementation decisions include the marketing mix decisions a firm makes when executing its strategy.

Accepted Answer

A) True 
 B)False

Question 5

Sales executives generally are more involved in Level 1 decisions such as business and marketing strategy, than in Level 2 decisions.

Accepted Answer

A) True 
 B)False

Question 6

Identifying customers with common needs is always a part of:

Accepted Answer

A)  capital budgeting. 
B)  segmentation. 
C)  Setting business unit objectives. 
D)  a differentiated strategy. 
E)  a harvesting strategy. 
A)  capital budgeting. 
B)  segmentation. 
C)  Setting business unit objectives. 
D)  a differentiated strategy. 
E)  a harvesting strategy.

Question 7

Which of the following is the least important factor in strategic planning?

Accepted Answer

A)  setting objectives 
B)  formulating strategies 
C)  determining the budget 
D)  corporate public relations 
E)  monitoring results 
A)  setting objectives 
B)  formulating strategies 
C)  determining the budget 
D)  corporate public relations 
E)  monitoring results

Question 8

It is very unusual for the customer to be the one to initiate an enterprise type relationship with a supplier.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following are examples of commonly used organizational goals:

Accepted Answer

A)  dollar revenue. 
B)  social responsibility. 
C)  dollar profits. 
D)  both a and c above. 
E)  all of the above. 
A)  dollar revenue. 
B)  social responsibility. 
C)  dollar profits. 
D)  both a and c above. 
E)  all of the above.

Question 10

It is not unusual for the customer to be the one to initiate an enterprise type relationship with a supplier.

Accepted Answer

A) True 
 B)False

Question 11

The sales force is generally more involved in a firm's supply chain management (SCM) efforts, than in its customer relationship management (CRM) processes.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following are considered when developing a positioning strategy:

Accepted Answer

A)  customer perceptions of our products. 
B)  customer perceptions of competitors' products. 
C)  customer size and location. 
D)  both a and b above. 
E)  a, b, and c are all likely to be considered. 
A)  customer perceptions of our products. 
B)  customer perceptions of competitors' products. 
C)  customer size and location. 
D)  both a and b above. 
E)  a, b, and c are all likely to be considered.

Question 13

A_______ should include a statement about (1) the type of customers served, (2) the needs to be fulfilled, and (3) the technology used to fulfill the needs.

Accepted Answer

A)  customer-product matrix 
B)  customer base triangle 
C)  segmentation 
D)  business mission 
E)  target marketing 
A)  customer-product matrix 
B)  customer base triangle 
C)  segmentation 
D)  business mission 
E)  target marketing

Question 14

In which type of relationship are both the physical product and the sales force of secondary importance?

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 15

Focusing your product on a special part of the market is an example of:

Accepted Answer

A)  capital budgeting. 
B)  segmenting. 
C)  target marketing. 
D)  centralization. 
E)  penetration programming. 
A)  capital budgeting. 
B)  segmenting. 
C)  target marketing. 
D)  centralization. 
E)  penetration programming.

Question 16

The high profit sales force programs in a Low-Cost business strategy are likely to include:

Accepted Answer

A)  extensive use of independent sales agents. 
B)  compensation that is largely salary. 
C)  evaluations based on behaviors, as well as outcomes. 
D)  both a and b above. 
E)  none of the above. 
A)  extensive use of independent sales agents. 
B)  compensation that is largely salary. 
C)  evaluations based on behaviors, as well as outcomes. 
D)  both a and b above. 
E)  none of the above.

Question 17

The difference between consultative and enterprise type relationships is that in an enterprise relationship the customer is looking for significant value from the relationship in addition to the product itself.

Accepted Answer

A) True 
 B)False

Question 18

The sales force is generally responsible for designing and implementing a firm's customer relationship management (CRM) processes.

Accepted Answer

A) True 
 B)False

Question 19

Market segmentation involves aggregating customers into groups that:

Accepted Answer

A)  are the same size. 
B)  are in the same industry. 
C)  have similar needs. 
D)  both a and b above. 
E)  all of the above. 
A)  are the same size. 
B)  are in the same industry. 
C)  have similar needs. 
D)  both a and b above. 
E)  all of the above.

Question 20

In transactional relationships, the primary persons directly involved with customers are the______ and the_________ .

Accepted Answer

A)  sales manager, customer service representative 
B)  salesperson, sales manager 
C)  salesperson, customer service representative 
D)  only a and b above 
E)  a, b, and c are all true. 
A)  sales manager, customer service representative 
B)  salesperson, sales manager 
C)  salesperson, customer service representative 
D)  only a and b above 
E)  a, b, and c are all true.

The sales force is generally involved in the managing orders and channel partners aspects of supply chain management process.

The internet is proving to be more of a substitute for the sales force, rather than a tool to help the sales force become more effective.

One method for creating value in a consultative relationship is for the seller to help the customer develop a better solution to their problems than they would have discovered on their own.

Strategic implementation decisions include the marketing mix decisions a firm makes when executing its strategy.

Sales executives generally are more involved in Level 1 decisions such as business and marketing strategy, than in Level 2 decisions.

Identifying customers with common needs is always a part of:

Which of the following is the least important factor in strategic planning?

It is very unusual for the customer to be the one to initiate an enterprise type relationship with a supplier.

Which of the following are examples of commonly used organizational goals:

It is not unusual for the customer to be the one to initiate an enterprise type relationship with a supplier.

The sales force is generally more involved in a firm's supply chain management (SCM) efforts, than in its customer relationship management (CRM) processes.

Which of the following are considered when developing a positioning strategy:

A_______ should include a statement about (1) the type of customers served, (2) the needs to be fulfilled, and (3) the technology used to fulfill the needs.

In which type of relationship are both the physical product and the sales force of secondary importance?

Focusing your product on a special part of the market is an example of:

The high profit sales force programs in a Low-Cost business strategy are likely to include:

The difference between consultative and enterprise type relationships is that in an enterprise relationship the customer is looking for significant value from the relationship in addition to the product itself.

The sales force is generally responsible for designing and implementing a firm's customer relationship management (CRM) processes.

Market segmentation involves aggregating customers into groups that:

In transactional relationships, the primary persons directly involved with customers are the and the___ .

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

The sales force is generally involved in the managing orders and channel partners aspects of supply chain management process.

The internet is proving to be more of a substitute for the sales force, rather than a tool to help the sales force become more effective.

One method for creating value in a consultative relationship is for the seller to help the customer develop a better solution to their problems than they would have discovered on their own.

Strategic implementation decisions include the marketing mix decisions a firm makes when executing its strategy.

Sales executives generally are more involved in Level 1 decisions such as business and marketing strategy, than in Level 2 decisions.

Identifying customers with common needs is always a part of:

Which of the following is the least important factor in strategic planning?

It is very unusual for the customer to be the one to initiate an enterprise type relationship with a supplier.

Which of the following are examples of commonly used organizational goals:

It is not unusual for the customer to be the one to initiate an enterprise type relationship with a supplier.

The sales force is generally more involved in a firm's supply chain management (SCM) efforts, than in its customer relationship management (CRM) processes.

Which of the following are considered when developing a positioning strategy:

A_______ should include a statement about (1) the type of customers served, (2) the needs to be fulfilled, and (3) the technology used to fulfill the needs.

In which type of relationship are both the physical product and the sales force of secondary importance?

Focusing your product on a special part of the market is an example of:

The high profit sales force programs in a Low-Cost business strategy are likely to include:

The difference between consultative and enterprise type relationships is that in an enterprise relationship the customer is looking for significant value from the relationship in addition to the product itself.

The sales force is generally responsible for designing and implementing a firm's customer relationship management (CRM) processes.

Market segmentation involves aggregating customers into groups that:

In transactional relationships, the primary persons directly involved with customers are the______ and the_________ .

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

In transactional relationships, the primary persons directly involved with customers are the and the___ .