Question 1

It is not unusual for manufacturers to sell to distributors, when faced with low-priced competitors.

Accepted Answer

A) True 
 B)False

Question 2

Strategies are employed to:

Accepted Answer

A)  make better use of company resources. 
B)  set specific and achievable objectives. 
C)  sustain an advantage over the competition. 
D)  both a and c of the above. 
E)  all of the above. 
A)  make better use of company resources. 
B)  set specific and achievable objectives. 
C)  sustain an advantage over the competition. 
D)  both a and c of the above. 
E)  all of the above.

Question 3

Target marketing refers to the selection and prioritizing of segments to which the company will market its products or services.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following participants in a firm's go-to-market strategy is most efficient in that it is inexpensive per customer contact?

Accepted Answer

A)  independent sales agents. 
B)  telemarketing. 
C)  advertising. 
D)  resellers. 
E)  integrators. 
A)  independent sales agents. 
B)  telemarketing. 
C)  advertising. 
D)  resellers. 
E)  integrators.

Question 5

Which of the following is best characterized by offering a product of acceptable quality that is competitively priced with an emphasis on convenience?

Accepted Answer

A)  a transactional relationship 
B)  a consultative relationship 
C)  a enterprise relationship 
D)  a differentiation strategy 
E)  a niche strategy 
A)  a transactional relationship 
B)  a consultative relationship 
C)  a enterprise relationship 
D)  a differentiation strategy 
E)  a niche strategy

Question 6

The sales force is most likely to be involved in which of the following supply chain management sub-processes?

Accepted Answer

A)  managing inbound logistics. 
B)  managing process technology. 
C)  managing channel partners. 
D)  managing outbound logistics. 
E)  managing supplier relationships. 
A)  managing inbound logistics. 
B)  managing process technology. 
C)  managing channel partners. 
D)  managing outbound logistics. 
E)  managing supplier relationships.

Question 7

For a consultative relationship to be profitable for the supplier, it usually must be a long-term relationship.

Accepted Answer

A) True 
 B)False

Question 8

Telemarketing as a means of accessing customers is growing rapidly, but is usually limited to orders of $300 or less.

Accepted Answer

A) True 
 B)False

Question 9

The first step in developing a go-to-market strategy is to identify all the activities that are needed to serve customers properly.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following are given exclusive contracts to perform the selling function within specified geographic areas?

Accepted Answer

A)  independent sales agents. 
B)  telemarketing. 
C)  alliances. 
D)  resellers. 
E)  integrators. 
A)  independent sales agents. 
B)  telemarketing. 
C)  alliances. 
D)  resellers. 
E)  integrators.

Question 11

Developing a plan for how you want your customers to perceive your product is referred to as:

Accepted Answer

A)  customer relationship management. 
B)  a go-to-market strategy. 
C)  positioning. 
D)  a customer strategy. 
E)  a segmentation strategy. 
A)  customer relationship management. 
B)  a go-to-market strategy. 
C)  positioning. 
D)  a customer strategy. 
E)  a segmentation strategy.

Question 12

The sales force's only involvement in product development management (PDM) is to help launch new and modified products.

Accepted Answer

A) True 
 B)False

Question 13

A company's sales force program should follow directly from top management's business strategy decisions.

Accepted Answer

A) True 
 B)False

Question 14

Selective use of sales agents, intense supervision of a limited number of salespeople, and a largely salary based compensation plan are most likely to be associated with which of the following business strategies:

Accepted Answer

A)  build 
B)  low cost 
C)  differentiated 
D)  diversify 
E)  focused 
A)  build 
B)  low cost 
C)  differentiated 
D)  diversify 
E)  focused

Question 15

A firm's sales force strategy should be derived from its marketing strategy.

Accepted Answer

A) True 
 B)False

Question 16

One way in which consultative selling attempts to create value is by making the purchasing process easy for the customer.

Accepted Answer

A) True 
 B)False

Question 17

The sales force's role when executing a Differentiated Strategy usually includes:

Accepted Answer

A)  selling high margin products. 
B)  focusing on non-price benefits. 
C)  establish long-term customer relationships. 
D)  only a and b above. 
E)  a, b, and c are all likely to be included. 
A)  selling high margin products. 
B)  focusing on non-price benefits. 
C)  establish long-term customer relationships. 
D)  only a and b above. 
E)  a, b, and c are all likely to be included.

Question 18

____________Is the way an organization attempts to achieve its overall performance objectives.

Accepted Answer

A)  strategy 
B)  positioning 
C)  business mission 
D)  target marketing 
E)  none of the above 
A)  strategy 
B)  positioning 
C)  business mission 
D)  target marketing 
E)  none of the above

Question 19

A positioning strategy is concerned with how a company wants customers to perceive the company vis-à-vis competitors.

Accepted Answer

A) True 
 B)False

Question 20

A consultative relationship is likely to differ from a transactional relationship in that success depends more on intimately grasping a customer's current business issues.

Accepted Answer

A) True 
 B)False

It is not unusual for manufacturers to sell to distributors, when faced with low-priced competitors.

Strategies are employed to:

Target marketing refers to the selection and prioritizing of segments to which the company will market its products or services.

Which of the following participants in a firm's go-to-market strategy is most efficient in that it is inexpensive per customer contact?

Which of the following is best characterized by offering a product of acceptable quality that is competitively priced with an emphasis on convenience?

The sales force is most likely to be involved in which of the following supply chain management sub-processes?

For a consultative relationship to be profitable for the supplier, it usually must be a long-term relationship.

Telemarketing as a means of accessing customers is growing rapidly, but is usually limited to orders of $300 or less.

The first step in developing a go-to-market strategy is to identify all the activities that are needed to serve customers properly.

Which of the following are given exclusive contracts to perform the selling function within specified geographic areas?

Developing a plan for how you want your customers to perceive your product is referred to as:

The sales force's only involvement in product development management (PDM) is to help launch new and modified products.

A company's sales force program should follow directly from top management's business strategy decisions.

Selective use of sales agents, intense supervision of a limited number of salespeople, and a largely salary based compensation plan are most likely to be associated with which of the following business strategies:

A firm's sales force strategy should be derived from its marketing strategy.

One way in which consultative selling attempts to create value is by making the purchasing process easy for the customer.

The sales force's role when executing a Differentiated Strategy usually includes:

____________Is the way an organization attempts to achieve its overall performance objectives.

A positioning strategy is concerned with how a company wants customers to perceive the company vis-à-vis competitors.

A consultative relationship is likely to differ from a transactional relationship in that success depends more on intimately grasping a customer's current business issues.

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

It is not unusual for manufacturers to sell to distributors, when faced with low-priced competitors.

Strategies are employed to:

Target marketing refers to the selection and prioritizing of segments to which the company will market its products or services.

Which of the following participants in a firm's go-to-market strategy is most efficient in that it is inexpensive per customer contact?

Which of the following is best characterized by offering a product of acceptable quality that is competitively priced with an emphasis on convenience?

The sales force is most likely to be involved in which of the following supply chain management sub-processes?

For a consultative relationship to be profitable for the supplier, it usually must be a long-term relationship.

Telemarketing as a means of accessing customers is growing rapidly, but is usually limited to orders of $300 or less.

The first step in developing a go-to-market strategy is to identify all the activities that are needed to serve customers properly.

Which of the following are given exclusive contracts to perform the selling function within specified geographic areas?

Developing a plan for how you want your customers to perceive your product is referred to as:

The sales force's only involvement in product development management (PDM) is to help launch new and modified products.

A company's sales force program should follow directly from top management's business strategy decisions.

Selective use of sales agents, intense supervision of a limited number of salespeople, and a largely salary based compensation plan are most likely to be associated with which of the following business strategies:

A firm's sales force strategy should be derived from its marketing strategy.

One way in which consultative selling attempts to create value is by making the purchasing process easy for the customer.

The sales force's role when executing a Differentiated Strategy usually includes:

____________Is the way an organization attempts to achieve its overall performance objectives.

A positioning strategy is concerned with how a company wants customers to perceive the company vis-à-vis competitors.

A consultative relationship is likely to differ from a transactional relationship in that success depends more on intimately grasping a customer's current business issues.

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