Question 1

Normally the first step involved in strategic company planning is to:

Accepted Answer

A) Decide on the organization's broad fundamental mission. 
B) Be sure that the sales force tactics are consistent with the marketing strategies. 
C) Make certain that sales force strategies are consistent with overall company strategies. 
D) Prepare the annual overall marketing plan. 
E) Identify tactics that have worked well in the past. 
A) Decide on the organization's broad fundamental mission. 
B) Be sure that the sales force tactics are consistent with the marketing strategies. 
C) Make certain that sales force strategies are consistent with overall company strategies. 
D) Prepare the annual overall marketing plan. 
E) Identify tactics that have worked well in the past. A

Question 2

With respect to a company's complete marketing system,the physical environment is a macroenvironmental force that includes inventions,innovations,and advances in scientific knowledge.

Accepted Answer

A) True 
 B)False  False

Question 3

The sales manager generally has control over the forces of technology.

Accepted Answer

A) True 
 B)False  False

Question 4

Companies that implement a relationship marketing program could expect all of the following to happen except:

Accepted Answer

A) Larger profits. 
B) Products of greater quality. 
C) More loyal customers. 
D) Higher customer satisfaction. 
E) All of these can be expected. 
A) Larger profits. 
B) Products of greater quality. 
C) More loyal customers. 
D) Higher customer satisfaction. 
E) All of these can be expected.

Question 5

In the 1920s,drummers began to be replaced by:

Accepted Answer

A) what could be viewed as the modern sales force. 
B) salespeople that worked for just one manufacturer. 
C) salespeople that were the first to embrace the marketing concept. 
D) a sales force structure that took advantage of advances in technology. 
E) All of these. 
A) what could be viewed as the modern sales force. 
B) salespeople that worked for just one manufacturer. 
C) salespeople that were the first to embrace the marketing concept. 
D) a sales force structure that took advantage of advances in technology. 
E) All of these.

Question 6

Which of the following statements is not true?

Accepted Answer

A) There are no perfect tactics. 
B) Tactics should be consistent with the strategy. 
C) Tactics should not enter into any discussion strategic alternatives. 
D) All strategies require some tactical implementation. 
E) None of these. 
A) There are no perfect tactics. 
B) Tactics should be consistent with the strategy. 
C) Tactics should not enter into any discussion strategic alternatives. 
D) All strategies require some tactical implementation. 
E) None of these.

Question 7

Toward the end of the 19th century,most manufacturers distributed their goods through drummers.All of the following is generally true,EXCEPT:

Accepted Answer

A) Drummers worked for large,wholesale companies. 
B) Drummers sold to general stores. 
C) Drummers used sophisticated,high-pressure sales strategies. 
D) Drummers were paid a mixture of salary and commission. 
E) Drummers were typically white,protestant men. 
A) Drummers worked for large,wholesale companies. 
B) Drummers sold to general stores. 
C) Drummers used sophisticated,high-pressure sales strategies. 
D) Drummers were paid a mixture of salary and commission. 
E) Drummers were typically white,protestant men.

Question 8

When it rains in New York City,street vendors selling umbrellas suddenly appear out of no where.Which of the following macroenvironmental force does this best represent?

Accepted Answer

A) Demography. 
B) Sociocultural factors. 
C) Physical environment. 
D) Technology. 
E) Competition. 
A) Demography. 
B) Sociocultural factors. 
C) Physical environment. 
D) Technology. 
E) Competition.

Question 9

Toward the end of the 19th century,most manufacturers distributed their goods through drummers,who worked for a single manufacturer and who were paid straight-commission.

Accepted Answer

A) True 
 B)False

Question 10

Strategic planning usually starts with:

Accepted Answer

A) A tactical evaluation of the situation. 
B) A budget. 
C) An evaluation of objectives. 
D) A determination of the firm's mission. 
E) A market research study. 
A) A tactical evaluation of the situation. 
B) A budget. 
C) An evaluation of objectives. 
D) A determination of the firm's mission. 
E) A market research study.

Question 11

Multiple sales channels are best defined as:

Accepted Answer

A) Operating a direct sales force. 
B) Operating a direct sales force as well as a distribution network. 
C) Using a distribution network comprised of regional and national outlets. 
D) Using different channels to reach different segments of buyers which includes direct sales force,distributors,direct mail,telemarketing and electronic mail. 
E) None of these. 
A) Operating a direct sales force. 
B) Operating a direct sales force as well as a distribution network. 
C) Using a distribution network comprised of regional and national outlets. 
D) Using different channels to reach different segments of buyers which includes direct sales force,distributors,direct mail,telemarketing and electronic mail. 
E) None of these.

Question 12

In the 1920s,the sales forces of Singer Sewing Machine and National Cash Register were essentially the first modern sales forces to embrace the marketing concept.

Accepted Answer

A) True 
 B)False

Question 13

The components of the firm's marketing mix are largely under the control of management.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following statements is wrong?

Accepted Answer

A) Objectives should be measurable. 
B) Objectives should be specific. 
C) Objectives are the basis for tactical planning. 
D) Objectives should be in alignment with each other. 
E) None of these. 
A) Objectives should be measurable. 
B) Objectives should be specific. 
C) Objectives are the basis for tactical planning. 
D) Objectives should be in alignment with each other. 
E) None of these.

Question 15

Some external forces are part of the company's marketing system.

Accepted Answer

A) True 
 B)False

Question 16

Companies that change strategies must then change tactics.

Accepted Answer

A) True 
 B)False

Question 17

In strategic planning,which of the following is the proper sequence of events?

Accepted Answer

A) Company planning - marketing planning - sales force planning. 
B) Set your goals - plan your strategy - identify your markets. 
C) Marketing strategy - company strategy - company goal. 
D) Identify company's mission - set sales force goals - plan marketing strategy. 
E) Strategy - tactics - company mission - goals. 
A) Company planning - marketing planning - sales force planning. 
B) Set your goals - plan your strategy - identify your markets. 
C) Marketing strategy - company strategy - company goal. 
D) Identify company's mission - set sales force goals - plan marketing strategy. 
E) Strategy - tactics - company mission - goals.

Question 18

The stage of marketing that is characterized by the formation of a long-term commitment to a customer to do business over a long period is called:

Accepted Answer

A) Sales orientation stage. 
B) Relationship orientation stage. 
C) Production orientation stage. 
D) Marketing orientation stage. 
E) None of these. 
A) Sales orientation stage. 
B) Relationship orientation stage. 
C) Production orientation stage. 
D) Marketing orientation stage. 
E) None of these.

Question 19

In the sales orientation stage,

Accepted Answer

A) the marketing concept emerged for the first time. 
B) most firms could not meet demand for their products. 
C) the buyer and seller commit to do business with each other over a long time. 
D) salespeople acquired a bad reputation. 
E) All of these. 
A) the marketing concept emerged for the first time. 
B) most firms could not meet demand for their products. 
C) the buyer and seller commit to do business with each other over a long time. 
D) salespeople acquired a bad reputation. 
E) All of these.

Question 20

Toward the end of the 19th century,most manufacturers distributed their goods through large wholesale companies.These salespeople were called:

Accepted Answer

A) Drummers 
B) Canvassers 
C) Book agents 
D) Peddlers 
E) Solicitors 
A) Drummers 
B) Canvassers 
C) Book agents 
D) Peddlers 
E) Solicitors

Normally the first step involved in strategic company planning is to:

With respect to a company's complete marketing system,the physical environment is a macroenvironmental force that includes inventions,innovations,and advances in scientific knowledge.

The sales manager generally has control over the forces of technology.

Companies that implement a relationship marketing program could expect all of the following to happen except:

In the 1920s,drummers began to be replaced by:

Which of the following statements is not true?

Toward the end of the 19^th century,most manufacturers distributed their goods through drummers.All of the following is generally true,EXCEPT:

When it rains in New York City,street vendors selling umbrellas suddenly appear out of no where.Which of the following macroenvironmental force does this best represent?

Toward the end of the 19^th century,most manufacturers distributed their goods through drummers,who worked for a single manufacturer and who were paid straight-commission.

Strategic planning usually starts with:

Multiple sales channels are best defined as:

In the 1920s,the sales forces of Singer Sewing Machine and National Cash Register were essentially the first modern sales forces to embrace the marketing concept.

The components of the firm's marketing mix are largely under the control of management.

Which of the following statements is wrong?

Some external forces are part of the company's marketing system.

Companies that change strategies must then change tactics.

In strategic planning,which of the following is the proper sequence of events?

The stage of marketing that is characterized by the formation of a long-term commitment to a customer to do business over a long period is called:

In the sales orientation stage,

Toward the end of the 19^th century,most manufacturers distributed their goods through large wholesale companies.These salespeople were called:

The Field of Sales Force Management

Personal Selling Process

Sales Force Organization

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Ethical and Legal Responsibilities of Sales Managers

Filters

Exam 2: Strategic Sales Force Management

Normally the first step involved in strategic company planning is to:

With respect to a company's complete marketing system,the physical environment is a macroenvironmental force that includes inventions,innovations,and advances in scientific knowledge.

The sales manager generally has control over the forces of technology.

Companies that implement a relationship marketing program could expect all of the following to happen except:

In the 1920s,drummers began to be replaced by:

Which of the following statements is not true?

Toward the end of the 19th century,most manufacturers distributed their goods through drummers.All of the following is generally true,EXCEPT:

When it rains in New York City,street vendors selling umbrellas suddenly appear out of no where.Which of the following macroenvironmental force does this best represent?

Toward the end of the 19th century,most manufacturers distributed their goods through drummers,who worked for a single manufacturer and who were paid straight-commission.

Strategic planning usually starts with:

Multiple sales channels are best defined as:

In the 1920s,the sales forces of Singer Sewing Machine and National Cash Register were essentially the first modern sales forces to embrace the marketing concept.

The components of the firm's marketing mix are largely under the control of management.

Which of the following statements is wrong?

Some external forces are part of the company's marketing system.

Companies that change strategies must then change tactics.

In strategic planning,which of the following is the proper sequence of events?

The stage of marketing that is characterized by the formation of a long-term commitment to a customer to do business over a long period is called:

In the sales orientation stage,

Toward the end of the 19th century,most manufacturers distributed their goods through large wholesale companies.These salespeople were called:

The Field of Sales Force Management

Personal Selling Process

Sales Force Organization

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Ethical and Legal Responsibilities of Sales Managers

Filters

Toward the end of the 19^th century,most manufacturers distributed their goods through drummers.All of the following is generally true,EXCEPT:

Toward the end of the 19^th century,most manufacturers distributed their goods through drummers,who worked for a single manufacturer and who were paid straight-commission.

Toward the end of the 19^th century,most manufacturers distributed their goods through large wholesale companies.These salespeople were called: