Question 1

Salespeople have large role sets.

Accepted Answer

A) True 
 B)False  True

Question 2

When selecting salespeople to promote to sales management,all of the following are important qualities to look for,EXCEPT:

Accepted Answer

A) A willingness to share information 
B) Structured work habits 
C) Skill at selling internally 
D) Ego that is not overinflated. 
E) An individualistic,"lone wolf" mentality. 
A) A willingness to share information 
B) Structured work habits 
C) Skill at selling internally 
D) Ego that is not overinflated. 
E) An individualistic,"lone wolf" mentality. E

Question 3

A missionary salesperson's primary job is to be an order-taker.

Accepted Answer

A) True 
 B)False  False

Question 4

Salespeople often feel caught in the middle between the contradictory demands of the people they must satisfy.This is known as:

Accepted Answer

A) Role ambiguity 
B) Role conflict 
C) Role rejection 
D) Role clarity 
E) Role representation 
A) Role ambiguity 
B) Role conflict 
C) Role rejection 
D) Role clarity 
E) Role representation

Question 5

A company's marketing mix ordinarily does not include its:

Accepted Answer

A) Suppliers. 
B) Advertising program. 
C) Sales force management. 
D) Pricing policies. 
E) Product assortment. 
A) Suppliers. 
B) Advertising program. 
C) Sales force management. 
D) Pricing policies. 
E) Product assortment.

Question 6

Most sales jobs are extremely similar in their scope of activities and responsibilities.

Accepted Answer

A) True 
 B)False

Question 7

Increasingly,sales organizations rely on their own top-level executives to sell.

Accepted Answer

A) True 
 B)False

Question 8

Management is a distinct skill,and it cannot be learned.

Accepted Answer

A) True 
 B)False

Question 9

In preparation for the competitive environment throughout the 21st century,sales managers must:

Accepted Answer

A) Improve their management skills. 
B) Develop an international perspective. 
C) Make effective use of technology. 
D) Do all of these. 
E) Do only two of A-B-C above. 
A) Improve their management skills. 
B) Develop an international perspective. 
C) Make effective use of technology. 
D) Do all of these. 
E) Do only two of A-B-C above.

Question 10

Which of the following best describes the scope and focus of the textbook used in this course?

Accepted Answer

A) Management of a company's promotion mix. 
B) Management of all personal selling activities. 
C) Management of a manufacturer's sales force. 
D) Management of an outside sales force. 
E) Management of a retailer's sales force. 
A) Management of a company's promotion mix. 
B) Management of all personal selling activities. 
C) Management of a manufacturer's sales force. 
D) Management of an outside sales force. 
E) Management of a retailer's sales force.

Question 11

Due to the use of selling teams,firms may

Accepted Answer

A) Have more cross-functional communication. 
B) Eliminate middle management positions. 
C) Be flatter. 
D) All of these. 
E) None of these. 
A) Have more cross-functional communication. 
B) Eliminate middle management positions. 
C) Be flatter. 
D) All of these. 
E) None of these.

Question 12

Sales jobs differ from other jobs because:

Accepted Answer

A) Salespeople do not spend company funds. 
B) Salespeople have small role sets. 
C) Salespeople have greater role ambiguity. 
D) Salespeople have a lot of supervision. 
E) Salespeople do not represent the customer. 
A) Salespeople do not spend company funds. 
B) Salespeople have small role sets. 
C) Salespeople have greater role ambiguity. 
D) Salespeople have a lot of supervision. 
E) Salespeople do not represent the customer.

Question 13

The Internet is replacing salespeople.

Accepted Answer

A) True 
 B)False

Question 14

The promotional mix in a firm is least likely to include decisions relating to:

Accepted Answer

A) Sales promotion. 
B) Pricing determination. 
C) Personal selling activities. 
D) Advertising. 
E) Managing a sales force. 
A) Sales promotion. 
B) Pricing determination. 
C) Personal selling activities. 
D) Advertising. 
E) Managing a sales force.

Question 15

The Internet is used by salespeople for:

Accepted Answer

A) Prospecting 
B) Product development 
C) Placing orders 
D) Competitive reporting 
E) All of these 
A) Prospecting 
B) Product development 
C) Placing orders 
D) Competitive reporting 
E) All of these

Question 16

CRM is an acronym that stands for Customer Risk Management.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is the best example of selling for the purpose of incorporation:

Accepted Answer

A) Avon selling lipstick to women consumers. 
B) Maintenance company selling snow plowing service to Wal Mart. 
C) Xerox selling a photocopier to Eli Lilly Pharmaceuticals. 
D) Goodyear selling tires to Tire America. 
E) Owens Illinois selling custom-fit windshields to Ford for its Mustang. 
A) Avon selling lipstick to women consumers. 
B) Maintenance company selling snow plowing service to Wal Mart. 
C) Xerox selling a photocopier to Eli Lilly Pharmaceuticals. 
D) Goodyear selling tires to Tire America. 
E) Owens Illinois selling custom-fit windshields to Ford for its Mustang.

Question 18

Today,to be successful as a sales manager,_________ skills are more important than ________________ skills.

Accepted Answer

A) analytical;technology 
B) evaluative;people 
C) people;analytical 
D) technology;people 
E) evaluative;analytical 
A) analytical;technology 
B) evaluative;people 
C) people;analytical 
D) technology;people 
E) evaluative;analytical

Question 19

The fact that a person is an outstanding sales representative does not necessarily mean that he or she would make a good sales manager because:

Accepted Answer

A) Most sales executives come from non-selling backgrounds. 
B) Salespeople have no experience in planning. 
C) Personality traits needed to be a good salesperson are totally different from those needed to be a good manager. 
D) The art of administration is a distinct skill,separate from technical ability. 
E) The original statement is false;that is,the best salespeople actually make the best managers. 
A) Most sales executives come from non-selling backgrounds. 
B) Salespeople have no experience in planning. 
C) Personality traits needed to be a good salesperson are totally different from those needed to be a good manager. 
D) The art of administration is a distinct skill,separate from technical ability. 
E) The original statement is false;that is,the best salespeople actually make the best managers.

Question 20

Which of the following is the best example of a missionary salesperson?

Accepted Answer

A) Person whose main job is to contact customers by telephone,fax machine,or computer. 
B) Pharmaceutical rep calling on doctors. 
C) Rep for a sporting goods wholesaler who calls on sporting goods stores. 
D) Travel agent that arranges and conducts tours,including driving the tour bus. 
E) Rep who delivers cases of Coca-Cola from bottler to local stores. 
A) Person whose main job is to contact customers by telephone,fax machine,or computer. 
B) Pharmaceutical rep calling on doctors. 
C) Rep for a sporting goods wholesaler who calls on sporting goods stores. 
D) Travel agent that arranges and conducts tours,including driving the tour bus. 
E) Rep who delivers cases of Coca-Cola from bottler to local stores.

Salespeople have large role sets.

When selecting salespeople to promote to sales management,all of the following are important qualities to look for,EXCEPT:

A missionary salesperson's primary job is to be an order-taker.

Salespeople often feel caught in the middle between the contradictory demands of the people they must satisfy.This is known as:

A company's marketing mix ordinarily does not include its:

Most sales jobs are extremely similar in their scope of activities and responsibilities.

Increasingly,sales organizations rely on their own top-level executives to sell.

Management is a distinct skill,and it cannot be learned.

In preparation for the competitive environment throughout the 21^st century,sales managers must:

Which of the following best describes the scope and focus of the textbook used in this course?

Due to the use of selling teams,firms may

Sales jobs differ from other jobs because:

The Internet is replacing salespeople.

The promotional mix in a firm is least likely to include decisions relating to:

The Internet is used by salespeople for:

CRM is an acronym that stands for Customer Risk Management.

Which of the following is the best example of selling for the purpose of incorporation:

Today,to be successful as a sales manager,_ skills are more important than ________ skills.

The fact that a person is an outstanding sales representative does not necessarily mean that he or she would make a good sales manager because:

Which of the following is the best example of a missionary salesperson?

Strategic 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 1: The Field of Sales Force Management

Salespeople have large role sets.

When selecting salespeople to promote to sales management,all of the following are important qualities to look for,EXCEPT:

A missionary salesperson's primary job is to be an order-taker.

Salespeople often feel caught in the middle between the contradictory demands of the people they must satisfy.This is known as:

A company's marketing mix ordinarily does not include its:

Most sales jobs are extremely similar in their scope of activities and responsibilities.

Increasingly,sales organizations rely on their own top-level executives to sell.

Management is a distinct skill,and it cannot be learned.

In preparation for the competitive environment throughout the 21st century,sales managers must:

Which of the following best describes the scope and focus of the textbook used in this course?

Due to the use of selling teams,firms may

Sales jobs differ from other jobs because:

The Internet is replacing salespeople.

The promotional mix in a firm is least likely to include decisions relating to:

The Internet is used by salespeople for:

CRM is an acronym that stands for Customer Risk Management.

Which of the following is the best example of selling for the purpose of incorporation:

Today,to be successful as a sales manager,_________ skills are more important than ________________ skills.

The fact that a person is an outstanding sales representative does not necessarily mean that he or she would make a good sales manager because:

Which of the following is the best example of a missionary salesperson?

Strategic 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

In preparation for the competitive environment throughout the 21^st century,sales managers must:

Today,to be successful as a sales manager,_ skills are more important than ________ skills.