Question 1

The increasing number of Spanish-speaking consumers in many areas of the United States is an example of

Accepted Answer

A) An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities 
B) Environmental variables and changes in those variables over time,helping to determine the ultimate success or failure of marketing strategies 
C) Changes in the environment creating new marketing opportunities for an organization 
D) Environmental variables affected or changed by marketing activities 
E) None of the above 
A) An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities 
B) Environmental variables and changes in those variables over time,helping to determine the ultimate success or failure of marketing strategies 
C) Changes in the environment creating new marketing opportunities for an organization 
D) Environmental variables affected or changed by marketing activities 
E) None of the above B

Question 2

Which of the following is NOT a part of a consumer products manufacturer's external economic environment?

Accepted Answer

A) The existing channels of distribution in the industry 
B) The number of companies competing in that industry 
C) Society's beliefs about savings and spending 
D) Unemployment in the area where the manufacturing plant is located 
E) Nationwide inflation 
A) The existing channels of distribution in the industry 
B) The number of companies competing in that industry 
C) Society's beliefs about savings and spending 
D) Unemployment in the area where the manufacturing plant is located 
E) Nationwide inflation C

Question 3

What two sets of ethical dilemmas are of particular concern to sales managers?

Accepted Answer

Ethical issues involved with relationships with salespeople and ethical issues that arise from the interaction of salespeople with customers.

Question 4

Equal employment opportunity laws make it unlawful to discriminate against a person in hiring or promotion based on what factors?

Accepted Answer

Race,relig

Question 5

Sales force ethics is considered to be a part of the _____ environment of organizations.

Accepted Answer

A) Economic 
B) Internal 
C) Legal and political 
D) Personnel 
E) Social and cultural 
A) Economic 
B) Internal 
C) Legal and political 
D) Personnel 
E) Social and cultural

Question 6

Today it is common for sales managers to direct rather than mentor sales people.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is an example of the external natural environment for a manufacturer of metal lawn furniture?

Accepted Answer

A) A longer than usual distribution channel due to a rail strike 
B) Consumer trend toward treating gardens like another room 
C) The popularity of metal lawn furniture that looks vintage rather than newly bought 
D) A flood at the manufacturer's main warehouse 
E) Inflationary pricing by competitors 
A) A longer than usual distribution channel due to a rail strike 
B) Consumer trend toward treating gardens like another room 
C) The popularity of metal lawn furniture that looks vintage rather than newly bought 
D) A flood at the manufacturer's main warehouse 
E) Inflationary pricing by competitors

Question 8

Brenda is the newly appointed sales manager for Beta Business Products.She knows sales force management is a dynamic process and therefore

Accepted Answer

A) Arranges her office to facilitate leadership 
B) Studies her firm's environmental circumstances including both internal and external environments 
C) Solicits business from old contacts as a first priority 
D) Sells senior management on the idea of leaving the sales force alone 
E) Offers bonuses to salespeople who meet their goals 
A) Arranges her office to facilitate leadership 
B) Studies her firm's environmental circumstances including both internal and external environments 
C) Solicits business from old contacts as a first priority 
D) Sells senior management on the idea of leaving the sales force alone 
E) Offers bonuses to salespeople who meet their goals

Question 9

Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area.Sarah calls on private practice physicians,while Steve calls on hospital groups.Their sales manager would likely have an ethical dilemma in the area of:

Accepted Answer

A) Determining compensation and incentives 
B) Equal treatment in hiring and promotion 
C) Respect for individuals in supervisory and training programs 
D) Fairness in the design of sales territories 
E) Fairness in the assignment of sales territories 
A) Determining compensation and incentives 
B) Equal treatment in hiring and promotion 
C) Respect for individuals in supervisory and training programs 
D) Fairness in the design of sales territories 
E) Fairness in the assignment of sales territories

Question 10

The sales force is usually a firm's most direct link with the customer.

Accepted Answer

A) True 
 B)False

Question 11

What technologies,other than the Internet,are being widely used in sales force communication?

Accepted Answer

EDI,electronic data interchang

Question 12

What is demarketing?

Accepted Answer

Control and allocati

Question 13

Voice over Internet Protocol (VoIP)a technology allowing telephone calls using the Internet is an example of:

Accepted Answer

A) An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities 
B) Environmental variables and changes in those variables over time,helping to determine the ultimate success or failure of marketing strategies 
C) Changes in the environment creating new marketing opportunities for an organization 
D) Environmental variables affected or changed by marketing activities 
E) None of the above 
A) An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities 
B) Environmental variables and changes in those variables over time,helping to determine the ultimate success or failure of marketing strategies 
C) Changes in the environment creating new marketing opportunities for an organization 
D) Environmental variables affected or changed by marketing activities 
E) None of the above

Question 14

Jorge finds he has lost out to his major competitor on three recent contracts.Through his customers,he learns his competitor has cut prices and lowered financing costs.Jorge is observing a change in his _____________ environment.

Accepted Answer

A) Economic 
B) Technological 
C) Social and cultural 
D) Natural 
E) Legal and political 
A) Economic 
B) Technological 
C) Social and cultural 
D) Natural 
E) Legal and political

Question 15

What is the most effective way for management to influence the ethical performance of their salespeople?

Accepted Answer

The answer of What is the most effective way for...

Question 16

How are changes in technology affecting salespeople and sales management?

Accepted Answer

First,technology is contributing to rapi

Question 17

What are the major demographic trends in the United States affecting selling?

Accepted Answer

The major demographic trends i

Question 18

Equal employment opportunity legislation:

Accepted Answer

A) Directly affects how sales managers implement their sales programs 
B) Is a form of consumer protection legislation 
C) Is becoming less important as the sales force is becoming more culturally diverse 
D) Is a form of antitrust legislation 
E) Does not apply to sales positions 
A) Directly affects how sales managers implement their sales programs 
B) Is a form of consumer protection legislation 
C) Is becoming less important as the sales force is becoming more culturally diverse 
D) Is a form of antitrust legislation 
E) Does not apply to sales positions

Question 19

How is sales leadership different from sales management?

Accepted Answer

Effective sales leadership includes:
(1)

Question 20

In the twenty-first century,sales leaders are

Accepted Answer

A) Controlling rather than communicate with personnel 
B) Becoming a coach instead of a supervisor 
C) Empowering sales managers to make decision 
D) Centralizing control as bosses 
E) Directing sales people to achieve the defined goals 
A) Controlling rather than communicate with personnel 
B) Becoming a coach instead of a supervisor 
C) Empowering sales managers to make decision 
D) Centralizing control as bosses 
E) Directing sales people to achieve the defined goals

The increasing number of Spanish-speaking consumers in many areas of the United States is an example of

Which of the following is NOT a part of a consumer products manufacturer's external economic environment?

What two sets of ethical dilemmas are of particular concern to sales managers?

Equal employment opportunity laws make it unlawful to discriminate against a person in hiring or promotion based on what factors?

Sales force ethics is considered to be a part of the _____ environment of organizations.

Today it is common for sales managers to direct rather than mentor sales people.

Which of the following is an example of the external natural environment for a manufacturer of metal lawn furniture?

Brenda is the newly appointed sales manager for Beta Business Products.She knows sales force management is a dynamic process and therefore

Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area.Sarah calls on private practice physicians,while Steve calls on hospital groups.Their sales manager would likely have an ethical dilemma in the area of:

The sales force is usually a firm's most direct link with the customer.

What technologies,other than the Internet,are being widely used in sales force communication?

What is demarketing?

Voice over Internet Protocol (VoIP)a technology allowing telephone calls using the Internet is an example of:

Jorge finds he has lost out to his major competitor on three recent contracts.Through his customers,he learns his competitor has cut prices and lowered financing costs.Jorge is observing a change in his _____________ environment.

What is the most effective way for management to influence the ethical performance of their salespeople?

How are changes in technology affecting salespeople and sales management?

What are the major demographic trends in the United States affecting selling?

Equal employment opportunity legislation:

How is sales leadership different from sales management?

In the twenty-first century,sales leaders are

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management

Salesperson Performance: Behavior, role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives,techniques,and Evaluation

Salesperson Compensation and Incentives

Cost Analysis

Evaluating Salesperson Performance

Filters

Exam 1: Introduction to Sales Management in the Twenty-First Century

The increasing number of Spanish-speaking consumers in many areas of the United States is an example of

Which of the following is NOT a part of a consumer products manufacturer's external economic environment?

What two sets of ethical dilemmas are of particular concern to sales managers?

Equal employment opportunity laws make it unlawful to discriminate against a person in hiring or promotion based on what factors?

Sales force ethics is considered to be a part of the _____ environment of organizations.

Today it is common for sales managers to direct rather than mentor sales people.

Which of the following is an example of the external natural environment for a manufacturer of metal lawn furniture?

Brenda is the newly appointed sales manager for Beta Business Products.She knows sales force management is a dynamic process and therefore

Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area.Sarah calls on private practice physicians,while Steve calls on hospital groups.Their sales manager would likely have an ethical dilemma in the area of:

The sales force is usually a firm's most direct link with the customer.

What technologies,other than the Internet,are being widely used in sales force communication?

What is demarketing?

Voice over Internet Protocol (VoIP)a technology allowing telephone calls using the Internet is an example of:

Jorge finds he has lost out to his major competitor on three recent contracts.Through his customers,he learns his competitor has cut prices and lowered financing costs.Jorge is observing a change in his _____________ environment.

What is the most effective way for management to influence the ethical performance of their salespeople?

How are changes in technology affecting salespeople and sales management?

What are the major demographic trends in the United States affecting selling?

Equal employment opportunity legislation:

How is sales leadership different from sales management?

In the twenty-first century,sales leaders are

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management

Salesperson Performance: Behavior, role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives,techniques,and Evaluation

Salesperson Compensation and Incentives

Cost Analysis

Evaluating Salesperson Performance

Filters