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

The development of a sales program actually begins with top management's specification of a mission statement.

Many firms use environmental scanning to assess their external environment.Environmental scanning should be used to

The movement toward relationship selling causes most firms to

State _______________ laws allow consumers to cancel contracts signed with door-to-door salespeople within a limited number of days after agreeing to such contracts.

The building of relationships between buyers and sellers requires a much greater emphasis on ethics than was expected with transactional exchanges.

Which of the following types of laws is most important to managers of sales programs?

Discuss the issues forcing sales organizations to reinvent themselves in the 21st century.

After a major hurricane,a building products company rationed its supply of roofing materials among its major customers.This is an example of

Assume you are the sales manager for your college or university (at universities sales management is often part of admissions,recruitment and development departments).Describe existing or plausible changes in the school's external environment including at least one possible change for each of the five categories of external factors.

After purchasing a car from a dealership,Martin is told by the dealership that the interest rate will be higher than what he has agreed to when he bought the car.The dealership has probably violated ______________ laws.

Assume you are the sales manager for your college or university (at universities sales management is often part of admissions,recruitment and development departments).You are asked to assess the school's internal organizational environment.What will you do?

John,the sales manager for a building materials company,knows the customers in one profitable sales territory,are particularly hostile to women sales reps.John faces an ethical dilemma primarily in the area of:

The five broad categories that make up the external environment are (1) economic, (2) social and cultural, (3) legal, political and ethical, (4) natural and (5) technical.

As more and more countries reduce barriers to trade,a sales manager's _________ environment is changing rapidly.

The most obvious impact of the technical environment on marketing is the ability to create and maintain huge customer databases.

Anti-obesity promotions by the government and other health organizations is an example of

Which of the following is part of the external environment for a distributor of aquariums and everything needed to set up aquariums including tropical fish and plants?

Which of the following statements about ethics and business is true?

The sales manager of the future is more likely to be a coach or a team leader rather than an authoritative figure isolated in the upper reaches of a corporate hierarchy.

Which of the following statements about the legal-political environment is true?