Question 1

When developing the sales program for her university,Yesenia recognized in the short run,her program

Accepted Answer

A) Must fit within the organizational situation and limitations 
B) Should push the envelope of institutional selling 
C) Must include an analysis of long-term threats 
D) Should emphasize possibilities rather than current conditions 
E) Should maximize short run revenues 
A) Must fit within the organizational situation and limitations 
B) Should push the envelope of institutional selling 
C) Must include an analysis of long-term threats 
D) Should emphasize possibilities rather than current conditions 
E) Should maximize short run revenues

Question 2

Gwen,a sales manager for Delicious Diets,knows it is important to

Accepted Answer

A) Monitor the marketing environment 
B) Predict how the environment might change 
C) Develop strategies for changing marketing environments 
D) Create plans for the sales function suited to environmental conditions 
E) All of the above 
A) Monitor the marketing environment 
B) Predict how the environment might change 
C) Develop strategies for changing marketing environments 
D) Create plans for the sales function suited to environmental conditions 
E) All of the above

Question 3

Sales force managers are confronted with many new issues in the 21st century including

Accepted Answer

A) Creating more nimble sales force organization 
B) Building long-term relationships with customers 
C) Gaining greater commitment from salespeople 
D) Leveraging available technology 
E) All of the above 
A) Creating more nimble sales force organization 
B) Building long-term relationships with customers 
C) Gaining greater commitment from salespeople 
D) Leveraging available technology 
E) All of the above

Question 4

Brendan is a new sales rep and is learning about his company's corporate culture.He will try to learn about the company's

Accepted Answer

A) Financial condition 
B) Service capabilities 
C) History 
D) Research and development efforts 
E) Technological capacity 
A) Financial condition 
B) Service capabilities 
C) History 
D) Research and development efforts 
E) Technological capacity

Question 5

Antitrust laws:

Accepted Answer

A) Restrict marketing activities that would reduce competition 
B) Set standards of quality for specific products 
C) Allow consumers to cancel contracts signed with door-to-door salespeople within a limited number of days after signing the contract 
D) Prohibit unfair or deceptive packaging 
E) Do not apply to companies that sell to the consumer market 
A) Restrict marketing activities that would reduce competition 
B) Set standards of quality for specific products 
C) Allow consumers to cancel contracts signed with door-to-door salespeople within a limited number of days after signing the contract 
D) Prohibit unfair or deceptive packaging 
E) Do not apply to companies that sell to the consumer market

Question 6

Much of what drives ethical behavior in sales organizations is the overall culture of the firm and

Accepted Answer

A) Service capabilities 
B) Technological support 
C) Supply chain management strategies 
D) The tone set by upper management 
E) The external environment 
A) Service capabilities 
B) Technological support 
C) Supply chain management strategies 
D) The tone set by upper management 
E) The external environment

Question 7

Which of the following statements about the sales force in the 21st century is true?

Accepted Answer

A) Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss 
B) Transactional exchanges no longer occur 
C) Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort 
D) Salespeople make little use of the Internet because they realize the importance of the personal touch 
E) All of the above statements about the sales force in the 21st century are true 
A) Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss 
B) Transactional exchanges no longer occur 
C) Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort 
D) Salespeople make little use of the Internet because they realize the importance of the personal touch 
E) All of the above statements about the sales force in the 21st century are true

Question 8

Briefly discuss the three "new-age" themes of sales management in the 21st century.

Accepted Answer

Innovation

Question 9

A sucker may be born every minute,but if your business depends on repeat business and word-of-mouth advertising

Accepted Answer

A) Transactional sales will work best 
B) Relationship selling will conflict with ethical standards 
C) High ethical standards are required 
D) Sales managers will need to control all aspects of the sales process 
E) Static sales strategies will work best 
A) Transactional sales will work best 
B) Relationship selling will conflict with ethical standards 
C) High ethical standards are required 
D) Sales managers will need to control all aspects of the sales process 
E) Static sales strategies will work best

Question 10

Mergers often take place so that the purchased companies can obtain the financial resources necessary to realize their full potential in the marketplace.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is NOT part of the external environment for a manufacturer of custom-made office furniture?

Accepted Answer

A) A study on ergonomics by an engineering group 
B) The major distributor of wood veneers it uses in making its furniture 
C) The workers who craft the furniture to buyer specification 
D) A railway strike 
E) A competitor that makes similar-looking products with less expensive materials 
A) A study on ergonomics by an engineering group 
B) The major distributor of wood veneers it uses in making its furniture 
C) The workers who craft the furniture to buyer specification 
D) A railway strike 
E) A competitor that makes similar-looking products with less expensive materials

Question 12

How is ethics different from laws?

Accepted Answer

A particular action

Question 13

A focus on relationship selling usually increases the number of vendors a company does business with.

Accepted Answer

A) True 
 B)False

Question 14

A company's distribution system is part of its external economic environment.

Accepted Answer

A) True 
 B)False

Question 15

Mike,a sales rep for a major computer software company,knows his company does not plan to maintain updates for the software.When selling the software package to customers he implies the company will continue to support the software.Mike could create a ________________ legal problem.

Accepted Answer

A) Truth-in-lending 
B) Breach of warranty 
C) Equal employment opportunity 
D) Situational ethics 
E) Tying agreement 
A) Truth-in-lending 
B) Breach of warranty 
C) Equal employment opportunity 
D) Situational ethics 
E) Tying agreement

Question 16

The difference between a law and ethics is best described by

Accepted Answer

A) What is ethical may not be legal 
B) Laws are concerned with the development of moral standards 
C) What is legal may not be ethical 
D) Formal policies define what is legal and ethical for salespeople 
E) Legal puffery is ethical too 
A) What is ethical may not be legal 
B) Laws are concerned with the development of moral standards 
C) What is legal may not be ethical 
D) Formal policies define what is legal and ethical for salespeople 
E) Legal puffery is ethical too

Question 17

What six variables make up a firm's internal organizational environment?

Accepted Answer

Six categories of organizational variabl

Question 18

What are the three categories of laws that are particularly relevant to sales programs?

Accepted Answer

Antitrust,consumer p

Question 19

Selling skills and requirements vary due to the consistency of the buying process and constant level of product complexity.

Accepted Answer

A) True 
 B)False

Question 20

An integrated marketing strategy is one part of a firm's sales program.

Accepted Answer

A) True 
 B)False

When developing the sales program for her university,Yesenia recognized in the short run,her program

Gwen,a sales manager for Delicious Diets,knows it is important to

Sales force managers are confronted with many new issues in the 21st century including

Brendan is a new sales rep and is learning about his company's corporate culture.He will try to learn about the company's

Antitrust laws:

Much of what drives ethical behavior in sales organizations is the overall culture of the firm and

Which of the following statements about the sales force in the 21^st century is true?

Briefly discuss the three "new-age" themes of sales management in the 21st century.

A sucker may be born every minute,but if your business depends on repeat business and word-of-mouth advertising

Mergers often take place so that the purchased companies can obtain the financial resources necessary to realize their full potential in the marketplace.

Which of the following is NOT part of the external environment for a manufacturer of custom-made office furniture?

How is ethics different from laws?

A focus on relationship selling usually increases the number of vendors a company does business with.

A company's distribution system is part of its external economic environment.

Mike,a sales rep for a major computer software company,knows his company does not plan to maintain updates for the software.When selling the software package to customers he implies the company will continue to support the software.Mike could create a ________________ legal problem.

The difference between a law and ethics is best described by

What six variables make up a firm's internal organizational environment?

What are the three categories of laws that are particularly relevant to sales programs?

Selling skills and requirements vary due to the consistency of the buying process and constant level of product complexity.

An integrated marketing strategy is one part of a firm's sales program.

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

When developing the sales program for her university,Yesenia recognized in the short run,her program

Gwen,a sales manager for Delicious Diets,knows it is important to

Sales force managers are confronted with many new issues in the 21st century including

Brendan is a new sales rep and is learning about his company's corporate culture.He will try to learn about the company's

Antitrust laws:

Much of what drives ethical behavior in sales organizations is the overall culture of the firm and

Which of the following statements about the sales force in the 21st century is true?

Briefly discuss the three "new-age" themes of sales management in the 21st century.

A sucker may be born every minute,but if your business depends on repeat business and word-of-mouth advertising

Mergers often take place so that the purchased companies can obtain the financial resources necessary to realize their full potential in the marketplace.

Which of the following is NOT part of the external environment for a manufacturer of custom-made office furniture?

How is ethics different from laws?

A focus on relationship selling usually increases the number of vendors a company does business with.

A company's distribution system is part of its external economic environment.

Mike,a sales rep for a major computer software company,knows his company does not plan to maintain updates for the software.When selling the software package to customers he implies the company will continue to support the software.Mike could create a ________________ legal problem.

The difference between a law and ethics is best described by

What six variables make up a firm's internal organizational environment?

What are the three categories of laws that are particularly relevant to sales programs?

Selling skills and requirements vary due to the consistency of the buying process and constant level of product complexity.

An integrated marketing strategy is one part of a firm's sales program.

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

Which of the following statements about the sales force in the 21^st century is true?