Question 1

Which of the following statements about sales programs and performance is true?

Accepted Answer

A) The sales manager must adapt his or her strategies to the existing environment rather than trying to make the environment fit the strategies 
B) The sales program is the one part of the marketing strategy that seldom needs changing 
C) Management should not engage in planning for organizations that operate in volatile environments because their plans would have to be revised or even scrapped frequently 
D) Factors in the internal and external environment can have a strong influence on strategic plans,but not on strategic implementation 
E) Changes in an organization's marketing strategy are unlikely to have any impact on its sales program 
A) The sales manager must adapt his or her strategies to the existing environment rather than trying to make the environment fit the strategies 
B) The sales program is the one part of the marketing strategy that seldom needs changing 
C) Management should not engage in planning for organizations that operate in volatile environments because their plans would have to be revised or even scrapped frequently 
D) Factors in the internal and external environment can have a strong influence on strategic plans,but not on strategic implementation 
E) Changes in an organization's marketing strategy are unlikely to have any impact on its sales program

Question 2

Many selling situations that involve ethical issues are not addressed by management directives.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following statements about sales force management is true?

Accepted Answer

A) The sales force is the firm's most direct link to the customer 
B) The statement,"The world will beat a path to your door if you build a better mousetrap," reflects how business operates today 
C) As organizations implement the marketing concept,they soon realize how important it is to be sales-oriented 
D) Personal selling is usually less expensive than advertising 
E) Sales management is no different from any other kind of management 
A) The sales force is the firm's most direct link to the customer 
B) The statement,"The world will beat a path to your door if you build a better mousetrap," reflects how business operates today 
C) As organizations implement the marketing concept,they soon realize how important it is to be sales-oriented 
D) Personal selling is usually less expensive than advertising 
E) Sales management is no different from any other kind of management

Question 4

Personal selling is the most expensive marketing communications tool that most organizations use.

Accepted Answer

A) True 
 B)False

Question 5

Alex is the new sales manager for FDP pet vitamins.He quickly recognizes his sales force does not have a global focus.To help motivate his staff toward expanding globally he points out

Accepted Answer

A) Today,customers can communicate worldwide 
B) There are significant growth opportunities outside the domestic market 
C) Their customers are global 
D) All of the above 
E) None of the above 
A) Today,customers can communicate worldwide 
B) There are significant growth opportunities outside the domestic market 
C) Their customers are global 
D) All of the above 
E) None of the above

Which of the following statements about sales programs and performance is true?

Many selling situations that involve ethical issues are not addressed by management directives.

Which of the following statements about sales force management is true?

Personal selling is the most expensive marketing communications tool that most organizations use.

Alex is the new sales manager for FDP pet vitamins.He quickly recognizes his sales force does not have a global focus.To help motivate his staff toward expanding globally he points out

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

Which of the following statements about sales programs and performance is true?

Many selling situations that involve ethical issues are not addressed by management directives.

Which of the following statements about sales force management is true?

Personal selling is the most expensive marketing communications tool that most organizations use.

Alex is the new sales manager for FDP pet vitamins.He quickly recognizes his sales force does not have a global focus.To help motivate his staff toward expanding globally he points out

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