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

Question 2

The movement toward relationship selling causes most firms to:

Accepted Answer

A)  Increase the size of the sales force 
B)  Reduce the number of vendors they do business with 
C)  Focus on maximizing sales 
D)  Increase the cost of value management 
E)  Solicit new sources of supply rather than from existing sources

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:

The movement toward relationship selling causes most firms to: