Test Bank for Sales Force Management, 13th Edition Johnston (All Chapters included)
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Complete Test Bank for Sales Force Management, 13th Edition by Mark W. Johnston, Greg W. Marshall ; ISBN13: 9780367682088. (Full Chapters included Chapter 1 to 13)....
1. Introduction to Sales Management in the Twenty-First Century
2. The Process of Selling and Buying
3. Linking Strategies and t...
Sales Force Management
13th Edition by Mark W. Johnston
Complete Chapters Test Bank
are included (Ch 1 to 13)
** Immediate Download
** Swift Response
** All Chapters included
,Ch 1. Introduction to Sales Management in the Twenty-First Century
1 Which of the following statements about sales programs and performance is true?
(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
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
2 One of your customers suggests "I'll buy from you if you buy from me."" This could be a
violation of ______________ laws.
(A) Packaging and labeling
(B) Cooling-off
(C) Tying agreement
(D) Reciprocal dealing
(E) Truth-in-lending
Answer: (D) Reciprocal Dealing
3 Which of the following statements about the legal-political environment is true?
(A) The two broad categories of laws that are particularly relevant to salespeople are Federal Trade
Commission regulations and state cooling-off laws
(B) Antitrust laws have no impact on sales activities
(C) The number of laws regulating personal selling and all other aspects of conducting business
have decreased dramatically over the last three decades
(D) A salesperson's claim that the refrigeration unit he was selling would keep food cold even if the
electric power was off for six days could have legal consequences, but not ethical, because the
salesperson was simply trying to make a sales when he made that statement
(E) Many salespeople are unaware that they assume legal obligations every time they approach a
customer
Answer: (E) Many salespeople are unaware that they assume legal obligations every time they
approach a customer
4 Mike, a sales rep for a major computer software company, knows his company does not plan
, Ch 1. Introduction to Sales Management in the Twenty-First Century
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.
(A) Truth-in-lending
(B) Breach of warranty
(C) Equal employment opportunity
(D) Situational ethics
(E) Tying agreement
Answer: (B) Breach of warranty
5 Equal employment opportunity legislation:
(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
Answer: (A) Directly affects how sales managers implement their sales programs
6 A few years ago, when Internet sales took off, the major automobile manufacturers had to
decide whether they would sell directly or through their dealership network. In this situation
a change in the industry's __________________ environment created a potential change in
sales strategy.
(A) Technological
(B) Social and cultural
(C) Political and legal
(D) Ethical
(E) Natural
Answer: (A) Technological
7 Sales force ethics is considered to be a part of the _____ environment of organizations.
(A) Economic
(B) Internal
(C) Political and legal
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