Sales force management HW 4420
Which of the following statements about the sales force in the 21st century is true?
a. sales managers will use a hands-off approach
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. sales make little use of the internet because they realize the importance of the
personal touch
e. all of the above - answer Sales management must be smart and nimble and provide
technology-centered solutions to support the sales effort
Sales management is a multi-step interrelated process. Which step is concerned with
environmental factors and attempts to organize the overall selling efforts as well as
integrate them with the other elements of the firm's marketing strategy?
a. the organizing stage of the sales program
b. the implementation stage of the sales program
c. the evaluation and control of sales force program
d. the formulation of the sales process
e. all of the above - answerThe implementation stage of the sales program
The potential demand for a product within a country depends on that country's
a. economic growth rate
b. unemployment rate
c. inflation rate
d. disposable income
e. all of the above - answerAll of the above
the difference between a law and ethics is best described as
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 - answerwhat is legal may not be ethical
which of the following is an example of the external natural environment for a
manufacturer of metal lawn furniture?
a. a longer than usual distribution channel due to a rail strike
b. consumer trend toward treating gardens like another room
c. the popularity of metal lawn furniture
d. a flood at the manufacturer's main warehouse
e. inflationary pricing - answera flood at the manufacturer's main warehouse
, which of the following is NOT one of the six drivers of change identified in reinventing
sales organizations?
a. building long-term relationships with customers
b. creating sales organizational structures that are more nimble and adaptable
c. shifting sales management style from commanding to coaching
d. organizing sales teams into regional office structures
e. better integrating salesperson performance evaluation - answerorganizing sales
teams into regional office structures
in a survey of sales managers, the highest rated success factor was
a. creativity
b. diligence
c. assertiveness
d. listening skills
e. prospecting skills - answerlistening skills
selling in b2b markets involves sales to:
a. resellers, consumers, and institutions
b. resellers, business users, and institutions
c. consumers business users, institutions
d. resellers, business users, and consumers
e. none of the above - answerresellers, business users, and institutions
_____ is the core selling process.
a. closing the sales
b. prospecting the customer
c. servicing the account
d. qualifying the prospect
e. the sales presentation - answersales presentation
which of the following is the best example of a straight rebuy?
a. the purchase of 5000 mildew resistant shower curtains for a hotel chain
b. the selection of a site to hold the first-company wide seminar on employee rights
c. the renewal of a subscription to a trade journal
d. the purchase of a school bus for carrying special ed students
e. the selection of a menu for a $1000 a plate fund raising banquet - answerthe renewal
of a subscription to a trade journal
archway furniture is projecting their expected financial returns from different groups of
customers. archway is estimating the:
a. data warehouse ROI
b. supply chain cost and revenues
c. lifetime value of customers
d. marketing mix of profitability
e. generic strategy returns - answerlifetime value of customers
Which of the following statements about the sales force in the 21st century is true?
a. sales managers will use a hands-off approach
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. sales make little use of the internet because they realize the importance of the
personal touch
e. all of the above - answer Sales management must be smart and nimble and provide
technology-centered solutions to support the sales effort
Sales management is a multi-step interrelated process. Which step is concerned with
environmental factors and attempts to organize the overall selling efforts as well as
integrate them with the other elements of the firm's marketing strategy?
a. the organizing stage of the sales program
b. the implementation stage of the sales program
c. the evaluation and control of sales force program
d. the formulation of the sales process
e. all of the above - answerThe implementation stage of the sales program
The potential demand for a product within a country depends on that country's
a. economic growth rate
b. unemployment rate
c. inflation rate
d. disposable income
e. all of the above - answerAll of the above
the difference between a law and ethics is best described as
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 - answerwhat is legal may not be ethical
which of the following is an example of the external natural environment for a
manufacturer of metal lawn furniture?
a. a longer than usual distribution channel due to a rail strike
b. consumer trend toward treating gardens like another room
c. the popularity of metal lawn furniture
d. a flood at the manufacturer's main warehouse
e. inflationary pricing - answera flood at the manufacturer's main warehouse
, which of the following is NOT one of the six drivers of change identified in reinventing
sales organizations?
a. building long-term relationships with customers
b. creating sales organizational structures that are more nimble and adaptable
c. shifting sales management style from commanding to coaching
d. organizing sales teams into regional office structures
e. better integrating salesperson performance evaluation - answerorganizing sales
teams into regional office structures
in a survey of sales managers, the highest rated success factor was
a. creativity
b. diligence
c. assertiveness
d. listening skills
e. prospecting skills - answerlistening skills
selling in b2b markets involves sales to:
a. resellers, consumers, and institutions
b. resellers, business users, and institutions
c. consumers business users, institutions
d. resellers, business users, and consumers
e. none of the above - answerresellers, business users, and institutions
_____ is the core selling process.
a. closing the sales
b. prospecting the customer
c. servicing the account
d. qualifying the prospect
e. the sales presentation - answersales presentation
which of the following is the best example of a straight rebuy?
a. the purchase of 5000 mildew resistant shower curtains for a hotel chain
b. the selection of a site to hold the first-company wide seminar on employee rights
c. the renewal of a subscription to a trade journal
d. the purchase of a school bus for carrying special ed students
e. the selection of a menu for a $1000 a plate fund raising banquet - answerthe renewal
of a subscription to a trade journal
archway furniture is projecting their expected financial returns from different groups of
customers. archway is estimating the:
a. data warehouse ROI
b. supply chain cost and revenues
c. lifetime value of customers
d. marketing mix of profitability
e. generic strategy returns - answerlifetime value of customers
