Sales Management Exam 1
Test Bank
Exam Study Guide – Practice
Questions with Answers.
GRADED A+. Latest 2026/2027
Update.
Which of the following statements about sales force management is true?
(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 -
Ans✔✔-A
The difference between transactional selling and relationship selling is
,(A) In transaction, selling buyers must pay cash
(B) In relationship selling, buyers and sellers must be related
(C) In transaction selling, sellers provide greater service
(D) In relationship selling, sellers work to provide value to their customers
(E) In transaction selling, the transaction is the beginning of a relationship -
Ans✔✔-D
The movement toward relationship selling causes most firms to
(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 - Ans✔✔-B
Which of the following is NOT one of the technology tools used by most
salespeople?
(A) Electronic data interchange
(B) Efficient consumer response systems
(C) Synchronized customer solicitations
(D) Customer relationship management
(E) The Internet - Ans✔✔-C
A sucker may be born every minute, but if your business depends on repeat
business and
word-of-mouth advertising
(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 - Ans✔✔-C
Brenda is the newly appointed sales manager for Beta Business Products. She
knows sales
force management is a dynamic process and therefore
(A) Arranges her office to facilitate leadership
(B) Studies her firm's environmental circumstances including both internal and
external
environments
(C) Solicits business from old contacts as a first priority
(D) Sells senior management on the idea of leaving the sales force alone
(E) Offers bonuses to salespeople who meet their goals - Ans✔✔-B
Sales management is a multi-step interrelated process. Which step is
concerned with
selecting appropriate sales personnel and designing and implementing policies
and
procedures that will direct their efforts towards the desired objectives?
(A) The organizing stage of the sales program
(B) The implementation stage of the sales program
(C) The evaluation and control of sales force performance
(D) The formulation of the strategic sales program
, (E) All of the above processes are involved with selecting appropriate sales
personnel and
designing and implementing policies and procedures that will direct their
efforts toward the
desired objectives - Ans✔✔-B
Microsoft's bundling of personal computer operating systems with its Web
browser is an
example of
(A) An environmental force that can constrain other organizations' 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 - Ans✔✔-A
Voice over Internet Protocol (VoIP) a technology allowing telephone calls using
the
Internet is an example of:
(A) An environmental force that can constrain other organization's ability to
pursue certain
marketing strategies or activities
Test Bank
Exam Study Guide – Practice
Questions with Answers.
GRADED A+. Latest 2026/2027
Update.
Which of the following statements about sales force management is true?
(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 -
Ans✔✔-A
The difference between transactional selling and relationship selling is
,(A) In transaction, selling buyers must pay cash
(B) In relationship selling, buyers and sellers must be related
(C) In transaction selling, sellers provide greater service
(D) In relationship selling, sellers work to provide value to their customers
(E) In transaction selling, the transaction is the beginning of a relationship -
Ans✔✔-D
The movement toward relationship selling causes most firms to
(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 - Ans✔✔-B
Which of the following is NOT one of the technology tools used by most
salespeople?
(A) Electronic data interchange
(B) Efficient consumer response systems
(C) Synchronized customer solicitations
(D) Customer relationship management
(E) The Internet - Ans✔✔-C
A sucker may be born every minute, but if your business depends on repeat
business and
word-of-mouth advertising
(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 - Ans✔✔-C
Brenda is the newly appointed sales manager for Beta Business Products. She
knows sales
force management is a dynamic process and therefore
(A) Arranges her office to facilitate leadership
(B) Studies her firm's environmental circumstances including both internal and
external
environments
(C) Solicits business from old contacts as a first priority
(D) Sells senior management on the idea of leaving the sales force alone
(E) Offers bonuses to salespeople who meet their goals - Ans✔✔-B
Sales management is a multi-step interrelated process. Which step is
concerned with
selecting appropriate sales personnel and designing and implementing policies
and
procedures that will direct their efforts towards the desired objectives?
(A) The organizing stage of the sales program
(B) The implementation stage of the sales program
(C) The evaluation and control of sales force performance
(D) The formulation of the strategic sales program
, (E) All of the above processes are involved with selecting appropriate sales
personnel and
designing and implementing policies and procedures that will direct their
efforts toward the
desired objectives - Ans✔✔-B
Microsoft's bundling of personal computer operating systems with its Web
browser is an
example of
(A) An environmental force that can constrain other organizations' 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 - Ans✔✔-A
Voice over Internet Protocol (VoIP) a technology allowing telephone calls using
the
Internet is an example of:
(A) An environmental force that can constrain other organization's ability to
pursue certain
marketing strategies or activities
