SALES FORCE MANAGEMENT EXAM #1 QUESTIONS WITH COMPLETE SOLUTIONS!!
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 ✔️✔️A
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 ✔️✔️B
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 ✔️✔️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 ✔️✔️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 ✔️✔️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 ✔️✔️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
(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 ✔️✔️C
Gwen, a sales manager for Delicious Diets, knows it is important to
(A) Monitor the marketing environment
(B) Predict how the environment might change
(C) Develop strategies for changing marketing environments
(D) Create plans for the sales function suited to environmental conditions
(E) All of the above ✔️✔️E
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 ✔️✔️A
As more and more countries reduce barriers to trade, a sales manager's _________ environment is
changing rapidly.
(A) Natural
(B) Technological
(C) Social and Cultural
(D) Economic
(E) Legal and political ✔️✔️D
The potential demand for a product within a country depends on that country's
(A) Economic growth rate
(B) Unemployment rate
(C) Inflation rate
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 ✔️✔️A
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 ✔️✔️B
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 ✔️✔️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 ✔️✔️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 ✔️✔️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 ✔️✔️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
(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 ✔️✔️C
Gwen, a sales manager for Delicious Diets, knows it is important to
(A) Monitor the marketing environment
(B) Predict how the environment might change
(C) Develop strategies for changing marketing environments
(D) Create plans for the sales function suited to environmental conditions
(E) All of the above ✔️✔️E
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 ✔️✔️A
As more and more countries reduce barriers to trade, a sales manager's _________ environment is
changing rapidly.
(A) Natural
(B) Technological
(C) Social and Cultural
(D) Economic
(E) Legal and political ✔️✔️D
The potential demand for a product within a country depends on that country's
(A) Economic growth rate
(B) Unemployment rate
(C) Inflation rate
