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Trang 151Test Bank for Churchill Ford Walkers Sales Force Management 10th
Edition by Johnston Multiple Choice Questions - Page 1
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?
1. A The organizing stage of the sales program
2. B The implementation stage of the sales program
3. C The evaluation and control of sales force performance
4. D The formulation of the strategic sales program
5. 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
Gwen, a sales manager for Delicious Diets, knows it is important to
1. A Monitor the marketing environment
2. B Predict how the environment might change
3. C Develop strategies for changing marketing environments
4. D Create plans for the sales function suited to environmental conditions
5. E All of the above
Which of the following statements about sales force management is true?
1. A The sales force is the firm's most direct link to the customer
2. B The statement, "The world will beat a path to your door if you build a better mousetrap," reflects how business operates today
3. C As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented
Trang 24. D Personal selling is usually less expensive than advertising
5. E Sales management is no different from any other kind of management
Voice over Internet Protocol (VoIP) a technology allowing telephone calls using the Internet is an example of:
1. A An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities
2. B Environmental variables and changes in those variables over time, helping
to determine the ultimate success or failure of marketing strategies
3. C Changes in the environment creating new marketing opportunities for an organization
4. D Environmental variables affected or changed by marketing activities
5. E None of the above
The movement toward relationship selling causes most firms to
1. A Increase the size of the sales force
2. B Reduce the number of vendors they do business with
3. C Focus on maximizing sales
4. D Increase the cost of value management
5. E Solicit new sources of supply rather than from existing sources
Which of the following is part of the external environment for a
distributor of aquariums and everything needed to set up aquariums including tropical fish and plants?
1. A Employees who care for the fish before they are sold to retailers
2. B Competitors who carry the same aquarium equipment
3. C The financial resources needed to create the proper environment for breeding the fish
4. D The participative organizational culture the distributor has
Trang 35. E The distributor's privately-owned warehouse for storing the aquarium equipment
As more and more countries reduce barriers to trade, a sales
manager's _ environment is changing rapidly
1. A Natural
2. B Technological
3. C Social and cultural
4. D Economic
5. E Legal and political
Karen is studying the potential for selling her company's products in China As part of her analysis, she is assessing the number, types and availability of wholesalers and retailers Karen is studying the country's
1. A Natural conditions
2. B Technological feasibility
3. C Social and cultural norms
4. D Distribution structure
5. E Legal and political constraints
Alex is the new sales manager for FDP pet vitamins He quickly recognizes his sales force does not have a global focus To help motivate his staff toward expanding globally he points out
1. A Today, customers can communicate worldwide
2. B There are significant growth opportunities outside the domestic market
3. C Their customers are global
4. D All of the above
5. E None of the above
Trang 4Jorge finds he has lost out to his major competitor on three recent contracts Through his customers, he learns his competitor has cut prices and lowered financing costs Jorge is observing a change in his _ environment
1. A Economic
2. B Technological
3. C Social and cultural
4. D Natural
5. E Legal and political
Anti-obesity promotions by the government and other health
organizations is an example of
1. A An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities
2. B Environmental variables and changes in those variables over time, helping
to determine the ultimate success or failure of marketing strategies
3. C Changes in the environment creating new marketing opportunities for an organization
4. D Environmental variables affected or changed by marketing activities
5. E None of the above
Which of the following statements about the sales force in the 21st century is true?
1. A Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss
2. B Transactional exchanges no longer occur
3. C Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort
4. D Salespeople make little use of the Internet because they realize the
importance of the personal touch
Trang 55. E All of the above statements about the sales force in the 21st century are true
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 other
elements of the firm's marketing strategy?
1. A The organizing stage of the sales program
2. B The implementation stage of the sales program
3. C The evaluation and control of sales force program
4. D The formulation of the sales program
5. E All of the above processes are concerned with environmental factors and attempt to organize the overall selling efforts as well as integrate them with other elements of the firm's marketing strategy
In the twenty-first century, sales leaders are
1. A Controlling rather than communicate with personnel
2. B Becoming a coach instead of a supervisor
3. C Empowering sales managers to make decision
4. D Centralizing control as bosses
5. E Directing sales people to achieve the defined goals
The potential demand for a product within a country depends on that country's
1. A Economic growth rate
2. B Unemployment rate
3. C Inflation rate
4. D Disposable income
5. E All of the above
Trang 6Microsoft's bundling of personal computer operating systems with its Web browser is an example of
1. A An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities
2. B Environmental variables and changes in those variables over time, helping
to determine the ultimate success or failure of marketing strategies
3. C Changes in the environment creating new marketing opportunities for an organization
4. D Environmental variables affected or changed by marketing activities
5. E None of the above
The increasing number of Spanish-speaking consumers in many areas of the United States is an example of
1. A An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities
2. B Environmental variables and changes in those variables over time, helping
to determine the ultimate success or failure of marketing strategies
3. C Changes in the environment creating new marketing opportunities for an organization
4. D Environmental variables affected or changed by marketing activities
5. E None of the above
The difference between transactional selling and relationship selling
is
1. A In transaction, selling buyers must pay cash
2. B In relationship selling, buyers and sellers must be related
3. C In transaction selling, sellers provide greater service
4. D In relationship selling, sellers work to provide value to their customers
5. E In transaction selling, the transaction is the beginning of a relationship
Trang 7A sucker may be born every minute, but if your business depends
on repeat business and word-of-mouth advertising
1. A Transactional sales will work best
2. B Relationship selling will conflict with ethical standards
3. C High ethical standards are required
4. D Sales managers will need to control all aspects of the sales process
5. E Static sales strategies will work best
Sales force managers are confronted with many new issues in the 21st century including
1. A Creating more nimble sales force organization
2. B Building long-term relationships with customers
3. C Gaining greater commitment from salespeople
4. D Leveraging available technology
5. E All of the above
Which of the following is NOT one of the technology tools used by most salespeople?
1. A Electronic data interchange
2. B Efficient consumer response systems
3. C Synchronized customer solicitations
4. D Customer relationship management
5. E The Internet
Which of the following statements about sales programs and
performance is true?
1. A The sales manager must adapt his or her strategies to the existing
environment rather than trying to make the environment fit the strategies
Trang 82. B The sales program is the one part of the marketing strategy that seldom needs changing
3. 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
4. D Factors in the internal and external environment can have a strong
influence on strategic plans, but not on strategic implementation
5. E Changes in an organization's marketing strategy are unlikely to have any impact on its sales program
Brenda is the newly appointed sales manager for Beta Business Products She knows sales force management is a dynamic
process and therefore
1. A Arranges her office to facilitate leadership
2. B Studies her firm's environmental circumstances including both internal and external environments
3. C Solicits business from old contacts as a first priority
4. D Sells senior management on the idea of leaving the sales force alone
5. E Offers bonuses to salespeople who meet their goals
Which of the following is NOT a part of a consumer products
manufacturer's external economic environment?
1. A The existing channels of distribution in the industry
2. B The number of companies competing in that industry
3. C Society's beliefs about savings and spending
4. D Unemployment in the area where the manufacturing plant is located
5. E Nationwide inflation
Which of the following types of laws is most important to managers
of sales programs?
1. A Real estate
Trang 92. B Civil liberties
3. C Consumer protection
4. D Criminal
5. E All are important to sales programs
Which of the following is NOT part of the external environment for a manufacturer of custom-made office furniture?
1. A A study on ergonomics by an engineering group
2. B The major distributor of wood veneers it uses in making its furniture
3. C The workers who craft the furniture to buyer specification
4. D A railway strike
5. E A competitor that makes similar-looking products with less expensive materials
51 Free Test Bank for Churchill Ford Walkers Sales
Force Management 10th Edition by Johnston Multiple Choice Questions - Page 2
After a major hurricane, a building products company rationed its supply of roofing materials among its major customers This is an example of
1. A Internal environmental control
2. B External environmental control
3. C Demarketing
4. D Transactional selling
5. E Discontinuous change
Which of the following statements about ethics and business is true?
Trang 101. A Two-thirds of executives surveyed about their attitude toward commercial bribery said they considered bribes unethical and would never use them as a sales tactic
2. B Written ethical policies are more harmful than helpful to the sales force because they diminish the salesperson's ability to be flexible
3. C Bribes and kickbacks are not a problem in the United States
4. D Management directives do not deal with many situations that are viewed as ethical dilemmas by the sales force
5. E None of the above statements about ethics and business is true
Discontinuous changes force companies to
1. A Lower their prices
2. B Take drastic strategies in order to be successful
3. C Expand long-term research and development capabilities
4. D Implement an integrated sales strategy into the corporate culture
5. E Move from relationship to transactional selling
Which of the following statements about the legal-political
environment is true?
1. A The two broad categories of laws that are particularly relevant to
salespeople are Federal Trade Commission regulations and state cooling-off laws
2. B Antitrust laws have no impact on sales activities
3. C The number of laws regulating personal selling and all other aspects of conducting business have decreased dramatically over the last three decades
4. 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
5. E Many salespeople are unaware that they assume legal obligations every time they approach a customer
Trang 11Sarah and Steve are sales reps for a major pharmaceutical
company in the same geographic area Sarah calls on private
practice physicians, while Steve calls on hospital groups Their sales manager would likely have an ethical dilemma in the area of:
1. A Determining compensation and incentives
2. B Equal treatment in hiring and promotion
3. C Respect for individuals in supervisory and training programs
4. D Fairness in the design of sales territories
5. E Fairness in the assignment of sales territories
Brendan is a new sales rep and is learning about his company's corporate culture He will try to learn about the company's
1. A Financial condition
2. B Service capabilities
3. C History
4. D Research and development efforts
5. E Technological capacity
The difference between a law and ethics is best described by
1. A What is ethical may not be legal
2. B Laws are concerned with the development of moral standards
3. C What is legal may not be ethical
4. D Formal policies define what is legal and ethical for salespeople
5. E Legal puffery is ethical too
One of your customers suggests "I'll buy from you if you buy from me" This could be a violation of laws
1. A Packaging and labeling
Trang 122. B Cooling-off
3. C Tying agreement
4. D Reciprocal dealing
5. E Truth-in-lending
Much of what drives ethical behavior in sales organizations is the overall culture of the firm and
1. A Service capabilities
2. B Technological support
3. C Supply chain management strategies
4. D The tone set by upper management
5. E The external environment
After purchasing a car from a dealership, Martin is told by the dealership that the interest rate will be higher than what he has agreed to when he bought the car The dealership has probably violated laws
1. A Packaging and labeling
2. B Cooling-off
3. C Tying agreement
4. D Reciprocal dealing
5. E Truth-in-lending
Which of the following questions addresses the internal
organizational issue of supply chain capabilities?
1. A Can we afford to do this?
2. B Will we meet Wal-Mart's delivery deadline?
3. C What will senior management think?
4. D When will the new product line be developed?