Sales Management Unlock Your
Potential 144 Essential Exam Questions
_____ is the core of the selling process.
(A) Closing the sale
(B) Prospecting the customer
(C) Servicing the account
(D) Qualifying the prospect
(E) The sales presentation - ✔ ✔ E
_____ selling, a variation of team selling, uses an ad hoc arrangement where individuals at
different organizational levels are responsible for maintaining a key relationship with the
customer but not as part of an established team.
(A) Functional
(B) Key account
(C) Co-marketing
(D) Multilevel
(E) Logistical alliance - ✔ ✔ D
A ___________ environment affords the opportunity to combine large amounts of information and then
use __________ techniques to learn more about current and potential customers.
(A) One-to-one; strategic partnerships
(B) Customer loyalty; delivery
(C) Data warehouse; data mining
(D) Just-in-time data; efficient customer response (ECR)
(E) Preferred supplier; total quality management (TQM) - ✔ ✔ C
A Cleveland, Ohio, men's clothing manufacturer has a low industry market share, but it has a high
market share with its target market, which is men shorter than 5'8" tall. Which of Michael Porter's
competitive strategy is this manufacturer using?
,(A) Niche
(B) Differentiation
(C) Defender
(D) Analyzer
(E) Prospector - ✔ ✔ A
A company's organizational structure for sales should:
(A) Have a wide span of control
(B) Allow the firm to benefit from specialization of labor
(C) Include line, but not staff, personnel
(D) Organize it around people, not activities
(E) Be either vertical or horizontal, but not both - ✔ ✔ B
A complete statement of an industry's market potential must include which of the following
elements?
(A) The names of all potential customers
(B) An estimate of the maximum possible sales of a commodity or service
(C) An assessment of potential competitors
(D) The historical trends used to develop the statement
(E) Territorial assignments - ✔ ✔ B
A hybrid sales organization structure is...
(A) A complex structure that might include elements of geographic, product, market, function, and
strategic account organizations.
(B) Generally composed of a combination of the strategic account and geographic sales organization
structures.
(C) Based on the premise that a mix of the different sales organization structures is always much
better than anyone.
,(D) Easier to implement than other sales organization structures.
(E) Able to reduce geographic and customer duplication by using elements of a functional sales
A sales manager who develops a team selling approach will
(A) Hire salespeople motivated by personal achievement
(B) Organize the team into silos to encourage competition
(C) Compensate team members based on their individual performance
(D) Develop communication links among all team members
(E) All of the above - ✔ ✔ D
A sales person with the primary responsibility to increase business from current and potential customers
by providing them with merchandising and promotional assistance is
known as a
(A) Trade service
(B) Missionary seller
(C) Technical seller
(D) New business seller
(E) None of the above - ✔ ✔ A
A strategic partnership between buyer and seller is identified by a:
(A) Short-time horizon
(B) Low concern for the other party
(C) Collaborative relationship between the participants
(D) Bargaining relationship between the participants
(E) Cooperative relationship between the participants - ✔ ✔ 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 - ✔ ✔ C
According to Michael Porter, a firm practicing a niche strategy:
(A) Has relative market share and emphasizes efficient-scale facilities
(B) Dominates a particular target market although its overall market share may be low
(C) Chooses high-growth markets while holding onto substantial mature markets
(D) Attempts to pioneer in product/market development
(E) Insulates itself from competitive rivalry by creating brand loyalty and the resulting lower
sensitivity to price - ✔ ✔ B
According to Miles and Snow, a firm using a defender strategy:
(A) Strives to be a pioneer in product/market development
(B) Emphasizes high volume sales
(C) Sells to high-growth markets while holding onto substantial mature markets
(D) Offers a limited stable product line to a predictable market
(E) Aggressively constructs efficient-scale facilities - ✔ ✔ D
Activity quotas:
(A) Attempt to recognize the investment nature of a salesperson's efforts
(B) Are directly related to factors that a salesperson can control
(C) Act as a counterbalance to sales volume quotas
(D) Can be difficult to measure unless the salesperson prepares a sales activity report
(E) All of the above - ✔ ✔ E
organization - ✔ ✔ A
A manufacturer of window air conditioning units that wanted to use a pull strategy could:
(A) Create point-of-purchase displays to show how quiet a unit is
Potential 144 Essential Exam Questions
_____ is the core of the selling process.
(A) Closing the sale
(B) Prospecting the customer
(C) Servicing the account
(D) Qualifying the prospect
(E) The sales presentation - ✔ ✔ E
_____ selling, a variation of team selling, uses an ad hoc arrangement where individuals at
different organizational levels are responsible for maintaining a key relationship with the
customer but not as part of an established team.
(A) Functional
(B) Key account
(C) Co-marketing
(D) Multilevel
(E) Logistical alliance - ✔ ✔ D
A ___________ environment affords the opportunity to combine large amounts of information and then
use __________ techniques to learn more about current and potential customers.
(A) One-to-one; strategic partnerships
(B) Customer loyalty; delivery
(C) Data warehouse; data mining
(D) Just-in-time data; efficient customer response (ECR)
(E) Preferred supplier; total quality management (TQM) - ✔ ✔ C
A Cleveland, Ohio, men's clothing manufacturer has a low industry market share, but it has a high
market share with its target market, which is men shorter than 5'8" tall. Which of Michael Porter's
competitive strategy is this manufacturer using?
,(A) Niche
(B) Differentiation
(C) Defender
(D) Analyzer
(E) Prospector - ✔ ✔ A
A company's organizational structure for sales should:
(A) Have a wide span of control
(B) Allow the firm to benefit from specialization of labor
(C) Include line, but not staff, personnel
(D) Organize it around people, not activities
(E) Be either vertical or horizontal, but not both - ✔ ✔ B
A complete statement of an industry's market potential must include which of the following
elements?
(A) The names of all potential customers
(B) An estimate of the maximum possible sales of a commodity or service
(C) An assessment of potential competitors
(D) The historical trends used to develop the statement
(E) Territorial assignments - ✔ ✔ B
A hybrid sales organization structure is...
(A) A complex structure that might include elements of geographic, product, market, function, and
strategic account organizations.
(B) Generally composed of a combination of the strategic account and geographic sales organization
structures.
(C) Based on the premise that a mix of the different sales organization structures is always much
better than anyone.
,(D) Easier to implement than other sales organization structures.
(E) Able to reduce geographic and customer duplication by using elements of a functional sales
A sales manager who develops a team selling approach will
(A) Hire salespeople motivated by personal achievement
(B) Organize the team into silos to encourage competition
(C) Compensate team members based on their individual performance
(D) Develop communication links among all team members
(E) All of the above - ✔ ✔ D
A sales person with the primary responsibility to increase business from current and potential customers
by providing them with merchandising and promotional assistance is
known as a
(A) Trade service
(B) Missionary seller
(C) Technical seller
(D) New business seller
(E) None of the above - ✔ ✔ A
A strategic partnership between buyer and seller is identified by a:
(A) Short-time horizon
(B) Low concern for the other party
(C) Collaborative relationship between the participants
(D) Bargaining relationship between the participants
(E) Cooperative relationship between the participants - ✔ ✔ 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 - ✔ ✔ C
According to Michael Porter, a firm practicing a niche strategy:
(A) Has relative market share and emphasizes efficient-scale facilities
(B) Dominates a particular target market although its overall market share may be low
(C) Chooses high-growth markets while holding onto substantial mature markets
(D) Attempts to pioneer in product/market development
(E) Insulates itself from competitive rivalry by creating brand loyalty and the resulting lower
sensitivity to price - ✔ ✔ B
According to Miles and Snow, a firm using a defender strategy:
(A) Strives to be a pioneer in product/market development
(B) Emphasizes high volume sales
(C) Sells to high-growth markets while holding onto substantial mature markets
(D) Offers a limited stable product line to a predictable market
(E) Aggressively constructs efficient-scale facilities - ✔ ✔ D
Activity quotas:
(A) Attempt to recognize the investment nature of a salesperson's efforts
(B) Are directly related to factors that a salesperson can control
(C) Act as a counterbalance to sales volume quotas
(D) Can be difficult to measure unless the salesperson prepares a sales activity report
(E) All of the above - ✔ ✔ E
organization - ✔ ✔ A
A manufacturer of window air conditioning units that wanted to use a pull strategy could:
(A) Create point-of-purchase displays to show how quiet a unit is
