MKTG 481 Exam 2 ACTUAL
QUESTIONS AND CORRECT ANSWERS
A behavior control management system fits best when: - CORRECT ANSWERS✅✅it is
hard to connect sales to the individual salesperson, the organization is set up in a hierarchical
fashion, and performance is based on the method over the bottom line.
All of the following are characteristics of a Behavior Control system except? - CORRECT
ANSWERS✅✅Performance evaluations are based on bottom-line results
The rules that govern the way a company trains, monitors, supervises, motivates, and
evaluates is considered which of the following: - CORRECT ANSWERS✅✅A management
system
Which description below is most accurately associated with the customer "being king?" -
CORRECT ANSWERS✅✅Managers offer relatively little supervision
A large magazine firm in california employs over 3000 salespeople. These salespeople call on
individual customers to sell annual subscriptions for their various publications. The
understanding is that an individual salesperson's performance is based on the number of
subscriptions sold per month regardless of those sales being unique, renewal order, or add-
ons. Salespeople are required to meet certain quotas, averaged over three months in order to
remain employed. In practice, however, many salespeople consistently miss their quota
targets, but keep their jobs. In other scenarios, salespeople with lower sales numbers often
receive promotions or other incentives such as bonuses or access to warmer customer leads.
As such, the salespeople began to believe that the number of subscriptions sold was not the
primary metric for performance and that the reward system was not based on the manager's
subjective (an ambiguous) be - CORRECT ANSWERS✅✅A black hole management issue
Per our discussions, all of the following are examples of characteristics that make an effective
or good organization except: - CORRECT ANSWERS✅✅A robust 401K and health
package
A sales force must be structured in a way that: - CORRECT ANSWERS✅✅Allows
individuals to serve the customer based on the company's strategic marketing goals.
, The choose the statement below that best represents the description:
When designing a sales organization, management should focus first on the market and the
customer. Executives should consider the selling and marketing tasks necessary to capitalize
on the market demand and to serve the customers. From this base, an organization structure
can be built. - CORRECT ANSWERS✅✅The organizational structure should reflect a
marketing orientation.
Select the statement below that most accurately reflects a functional organization. -
CORRECT ANSWERS✅✅Typically used in firms covering a regional or national scope,
salespeople report not only to their sales managers but also to potentially other managers.
What is the best definition of an organization? - CORRECT ANSWERS✅✅A functioning
structure of activities executed on by a group of people.
Which of the following is NOT a part of developing a recruiting and hiring plan? -
CORRECT ANSWERS✅✅conduct interview processes
There are various sources for recruiting sales reps. At Nicholls, most college departments
employ adjunct instructors from time to time. This is not a full time position and is common
in the higher education sector. Adjuncts are hired for many reasons, often to provide more
offerings to students and where the situation would not justify the hiring of a full-time faculty
member. Based on our discussion in class, why would this type of scenario be a good source
for recruiting talent? - CORRECT ANSWERS✅✅it provides the department an extended
period of time to evaluate the adjunct on his/her performance
To the disappointment of Nicholls Marketing students, Mr. Maught accepted his offer to
teach at Nicholls in May of 2018. A few days after he accepted the position, he received
several emails. The first email included instructions on how to login to the university G suite
and set up gmail. The second email included sample syllabi from the department admin
secretary. The third email was an invitation to attend a training on moodle so that he could
begin setting up courses in July. These emails, instructions and invitations are examples of: -
CORRECT ANSWERS✅✅assimilation
Finding high performers will most likely promote cost savings and reduce? - CORRECT
ANSWERS✅✅employee turnover
QUESTIONS AND CORRECT ANSWERS
A behavior control management system fits best when: - CORRECT ANSWERS✅✅it is
hard to connect sales to the individual salesperson, the organization is set up in a hierarchical
fashion, and performance is based on the method over the bottom line.
All of the following are characteristics of a Behavior Control system except? - CORRECT
ANSWERS✅✅Performance evaluations are based on bottom-line results
The rules that govern the way a company trains, monitors, supervises, motivates, and
evaluates is considered which of the following: - CORRECT ANSWERS✅✅A management
system
Which description below is most accurately associated with the customer "being king?" -
CORRECT ANSWERS✅✅Managers offer relatively little supervision
A large magazine firm in california employs over 3000 salespeople. These salespeople call on
individual customers to sell annual subscriptions for their various publications. The
understanding is that an individual salesperson's performance is based on the number of
subscriptions sold per month regardless of those sales being unique, renewal order, or add-
ons. Salespeople are required to meet certain quotas, averaged over three months in order to
remain employed. In practice, however, many salespeople consistently miss their quota
targets, but keep their jobs. In other scenarios, salespeople with lower sales numbers often
receive promotions or other incentives such as bonuses or access to warmer customer leads.
As such, the salespeople began to believe that the number of subscriptions sold was not the
primary metric for performance and that the reward system was not based on the manager's
subjective (an ambiguous) be - CORRECT ANSWERS✅✅A black hole management issue
Per our discussions, all of the following are examples of characteristics that make an effective
or good organization except: - CORRECT ANSWERS✅✅A robust 401K and health
package
A sales force must be structured in a way that: - CORRECT ANSWERS✅✅Allows
individuals to serve the customer based on the company's strategic marketing goals.
, The choose the statement below that best represents the description:
When designing a sales organization, management should focus first on the market and the
customer. Executives should consider the selling and marketing tasks necessary to capitalize
on the market demand and to serve the customers. From this base, an organization structure
can be built. - CORRECT ANSWERS✅✅The organizational structure should reflect a
marketing orientation.
Select the statement below that most accurately reflects a functional organization. -
CORRECT ANSWERS✅✅Typically used in firms covering a regional or national scope,
salespeople report not only to their sales managers but also to potentially other managers.
What is the best definition of an organization? - CORRECT ANSWERS✅✅A functioning
structure of activities executed on by a group of people.
Which of the following is NOT a part of developing a recruiting and hiring plan? -
CORRECT ANSWERS✅✅conduct interview processes
There are various sources for recruiting sales reps. At Nicholls, most college departments
employ adjunct instructors from time to time. This is not a full time position and is common
in the higher education sector. Adjuncts are hired for many reasons, often to provide more
offerings to students and where the situation would not justify the hiring of a full-time faculty
member. Based on our discussion in class, why would this type of scenario be a good source
for recruiting talent? - CORRECT ANSWERS✅✅it provides the department an extended
period of time to evaluate the adjunct on his/her performance
To the disappointment of Nicholls Marketing students, Mr. Maught accepted his offer to
teach at Nicholls in May of 2018. A few days after he accepted the position, he received
several emails. The first email included instructions on how to login to the university G suite
and set up gmail. The second email included sample syllabi from the department admin
secretary. The third email was an invitation to attend a training on moodle so that he could
begin setting up courses in July. These emails, instructions and invitations are examples of: -
CORRECT ANSWERS✅✅assimilation
Finding high performers will most likely promote cost savings and reduce? - CORRECT
ANSWERS✅✅employee turnover
