Sales Management: Shaping Future Sales Leaders (Tanner/Honeycutt/Erffmeyer)
Chapter 1 Introduction to Sales Management
1.1 Multiple Choice
1) Which of the following statements is NOT true about the role of salespeople within a
company?
A) Sales positions are the hardest jobs to fill.
B) Sales consumes an average of one-fifth of a company's revenue.
C) Sales positions have greater starting salaries on average than other positions such as
marketing.
D) Sales managers earn more than managers in other areas.
E) Sales positions will become harder to obtain because the market for sales is becoming
saturated.
Answer: E
Diff: 1 Page Ref: 4
Objective: LO3
2) Which of the following characteristics is useful for both salespeople and sales
managers?
A) the ability to work independently
B) the ability to understand the sales process
C) the ability to organize activities and people
D) the ability to delegate
E) the ability to empathize personally with buyers
Answer: B
Diff: 3 Page Ref: 4-5
,AACSB: Analytic Skills
Objective: LO3
3) All of the following are skills a sales manager must be able to perform EXCEPT:
A) figuring out how to motivate different people
B) helping employees improve their performances
C) formulating strategies for others to implement
D) advocating on behalf of the sales department to other departments
E) leading the department in selling a personal quota
Answer: E
Diff: 2 Page Ref: 5
Objective: LO3
,4) A company's mission statement serves all of the following purposes EXCEPT:
A) to carry out the company's strategy
B) to inspire the employees and shareholders
C) to guide employees as they make decisions
D) to give purpose to employees' actions
E) to serve as a standard against which decisions can be measured
Answer: A
Diff: 2 Page Ref: 5
Objective: LO1
5) Which of the following is NOT a question that needs to be answered as part of
developing a marketing strategy?
A) What markets do we serve with what products?
B) What types of relationships do we form and with whom?
C) What level of investment will be required, and how will we locate and allocate the
needed resources?
D) What aspects of our mission statement will we communicate to the public and how?
E) What are the detailed objectives and action plans?
Answer: D
Diff: 1 Page Ref: 6
Objective: LO1
6) Finding a sustainable competitive advantage is difficult because:
A) a company needs a sustainable competitive advantage to succeed in the market
B) market penetration makes sustaining an advantage difficult
C) many advantages (product and low price) can be mimicked by other companies
D) it is easier for a company to focus on sales than on service
, E) it is a key component of a strategic plan for any business
Answer: C
Diff: 3 Page Ref: 7
AACSB: Analytic Skills
Objective: LO2
7) A company can grow through all of the following approaches EXCEPT:
A) increasing market share with existing products
B) creating new products
C) developing competing strategies
D) combining new products and new markets
E) finding new markets
Answer: C
Diff: 2 Page Ref: 8
Objective: LO1
Chapter 1 Introduction to Sales Management
1.1 Multiple Choice
1) Which of the following statements is NOT true about the role of salespeople within a
company?
A) Sales positions are the hardest jobs to fill.
B) Sales consumes an average of one-fifth of a company's revenue.
C) Sales positions have greater starting salaries on average than other positions such as
marketing.
D) Sales managers earn more than managers in other areas.
E) Sales positions will become harder to obtain because the market for sales is becoming
saturated.
Answer: E
Diff: 1 Page Ref: 4
Objective: LO3
2) Which of the following characteristics is useful for both salespeople and sales
managers?
A) the ability to work independently
B) the ability to understand the sales process
C) the ability to organize activities and people
D) the ability to delegate
E) the ability to empathize personally with buyers
Answer: B
Diff: 3 Page Ref: 4-5
,AACSB: Analytic Skills
Objective: LO3
3) All of the following are skills a sales manager must be able to perform EXCEPT:
A) figuring out how to motivate different people
B) helping employees improve their performances
C) formulating strategies for others to implement
D) advocating on behalf of the sales department to other departments
E) leading the department in selling a personal quota
Answer: E
Diff: 2 Page Ref: 5
Objective: LO3
,4) A company's mission statement serves all of the following purposes EXCEPT:
A) to carry out the company's strategy
B) to inspire the employees and shareholders
C) to guide employees as they make decisions
D) to give purpose to employees' actions
E) to serve as a standard against which decisions can be measured
Answer: A
Diff: 2 Page Ref: 5
Objective: LO1
5) Which of the following is NOT a question that needs to be answered as part of
developing a marketing strategy?
A) What markets do we serve with what products?
B) What types of relationships do we form and with whom?
C) What level of investment will be required, and how will we locate and allocate the
needed resources?
D) What aspects of our mission statement will we communicate to the public and how?
E) What are the detailed objectives and action plans?
Answer: D
Diff: 1 Page Ref: 6
Objective: LO1
6) Finding a sustainable competitive advantage is difficult because:
A) a company needs a sustainable competitive advantage to succeed in the market
B) market penetration makes sustaining an advantage difficult
C) many advantages (product and low price) can be mimicked by other companies
D) it is easier for a company to focus on sales than on service
, E) it is a key component of a strategic plan for any business
Answer: C
Diff: 3 Page Ref: 7
AACSB: Analytic Skills
Objective: LO2
7) A company can grow through all of the following approaches EXCEPT:
A) increasing market share with existing products
B) creating new products
C) developing competing strategies
D) combining new products and new markets
E) finding new markets
Answer: C
Diff: 2 Page Ref: 8
Objective: LO1
