_________________ are management actions that primarily attempt to influence aptitude and personal
characteristics. - ✔ ✔ Recruitment and selection policies
A ___________ environment affords the opportunity to combine large amounts of information and then
use __________ techniques to learn more about current and potential customers. - ✔ ✔ Data
warehouse; data mining
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? - ✔ ✔ Niche
A company that wanted to measure its customers' levels of satisfaction should: - ✔ ✔ Look at
customer satisfaction measures, annual retention rates as well as the frequency and size of customer
purchases to determine customer satisfaction
A company's organizational structure for sales should: - ✔ ✔ Allow the firm to benefit from
specialization of labor
A complete statement of an industry's market potential must include which of the following elements? -
✔ ✔ An estimate of the maximum possible sales of a commodity or service
A hybrid sales organization structure is... - ✔ ✔ A complex structure that might include elements of
geographic, product, market, function, and strategic account organizations.
A manufacturing firm might choose to recruit current employees to fill an opening in its sales
department because: - ✔ ✔ Company employees have established performance records
A market opportunity is viable and attractive if: - ✔ ✔ The firm has the marketing communications
skills needed to reach that market
_____ relationships are relationships between buyer and seller based upon close personal friendships
and a medium level of concern for the other party. - ✔ ✔ Functional
_____ 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. - ✔ ✔ Multilevel
,There are enough potential customers in that market for the needed product so that the total potential
sales volume will be substantial
The opportunity is consistent with the mission and objectives of the company
The firm has the financial and human resources needed to reach that market
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... - ✔ ✔ Today,
customers can communicate worldwide
There are significant growth opportunities outside the domestic market
Their customers are global
All of the following are examples of organizational variables that would influence sales performance
EXCEPT: - ✔ ✔ The number of competitors in a territory
An agency relationship is formed when a(n) __________ delegates work to a(n) __________ who
performs that work. - ✔ ✔ principal; agent
An extreme view of financial rewards argues that: - ✔ ✔ Linking pay to performance can have a
negative effect on motivation
Employees become less interested in what they are doing
Extrinsic motivation undermines intrinsic motivation
An office equipment salesperson is uncertain about whether he is satisfying his customers' needs for
follow-up service even though he is sacrificing his selling time to potential customers to service his
current customers' equipment. He is most likely experiencing: - ✔ ✔ Role ambiguity
Another name for on-the-job training is - ✔ ✔ Learning by doing
Anti-obesity promotions by the government and other health organizations is an example of... - ✔ ✔
Environmental variables affected or changed by marketing activities
, Archway furniture is projecting their expected financial returns from different groups of customers.
Archway is estimating the - ✔ ✔ Lifetime value of customers
Arnaut finds his top salespeople hold reasonably consistent views concerning which activities are most
important but his low-performing salespeople do not have similar views. Arnaut could consider - ✔ ✔
Using the high performing salespeople as a model for the others
As a sales forecasting technique, market tests: - ✔ ✔ Are often used with a new product or with an
improved version of an established one
As more and more countries reduce barriers to trade, a sales manager's _________ environment is
changing rapidly. - ✔ ✔ Economic
As the technology and customers become more sophisticated, - ✔ ✔ The quality of the presentation
must get better
Because of the cost and time involved in recruiting and evaluating candidates for sales positions, the
goal should be to - ✔ ✔ Attract a few good candidates
Bianca sells a wide variety of products. Once she has established a relationship with a customer, she
often tries to sell whatever products she thinks the customer might be interested in. Bianca practices -
✔ ✔ Cross-selling
Bonuses are almost always tied to - ✔ ✔ Quotas
Brenda is the newly appointed sales manager for Beta Business Products. She knows sales force
management is a dynamic process and therefore... - ✔ ✔ Studies her firm's environmental
circumstances including both internal and external environments
By pointing out both the attractive and unattractive aspects of a sales job and spelling out the
qualifications and likely compensation, recruiters can - ✔ ✔ Maximize self-selection among
prospective employees
Call centers, sales reps, distributors, Web and e-mail are all examples of possible - ✔ ✔ Touchpoints
Competent sales training - ✔ ✔ Delivers specific skills and techniques designed to enhance the
salesperson's success
Different types of selling situations appear to require salespeople with - ✔ ✔ Different personal
traits and abilities
During the _____ stage of the sales career path, the salesperson is likely to have lower expectancy
estimates that are often inaccurate as well as inaccurate instrumentality perceptions. - ✔ ✔
Exploration
characteristics. - ✔ ✔ Recruitment and selection policies
A ___________ environment affords the opportunity to combine large amounts of information and then
use __________ techniques to learn more about current and potential customers. - ✔ ✔ Data
warehouse; data mining
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? - ✔ ✔ Niche
A company that wanted to measure its customers' levels of satisfaction should: - ✔ ✔ Look at
customer satisfaction measures, annual retention rates as well as the frequency and size of customer
purchases to determine customer satisfaction
A company's organizational structure for sales should: - ✔ ✔ Allow the firm to benefit from
specialization of labor
A complete statement of an industry's market potential must include which of the following elements? -
✔ ✔ An estimate of the maximum possible sales of a commodity or service
A hybrid sales organization structure is... - ✔ ✔ A complex structure that might include elements of
geographic, product, market, function, and strategic account organizations.
A manufacturing firm might choose to recruit current employees to fill an opening in its sales
department because: - ✔ ✔ Company employees have established performance records
A market opportunity is viable and attractive if: - ✔ ✔ The firm has the marketing communications
skills needed to reach that market
_____ relationships are relationships between buyer and seller based upon close personal friendships
and a medium level of concern for the other party. - ✔ ✔ Functional
_____ 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. - ✔ ✔ Multilevel
,There are enough potential customers in that market for the needed product so that the total potential
sales volume will be substantial
The opportunity is consistent with the mission and objectives of the company
The firm has the financial and human resources needed to reach that market
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... - ✔ ✔ Today,
customers can communicate worldwide
There are significant growth opportunities outside the domestic market
Their customers are global
All of the following are examples of organizational variables that would influence sales performance
EXCEPT: - ✔ ✔ The number of competitors in a territory
An agency relationship is formed when a(n) __________ delegates work to a(n) __________ who
performs that work. - ✔ ✔ principal; agent
An extreme view of financial rewards argues that: - ✔ ✔ Linking pay to performance can have a
negative effect on motivation
Employees become less interested in what they are doing
Extrinsic motivation undermines intrinsic motivation
An office equipment salesperson is uncertain about whether he is satisfying his customers' needs for
follow-up service even though he is sacrificing his selling time to potential customers to service his
current customers' equipment. He is most likely experiencing: - ✔ ✔ Role ambiguity
Another name for on-the-job training is - ✔ ✔ Learning by doing
Anti-obesity promotions by the government and other health organizations is an example of... - ✔ ✔
Environmental variables affected or changed by marketing activities
, Archway furniture is projecting their expected financial returns from different groups of customers.
Archway is estimating the - ✔ ✔ Lifetime value of customers
Arnaut finds his top salespeople hold reasonably consistent views concerning which activities are most
important but his low-performing salespeople do not have similar views. Arnaut could consider - ✔ ✔
Using the high performing salespeople as a model for the others
As a sales forecasting technique, market tests: - ✔ ✔ Are often used with a new product or with an
improved version of an established one
As more and more countries reduce barriers to trade, a sales manager's _________ environment is
changing rapidly. - ✔ ✔ Economic
As the technology and customers become more sophisticated, - ✔ ✔ The quality of the presentation
must get better
Because of the cost and time involved in recruiting and evaluating candidates for sales positions, the
goal should be to - ✔ ✔ Attract a few good candidates
Bianca sells a wide variety of products. Once she has established a relationship with a customer, she
often tries to sell whatever products she thinks the customer might be interested in. Bianca practices -
✔ ✔ Cross-selling
Bonuses are almost always tied to - ✔ ✔ Quotas
Brenda is the newly appointed sales manager for Beta Business Products. She knows sales force
management is a dynamic process and therefore... - ✔ ✔ Studies her firm's environmental
circumstances including both internal and external environments
By pointing out both the attractive and unattractive aspects of a sales job and spelling out the
qualifications and likely compensation, recruiters can - ✔ ✔ Maximize self-selection among
prospective employees
Call centers, sales reps, distributors, Web and e-mail are all examples of possible - ✔ ✔ Touchpoints
Competent sales training - ✔ ✔ Delivers specific skills and techniques designed to enhance the
salesperson's success
Different types of selling situations appear to require salespeople with - ✔ ✔ Different personal
traits and abilities
During the _____ stage of the sales career path, the salesperson is likely to have lower expectancy
estimates that are often inaccurate as well as inaccurate instrumentality perceptions. - ✔ ✔
Exploration
