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Sales Management Exam 1 Test Bank EXAM 2025/2026 BANK
2025/2026 BANK 2 VERSIONS QUESTIONS AND ACCURATE
ACTUAL EXAM WITH FREQUENTLY TESTED QUESTIONS
AND STUDY GUIDE / EXPERT VERIFIED FOR
GUARANTEED PASS/ALREADY GRADED A+
Which of the following statements about sales force management is
true?
(A) The sales force is the firm's most direct link to the customer
(B) The statement, "The world will beat a path to your door if you
build a better mousetrap,"
reflects how business operates today
(C) As organizations implement the marketing concept, they soon
realize how important it is to be
sales-oriented
(D) Personal selling is usually less expensive than advertising
(E) Sales management is no different from any other kind of
management - ANSWERS--A
The difference between transactional selling and relationship selling
is
(A) In transaction, selling buyers must pay cash
(B) In relationship selling, buyers and sellers must be related
(C) In transaction selling, sellers provide greater service
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(D) In relationship selling, sellers work to provide value to their
customers
(E) In transaction selling, the transaction is the beginning of a
relationship - ANSWERS--D
The movement toward relationship selling causes most firms to
(A) Increase the size of the sales force
(B) Reduce the number of vendors they do business with
(C) Focus on maximizing sales
(D) Increase the cost of value management
(E) Solicit new sources of supply rather than from existing sources -
ANSWERS--B
Which of the following is NOT one of the technology tools used by
most salespeople?
(A) Electronic data interchange
(B) Efficient consumer response systems
(C) Synchronized customer solicitations
(D) Customer relationship management
(E) The Internet - ANSWERS--C
Brenda is the newly appointed sales manager for Beta Business
Products. She knows sales
force management is a dynamic process and therefore
(A) Arranges her office to facilitate leadership
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(B) Studies her firm's environmental circumstances including both
internal and external
environments
(C) Solicits business from old contacts as a first priority
(D) Sells senior management on the idea of leaving the sales force
alone
(E) Offers bonuses to salespeople who meet their goals - ANSWERS--
B
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?
(A) The organizing stage of the sales program
(B) The implementation stage of the sales program
(C) The evaluation and control of sales force performance
(D) The formulation of the strategic sales program
(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 - ANSWERS--B
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Microsoft's bundling of personal computer operating systems with
its Web browser is an
example of
(A) An environmental force that can constrain other organizations'
ability to pursue certain
marketing strategies or activities
(B) Environmental variables and changes in those variables over
time, helping to determine the
ultimate success or failure of marketing strategies
(C) Changes in the environment creating new marketing
opportunities for an organization
(D) Environmental variables affected or changed by marketing
activities
(E) None of the above - ANSWERS--A
Voice over Internet Protocol (VoIP) a technology allowing telephone
calls using the
Internet is an example of:
(A) An environmental force that can constrain other organization's
ability to pursue certain
marketing strategies or activities
(B) Environmental variables and changes in those variables over
time, helping to determine the
ultimate success or failure of marketing strategies
(C) Changes in the environment creating new marketing
opportunities for an organization
Sales Management Exam 1 Test Bank EXAM 2025/2026 BANK
2025/2026 BANK 2 VERSIONS QUESTIONS AND ACCURATE
ACTUAL EXAM WITH FREQUENTLY TESTED QUESTIONS
AND STUDY GUIDE / EXPERT VERIFIED FOR
GUARANTEED PASS/ALREADY GRADED A+
Which of the following statements about sales force management is
true?
(A) The sales force is the firm's most direct link to the customer
(B) The statement, "The world will beat a path to your door if you
build a better mousetrap,"
reflects how business operates today
(C) As organizations implement the marketing concept, they soon
realize how important it is to be
sales-oriented
(D) Personal selling is usually less expensive than advertising
(E) Sales management is no different from any other kind of
management - ANSWERS--A
The difference between transactional selling and relationship selling
is
(A) In transaction, selling buyers must pay cash
(B) In relationship selling, buyers and sellers must be related
(C) In transaction selling, sellers provide greater service
,2|Page
(D) In relationship selling, sellers work to provide value to their
customers
(E) In transaction selling, the transaction is the beginning of a
relationship - ANSWERS--D
The movement toward relationship selling causes most firms to
(A) Increase the size of the sales force
(B) Reduce the number of vendors they do business with
(C) Focus on maximizing sales
(D) Increase the cost of value management
(E) Solicit new sources of supply rather than from existing sources -
ANSWERS--B
Which of the following is NOT one of the technology tools used by
most salespeople?
(A) Electronic data interchange
(B) Efficient consumer response systems
(C) Synchronized customer solicitations
(D) Customer relationship management
(E) The Internet - ANSWERS--C
Brenda is the newly appointed sales manager for Beta Business
Products. She knows sales
force management is a dynamic process and therefore
(A) Arranges her office to facilitate leadership
,3|Page
(B) Studies her firm's environmental circumstances including both
internal and external
environments
(C) Solicits business from old contacts as a first priority
(D) Sells senior management on the idea of leaving the sales force
alone
(E) Offers bonuses to salespeople who meet their goals - ANSWERS--
B
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?
(A) The organizing stage of the sales program
(B) The implementation stage of the sales program
(C) The evaluation and control of sales force performance
(D) The formulation of the strategic sales program
(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 - ANSWERS--B
, 4|Page
Microsoft's bundling of personal computer operating systems with
its Web browser is an
example of
(A) An environmental force that can constrain other organizations'
ability to pursue certain
marketing strategies or activities
(B) Environmental variables and changes in those variables over
time, helping to determine the
ultimate success or failure of marketing strategies
(C) Changes in the environment creating new marketing
opportunities for an organization
(D) Environmental variables affected or changed by marketing
activities
(E) None of the above - ANSWERS--A
Voice over Internet Protocol (VoIP) a technology allowing telephone
calls using the
Internet is an example of:
(A) An environmental force that can constrain other organization's
ability to pursue certain
marketing strategies or activities
(B) Environmental variables and changes in those variables over
time, helping to determine the
ultimate success or failure of marketing strategies
(C) Changes in the environment creating new marketing
opportunities for an organization
