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“ SALES MANAGEMENT “ TEST BANK NEWEST 2025 ACTUAL EXAM 1 UPDATED 2025 –
2026 SOLVED QUESTIONS , ANSWERS VERIFIED 100% GRADED A+ (LATEST
VERSION)
Sales Management
The basic purpose of defining strategic business units is to
a. divide the corporation into parts to facilitate strategic analysis and planning.
b. provide management opportunities in different regions.
c. allow for a more focused market perspective.
d. reorganize the personal selling operations of the firm.
e. allow maximum support of each product or line of products and to avoid
expensive duplication within the corporation.
A
One definition of an SBU is
a. a qualitative description of the firm's strategic orientation in relation to
customers and markets, products and services, geographic scope, and
technology.
b. the method by which corporate management implements, evaluates, and
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controls the corporate strategic plan.
c. the corporate growth orientation of the firm.
d. a single product or brand, a line of products, or a mix or related products
that meets one or more related market needs, with the unit's management
responsible for all (or most) of the basic business functions.
e. the firm's decision regarding market share objectives for different product
lines.
D
Changes in the definition of SBUs can affect the personal selling function in all
of the following ways except
a. salesforces may have to be merged.
b. existing salesforces may have to perform different activities.
c. the type of salespeople to be hired may change.
d. new salesforces may have to be established.
e. more sales managers will always have to be hired.
E
The strategic business unit portfolio can be defined as
a. the different product lines making up the SBU.
b. the SBU's investments, made with excess working capital.
c. all of the corporation's strategic business units.
d. the stocks and bonds held by the stockholders.
e. the markets served by each strategic business unit.
C
If the sales organization objective is to build sales volume and secure
distribution outlets, then the recommended compensation system is
a. salary plus commission or bonus.
b. salary plus incentive.
c. salary plus bonus.
d. salary.
e. commission.
B
If the sales organization objective is to maintain sales volume, secure
additional outlets and concentrate on targeted segments, then the SBU market
share objective is likely to be
a. hold.
b. build.
c. develop.
d. establish.
e. harvest.
A
If the sales organization objective is to build sales volume and secure
distribution outlets, then the SBU market share objective is likely to be
a. hold.
b. build.
c. develop.
d. establish.
e. harvest.
B
If the sales organization objective is to reduce selling costs and maintain
profitable accounts, then the SBU market share objective is likely to be
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a. hold.
b. build.
c. develop.
d. establish.
e. harvest.
E
If the sales organization objective is to minimize selling costs and clear out
inventory, then the SBU market share objective is likely to be
a. hold.
b. build.
c. divest/liquidate.
d. establish.
e. harvest.
C
If the sales organization objective is to minimize selling costs and clear out
inventory, then the recommended compensation system is likely to be
a. salary plus commission or bonus.
b. salary plus incentive.
c. salary plus bonus.
d. salary.
e. commission.
D
If the market share objective is harvest, the primary sales tasks include all of
the following except
a. provide product/market feedback.
b. call on and service the most profitable accounts only.
c. eliminate unprofitable accounts.
d. reduce service levels.
e. reduce inventories.
A
Porter's classification scheme for business unit strategies is referred to as
a. target marketing.
b. generic business strategies.
c. differentiation strategies.
d. universal product strategies.
e. product/market evaluation.
B
Which of the following is false with regards to customer relationship
management (CRM)?
a. Effective implementation of a CRM strategy requires an appropriate
business philosophy.
b. CRM requires a customer-centric business philosophy.
c. CRM applications can enable effective customer relationship management.
d. Effective implementation of a CRM strategy requires integrated cross-
functional business processes.
e. CRM is a business strategy to select and manage all customer relationships.
E
By creating something perceived industry wide as being unique, a company is
employing the ____ business unit strategy.
a. generic
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b. differentiation
c. low-cost
d. segmentation
e. niche
b
A company that strives for tight cost and overhead control and maintains a
high market share is probably using this business unit strategy:
a. low cost.
b. niche.
c. differentiation.
d. segmentation.
e. generic.
a
A low overall market share with domination in a particular region or segment is
usually indicative of a company employing this business unit strategy:
a. segmenting.
b. regional.
c. differentiation.
d. niche.
e. low cost.
D
A target market can be defined as
a. a market that is being used to test a new product.
b. a key component of the SBU definition.
c. the specific market segment to be served by a particular product.
d. the market to which all personal selling effort will be targeted.
e. a competitor's stronghold, where they hold the dominant market share.
C
The company's marketing strategy includes a marketing mix, which is a
mixture of all of the following except
a. price strategies.
b. distribution strategies.
c. marketing communications strategies.
d. production strategies.
e. product strategies.
D
A company's marketing communications strategy consists of a mixture that
includes all of the following except
a. publicity.
b. distribution intensity.
c. advertising.
d. personal selling.
e. sales promotion.
B
For most marketing communications strategies, the main communication tools
are
a. sales promotion or advertising.
b. publicity or public relations.
c. personal selling or sales promotion.
“ SALES MANAGEMENT “ TEST BANK NEWEST 2025 ACTUAL EXAM 1 UPDATED 2025 –
2026 SOLVED QUESTIONS , ANSWERS VERIFIED 100% GRADED A+ (LATEST
VERSION)
Sales Management
The basic purpose of defining strategic business units is to
a. divide the corporation into parts to facilitate strategic analysis and planning.
b. provide management opportunities in different regions.
c. allow for a more focused market perspective.
d. reorganize the personal selling operations of the firm.
e. allow maximum support of each product or line of products and to avoid
expensive duplication within the corporation.
A
One definition of an SBU is
a. a qualitative description of the firm's strategic orientation in relation to
customers and markets, products and services, geographic scope, and
technology.
b. the method by which corporate management implements, evaluates, and
, Page 2 of 39
controls the corporate strategic plan.
c. the corporate growth orientation of the firm.
d. a single product or brand, a line of products, or a mix or related products
that meets one or more related market needs, with the unit's management
responsible for all (or most) of the basic business functions.
e. the firm's decision regarding market share objectives for different product
lines.
D
Changes in the definition of SBUs can affect the personal selling function in all
of the following ways except
a. salesforces may have to be merged.
b. existing salesforces may have to perform different activities.
c. the type of salespeople to be hired may change.
d. new salesforces may have to be established.
e. more sales managers will always have to be hired.
E
The strategic business unit portfolio can be defined as
a. the different product lines making up the SBU.
b. the SBU's investments, made with excess working capital.
c. all of the corporation's strategic business units.
d. the stocks and bonds held by the stockholders.
e. the markets served by each strategic business unit.
C
If the sales organization objective is to build sales volume and secure
distribution outlets, then the recommended compensation system is
a. salary plus commission or bonus.
b. salary plus incentive.
c. salary plus bonus.
d. salary.
e. commission.
B
If the sales organization objective is to maintain sales volume, secure
additional outlets and concentrate on targeted segments, then the SBU market
share objective is likely to be
a. hold.
b. build.
c. develop.
d. establish.
e. harvest.
A
If the sales organization objective is to build sales volume and secure
distribution outlets, then the SBU market share objective is likely to be
a. hold.
b. build.
c. develop.
d. establish.
e. harvest.
B
If the sales organization objective is to reduce selling costs and maintain
profitable accounts, then the SBU market share objective is likely to be
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a. hold.
b. build.
c. develop.
d. establish.
e. harvest.
E
If the sales organization objective is to minimize selling costs and clear out
inventory, then the SBU market share objective is likely to be
a. hold.
b. build.
c. divest/liquidate.
d. establish.
e. harvest.
C
If the sales organization objective is to minimize selling costs and clear out
inventory, then the recommended compensation system is likely to be
a. salary plus commission or bonus.
b. salary plus incentive.
c. salary plus bonus.
d. salary.
e. commission.
D
If the market share objective is harvest, the primary sales tasks include all of
the following except
a. provide product/market feedback.
b. call on and service the most profitable accounts only.
c. eliminate unprofitable accounts.
d. reduce service levels.
e. reduce inventories.
A
Porter's classification scheme for business unit strategies is referred to as
a. target marketing.
b. generic business strategies.
c. differentiation strategies.
d. universal product strategies.
e. product/market evaluation.
B
Which of the following is false with regards to customer relationship
management (CRM)?
a. Effective implementation of a CRM strategy requires an appropriate
business philosophy.
b. CRM requires a customer-centric business philosophy.
c. CRM applications can enable effective customer relationship management.
d. Effective implementation of a CRM strategy requires integrated cross-
functional business processes.
e. CRM is a business strategy to select and manage all customer relationships.
E
By creating something perceived industry wide as being unique, a company is
employing the ____ business unit strategy.
a. generic
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b. differentiation
c. low-cost
d. segmentation
e. niche
b
A company that strives for tight cost and overhead control and maintains a
high market share is probably using this business unit strategy:
a. low cost.
b. niche.
c. differentiation.
d. segmentation.
e. generic.
a
A low overall market share with domination in a particular region or segment is
usually indicative of a company employing this business unit strategy:
a. segmenting.
b. regional.
c. differentiation.
d. niche.
e. low cost.
D
A target market can be defined as
a. a market that is being used to test a new product.
b. a key component of the SBU definition.
c. the specific market segment to be served by a particular product.
d. the market to which all personal selling effort will be targeted.
e. a competitor's stronghold, where they hold the dominant market share.
C
The company's marketing strategy includes a marketing mix, which is a
mixture of all of the following except
a. price strategies.
b. distribution strategies.
c. marketing communications strategies.
d. production strategies.
e. product strategies.
D
A company's marketing communications strategy consists of a mixture that
includes all of the following except
a. publicity.
b. distribution intensity.
c. advertising.
d. personal selling.
e. sales promotion.
B
For most marketing communications strategies, the main communication tools
are
a. sales promotion or advertising.
b. publicity or public relations.
c. personal selling or sales promotion.
