Sales Management Exam 1 Practice Test with Latest
Updated (Questions and Answers)
Terms in this set (63) QUESTIONS VERIFIED
ANSWERS
1) Which of the following statements about sales force A
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
,2) The movement toward relationship selling causes most B
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
3) A sucker may be born every minute, but if your business C
depends on repeat business and
word-of-mouth advertising
(A) Transactional sales will work best
(B) Relationship selling will conflict with ethical standards
(C) High ethical standards are required
(D) Sales managers will need to control all aspects of the
sales process
(E) Static sales strategies will work best
4) Brenda is the newly appointed sales manager for Beta B
Business Products. She knows sales
force management is a dynamic process and therefore
(A) Arranges her office to facilitate leadership
(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
5) Sales management is a multi-step interrelated process. B
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
6) Microsoft's bundling of personal computer operating A
systems with its Web browser is an
example of
Updated (Questions and Answers)
Terms in this set (63) QUESTIONS VERIFIED
ANSWERS
1) Which of the following statements about sales force A
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
,2) The movement toward relationship selling causes most B
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
3) A sucker may be born every minute, but if your business C
depends on repeat business and
word-of-mouth advertising
(A) Transactional sales will work best
(B) Relationship selling will conflict with ethical standards
(C) High ethical standards are required
(D) Sales managers will need to control all aspects of the
sales process
(E) Static sales strategies will work best
4) Brenda is the newly appointed sales manager for Beta B
Business Products. She knows sales
force management is a dynamic process and therefore
(A) Arranges her office to facilitate leadership
(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
5) Sales management is a multi-step interrelated process. B
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
6) Microsoft's bundling of personal computer operating A
systems with its Web browser is an
example of
