Sales Management Exam Review Questions 1Test with
Latest Updated (Questions and Answers)
Terms in this set (121) QUESTIONS VERIFIED ANSWERS
1. Which of the following statements about The sales force is the firm's most
sales force management is true? direct link to the customer
2. The difference between transactional In relationship selling, sellers work to
selling and relationship selling is provide value to their customers
3. The movement toward relationship reduce the number of vendors they do
selling causes most firms to business with
4. Which of the following is NOT on of the Synchronized customer solicitations
technology tool used by most sales
people?
5. A sucker may be born every minute, but High ethical standards are required
if your business depends on repeat
business and word-of-mouth advertising
6. Brenda is the newly appointed sales Studies her firm's environmental
manager for Beta Business Products. She circumstances including both internal
knows sales force management is a and external environments
, dynamic process and therefore
7. Sales management is a multistep The implementation stage of the sales
interrelated process. Which step is program
concerned with selecting appropriate
sales personnel and designing and
implementing policies and procedures
that will direct their efforts towards the
desired objectives?
8. Microsoft's bundling of personal An environmental force that can
computer operating systems with its web constrain other organizations' ability
browser is an example of to pursue certain marketing strategies
or activities
9. Voice over Internet Protocol (VoIP) a Changes in the environment creating
technology allowing telephone calls new marketing opportunist for an
using the internet is an example of: organization
10. Gwen, a sales manger for Delicious All of the above (Monitor the
Diets, knows it is important to marketing environment, Predict how
the environment might change,
Develop strategies for changing
marketing environments, Create plans
for the sales function suited to
environmental conditions)
11. Which of the following statements about The sales manger must adapt his or
, sales programs and performance is true? her strategies to the existing
environment rather than trying to
make the environment fit the
strategies
12. The potential demand for a product All of the above (economic growth
within a country depends on that rate, unemployment rate, inflation
country's rate, disposable income)
13. Karen is studying the potential for Distribution structure
selling her company's products in China.
As part of her analysis, she is assessing
the number, types and availability of
wholesalers and retailers. Karen is
studying the country's
14. Which of the following types of laws is Consumer protection
most important to the mangers of a sales
programs?
15. Antitrust laws: Restrict marketing activités that would
reduce competition
16. The Robinson-Patman Act deals with: Discriminatory prices or services
17. State _______ laws allow customers to Cooling-off
cancel contracts signed with door-to-
door salespeople within a limited number
of days after agreeing to such contracts
Latest Updated (Questions and Answers)
Terms in this set (121) QUESTIONS VERIFIED ANSWERS
1. Which of the following statements about The sales force is the firm's most
sales force management is true? direct link to the customer
2. The difference between transactional In relationship selling, sellers work to
selling and relationship selling is provide value to their customers
3. The movement toward relationship reduce the number of vendors they do
selling causes most firms to business with
4. Which of the following is NOT on of the Synchronized customer solicitations
technology tool used by most sales
people?
5. A sucker may be born every minute, but High ethical standards are required
if your business depends on repeat
business and word-of-mouth advertising
6. Brenda is the newly appointed sales Studies her firm's environmental
manager for Beta Business Products. She circumstances including both internal
knows sales force management is a and external environments
, dynamic process and therefore
7. Sales management is a multistep The implementation stage of the sales
interrelated process. Which step is program
concerned with selecting appropriate
sales personnel and designing and
implementing policies and procedures
that will direct their efforts towards the
desired objectives?
8. Microsoft's bundling of personal An environmental force that can
computer operating systems with its web constrain other organizations' ability
browser is an example of to pursue certain marketing strategies
or activities
9. Voice over Internet Protocol (VoIP) a Changes in the environment creating
technology allowing telephone calls new marketing opportunist for an
using the internet is an example of: organization
10. Gwen, a sales manger for Delicious All of the above (Monitor the
Diets, knows it is important to marketing environment, Predict how
the environment might change,
Develop strategies for changing
marketing environments, Create plans
for the sales function suited to
environmental conditions)
11. Which of the following statements about The sales manger must adapt his or
, sales programs and performance is true? her strategies to the existing
environment rather than trying to
make the environment fit the
strategies
12. The potential demand for a product All of the above (economic growth
within a country depends on that rate, unemployment rate, inflation
country's rate, disposable income)
13. Karen is studying the potential for Distribution structure
selling her company's products in China.
As part of her analysis, she is assessing
the number, types and availability of
wholesalers and retailers. Karen is
studying the country's
14. Which of the following types of laws is Consumer protection
most important to the mangers of a sales
programs?
15. Antitrust laws: Restrict marketing activités that would
reduce competition
16. The Robinson-Patman Act deals with: Discriminatory prices or services
17. State _______ laws allow customers to Cooling-off
cancel contracts signed with door-to-
door salespeople within a limited number
of days after agreeing to such contracts
