Question 1

Which of the following activities does a sales manager usually not undertake in order to plan, lead, and control the sales management function of an organization?

Accepted Answer

Reducing organizational employee turnover is typically a responsibility of human resources, not a direct responsibility of a sales manager.

Question 2

Sales managers need to analyze sales volume, costs, and profit relationships to assure the organization's bottom?line goal of improving profitability. This can be achieved by the analysis of:

Accepted Answer

Analyzing product lines, territories, customers, and salespersons provides a comprehensive view of sales performance and helps identify areas for improvement, thus enhancing profitability.

Question 3

Sales force performance must be measured and evaluated for all the following reasons except:

Accepted Answer

Changing in the corporate mission is not a reason for measuring and evaluating sales force performance.

Question 4

For effective managerial control and evaluation, which of the following actions are unnecessary:

Accepted Answer

Comparing individual salesperson performance to organizational performance is not necessary for effective managerial control and evaluation, as it does not directly relate to the process of setting standards, measuring actual performance against those standards, and taking corrective actions.

Question 5

Which of the following statements about marketing is false?

Accepted Answer

Marketing is moving from a transaction-orientation to a customer-relationship-building orientation, not the other way around.

Question 6

_________ is based on the idea that developing closer relationships with customers is the best way to earn purchasing loyalty, and that loyal customers are more profitable than non-loyal customers.

Accepted Answer

Customer relationship management (CRM) focuses on building and maintaining strong relationships with customers to enhance loyalty and profitability.

Question 7

Customer relationship management usually includes a mixture of strategies, technologies, and activities to collect data and analyze customer-company interactions across multiple contact points (e.g., website, e-mail, podcast, telephone, face-to-face, direct mail, and social media) in order to:

Accepted Answer

Customer relationship management aims to enhance customer satisfaction, loyalty, and encourage repeat purchases by effectively managing and analyzing customer interactions across various channels.

Question 8

Which of the following is the definition of customer relationship management (CRM)?

Accepted Answer

CRM is focused on building closer relationships with customers to enhance satisfaction and loyalty, which in turn leads to increased profitability.

Question 9

Sales managers need the assistance of an in-house marketing support group, which generally provides which of the services below?

Accepted Answer

An in-house marketing support group typically provides a range of services including advertising, sales promotion materials, and marketing research to assist sales managers.

Question 10

On which of the following services indicated below do sales managers need the assistance of an in-house marketing support group?

Accepted Answer

Sales managers often require assistance from an in-house marketing support group for trade shows, forecasting, and market development, as these areas involve specialized skills and resources that marketing teams typically provide.

Question 11

As __________ is the most important and highest-cost component of the promotional mix for business-to-business selling, progressive sales managers should work closely with other promotional mix areas in integrating the firm's message for its target customers.

Accepted Answer

Personal selling is the most important and highest-cost component of the promotional mix for business-to-business selling, as it involves direct interaction between sales representatives and potential buyers, allowing for tailored communication and relationship building.

Question 12

All of the following are megatrends facing sales managers except for:

Accepted Answer

The answer of All of the following are megatrends facing...

Question 13

Which of the following is not one of the major factors affecting sales management?

Accepted Answer

Rapidly increasing numbers of salespeople selling products directly to consumers is not typically considered a major factor affecting sales management compared to the other options listed.

Question 14

The technological megatrends that sales managers must be knowledgeable about include:

Accepted Answer

Sales managers need to be aware of all these technological megatrends as they each play a significant role in modern sales strategies and operations.

Question 15

The managerial forces that sales managers must be knowledgeable about include:

Accepted Answer

Sales managers need to be aware of various factors affecting their field, including cost reduction efforts, shifts in marketing strategies, and workforce shortages.

Question 16

Which of the following is not a major reason why sales managers fail to perform at higher levels?

Accepted Answer

Initiative and drive to succeed are positive traits that contribute to a sales manager's success, not reasons for failure.

Question 17

Integrated marketing communications (IMC) does not include the following factor:

Accepted Answer

Pricing is not a component of integrated marketing communications, which focuses on promotional tools like sales promotion, personal selling, and advertising.

Question 18

Integrated marketing communications (IMC) include all except the following factor:

Accepted Answer

Product development is not a component of integrated marketing communications, which focuses on promotional activities like direct marketing, public relations, and sales promotion.

Question 19

New data collection, analysis and information management tools that are helping sales managers to respond to the domestic and global megatrends affecting the operation of their sales organizations include all except:

Accepted Answer

Radio-frequency identification tags are not a data collection, analysis, or information management tool.

Question 20

The shift to direct marketing alternatives include:

Accepted Answer

Direct marketing alternatives encompass various methods such as telemarketing, direct mail, and kiosks, making "all of the above" the correct choice.

Quiz 1: Introduction to Sales Force Management and Its Evolving Roles