Question 1

Gwen, a sales manager for Delicious Diets, knows it is important to:
A) Monitor the marketing environment
B) Predict how the environment might change
C) Develop strategies for changing marketing environments
D) Create plans for the sales function suited to environmental conditions
E) All of the above

Accepted Answer

All of the above choices are important for a sales manager to consider in order to successfully navigate and adapt to the marketing environment. Monitoring the environment and predicting changes allows for a proactive approach, while developing strategies and creating plans suited to environmental conditions allows for a reactive approach. Both approaches are important for success in sales management.

Question 2

The increasing number of Spanish-speaking consumers in many areas of the United States 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
D) Environmental variables affected or changed by marketing activities
E) None of the above

Accepted Answer

The answer of The increasing number of Spanish-speaking consumers in...

Question 3

Much of what drives ethical behavior in sales organizations is the overall culture of the firm and:
A) Service capabilities
B) Technological support
C) Supply chain management strategies
D) The tone set by upper management
E) The external environment

Accepted Answer

The tone set by upper management plays a significant role in driving ethical behavior in sales organizations. The leadership of a firm sets the standards for ethical behavior and models appropriate conduct for sales professionals. The company culture and the way upper management prioritizes ethics will have a significant impact on the behavior of salespeople. Factors such as service capabilities, technological support, supply chain management strategies, and the external environment may also influence sales behavior to some extent, but they are not the primary drivers of ethical behavior.

Question 4

Which of the following statements about the sales force in the twenty-first century is true?
A) Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss
B) Transactional exchanges no longer occur
C) Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort
D) Salespeople make little use of the Internet because they realize the importance of the personal touch
E) All of the above statements about the sales force in the twenty-first century are true

Accepted Answer

Sales management must adapt to the changing environment and provide technology-centered solutions to support the sales effort. The other statements are either false (A and D) or too broad/general (B and E).

Question 5

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

Accepted Answer

The sales force is the firm's most direct link to the customer and therefore sales force management is crucial to a company's success. Option B is incorrect because this statement is not reflective of the current business climate where competition is high and companies must actively market their products. Option C is also incorrect because the marketing concept focuses on satisfying customer needs, while a sales orientation is more focused on promoting the product. Option D is incorrect because personal selling is usually more expensive than advertising. Option E is incorrect because sales management has its own unique challenges and requires specialized skills and knowledge.

Question 6

Sales management is a multi-step interrelated process. Which step is concerned with environmental factors and attempts to organize the overall selling efforts as well as integrate them with other elements of the firm's marketing strategy?
A) The organizing stage of the sales program
B) The implementation stage of the sales program
C) The evaluation and control of sales force program
D) The formulation of the sales program
E) All of the above processes are concerned with environmental factors and attempt to organize the overall selling efforts as well as integrate them with other elements of the firm's marketing strategy

Accepted Answer

The formulation of the sales program is concerned with environmental factors and attempts to organize the overall selling efforts as well as integrate them with other elements of the firm's marketing strategy. This stage involves analyzing the market, identifying target customers, setting goals, and determining the best strategies to achieve those goals.

Question 7

Alex is the new sales manager for FDP pet vitamins. He quickly recognizes his sales force does not have a global focus. To help motivate his staff toward expanding globally he points out:
A) Today, customers can communicate worldwide
B) There are significant growth opportunities outside the domestic market
C) Their customers are global
D) All of the above
E) None of the above

Accepted Answer

All three statements are true and relevant to the importance of having a global focus in sales. By recognizing the potential for communication and growth opportunities outside the domestic market, and acknowledging the fact that their customers may be global, salespeople can expand their perspective and work towards successful global sales strategies.

Question 8

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
D) Environmental variables affected or changed by marketing activities
E) None of the above

Accepted Answer

Voice over Internet Protocol (VoIP) is an example of changes in the environment creating new marketing opportunities for an organization. It allows companies to offer new communication channels and services, which can attract new customers and increase revenue.

Question 9

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
D) In relationship selling, sellers work to provide value to their customers
E) In transaction selling, the transaction is the beginning of a relationship

Accepted Answer

The difference between transactional selling and relationship selling is that in transaction selling, the focus is on completing a sale for a specific product or service while in relationship selling, the focus is on building and maintaining long-term relationships with customers by providing value and meeting their ongoing needs. Therefore, option D is the best choice as it accurately describes relationship selling.

Question 10

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
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

Accepted Answer

Brenda's understanding that sales force management is a dynamic process means that she recognizes the need for ongoing adjustments and adaptations to changing environmental circumstances, both internal and external. Therefore, studying these circumstances is vital to effective management. The other options do not reflect this understanding or approach to sales force management.

Question 11

Sales force managers are confronted with many new issues in the twenty-first century including:
A) Creating more nimble sales force organization
B) Building long-term relationships with customers
C) Gaining greater commitment from salespeople
D) Leveraging available technology
E) All of the above

Accepted Answer

All of the above options are new issues that sales force managers face in the twenty-first century. Creating nimble sales force organizations is important to keep up with changing market conditions and customer demands. Building long-term relationships with customers is essential to maintain a loyal customer base and increase sales. Gaining greater commitment from salespeople is a challenge that managers face in motivating and retaining top performers. Finally, leveraging available technology is important to remain competitive and increase efficiency in sales processes.

Question 12

Discontinuous changes force companies to:
A) Lower their prices
B) Take drastic strategies in order to be successful
C) Expand long-term research and development capabilities
D) Implement an integrated sales strategy into the corporate culture
E) Move from relationship to transactional selling

Accepted Answer

Discontinuous changes refer to significant shifts in technology, markets, or consumer behaviors that can disrupt existing business models. In order to adapt and remain competitive, companies often need to take drastic strategies such as reorganizing their operations, entering new markets, or adopting new technologies. Simply lowering prices or implementing a new sales strategy may not be sufficient to address the disruption caused by a discontinuous change. Therefore, option B is the best choice.

Question 13

In the twenty-first century, sales leaders are:
A) Controlling rather than communicative with personnel
B) Becoming coaches instead of supervisors
C) Empowering sales managers to make decision
D) Centralizing control as bosses
E) Directing sales people to achieve the defined goals

Accepted Answer

In the twenty-first century, sales leaders are increasingly adopting a coaching approach rather than just supervising, focusing on developing their team's skills and capabilities.

Question 14

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

Accepted Answer

The answer of Sales management is a multi-step interrelated process....

Question 15

Anti-obesity promotions by the government and other health organizations 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
D) Environmental variables affected or changed by marketing activities
E) None of the above

Accepted Answer

The answer of Anti-obesity promotions by the government and other...

Question 16

Brendan is a new sales rep and is learning about his company's corporate culture. He will try to learn about the company's:
A) Financial condition
B) Service capabilities
C) History
D) Research and development efforts
E) Technological capacity

Accepted Answer

Learning about the company's history will give Brendan insight into the company's values, beliefs, and traditions, which are important aspects of corporate culture.

Question 17

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

Accepted Answer

Relationship selling emphasizes building long-term relationships with fewer vendors to enhance collaboration and efficiency, rather than constantly seeking new vendors.

Question 18

Microsoft's bundling of personal computer operating systems with its Web browser 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
D) Environmental variables affected or changed by marketing activities
E) None of the above

Accepted Answer

Microsoft's bundling of personal computer operating systems with its Web browser can be seen as an environmental force that constrains other organizations' ability to pursue certain marketing strategies or activities. This bundling practice made it difficult for other companies to compete in the browser market, as they could not easily sell their browsers to consumers who already had Microsoft's browser installed by default. This is an example of how environmental forces can have a significant impact on an organization's marketing strategies and activities.

Question 19

A sucker may be born every minute, but if your business 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

Accepted Answer

For a business that depends on repeat business and word-of-mouth advertising, having high ethical standards is crucial. This will help build trust and loyalty with customers, leading to long-term success. Transactional sales may work in the short-term, but they do not prioritize building relationships and ethical practices. Relationship selling, when done ethically, can be a valuable tool for creating repeat business and positive word-of-mouth advertising. Sales managers should facilitate and guide ethical practices, but controlling all aspects of the sales process may not be feasible or effective. Similarly, static sales strategies may not always be appropriate for changing markets and customer needs.

Question 20

Which of the following questions addresses the internal organizational issue of supply chain capabilities?
A) Can we afford to do this?
B) Will we meet Wal-Mart's delivery deadline?
C) What will senior management think?
D) When will the new product line be developed?
E) All of the above are supply chain capability questions

Accepted Answer

The question "Will we meet Wal-Mart's delivery deadline?" specifically addresses the supply chain capabilities of the organization, rather than other internal organizational issues such as budget or senior management approval (choices A, C, and D). Choice E is incorrect because not all of the options listed pertain to internal organizational supply chain capabilities.

Quiz 1: Introduction to Sales Management in the Twenty-First Century

Gwen, a sales manager for Delicious Diets, knows it is important to:

The increasing number of Spanish-speaking consumers in many areas of the United States is an example of:

Much of what drives ethical behavior in sales organizations is the overall culture of the firm and:

Which of the following statements about the sales force in the twenty-first century is true?

Which of the following statements about sales force management is true?

Sales management is a multi-step interrelated process. Which step is concerned with environmental factors and attempts to organize the overall selling efforts as well as integrate them with other elements of the firm's marketing strategy?

Alex is the new sales manager for FDP pet vitamins. He quickly recognizes his sales force does not have a global focus. To help motivate his staff toward expanding globally he points out:

Voice over Internet Protocol (VoIP) a technology allowing telephone calls using the Internet is an example of:

The difference between transactional selling and relationship selling is:

Brenda is the newly appointed sales manager for Beta Business Products. She knows sales force management is a dynamic process and therefore:

Sales force managers are confronted with many new issues in the twenty-first century including:

Discontinuous changes force companies to:

In the twenty-first century, sales leaders are:

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?

Anti-obesity promotions by the government and other health organizations is an example of:

Brendan is a new sales rep and is learning about his company's corporate culture. He will try to learn about the company's:

The movement toward relationship selling causes most firms to:

Microsoft's bundling of personal computer operating systems with its Web browser is an example of:

A sucker may be born every minute, but if your business depends on repeat business and word-of-mouth advertising:

Which of the following questions addresses the internal organizational issue of supply chain capabilities?