82 test bank for churchill ford walkers sales force management 10th edition by johnston

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82 Test Bank for Churchill Ford Walkers Sales Force Management 10th Edition by Johnston

rue - False Questions

Antitrust laws are aimed primarily at preserving and

enhancing competition among firms in an industry

1 True

2 False

The most effective way for management to influence the

ethical performance of their salespeople is to develop

a comprehensive ethical policy

1 True

2 False

A company's distribution system is part of its external

economic environment

1 True

2 False

Mergers often take place so that the purchased companies

can obtain the financial resources necessary to realize their full potential in the marketplace

1 True

2 False

Today it is common for sales managers to direct rather than

mentor sales people

1 True

2 False

The sales force is usually a firm's most direct link with the

customer

1 True

2 False

Personal selling is the most expensive marketing

communications tool that most organizations use

1 True

2 False

The sales manager of the future is more likely to be a coach

or a team leader rather than an authoritative figure isolated in the upper reaches of a corporate hierarchy

1 True

2 False

The most obvious impact of the technical environment on

marketing is the ability to create and maintain huge customer databases

1 True

2 False

The five broad categories that make up the external

environment are (1) economic, (2) social and cultural, (3) legal, political and ethical, (4) natural and (5)

technical

1 True

2 False

A focus on relationship selling usually increases the number

of vendors a company does business with

1 True

2 False

Ethics is more reactive than the law

1 True

2 False

The building of relationships between buyers and sellers

requires a much greater emphasis on ethics than was expected with transactional exchanges

1 True

2 False

Discontinuous changes are environmental changes so

different from what has been experienced before that firms must take drastic strategic action in order to be successful

1 True

2 False

Many selling situations that involve ethical issues are not

addressed by management directives

1 True

2 False

An integrated marketing strategy is one part of a firm's sales

program

1 True

2 False

The development of a sales program actually begins with top

management's specification of a mission statement

1 True

2 False

Selling skills and requirements vary due to the consistency

of the buying process and constant level of product complexity

1 True

2 False

Multiple Choice Questions - Page 1

Brenda is the newly appointed sales manager for Beta

Business Products She knows sales force

management is a dynamic process and therefore

1 A Arranges her office to facilitate leadership

2 B Studies her firm's environmental circumstances including both internal and external environments

3 C Solicits business from old contacts as a first priority

4 D Sells senior management on the idea of leaving the sales force alone

5 E Offers bonuses to salespeople who meet their goals

The potential demand for a product within a country depends

on that country's

1 A Economic growth rate

2 B Unemployment rate

3 C Inflation rate

4 D Disposable income

5 E All of the above

Which of the following types of laws is most important to

managers of sales programs?

1 A Real estate

2 B Civil liberties

3 C Consumer protection

4 D Criminal

5 E All are important to sales programs

Which of the following statements about the sales force in

the 21st century is true?

1 A Sales managers will use a hands-off approach and let the professional

salesperson be his or her own boss

2 B Transactional exchanges no longer occur

3 C Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort

4 D Salespeople make little use of the Internet because they realize the importance

of the personal touch

5 E All of the above statements about the sales force in the 21st century are true

Voice over Internet Protocol (VoIP) a technology allowing

telephone calls using the Internet is an example of:

1 A An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities

2 B Environmental variables and changes in those variables over time, helping to determine the ultimate success or failure of marketing strategies

3 C Changes in the environment creating new marketing opportunities for an

organization

4 D Environmental variables affected or changed by marketing activities

5 E None of the above

Which of the following is NOT one of the technology tools

used by most salespeople?

1 A Electronic data interchange

2 B Efficient consumer response systems

3 C Synchronized customer solicitations

4 D Customer relationship management

5 E The Internet

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?

1 A The organizing stage of the sales program

2 B The implementation stage of the sales program

3 C The evaluation and control of sales force performance

4 D The formulation of the strategic sales program

5 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

As more and more countries reduce barriers to trade, a sales

manager's _ environment is changing

rapidly

1 A Natural

2 B Technological

3 C Social and cultural

4 D Economic

5 E Legal and political

Sales force managers are confronted with many new issues

in the 21st century including

1 A Creating more nimble sales force organization

2 B Building long-term relationships with customers

3 C Gaining greater commitment from salespeople

4 D Leveraging available technology

5 E All of the above

Jorge finds he has lost out to his major competitor on three

recent contracts Through his customers, he learns his competitor has cut prices and lowered financing costs Jorge is observing a change in his _

environment

1 A Economic

2 B Technological

3 C Social and cultural

4 D Natural

5 E Legal and political

Which of the following is part of the external environment for

a distributor of aquariums and everything needed to set up aquariums including tropical fish and plants?

1 A Employees who care for the fish before they are sold to retailers

2 B Competitors who carry the same aquarium equipment

3 C The financial resources needed to create the proper environment for breeding the fish

4 D The participative organizational culture the distributor has

5 E The distributor's privately-owned warehouse for storing the aquarium equipment

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

depends on repeat business and word-of-mouth

advertising

1 A Transactional sales will work best

2 B Relationship selling will conflict with ethical standards

3 C High ethical standards are required

4 D Sales managers will need to control all aspects of the sales process

5 E Static sales strategies will work best

Which of the following statements about sales force

management is true?

1 A The sales force is the firm's most direct link to the customer

2 B The statement, "The world will beat a path to your door if you build a better mousetrap," reflects how business operates today

3 C As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented

4 D Personal selling is usually less expensive than advertising

5 E Sales management is no different from any other kind of management

Which of the following is NOT part of the external

environment for a manufacturer of custom-made office furniture?

1 A A study on ergonomics by an engineering group

2 B The major distributor of wood veneers it uses in making its furniture

3 C The workers who craft the furniture to buyer specification

4 D A railway strike

5 E A competitor that makes similar-looking products with less expensive materials

Anti-obesity promotions by the government and other health

organizations is an example of

1 A An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities

2 B Environmental variables and changes in those variables over time, helping to determine the ultimate success or failure of marketing strategies

3 C Changes in the environment creating new marketing opportunities for an

organization

4 D Environmental variables affected or changed by marketing activities

5 E None of the above

Gwen, a sales manager for Delicious Diets, knows it is

important to

1 A Monitor the marketing environment

2 B Predict how the environment might change

3 C Develop strategies for changing marketing environments

4 D Create plans for the sales function suited to environmental conditions

5 E All of the above

Which of the following is NOT a part of a consumer products

manufacturer's external economic environment?

1 A The existing channels of distribution in the industry

2 B The number of companies competing in that industry

3 C Society's beliefs about savings and spending

4 D Unemployment in the area where the manufacturing plant is located

5 E Nationwide inflation

In the twenty-first century, sales leaders are

1 A Controlling rather than communicate with personnel

2 B Becoming a coach instead of a supervisor

3 C Empowering sales managers to make decision

4 D Centralizing control as bosses

5 E Directing sales people to achieve the defined goals

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?

1 A The organizing stage of the sales program

2 B The implementation stage of the sales program

3 C The evaluation and control of sales force program

4 D The formulation of the sales program

5 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

Karen is studying the potential for 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

1 A Natural conditions

2 B Technological feasibility

3 C Social and cultural norms

4 D Distribution structure

5 E Legal and political constraints

The increasing number of Spanish-speaking consumers in

many areas of the United States is an example of

1 A An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities

2 B Environmental variables and changes in those variables over time, helping to determine the ultimate success or failure of marketing strategies

3 C Changes in the environment creating new marketing opportunities for an

organization

4 D Environmental variables affected or changed by marketing activities

5 E None of the above

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

1 A Today, customers can communicate worldwide

2 B There are significant growth opportunities outside the domestic market

3 C Their customers are global

4 D All of the above

5 E None of the above

Microsoft's bundling of personal computer operating

systems with its Web browser is an example of

1 A An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities

2 B Environmental variables and changes in those variables over time, helping to determine the ultimate success or failure of marketing strategies

3 C Changes in the environment creating new marketing opportunities for an

organization

4 D Environmental variables affected or changed by marketing activities

5 E None of the above

The difference between transactional selling and relationship

selling is

1 A In transaction, selling buyers must pay cash

2 B In relationship selling, buyers and sellers must be related

3 C In transaction selling, sellers provide greater service

4 D In relationship selling, sellers work to provide value to their customers

5 E In transaction selling, the transaction is the beginning of a relationship

Which of the following statements about sales programs and

performance is true?

1 A The sales manager must adapt his or her strategies to the existing environment rather than trying to make the environment fit the strategies

2 B The sales program is the one part of the marketing strategy that seldom needs changing

3 C Management should not engage in planning for organizations that operate in volatile environments because their plans would have to be revised or even

scrapped frequently

4 D Factors in the internal and external environment can have a strong influence on strategic plans, but not on strategic implementation

5 E Changes in an organization's marketing strategy are unlikely to have any

impact on its sales program

The movement toward relationship selling causes most firms

to

1 A Increase the size of the sales force

2 B Reduce the number of vendors they do business with

3 C Focus on maximizing sales

4 D Increase the cost of value management

5 E Solicit new sources of supply rather than from existing sources

51 Free Test Bank for Churchill Ford Walkers Sales

Force Management 10th Edition by Johnston

Multiple Choice Questions - Page 2

State _ laws allow consumers to cancel

contracts signed with door-to-door salespeople within

a limited number of days after agreeing to such

contracts.

1 A Packaging and labeling

2 B Cooling-off

3 C Tying agreement

4 D Reciprocal dealing

5 E Truth-in-lending

Antitrust laws:

1 A Restrict marketing activities that would reduce competition

2 B Set standards of quality for specific products

3 C Allow consumers to cancel contracts signed with door-to-door salespeople within a limited number of days after signing the contract

4 D Prohibit unfair or deceptive packaging

5 E Do not apply to companies that sell to the consumer market

Much of what drives ethical behavior in sales organizations

is the overall culture of the firm and

1 A Service capabilities

2 B Technological support

3 C Supply chain management strategies

4 D The tone set by upper management

5 E The external environment

Which of the following statements about the legal-political

environment is true?

1 A The two broad categories of laws that are particularly relevant to salespeople are Federal Trade Commission regulations and state cooling-off laws

2 B Antitrust laws have no impact on sales activities

3 C The number of laws regulating personal selling and all other aspects of

conducting business have decreased dramatically over the last three decades

4 D A salesperson's claim that the refrigeration unit he was selling would keep food cold even if the electric power was off for six days could have legal consequences, but not ethical, because the salesperson was simply trying to make a sales when

he made that statement

5 E Many salespeople are unaware that they assume legal obligations every time they approach a customer