93 test bank for management of a sales force 12th edition

93 Test Bank for Management of a Sales Force 12th EditionTrue - False Questions Whether selling at home or abroad, an international perspective is likely to be very important for sales m

93 Test Bank for Management of a Sales Force 12th Edition

True - False Questions

Whether selling at home or abroad, an international perspective is likely to

be very important for sales managers in the 2000s

Personal selling today is quite different from what it was years ago in that involves significantly more joke-telling by the salespeople

1 True

2 False

Because of the emphasis on product quality in today's business

environment, the public ordinarily judges a company by its factory or office workers

A missionary salesperson's primary job is to be an order-taker

Because the topic of business ethics is such a difficult one to manage, it

is better if sales executives do not get involved in this complex subject

Intangible services typically require less creative selling than tangible goods

In transaction selling, sales organizations price for profit and concentrate

on a select number of accounts

Salespeople most commonly sell products that are pure goods (i.e., with

The primary responsibility of delivery sellers is to ensure that their

products are getting as much shelf space and promotional attention as possible

Mutiple Choice Questions - Page 1

The Internet is used by salespeople for:

Which of the following types of jobs is an order-getter?

1 A Xerox rep selling an office-copier system to United Airlines

2 B Pepsi-Cola delivery seller with a route in Birmingham, Alabama

3 C Sales engineer for Boeing Airplane Company

4 D Missionary sales rep for Lilly pharmaceuticals, calling on physicians

5 E Retail sales clerk in a department store

The focuses on prospecting for customers and generating new accounts The customer might then be turned over to

(fill in the blanks)

1 A consultative seller; key account seller

2 B key account seller; sales support

3 C new business seller; sales support

4 D new business seller; order taker

5 E key account seller; delivery seller

Consultative salespeople:

1 A focus generating new accounts

2 B are creative, problem-solvers

3 C are a type of sales support salesperson.

4 D seldom take orders

5 E All of these

Sales executives are often responsible for:

1 A Selecting a sales force

2 B Strategic planning, forecasting, sales and cost analysis

3 C Sales force motivation and territory design

The job of a missionary salesperson might involve:

1 A Technical selling as in a sales engineer's job

2 B.Such activities as setting up promotional displays and working with retailers' or wholesalers' sales forces, but not soliciting orders.

3 C A high level of creative selling

4 D A considerable amount of order taking

5 E None of these

Which of the following best describes the scope and focus of the textbook used in this course?

1 A Management of a company's promotion mix

2 B Management of all personal selling activities

3 C Management of a manufacturer's sales force

4 D Management of an outside sales force

5 E Management of a retailer's sales force

Which of the following is the best example of selling for the purpose of incorporation:

1 A Avon selling lipstick to women consumers

2 B Maintenance company selling snow plowing service to Wal Mart

3 C Xerox selling a photocopier to Eli Lilly Pharmaceuticals

4 D Goodyear selling tires to Tire America

5 E Owens Illinois selling custom-fit windshields to Ford for its Mustang

According to the textbook, which of the following represents features of a sales job?

1 A The authorization to spend company funds

2 B Representing customers to their companies

3 C Implementation of a firm's marketing strategies in the field

4 D All of these

5 E A and B only

As defined in the text, outside selling does not include:

1 A Selling recordable DVDs to students in an office supplies store

2 B.A selling team from Simmons Mattress Company makes a sales presentation to

a buying team in Marriott Hotel's home office

3 C A sales rep for a Chicago hardware wholesaler calls on hardware stores in northern Illinois

4 D An Allstate insurance sales rep calls on a newly-married couple to sell them auto and life insurance

5 E A Xerox salesperson calls on United Airlines to sell them on the idea of

installing small copy machines for passengers' use on United's flights

Most commonly, sales executives play a key role in all of the following, EXCEPT:

1 A Selecting a sales force

2 B Strategic planning for the organization

3 C Forecasting sales force motivation and territory design

4 D Selecting the product's distribution channel

5 E Managing a sales force

An element of a company's marketing mix that is not part of its

communications mix is:

1 A Distribution

Which of the following is the best example of a missionary salesperson?

1 A Person whose main job is to contact customers by telephone, fax machine, or computer

2 B Pharmaceutical rep calling on doctors

3 C Rep for a sporting goods wholesaler who calls on sporting goods stores

4 D Travel agent that arranges and conducts tours, including driving the tour bus

5 E Rep who delivers cases of Coca-Cola from bottler to local stores

A company's marketing mix ordinarily does not include its:

All of the following are common responsibilities of today's sales

Sales jobs differ from other jobs because:

1 A Salespeople do not spend company funds

2 B Salespeople have small role sets

3 C Salespeople have greater role ambiguity

4 D Salespeople have a lot of supervision

5 E Salespeople do not represent the customer

Today, for most companies, the number of competitors has , while the number of suppliers has

A salesperson whose main job is to deliver a product to retailers or

household consumers – Pepsi Cola, fuel oil, milk, for example – ordinarily

is classified as a:

1 A Consultative salesperson

2 B Delivery seller

3 C Key account seller.

4 D Missionary sales rep

5 E Sales engineer

Relationship selling is:

1 A Building long term telemarketing associations

2 B The sole responsibility of the sales manager

3 C Building long term associations with a select number of carefully chosen accounts

4 D Building short term associations with a large number of accounts

5 E Reminiscent of the back-slapping, joke-telling salesman of days gone by

Which of the following types of sales jobs are maintenance salespeople that facilitate sales to consumers or business accounts that have already been established?

1 A New business seller

2 B Consultative seller

3 C Inside order-taker

4 D Delivery sellers

5 E Key account sellers

Value added components are:

1 A Sales promotion giveaways

2 B Things such as service which enhance the product

3 C Parts or equipment that are added to the product

4 D Usually include only insurance and delivery

5 E None of these are value added components

Reps are not supervised very closely, so they:

1 A experience conflict

2 B experience role ambiguity

3 C have large role sets

4 D frequently face rejection

5 E are authorized to spend company funds

According to the textbook, which of the following does not represent features of a sales job?

1 A The authorization to spend company funds

2 B Representing customers to their companies

3 C Implementation of a firm's marketing strategies in the field

4 D A and B only

5 E None of these

Our definition of an outside sales force includes all of the following, EXCEPT:

1 A Firestone salespeople selling tires to Ford

2 B State Farm agents selling life insurance to consumers

3 C Salespeople selling culinary knives door-to-door

4 D Telemarketers selling mortgages to home owners

5 E Sal-Mart clerk selling MP3 player to consumer

Salespeople often feel caught in the middle between the contradictory demands of the people they must satisfy This is known as:

1 A Role ambiguity

2 B Role conflict

3 C Role rejection

2 B New business sellers.

3 C Sales support salespeople

4 D Delivery sellers

5 E Order takers

57 Free Test Bank for Management of a Sales Force 12th Edition by Spiro Mutiple Choice Questions - Page 2

Regarding the management of an increasingly diverse sales force, sales executives should recognize that:

1 A Female sales reps are rarely successful

2 B.To remain competitive, sales managers need to capitalize on the strengths of everyone in our diverse population

3 C Sales forces are becoming younger and younger

4 D.Recruiting minority salespeople has always been easy – yet sales managers have been reluctant to do it

5 E Women represent only a small percentage of sales workers

With respect to the concept of administration, it is generally correct to say that:

1 A Management is a skill that can be learned

2 B Administration is an activity that is quite different from management

3 C.People who are technically skilled in performing a given activity make good administrators in that field

4 D.The fundamentals of administration in one field are usually different from the administrative principles in another field.

5 E None of these is correct

A useful generalization regarding the concept of administration is that:

1 A Management is an inherent trait; that is, it rarely can be learned

2 B Administration is a distinct skill, separated from technical ability in a given field

3 C Good managers are born, not made

4 D To be a good manager of a given activity, you have to be technically skilled in that activity

5 E The job of a sales executive usually is that of a manager, not an administrator

Which of the following is true about U.S organizations:

1 A The market for many of their products has reached the saturation point

2 B They face increasing competition from foreign firms

3 C They face a general trend of the elimination of trade barriers between countries

4 D Many of them earn the majority of their revenues outside the U.S

5 E All of these

Which of the following is an incorrect statement regarding the new

dimensions of sales management and personal selling?

1 A There is a significant increase in the number of women going into industrial selling

2 B There is a growing expertise among purchasing agents

3 C There is a trend away from assigning territorial profit responsibility to individual salespeople

4 D Computer technology has a considerable impact on many areas of sales force management

5 E All of these are correct

The sales job is unique in that:

1 A Salespeople require no supervision

2 B Salespeople are entirely self-motivated

3 C Salespeople have especially small role sets

4 D Salespeople often feel caught in the middle between conflicting demands

5 E Salespeople work fewer hours per week than most other occupations

The fact that a person is an outstanding sales representative does not necessarily mean that he or she would make a good sales manager

because:

1 A Most sales executives come from non-selling backgrounds

2 B Salespeople have no experience in planning

3 C.Personality traits needed to be a good salesperson are totally different from those needed to be a good manager

4 D The art of administration is a distinct skill, separate from technical ability

5 E The original statement is false; that is, the best salespeople actually make the best managers

Excellent salespeople may not make good sales managers because:

1 A.Some of the traits and skills needed to be a good sales rep are different from those needed to be a successful manager

2 B.Top salespeople, when promoted to management, always expect too much fromthe people working under them

3 C Salespeople don't respect a boss who has had no previous managerial

According to a recent survey, about of all organizations have already deployed or are in the processing of implementing a

customer relationship management (CRM) program

1 A Represent their company to customers and to society in general

2 B Work under close supervision

3 C Be authorized to spend company money

4 D All of these are correct

5 E Only two of A-B-C are correct

Which of the following is an incorrect statement regarding the new

dimensions of sales management and personal selling?

1 A There is a significant increase in the number of women going into industrial selling

2 B Customers are becoming increasingly demanding

3 C Territorial profit responsibility is moving from the salesperson to top

The cost of managing and operating a sales force (that is, the total

expenses related to salespeople) is estimated to be _ percent of total net sales

1 A 3–4

2 B 8–10

3 C 15–20

4 D 25–33

5 E None of these is even close

In firms which use a team selling approach, the first managerial type position is usually:

1 A District sales manager

2 B Sales supervisor

3 C Client team leader

4 D Branch manager

5 E National sales manager

In a company, the title "sales manager" may be applied to:

1 A A divisional manager responsible for sales in several districts

2 B The vice president of sales

3 C The head of the field sales force

4 D Any of the above

5 E Only two of A-B-C above

Customer Relationship Management refers to a program designed to:

1 A Establish new accounts

2 B Manage the expenses of calling on customers

3 C Expand the relationships with existing customers

4 D Manage the distribution of goods and services to customers.

5 E Minimize company liability with regard to the products it sells to customers

Due to the use of selling teams, firms may

1 A Have more cross-functional communication

2 B Eliminate middle management positions

1 A American firms are likely to face increased competition from Asian companies

2 B Growth for most U.S companies will have to come from within our own borders

3 C.Competition from an economically united European Community is likely to be stronger than it was before unification

4 D There is a general trend of trade barriers between countries being eliminated

5 E All of these are correct; that is, there is no exception

In preparation for the competitive environment throughout the 21st

century, sales managers must:

1 A Improve their management skills

2 B Develop an international perspective

3 C Make effective use of technology

4 D Do all of these

5 E Do only two of A-B-C above

In team sales, the management position most likely to be eliminated is the:

1 A District sales manager

2 B Sales supervisor

3 C Client team leader

4 D Vice president of sales

5 E National sales manager

Which of the following best describes the new breed of professional

salesperson?

1 A a professional salesperson who is also a marketing consultant

2 B cigar-smoking, backslapping, joke-telling salesperson

3 C a highly motivated, manipulative sales rep

4 D an order-taking, maintenance salesperson

5 E an order-getting, cold-calling salesperson focused on new accounts

With respect to the importance of sales force management:

1 A It is unnecessary if a company has truly adopted the marketing concept

2 B The cost of maintaining a sales force is much lower than advertising expenses

3 C.It is important because in most firms the sales force and their bosses are critical

to the success of carrying out marketing plans

4 D.Students typically are not involved in sales management activities until they have been out of school for many years

5 E It is more important than marketing management

About percent of the civilian working-age population is employed

in sales occupations:

1 A 2

2 B 5