Question 1 of 20 5.0 Points
Which of the following sales management titles represents the highest level sales executive?
A. Regional, division, or zone sales manager
B. Vice president of sales
C. National sales manager
D. District, branch, or field sales manager
Question 2 of 20 5.0 Points
A __________ is a market segment or group of present and potential customers who usually share some common characteristics relevant to purchasing behavior.
A. sales territory
B. sales budget
C. routing pattern
D. sales quota
Question 3 of 20 5.0 Points
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.
A. advertising
B. personal selling
C. sales promotion
D. direct marketing
Question 4 of 20 5.0 Points
All of the following are megatrends facing sales managers EXCEPT:
A. technological forces.
B. managerial forces.
C. behavioral forces.
D. internal forces.
Question 5 of 20 5.0 Points
Which of the following is NOT one of the major factors affecting sales management?
A. Rising customer expectations
B. More expert and demanding buyers
C. Rapidly increasing numbers of salespeople selling products directly to consumers
D. Microsegmentation of domestic markets
Question 6 of 20 5.0 Points
Which of the following is NOT a major reason why sales managers fail to perform at higher levels?
A. Illogical selection of sales managers
B. Inadequate sales management training programs
C. Initiative and drive to succeed
D. Lack of a long-run customer relationship orientation in handling sales operations
Question 7 of 20 5.0 Points
To succeed in the years ahead, sales managers will need to learn fresh roles and reinvent some old ones, EXCEPT:
A. continually seeking ways to exceed customer expectations and bring added value profitably to the ongoing buyer-seller relationships.
B. creating a flexible, learning, and adapting environment for all members of the sales team.
C. be short-term-customer and profit-oriented.
D. applying flexible motivational skills in working with a multicultural, hybrid sales force of telemarketers, telesellers, missionary salespeople, direct marketers, manufacturers’ agents, field salespeople, and international salespeople.
Question 8 of 20 5.0 Points
In developing sales managers for tomorrow, which of the following is NOT recommended?
A. Sales managers should be selected on the basis of appropriate managerial criteria.
B. Newly promoted sales managers should be taught basic marketing concepts/strategies.
C. Sales managers should be given absolute authority over sales reps.
D. Sales activities should be integrated with overall marketing programs.
Question 9 of 20 5.0 Points
Which of the behaviors below is most likely to be ethical?
A. Revealing confidential information to a prospect about their competitors
B. Taking a prospect or customer to dinner, to play golf, or to attend a sports event
C. Promising an unrealistic delivery date in order to make a sale
D. Shifting sales orders from one period to another to win a sales contest
Question 10 of 20 5.0 Points
Which of the following are ethical sales practices?
A. Expense account padding
B. Competitive snooping
C. Making positive statements about the competition
D. Showing favoritism among customers
Question 11 of 20 5.0 Points
Salespeople represent the company to the customer and the customer to the company; this is known as:
A. boundary spanning.
B. customer vulnerability.
C. sales advantage.
D. relativism.
Question 12 of 20 5.0 Points
Customer vulnerability is manifested in the following ways EXCEPT:
A. ignorance—a lack of some vital knowledge, often product knowledge, needed to participate in a fair exchange.
B. complacency—lack of motivation to do anything meaningful.
C. powerlessness—a lack of either competition within a marketplace or sufficient assets with which to be persuasive.
D. naiveté—a lack of experience or the ability to conduct a transaction or negotiate terms of a fair deal.
Question 13 of 20 5.0 Points
A(n) __________ refers to a written expression of a firm’s values, listing specific behaviors that are consistent or inconsistent with those values.
A. code of ethics
B. mission statement
C. desideratum
D. apologia
Which of the following sales management titles represents the highest level sales executive?
A. Regional, division, or zone sales manager
B. Vice president of sales
C. National sales manager
D. District, branch, or field sales manager
Question 2 of 20 5.0 Points
A __________ is a market segment or group of present and potential customers who usually share some common characteristics relevant to purchasing behavior.
A. sales territory
B. sales budget
C. routing pattern
D. sales quota
Question 3 of 20 5.0 Points
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.
A. advertising
B. personal selling
C. sales promotion
D. direct marketing
Question 4 of 20 5.0 Points
All of the following are megatrends facing sales managers EXCEPT:
A. technological forces.
B. managerial forces.
C. behavioral forces.
D. internal forces.
Question 5 of 20 5.0 Points
Which of the following is NOT one of the major factors affecting sales management?
A. Rising customer expectations
B. More expert and demanding buyers
C. Rapidly increasing numbers of salespeople selling products directly to consumers
D. Microsegmentation of domestic markets
Question 6 of 20 5.0 Points
Which of the following is NOT a major reason why sales managers fail to perform at higher levels?
A. Illogical selection of sales managers
B. Inadequate sales management training programs
C. Initiative and drive to succeed
D. Lack of a long-run customer relationship orientation in handling sales operations
Question 7 of 20 5.0 Points
To succeed in the years ahead, sales managers will need to learn fresh roles and reinvent some old ones, EXCEPT:
A. continually seeking ways to exceed customer expectations and bring added value profitably to the ongoing buyer-seller relationships.
B. creating a flexible, learning, and adapting environment for all members of the sales team.
C. be short-term-customer and profit-oriented.
D. applying flexible motivational skills in working with a multicultural, hybrid sales force of telemarketers, telesellers, missionary salespeople, direct marketers, manufacturers’ agents, field salespeople, and international salespeople.
Question 8 of 20 5.0 Points
In developing sales managers for tomorrow, which of the following is NOT recommended?
A. Sales managers should be selected on the basis of appropriate managerial criteria.
B. Newly promoted sales managers should be taught basic marketing concepts/strategies.
C. Sales managers should be given absolute authority over sales reps.
D. Sales activities should be integrated with overall marketing programs.
Question 9 of 20 5.0 Points
Which of the behaviors below is most likely to be ethical?
A. Revealing confidential information to a prospect about their competitors
B. Taking a prospect or customer to dinner, to play golf, or to attend a sports event
C. Promising an unrealistic delivery date in order to make a sale
D. Shifting sales orders from one period to another to win a sales contest
Question 10 of 20 5.0 Points
Which of the following are ethical sales practices?
A. Expense account padding
B. Competitive snooping
C. Making positive statements about the competition
D. Showing favoritism among customers
Question 11 of 20 5.0 Points
Salespeople represent the company to the customer and the customer to the company; this is known as:
A. boundary spanning.
B. customer vulnerability.
C. sales advantage.
D. relativism.
Question 12 of 20 5.0 Points
Customer vulnerability is manifested in the following ways EXCEPT:
A. ignorance—a lack of some vital knowledge, often product knowledge, needed to participate in a fair exchange.
B. complacency—lack of motivation to do anything meaningful.
C. powerlessness—a lack of either competition within a marketplace or sufficient assets with which to be persuasive.
D. naiveté—a lack of experience or the ability to conduct a transaction or negotiate terms of a fair deal.
Question 13 of 20 5.0 Points
A(n) __________ refers to a written expression of a firm’s values, listing specific behaviors that are consistent or inconsistent with those values.
A. code of ethics
B. mission statement
C. desideratum
D. apologia
Question 14 of 20 5.0 Points
Several types of ethical codes exist in American enterprise. Which of the following is
NOT one of these ethical codes?
Several types of ethical codes exist in American enterprise. Which of the following is
NOT one of these ethical codes?
A. Professional codes-for occupational groups such as doctors, lawyers, accountants, marketing researchers, advertisers, or sales representatives.
B. Advisory group codes-suggested by government agencies or other special interest groups.
C. Consultative codes-for professional consultants to business, government, and not-for-profit organizations.
D. Business association codes-for companies engaged in the same line of activity, e.g., the American Association of Advertising Agencies.
Question 15 of 20 5.0 Points
__________, as a moral philosophy, is a process by which individuals reach moral decisions based more on the actions they perceive to be acceptable, given a particular situation.
A. Relativism
B. Deontology
C. Idealism
D. Teleology
Question 16 of 20 5.0 Points
__________ is a philosophy that defines morality based on the consequences of the
behavior. It allows some indiscretion based on the argument that the "good" that results is more important than the harm caused. In other words, the end justifies the means.
behavior. It allows some indiscretion based on the argument that the "good" that results is more important than the harm caused. In other words, the end justifies the means.
A. Idealism
B. Relativism
C. Teleology
D. Deontology
Question 17 of 20 5.0 Points
When sales managers and salespeople internalize the __________ that govern selling and marketing conduct within the firm, they are more likely to behave ethically.
A. policies and rules
B. bottom-line sales emphasis
C. trust and responsibility
D. peer behavior
Question 18 of 20 5.0 Points
The __________ dimension defines how far people are relied upon to behave in a
responsible way and are held personally responsible for their actions.
responsible way and are held personally responsible for their actions.
A. policies and rules
B. bottom-line sales emphasis
C. trust and responsibility
D. peer behavior
Question 19 of 20 5.0 Points
The Federal Trade Commission Act of 1914 seeks to control which of the following?
A. Monopolies
B. Acts that significantly reduce competition
C. Unfair methods of competition in commerce
D. Brands and trademarks
Question 20 of 20 5.0 Points
Older sales managers generally behave more __________ than younger sales managers. This is an example of __________.
A. collegial; peer behavior
B. authoritative; burnout
C. sensitive; ethical stress
D. ethically; ethical maturity
PASSWORD: SHIV
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