Module 8 Marketing

76 Questions  I  By Amphib2007

  
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1.  What are the characteristics of successful order getters?
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B.
C.
D.
E.
2.  Which of the following is/are NOT an advantage(s) of employing a rep salesforce?
A.
B.
C.
D.
E.
3.  Which of the following statements is true?
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B.
C.
D.
E.
4.  The major difference between a prospect and a qualified prospect is:
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B.
C.
D.
E.
5.  The primary objective of the partnering-oriented salesperson is to:
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B.
C.
D.
E.
6.  Sensible marketing planners              .
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B.
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D.
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7.  The concerns of “Channel Fit” can also be applied to manufacturer’s reps            .
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B.
C.
D.
E.
8.  Which of the following is the most powerful motivator for salespeople?
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B.
C.
D.
9.  What type of information needs to be disclosed to salespeople if basing compensation on gross margin is applied?
A.
B.
C.
D.
10.  The fair and honourable way of handling non-performance is:
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B.
C.
D.
11.  If it takes a rep longer than 3-6 months to start moving the product, then:
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B.
C.
D.
12.  How can recognition at a conference be made even more powerful?
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B.
C.
D.
13.  Which of the following is/are an advantage(s) of employing a rep salesforce?
A.
B.
C.
D.
E.
14.  Which of the following statement is true for logrolling, as described in the sales module?
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B.
C.
D.
E.
15.  A company may desire to change its incentive schedule to adapt to new competitive realities or company constraints, but changing the scheme has which of the following negative effects?
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B.
C.
D.
E.
16.  Qualifying is          .
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B.
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D.
E.
17.  Which of the following is the third step in the process used to determine salesforce size?
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B.
C.
18.  What is the first principle of sales management?
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B.
C.
D.
19.  The use of technology such as 800 service call numbers, cell phones, home Internet access to account records and to members of a sales support team, has:
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B.
C.
D.
E.
20.  Which of the following statements is true while using quotas to reward high performance?
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B.
C.
D.
E.
21.  Why does personal selling work better than other communication options available to firms selling in the business-to-business market?
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B.
C.
D.
E.
22.  A salesforce should be led from front means                 .
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B.
C.
D.
23.  Which of the following statement is true for bridging, as described in the sales module?
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B.
C.
D.
E.
24.  What is true in the salesperson selection process?
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B.
C.
D.
E.
25.  In some specialized markets, the annual trade show is                .
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B.
C.
D.
26.  Which statement is true about training salespeople?
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B.
C.
D.
27.  The basic cost involved in a poor recruiting effort is    .
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B.
C.
D.
28.  Which of the following statement(s) is NOT true for salespeople?
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B.
C.
D.
E.
29.  What might be the objectives if a salesforce calls on retail accounts?
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B.
C.
D.
E.
30.  Which of the following is/are NOT a disadvantage(s) of employing a rep salesforce?
A.
B.
C.
D.
E.
31.  Which of the following is a disadvantage(s) of employing a rep salesforce?
A.
B.
C.
D.
E.
32.  A good trade show team employs    .
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B.
C.
D.
33.  Which of the following statements is true about reps and customer service problems?
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B.
C.
D.
E.
34.  Which of the following is one of the three major benefits from requiring the senior executive team to spend time out on the road with salespeople calling on small accounts?
A.
B.
C.
D.
35.  In markets where a company’s sales are highly volatile because of frequent and dramatic changes in the trading environment or in the company’s marketing strategy:
A.
B.
C.
D.
36.  Which of the following statements is true about a sales representative’s job description?
A.
B.
C.
D.
37.  Sales  managers  are  involved  in  the  marketing  planning  for  key  product  markets  to                .
A.
B.
C.
D.
38.  The  old-fashioned  geographical  sales  territory  is  often  still  preferred  over  other  sales organizational structures designed around customers or products because:
A.
B.
C.
D.
39.  Which of the following is the second step in the process used to determine salesforce size?
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B.
C.
40.  The basic principle behind best practice in increasing salesforce size is    .
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B.
C.
D.
41.  A seller in a high-growth market faces particular problems, such as:
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B.
C.
D.
E.
42.  Some  entrepreneurial  risks  may  have  to  be  taken  to  give  heavy  support  and  service  to                .
A.
B.
C.
D.
43.  Generally,  the  overall  objective  of  an  enterprise  is  to  increase  profitability.  From  this perspective, which factor should a salesforce’s compensation scheme be connected to in order to maximize its profitability?
A.
B.
C.
D.
44.  Changing a sales territory   .
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B.
C.
D.
45.  Total Quality Management (TQM) reengineering of processes:
A.
B.
C.
D.
46.  A firm has a total of 40 of all types of customers and the time required to service all those customers totals 100 hours per year on average for each customer.   The firm’s salespeople have 1,000 hours of selling time per year, that was calculated by multiplying 25 hours of selling time per week that the salesperson typically has available to be on the job with the customer, multiplied by 40 weeks [remember to subtract vacations (3 weeks), holidays (1 week), sick days (2 weeks) and 30 training days (6 weeks) from 52]. How many salespeople are needed to cover the market?
A.
B.
C.
D.
47.  As discussed in the sales module, which types of training can increase the loyalty of the salesperson and reduce turnover?
A.
B.
C.
D.
48.  Creative, win-win process improvements give the trading relationship a differentiation that benefits         .
A.
B.
C.
D.
49.  Many representatives are eager to reduce price because             .
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B.
C.
D.
E.
50.  What might be the drawback in using commission compensation schemes as discussed in the sales module?
A.
B.
C.
D.
51.  Which of the following statements is true about cross-functional team management?
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B.
C.
D.
E.
52.  Which of the following statement best describe rewarding the salesforce?
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B.
C.
D.
E.
53.  Which of the following is a best practice in annual sales conferences as discussed in the sales module?
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B.
C.
D.
E.
54.  A firm has a total of 800 of all types of customers and the time required to service all those customers totals 16,000 hours per year. The firm’s salespeople have 1,000 hours of selling time per year, 25 hours of selling time per week, multiplied by 40 weeks [remember to subtract vacations (3 weeks), holidays (1 week), sick days (2 weeks) and 30 training days (6 weeks) from 52]. How many salespeople are needed to cover the market?
A.
B.
C.
D.
55.  Which of the following criteria is more important in selecting salespeople as discussed in the sales module?
A.
B.
C.
D.
56.  Mentoring is about              .
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B.
C.
D.
57.  In  determining  salesforce  size  based  on  profit  maximization,  which  of  the  following statements is true?
A.
B.
C.
D.
58.  Regardless  of  the  approach  used  to  organize  the  salesforce,  which  of  the  following environmental realities must be recognized by the selling firm?
A.
B.
C.
D.
59.  Which of the following statements is true about parallel saleforces?
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B.
C.
D.
60.  In considering whether or not a salesforce be paid a salary or a commission, which is NOTtrue?
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B.
C.
D.
61.  Which of the following contributes to the growth of the company culture?
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B.
C.
D.
62.  What may occur if firms do not handle the redefining of the salesperson’s role in the new age of team selling?
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B.
C.
D.
63.  What are the characteristics of EDI (electronic data interchange)?
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B.
C.
D.
64.  Which of the following is an objective of personal selling?
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B.
C.
D.
E.
65.  What characteristics does a field staff support have?
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B.
C.
D.
66.  Which statement represents a correct response to postponing an objection?
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B.
C.
D.
E.
67.  What presentation format is being used when the following statement is conveyed to every prospect?  "Hello, Mrs. X, my name is Y.  I'm calling for Samantha's fashions. We carry a complete line of little girls’ playwear..."
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B.
C.
D.
E.
68.  Which of the following is important while training salespeople?
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B.
C.
D.
E.
69.  According  to  the  sales  module,  what  percentage  of  time  spent  with  customers  is  high salesforce efficiency?
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B.
C.
D.
E.
70.  At which stage of the personal selling process would you obtain a purchase commitment from the prospect?
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B.
C.
D.
E.
71.  Which of the following is the first step in the process used to determine salesforce size?
A.
B.
C.
72.  In selecting salespeople      .
A.
B.
C.
D.
73.  Which type of sales presentation is represented by the following statement?  "What type of driving do you do? How many people will you usually have in the car? Maybe you should look at vans instead of sedans."
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B.
C.
D.
E.
74.  Which of the following is NOT a relationship selling tactic?
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B.
C.
D.
E.
75.  Regarding sales compensation         .
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B.
C.
D.
E.
76.  What are some characteristics described in the module to be a successful salesperson?
A.
B.
C.
D.
E.
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