MKT 608 Final Pratice Exam

1. What compensation plan gives you both strait salary and commission?

Performance Plan

Strait Commission

Strait Salary

Combination Compensation Plan

None of the above

2. Which is often considered to be a sales advisor or consultant?

Interested in making an immediate sale

Work along with little product knowledge

Ignores headquarters marketing people

Uses high pressure

Depends on providing helpful information and services to secure business

3. Which of the following is a specific geographic area that contains present and potential customers and is given to a particular salesperson?

Territory Management

Sales Area

Sales Territory

Trading Area

Assigned Area

4. When a salesperson no longer grows or develops in the position, and/or the likelihood of the person receiving additional responsibility is low, this is known as _____________?

Career Plateauing

Career Decline

Career Disengagement

Career Maturity

Career Escalation

5. ____________ can be defining as the study of how businesspeople behave when facing circumstances with moral issues.

Sales Management Ethics

Business Ethics Training

Business Ethics

Ethical Behavior

Company Codes

6. Managers may have to temper negative feedback because ______________- innovated people may resign if they feel they will be unsuccessful.

Power

Achievement

Affiliation

Righteous

Direct

7. According to the presentation, all of the following are possible sources of sales people EXCEPT__________?

Hire from Within

Referrals

Family Members

Colleges

Competitors

8. Which type of incentive increase the percentage of commission or bonus as sales volume rises?

Regressive

Fringe Benefits

Bonus

Progressive Incentives

Stock options

9. Idealism is based on________

The best possible solution

Trueness

Ideals

Moral Judgments

Ideas

10. The average turnover rate for all industry group is ____________.

5%

10%

15%

20%

23%

11. All of the following are types of pre-employment test, EXCEPT:

Socializing

Intelligence

Personality

Knowledge

Attitude & Lifestyle

12. Which one of the following is a concept of the Moral Philosophy?

Altruism

Relativism

Mentalism

Egoism

Immoralism

13. When developing a compensation plan, you should always make your final step to:

Determine general levels of compensation

Pre-test the plan

Administer the Plan

Establish specific objectives

Evaluate the Plan

14. ______________ is someone who performs his or her job in the “boundary” between a company and a customer.

Boundary Spanner

Boundary Salesperson

Border Salesperson

Scope Spanner

Scope Salesman

15. How do team leaders influence the moral reputation of the company?

Monitoring ethical climate

Through their own actions

Eliminating ethical stress

Increasing compensation

Listening to customer suggestions

16. Which of the following situations is not appropriate for strait salary?

Team Selling

Long negotiating periods

Learning periods

Real Estate

Mixed Promotion

17. Which of the following is NOT true about assigning salespeople to territories?

Sales managers should assign best salespeople to territories with the high sales potential.

Sales personal should be ranked on customer characteristics, market traditions, and social influences.

18. The three most important elements in the definition of sales management motivation are

Initiation, direction, and intensity

Direction, dynamic, and initiation

Persistence, intensity, and initiation

Intensity, direction, and persistence

Dynamic, persistence, and initiation

19. What area is not used most often when selecting a geographic control unit?

States

Counties and Zip Codes

Trading Areas

Rural Areas

Cities & Metropolitan Areas

20. How many interviews should be conducted during in-depth interviewing (as started in the interview)?

1-2

2-3

3-4

4-5

All of the above

21. All of the following are reasons to use routing except __________.

The product require frequent calls and frequent servicing

The job is routine

To reduce travel time of salespeople

To improve salesperson's flexibility and initiative

To improve territory coverage

22. Which is not a way of making sales training friendly to other cultures?

Thoroughly research the culture of the host country.

Try to not schedule too many questions-and-answer sessions during a class break or after class

Avoid idioms

Offer English classes

Include managers and others given foreign assignments in training

23. How long should contests typically last?

2-3 weeks

1-2 years

1-5 months

Until someone wins

6-9 months

24. Which of the following is not a benefit of training programs?

Training program inputs

Anticipated changes

Save Money

Long run outputs

None of the above

25. Intrinsic awards are:

Tangible

Controlled by managers

Non-tangible

Controlled by customers

Pay, bonuses, and promotions

26. If a student is given 2 hours to complete a task. It will take approximately that much time to complete the task. This is an example of what?

Concentration Principle

Return on Time Invested

Parkinson's Law

Time Traps

Effectiveness

27. Which of the following is NOT a reason to begin a sales contest?

To motivate salespeople to increase the numbers of new customers

To develop sales of a new product

To adjust quotas

To pursue aggressive competition among employees

To cut costs

28. What do many sales managers spend most of their time doing?

Coaching Sales People

Compensating Income Adjustment

Developing Sales Territories

Making Sales Calls in the Field

Analyzing Sales Presentations

29. Job security, relationships with superiors and coworkers, working conditions, challenging sales assignments, and/or increasing responsibility are all examples of:

Extrinsic Rewards

Intrinsic Rewards

Financial Incentives

Recognition

Both b. and d.

30. Power, Achievement, and Affiliation are three characteristics of which theory?

Maslow’s Hierarchy of Needs Theory

ERG Theory

Needs Theory

Dual Factor

Equity Theory

31. When recruiting, according to the presentation, which factor is NOT one a company should consider?

Appearance

Product

Budget

Needs

Legal

32. Which of these is consider to be an individual instructional method?

Lectures

Simulation games

Demonstrations

On-the-job training

Conferencing

33. What is the correct four level method to gauge effectiveness?

Learning, reaction, observation, behavior

Reaction, observation, learning, results

Reaction, learning, behavior, results

Observation, reaction, action, consequences

Reaction, Observation, action, consequences

34. A salesperson’s career cycle consists of all of the following stages except which one?

Training stage

Establishment stage

Development stage

Preparation stage

Maturity stage

35. What reimbursement plan is the most common method of expense control?

Expense

Unlimited

Combination

Limited

Fair

36. Which if the following is not included in the Motivational Theories?

Content Theory

Competitive Theory

Reinforcement Theory

Process Theory

All of the above are included

Mkt 608 Final Pratice Exam