Mkt 608 Final Pratice Exam

36 Questions | Attempts: 59
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  • 1/36 Questions

    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
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MKT 608 Final Practice Exam

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  • 2. 

    What compensation plan gives you both strait salary and commission?

    • Performance Plan

    • Strait Commission

    • Strait Salary

    • Combination Compensation Plan

    • None of the above

    Correct Answer
    A. Combination Compensation Plan
  • 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

    Correct Answer
    A. Sales Territory
  • 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

    Correct Answer
    A. Career Plateauing
  • 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

    Correct Answer
    A. Business Ethics
  • 6. 

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

    • Hire from Within

    • Referrals

    • Family Members

    • Colleges

    • Competitors

    Correct Answer
    A. Family Members
  • 7. 

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

    • Power

    • Achievement

    • Affiliation

    • Righteous

    • Direct

    Correct Answer
    A. Achievement
  • 8. 

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

    • Regressive

    • Fringe Benefits

    • Bonus

    • Progressive Incentives

    • Stock options

    Correct Answer
    A. Progressive Incentives
  • 9. 

    Idealism is based on________

    • The best possible solution

    • Trueness

    • Ideals

    • Moral Judgments

    • Ideas

    Correct Answer
    A. Ideals
  • 10. 

    The average turnover rate for all industry group is ____________.

    • 5%

    • 10%

    • 15%

    • 20%

    • 23%

    Correct Answer
    A. 20%
  • 11. 

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

    • Socializing

    • Intelligence

    • Personality

    • Knowledge

    • Attitude & Lifestyle

    Correct Answer
    A. Socializing
  • 12. 

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

    • Altruism

    • Relativism

    • Mentalism

    • Egoism

    • Immoralism

    Correct Answer
    A. Relativism
  • 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

    Correct Answer
    A. 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

    Correct Answer
    A. Boundary Spanner
  • 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

    Correct Answer
    A. Through their own actions
  • 16. 

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

    • Team Selling

    • Long negotiating periods

    • Learning periods

    • Real Estate

    • Mixed Promotion

    Correct Answer
    A. Real Estate
  • 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.

    • Salesperson may be outstanding in one territory and weak in another, even though sales potential and workload for the two territories are similar.

    • The goal in matching salespeople to territories is to maximize the territory's sales potential, effectiveness within a territory ultimately determines the salesperson's assignment to that territory.

    Correct Answer
    A. 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

    Correct Answer
    A. Intensity, direction, and persistence
  • 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

    Correct Answer
    A. Rural Areas
  • 20. 

    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

    Correct Answer
    A. To improve salesperson's flexibility and initiative
  • 21. 

    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

    Correct Answer
    A. 3-4
  • 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

    Correct Answer
    A. Try to not schedule too many questions-and-answer sessions during a class break or after class
  • 23. 

    How long should contests typically last?

    • 2-3 weeks

    • 1-2 years

    • 1-5 months

    • Until someone wins

    • 6-9 months

    Correct Answer
    A. 1-5 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

    Correct Answer
    A. Save Money
  • 25. 

    Intrinsic awards are:

    • Tangible

    • Controlled by managers

    • Non-tangible

    • Controlled by customers

    • Pay, bonuses, and promotions

    Correct Answer
    A. Non-tangible
  • 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

    Correct Answer
    A. Parkinson's Law
  • 27. 

    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

    Correct Answer
    A. Making Sales Calls in the Field
  • 28. 

    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

    Correct Answer
    A. To pursue aggressive competition among employees
  • 29. 

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

    • Appearance

    • Product

    • Budget

    • Needs

    • Legal

    Correct Answer
    A. Appearance
  • 30. 

    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

    Correct Answer
    A. Reaction, learning, behavior, results
  • 31. 

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

    • Lectures

    • Simulation games

    • Demonstrations

    • On-the-job training

    • Conferencing

    Correct Answer
    A. On-the-job training
  • 32. 

    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.

    Correct Answer
    A. Both b. and d.
  • 33. 

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

    • Maslow’s Hierarchy of Needs Theory

    • ERG Theory

    • Needs Theory

    • Dual Factor

    • Equity Theory

    Correct Answer
    A. Needs Theory
  • 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

    Correct Answer
    A. Training stage
  • 35. 

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

    • Expense

    • Unlimited

    • Combination

    • Limited

    • Fair

    Correct Answer
    A. Unlimited
  • 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

    Correct Answer
    A. Competitive Theory

Quiz Review Timeline (Updated): Mar 19, 2022 +

Our quizzes are rigorously reviewed, monitored and continuously updated by our expert board to maintain accuracy, relevance, and timeliness.

  • Current Version
  • Mar 19, 2022
    Quiz Edited by
    ProProfs Editorial Team
  • Apr 16, 2009
    Quiz Created by
    Mkt608
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