Mkt 608 Final Pratice Exam
MKT 608 Final Practice Exam
- 1.____________ can be defining as the study of how businesspeople behave when facing circumstances with moral issues.
- A.
Sales Management Ethics
- B.
Business Ethics Training
- C.
Business Ethics
- D.
Ethical Behavior
- E.
Company Codes
- 2.______________ is someone who performs his or her job in the “boundary” between a company and a customer.
- A.
Boundary Spanner
- B.
Boundary Salesperson
- C.
Border Salesperson
- D.
Scope Spanner
- E.
Scope Salesman
- 3.How do team leaders influence the moral reputation of the company?
- A.
Monitoring ethical climate
- B.
Through their own actions
- C.
Eliminating ethical stress
- D.
Increasing compensation
- E.
Listening to customer suggestions
- 4.Idealism is based on________
- A.
The best possible solution
- B.
Trueness
- C.
Ideals
- D.
Moral Judgments
- E.
Ideas
- 5.Which one of the following is a concept of the Moral Philosophy?
- A.
Altruism
- B.
Relativism
- C.
Mentalism
- D.
Egoism
- E.
Immoralism
- 6.Which of the following is a specific geographic area that contains present and potential customers and is given to a particular salesperson?
- A.
Territory Management
- B.
Sales Area
- C.
Sales Territory
- D.
Trading Area
- E.
Assigned Area
- 7.What area is not used most often when selecting a geographic control unit?
- A.
States
- B.
Counties and Zip Codes
- C.
Trading Areas
- D.
Rural Areas
- E.
Cities & Metropolitan Areas
- 8.Which of the following is NOT true about assigning salespeople to territories?
- A.
Sales managers should assign best salespeople to territories with the high sales potential.
- B.
Sales personal should be ranked on customer characteristics, market traditions, and social influences.
- C.
Salesperson may be outstanding in one territory and weak in another, even though sales potential and workload for the two territories are similar.
- D.
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.
- 9.What do many sales managers spend most of their time doing?
- A.
Coaching Sales People
- B.
Compensating Income Adjustment
- C.
Developing Sales Territories
- D.
Making Sales Calls in the Field
- E.
Analyzing Sales Presentations
- 10.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?
- A.
Concentration Principle
- B.
Return on Time Invested
- C.
Parkinson's Law
- D.
Time Traps
- E.
Effectiveness
- 11.All of the following are reasons to use routing except __________.
- A.
The product require frequent calls and frequent servicing
- B.
The job is routine
- C.
To reduce travel time of salespeople
- D.
To improve salesperson's flexibility and initiative
- E.
To improve territory coverage
- 12.According to the presentation, all of the following are possible sources of sales people EXCEPT__________?
- A.
Hire from Within
- B.
Referrals
- C.
Family Members
- D.
Colleges
- E.
Competitors
- 13.The average turnover rate for all industry group is ____________.
- A.
5%
- B.
10%
- C.
15%
- D.
20%
- E.
23%
- 14.When recruiting, according to the presentation, which factor is NOT one a company should consider?
- A.
Appearance
- B.
Product
- C.
Budget
- D.
Needs
- E.
Legal
- 15.How many interviews should be conducted during in-depth interviewing (as started in the interview)?
- A.
1-2
- B.
2-3
- C.
3-4
- D.
4-5
- E.
All of the above
- 16.All of the following are types of pre-employment test, EXCEPT:
- A.
Socializing
- B.
Intelligence
- C.
Personality
- D.
Knowledge
- E.
Attitude & Lifestyle
- 17.Which of the following is not a benefit of training programs?
- A.
Training program inputs
- B.
Anticipated changes
- C.
Save Money
- D.
Long run outputs
- E.
None of the above
- 18.What is the correct four level method to gauge effectiveness?
- A.
Learning, reaction, observation, behavior
- B.
Reaction, observation, learning, results
- C.
Reaction, learning, behavior, results
- D.
Observation, reaction, action, consequences
- E.
Reaction, Observation, action, consequences
- 19.Which of these is consider to be an individual instructional method?
- A.
Lectures
- B.
Simulation games
- C.
Demonstrations
- D.
On-the-job training
- E.
Conferencing
- 20.Which is not a way of making sales training friendly to other cultures?
- A.
Thoroughly research the culture of the host country.
- B.
Try to not schedule too many questions-and-answer sessions during a class break or after class
- C.
Avoid idioms
- D.
Offer English classes
- E.
Include managers and others given foreign assignments in training
- 21.Which is often considered to be a sales advisor or consultant?
- A.
Interested in making an immediate sale
- B.
Work along with little product knowledge
- C.
Ignores headquarters marketing people
- D.
Uses high pressure
- E.
Depends on providing helpful information and services to secure business
- 22.A salesperson’s career cycle consists of all of the following stages except which one?
- A.
Training stage
- B.
Establishment stage
- C.
Development stage
- D.
Preparation stage
- E.
Maturity stage
- 23.The three most important elements in the definition of sales management motivation are
- A.
Initiation, direction, and intensity
- B.
Direction, dynamic, and initiation
- C.
Persistence, intensity, and initiation
- D.
Intensity, direction, and persistence
- E.
Dynamic, persistence, and initiation
- 24.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 _____________?
- A.
Career Plateauing
- B.
Career Decline
- C.
Career Disengagement
- D.
Career Maturity
- E.
Career Escalation
- 25.Managers may have to temper negative feedback because ______________- innovated people may resign if they feel they will be unsuccessful.
- A.
Power
- B.
Achievement
- C.
Affiliation
- D.
Righteous
- E.
Direct
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