Mkt 608 Final Pratice Exam

36 Questions | Total Attempts: 58

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MKT 608 Final Practice Exam


Questions and Answers
  • 1. 
    ______________ 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

  • 2. 
    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

  • 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. 
    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

  • 5. 
    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

  • 6. 
    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

  • 7. 
    Which one of the following is a concept of the Moral Philosophy?
    • A. 

      Altruism

    • B. 

      Relativism

    • C. 

      Mentalism

    • D. 

      Egoism

    • E. 

      Immoralism

  • 8. 
    ____________ 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

  • 9. 
    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

  • 10. 
    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

  • 11. 
    Idealism is based on________
    • A. 

      The best possible solution

    • B. 

      Trueness

    • C. 

      Ideals

    • D. 

      Moral Judgments

    • E. 

      Ideas

  • 12. 
    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

  • 13. 
    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

  • 14. 
    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

  • 15. 
    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

  • 16. 
    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

  • 17. 
    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

  • 18. 
    Which of the following is NOT a reason to begin a sales contest?
    • A. 

      To motivate salespeople to increase the numbers of new customers

    • B. 

      To develop sales of a new product

    • C. 

      To adjust quotas

    • D. 

      To pursue aggressive competition among employees

    • E. 

      To cut costs

  • 19. 
    How long should contests typically last?
    • A. 

      2-3 weeks

    • B. 

      1-2 years

    • C. 

      1-5 months

    • D. 

      Until someone wins

    • E. 

      6-9 months

  • 20. 
    All of the following are types of pre-employment test, EXCEPT:
    • A. 

      Socializing

    • B. 

      Intelligence

    • C. 

      Personality

    • D. 

      Knowledge

    • E. 

      Attitude & Lifestyle

  • 21. 
    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

  • 22. 
    Which if the following is not included in the Motivational Theories?
    • A. 

      Content Theory

    • B. 

      Competitive Theory

    • C. 

      Reinforcement Theory

    • D. 

      Process Theory

    • E. 

      All of the above are included

  • 23. 
    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.

  • 24. 
    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

  • 25. 
    Power, Achievement, and Affiliation are three characteristics of which theory?
    • A. 

      Maslow’s Hierarchy of Needs Theory

    • B. 

      ERG Theory

    • C. 

      Needs Theory

    • D. 

      Dual Factor

    • E. 

      Equity Theory

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