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
Correct Answer
C. Business Ethics -
- 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
Correct Answer
A. Boundary Spanner -
- 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
Correct Answer
B. Through their own actions -
- 4.
Idealism is based on________
- A.
The best possible solution
- B.
Trueness
- C.
Ideals
- D.
Moral Judgments
- E.
Ideas
Correct Answer
C. Ideals -
- 5.
Which one of the following is a concept of the Moral Philosophy?
- A.
Altruism
- B.
Relativism
- C.
Mentalism
- D.
Egoism
- E.
Immoralism
Correct Answer
B. Relativism -
- 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
Correct Answer
C. Sales Territory -
- 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
Correct Answer
D. Rural 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.
Correct Answer
B. Sales personal should be ranked on customer characteristics, market traditions, and social influences. -
- 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
Correct Answer
D. Making Sales Calls in the Field -
- 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
Correct Answer
C. Parkinson's Law -
- 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
Correct Answer
D. To improve salesperson's flexibility and initiative -
- 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
Correct Answer
C. Family Members -
- 13.
The average turnover rate for all industry group is ____________.
- A.
5%
- B.
10%
- C.
15%
- D.
20%
- E.
23%
Correct Answer
D. 20% -
- 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
Correct Answer
A. Appearance -
- 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
Correct Answer
C. 3-4 -
- 16.
All of the following are types of pre-employment test, EXCEPT:
- A.
Socializing
- B.
Intelligence
- C.
Personality
- D.
Knowledge
- E.
Attitude & Lifestyle
Correct Answer
A. Socializing -
- 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
Correct Answer
C. Save Money -
- 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
Correct Answer
C. Reaction, learning, behavior, results -
- 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
Correct Answer
D. On-the-job training -
- 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
Correct Answer
B. Try to not schedule too many questions-and-answer sessions during a class break or after class -
- 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
Correct Answer
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
Correct Answer
A. Training 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
Correct Answer
D. Intensity, direction, and persistence -
- 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
Correct Answer
A. Career Plateauing -
- 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
Correct Answer
B. Achievement -
- 26.
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
Correct Answer
C. 1-5 months -
- 27.
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
Correct Answer
D. To pursue aggressive competition among employees -
- 28.
Intrinsic awards are:
- A.
Tangible
- B.
Controlled by managers
- C.
Non-tangible
- D.
Controlled by customers
- E.
Pay, bonuses, and promotions
Correct Answer
C. Non-tangible -
- 29.
Job security, relationships with superiors and coworkers, working conditions, challenging sales assignments, and/or increasing responsibility are all examples of:
- A.
Extrinsic Rewards
- B.
Intrinsic Rewards
- C.
Financial Incentives
- D.
Recognition
- E.
Both b. and d.
Correct Answer
E. Both b. and d. -
- 30.
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
Correct Answer
C. Needs Theory -
- 31.
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
Correct Answer
B. Competitive Theory -
- 32.
When developing a compensation plan, you should always make your final step to:
- A.
Determine general levels of compensation
- B.
Pre-test the plan
- C.
Administer the Plan
- D.
Establish specific objectives
- E.
Evaluate the Plan
Correct Answer
E. Evaluate the Plan -
- 33.
What compensation plan gives you both strait salary and commission?
- A.
Performance Plan
- B.
Strait Commission
- C.
Strait Salary
- D.
Combination Compensation Plan
- E.
None of the above
Correct Answer
D. Combination Compensation Plan -
- 34.
What reimbursement plan is the most common method of expense control?
- A.
Expense
- B.
Unlimited
- C.
Combination
- D.
Limited
- E.
Fair
Correct Answer
B. Unlimited -
- 35.
Which type of incentive increase the percentage of commission or bonus as sales volume rises?
- A.
Regressive
- B.
Fringe Benefits
- C.
Bonus
- D.
Progressive Incentives
- E.
Stock options
Correct Answer
D. Progressive Incentives -
- 36.
Which of the following situations is not appropriate for strait salary?
- A.
Team Selling
- B.
Long negotiating periods
- C.
Learning periods
- D.
Real Estate
- E.
Mixed Promotion
Correct Answer
D. Real Estate -
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Mar 19, 2022Quiz Edited by
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Apr 16, 2009Quiz Created by
Mkt608
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