Question 1

A(n) __________________ strategy ensures that accounts receive selling effort coverage in an effective and efficient manner.

Accepted Answer

A)  relationship 
B)  account targeting 
C)  selling 
D)  sales channel 
E)  marketing 
A)  relationship 
B)  account targeting 
C)  selling 
D)  sales channel 
E)  marketing

Question 2

Which of the following is one of the steps in corporate strategy development?

Accepted Answer

A)  Developing a marketing mix to serve a target market. 
B)  The development of an account management strategy. 
C)  Developing a corporate strategy for each of the SBUs. 
D)  Determining the amount to spend on the personal selling function. 
E)  Analyzing the corporate situation to identify potential opportunities and threats. 
A)  Developing a marketing mix to serve a target market. 
B)  The development of an account management strategy. 
C)  Developing a corporate strategy for each of the SBUs. 
D)  Determining the amount to spend on the personal selling function. 
E)  Analyzing the corporate situation to identify potential opportunities and threats.

Question 3

The corporate mission has little effect on sales organization operations.

Accepted Answer

A) True 
 B)False

Question 4

Independent representatives can be characterized as

Accepted Answer

A)  the company's salesforce for industrial products. 
B)  the end users for a company's product. 
C)  independent sales organizations that sell complementary, but noncompeting, products from different manufacturers. 
D)  channel middlemen that take title to the goods. 
E)  channel middlemen that sell only in certain industries. 
A)  the company's salesforce for industrial products. 
B)  the end users for a company's product. 
C)  independent sales organizations that sell complementary, but noncompeting, products from different manufacturers. 
D)  channel middlemen that take title to the goods. 
E)  channel middlemen that sell only in certain industries.

Question 5

The key components of any marketing strategy are the selection of the marketing mix and the marketing offer.

Accepted Answer

A) True 
 B)False

Question 6

The decision-making process in new task buying situations is referred to as limited problem solving.

Accepted Answer

A) True 
 B)False

Question 7

In outbound telemarketing, the account calls the seller to check on the status of an expected order.

Accepted Answer

A) True 
 B)False

Question 8

The basic purpose of defining strategic business units is to

Accepted Answer

A)  divide the corporation into parts to facilitate strategic analysis and planning. 
B)  provide management opportunities in different regions. 
C)  allow for a more focused market perspective. 
D)  reorganize the personal selling operations of the firm. 
E)  allow maximum support of each product or line of products and to avoid expensive duplication within the corporation. 
A)  divide the corporation into parts to facilitate strategic analysis and planning. 
B)  provide management opportunities in different regions. 
C)  allow for a more focused market perspective. 
D)  reorganize the personal selling operations of the firm. 
E)  allow maximum support of each product or line of products and to avoid expensive duplication within the corporation.

Question 9

One step in the process of developing a corporate strategy is the determination of the corporate mission and objectives.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is not one of the steps in corporate strategy development as outlined in the text?

Accepted Answer

A)  Determining corporate mission and objectives. 
B)  The development of an account management strategy. 
C)  Defining strategic business units. 
D)  Setting objectives and resource allocations for each strategic business unit. 
E)  Analyzing the corporate situation to identify potential opportunities and threats. 
A)  Determining corporate mission and objectives. 
B)  The development of an account management strategy. 
C)  Defining strategic business units. 
D)  Setting objectives and resource allocations for each strategic business unit. 
E)  Analyzing the corporate situation to identify potential opportunities and threats.

Question 11

At lower sales levels, using a company salesforce will normally be more cost-effective than using a rep organization.

Accepted Answer

A) True 
 B)False

Question 12

The sales function emphasizes customers, personal relationships, daily activity, results, the field, and a short-term perspective.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is not an example of an organizational need that might be important in a purchase situation?

Accepted Answer

A)  Desire for job security. 
B)  Control cost in product use situation. 
C)  Few breakdowns of product. 
D)  Adequate supply of product. 
E)  Cost within budget limit. 
A)  Desire for job security. 
B)  Control cost in product use situation. 
C)  Few breakdowns of product. 
D)  Adequate supply of product. 
E)  Cost within budget limit.

Question 14

A target market can be defined as

Accepted Answer

A)  a market that is being used to test a new product. 
B)  a key component of the SBU definition. 
C)  the specific market segment to be served by a particular product. 
D)  the market to which all personal selling effort will be targeted. 
E)  a competitor's stronghold, where they hold the dominant market share. 
A)  a market that is being used to test a new product. 
B)  a key component of the SBU definition. 
C)  the specific market segment to be served by a particular product. 
D)  the market to which all personal selling effort will be targeted. 
E)  a competitor's stronghold, where they hold the dominant market share.

Question 15

Sales promotion and publicity are typically viewed as supplemental marketing communications tools.

Accepted Answer

A) True 
 B)False

Question 16

The sales function plays an important role in executing a generic business strategy.

Accepted Answer

A) True 
 B)False

Question 17

Personal selling may be an important element of a marketing communications strategy.

Accepted Answer

A) True 
 B)False

Question 18

The preferred marketing communications tool for business marketing is

Accepted Answer

A)  public relations. 
B)  advertising. 
C)  personal selling. 
D)  publicity. 
E)  sales promotion. 
A)  public relations. 
B)  advertising. 
C)  personal selling. 
D)  publicity. 
E)  sales promotion.

Question 19

All of the following would suggest the use of advertising-driven marketing communications strategies except when

Accepted Answer

A)  low cost per contact is important. 
B)  size of the audience is large. 
C)  message flexibility is important. 
D)  repetitive contact is important. 
E)  control of the message is important. 
A)  low cost per contact is important. 
B)  size of the audience is large. 
C)  message flexibility is important. 
D)  repetitive contact is important. 
E)  control of the message is important.

Question 20

If the sales organization objective is to minimize selling costs and clear out inventory, then the recommended compensation system is likely to be

Accepted Answer

A)  salary plus commission or bonus. 
B)  salary plus sales-based incentives. 
C)  salary plus bonus. 
D)  salary. 
E)  commission. 
A)  salary plus commission or bonus. 
B)  salary plus sales-based incentives. 
C)  salary plus bonus. 
D)  salary. 
E)  commission.

A(n) __________________ strategy ensures that accounts receive selling effort coverage in an effective and efficient manner.

Which of the following is one of the steps in corporate strategy development?

The corporate mission has little effect on sales organization operations.

Independent representatives can be characterized as

The key components of any marketing strategy are the selection of the marketing mix and the marketing offer.

The decision-making process in new task buying situations is referred to as limited problem solving.

In outbound telemarketing, the account calls the seller to check on the status of an expected order.

The basic purpose of defining strategic business units is to

One step in the process of developing a corporate strategy is the determination of the corporate mission and objectives.

Which of the following is not one of the steps in corporate strategy development as outlined in the text?

At lower sales levels, using a company salesforce will normally be more cost-effective than using a rep organization.

The sales function emphasizes customers, personal relationships, daily activity, results, the field, and a short-term perspective.

Which of the following is not an example of an organizational need that might be important in a purchase situation?

A target market can be defined as

Sales promotion and publicity are typically viewed as supplemental marketing communications tools.

The sales function plays an important role in executing a generic business strategy.

Personal selling may be an important element of a marketing communications strategy.

The preferred marketing communications tool for business marketing is

All of the following would suggest the use of advertising-driven marketing communications strategies except when

If the sales organization objective is to minimize selling costs and clear out inventory, then the recommended compensation system is likely to be

Overview of Personal Selling

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters

Exam 2: Organizational Strategies and the Sales Function

A(n) __________________ strategy ensures that accounts receive selling effort coverage in an effective and efficient manner.

Which of the following is one of the steps in corporate strategy development?

The corporate mission has little effect on sales organization operations.

Independent representatives can be characterized as

The key components of any marketing strategy are the selection of the marketing mix and the marketing offer.

The decision-making process in new task buying situations is referred to as limited problem solving.

In outbound telemarketing, the account calls the seller to check on the status of an expected order.

The basic purpose of defining strategic business units is to

One step in the process of developing a corporate strategy is the determination of the corporate mission and objectives.

Which of the following is not one of the steps in corporate strategy development as outlined in the text?

At lower sales levels, using a company salesforce will normally be more cost-effective than using a rep organization.

The sales function emphasizes customers, personal relationships, daily activity, results, the field, and a short-term perspective.

Which of the following is not an example of an organizational need that might be important in a purchase situation?

A target market can be defined as

Sales promotion and publicity are typically viewed as supplemental marketing communications tools.

The sales function plays an important role in executing a generic business strategy.

Personal selling may be an important element of a marketing communications strategy.

The preferred marketing communications tool for business marketing is

All of the following would suggest the use of advertising-driven marketing communications strategies except when

If the sales organization objective is to minimize selling costs and clear out inventory, then the recommended compensation system is likely to be

Overview of Personal Selling

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters