Question 1

The first element of a sales strategy is defining a relationship strategy.

Accepted Answer

A) True 
 B)False

Question 2

The decision-making process in straight rebuy buying situation is often referred to as

Accepted Answer

A)  extensive problem solving. 
B)  routinized response behavior. 
C)  rapid response behavior. 
D)  limited problem solving. 
A)  extensive problem solving. 
B)  routinized response behavior. 
C)  rapid response behavior. 
D)  limited problem solving.

Question 3

The personal communication between buyer and seller is typically viewed as less credible because of the negative image many consumers have of salespeople.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is not a key decision area of corporate strategy?

Accepted Answer

A)  Corporate mission 
B)  Strategic business unit definition 
C)  Target market selection 
D)  Strategic business unit objectives 
E)  Corporate growth orientation 
A)  Corporate mission 
B)  Strategic business unit definition 
C)  Target market selection 
D)  Strategic business unit objectives 
E)  Corporate growth orientation

Question 5

According to the text, which of the following is not one of the exchange processes occurring between a selling firm and a buying firm?

Accepted Answer

A)  reciprocity 
B)  empathy 
C)  information 
D)  friendship, trust 
E)  negotiation 
A)  reciprocity 
B)  empathy 
C)  information 
D)  friendship, trust 
E)  negotiation

Question 6

The corporate mission statement has a direct effect on sales management activities.

Accepted Answer

A) True 
 B)False

Question 7

SBUs typically consist of several products or line of unrelated products marketed to defined market segments.

Accepted Answer

A) True 
 B)False

Question 8

If the SBU's objective is to "harvest market share," then its sales organization objectives would be to reduce selling costs and target profitable accounts.

Accepted Answer

A) True 
 B)False

Question 9

Channel conflict occurs when the interests of different channels are not consistent.8

Accepted Answer

A) True 
 B)False

Question 10

The buying center member who makes the final purchase decision is referred to as the

Accepted Answer

A)  boss. 
B)  gatekeeper. 
C)  influencer. 
D)  decider. 
E)  purchaser. 
A)  boss. 
B)  gatekeeper. 
C)  influencer. 
D)  decider. 
E)  purchaser.

Question 11

Customer account selection is one area in which sales and marketing must work closely together.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following statements regarding independent representatives is false?

Accepted Answer

A)  They normally do not take title to the products they sell. 
B)  Independent representatives are compensated on a straight salary basis. 
C)  Manufacturers typically develop contractual agreements with several rep organizations. 
D)  They are independent sales organizations that sell complementary, but noncompeting, products from different manufacturers. 
E)  Each rep organization is assigned a geographical territory. 
A)  They normally do not take title to the products they sell. 
B)  Independent representatives are compensated on a straight salary basis. 
C)  Manufacturers typically develop contractual agreements with several rep organizations. 
D)  They are independent sales organizations that sell complementary, but noncompeting, products from different manufacturers. 
E)  Each rep organization is assigned a geographical territory.

Question 13

If buying-center members want to reduce purchase risk and protect job security, they might

Accepted Answer

A)  buy the lowest-priced alternative offered. 
B)  buy the product with the record of fewest breakdowns. 
C)  buy the product with the lowest operating costs. 
D)  buy a product that they are told uses state-of-the-art technology. 
E)  buy the product with the most well-known brand name. 
A)  buy the lowest-priced alternative offered. 
B)  buy the product with the record of fewest breakdowns. 
C)  buy the product with the lowest operating costs. 
D)  buy a product that they are told uses state-of-the-art technology. 
E)  buy the product with the most well-known brand name.

Question 14

Which of the following statements regarding the straight-rebuy buying situation is false?

Accepted Answer

A)  The buyer is merely reordering from the current supplier and engaging in routinized response behavior. 
B)  The account has considerable experience in using the product. 
C)  The organization wants to collect additional information and may make a change when purchasing a replacement product. 
D)  The account is satisfied with the current purchase arrangements. 
E)  This is the least complex buying situation. 
A)  The buyer is merely reordering from the current supplier and engaging in routinized response behavior. 
B)  The account has considerable experience in using the product. 
C)  The organization wants to collect additional information and may make a change when purchasing a replacement product. 
D)  The account is satisfied with the current purchase arrangements. 
E)  This is the least complex buying situation.

Question 15

After developing corporate strategy, a corporate mission statement should be developed.

Accepted Answer

A) True 
 B)False

Question 16

A sales channel strategy can be defined as

Accepted Answer

A)  the type of relationship the selling firm desires to develop and maintain with the account. 
B)  the decision to build either a relationship or transaction marketing type of salesforce. 
C)  the number of accounts per field representative for a certain area. 
D)  the methods by which accounts receive selling effort. 
E)  decisions made by marketing management that determine whether sales will be personal selling or advertising driven. 
A)  the type of relationship the selling firm desires to develop and maintain with the account. 
B)  the decision to build either a relationship or transaction marketing type of salesforce. 
C)  the number of accounts per field representative for a certain area. 
D)  the methods by which accounts receive selling effort. 
E)  decisions made by marketing management that determine whether sales will be personal selling or advertising driven.

Question 17

The concept buying center can be defined as

Accepted Answer

A)  the physical location of the purchasing agent's office. 
B)  the division that handles the purchasing for the entire company. 
C)  all individuals from a firm that participate in any selling operation. 
D)  all individuals from a firm that participate in any particular buying decision. 
E)  those individuals designated on the organization chart that have the authority to instigate purchases. 
A)  the physical location of the purchasing agent's office. 
B)  the division that handles the purchasing for the entire company. 
C)  all individuals from a firm that participate in any selling operation. 
D)  all individuals from a firm that participate in any particular buying decision. 
E)  those individuals designated on the organization chart that have the authority to instigate purchases.

Question 18

The members of the buying center are often from different functional areas and desire different benefits from a purchasing agent.

Accepted Answer

A) True 
 B)False

Question 19

The major disadvantage of personal selling is the high cost to reach each member of the audience.

Accepted Answer

A) True 
 B)False

Question 20

The buying situation that poses the most problems for the buyer is the

Accepted Answer

A)  modified rebuy buying situation. 
B)  similar task buying situation 
C)  new task buying situation. 
D)  ongoing-project buying situation 
E)  straight rebuy buying situation. 
A)  modified rebuy buying situation. 
B)  similar task buying situation 
C)  new task buying situation. 
D)  ongoing-project buying situation 
E)  straight rebuy buying situation.

The first element of a sales strategy is defining a relationship strategy.

The decision-making process in straight rebuy buying situation is often referred to as

The personal communication between buyer and seller is typically viewed as less credible because of the negative image many consumers have of salespeople.

Which of the following is not a key decision area of corporate strategy?

According to the text, which of the following is not one of the exchange processes occurring between a selling firm and a buying firm?

The corporate mission statement has a direct effect on sales management activities.

SBUs typically consist of several products or line of unrelated products marketed to defined market segments.

If the SBU's objective is to "harvest market share," then its sales organization objectives would be to reduce selling costs and target profitable accounts.

Channel conflict occurs when the interests of different channels are not consistent.8

The buying center member who makes the final purchase decision is referred to as the

Customer account selection is one area in which sales and marketing must work closely together.

Which of the following statements regarding independent representatives is false?

If buying-center members want to reduce purchase risk and protect job security, they might

Which of the following statements regarding the straight-rebuy buying situation is false?

After developing corporate strategy, a corporate mission statement should be developed.

A sales channel strategy can be defined as

The concept buying center can be defined as

The members of the buying center are often from different functional areas and desire different benefits from a purchasing agent.

The major disadvantage of personal selling is the high cost to reach each member of the audience.

The buying situation that poses the most problems for the buyer is the

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

The first element of a sales strategy is defining a relationship strategy.

The decision-making process in straight rebuy buying situation is often referred to as

The personal communication between buyer and seller is typically viewed as less credible because of the negative image many consumers have of salespeople.

Which of the following is not a key decision area of corporate strategy?

According to the text, which of the following is not one of the exchange processes occurring between a selling firm and a buying firm?

The corporate mission statement has a direct effect on sales management activities.

SBUs typically consist of several products or line of unrelated products marketed to defined market segments.

If the SBU's objective is to "harvest market share," then its sales organization objectives would be to reduce selling costs and target profitable accounts.

Channel conflict occurs when the interests of different channels are not consistent.8

The buying center member who makes the final purchase decision is referred to as the

Customer account selection is one area in which sales and marketing must work closely together.

Which of the following statements regarding independent representatives is false?

If buying-center members want to reduce purchase risk and protect job security, they might

Which of the following statements regarding the straight-rebuy buying situation is false?

After developing corporate strategy, a corporate mission statement should be developed.

A sales channel strategy can be defined as

The concept buying center can be defined as

The members of the buying center are often from different functional areas and desire different benefits from a purchasing agent.

The major disadvantage of personal selling is the high cost to reach each member of the audience.

The buying situation that poses the most problems for the buyer is the

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