Question 1

The major reason for replacing field selling with telemarketing at specific accounts is its ease of implementation.

Accepted Answer

A) True 
 B)False

Question 2

The buying center member who starts the organizational purchasing process is referred to as the

Accepted Answer

A)  initiator. 
B)  user. 
C)  influencer. 
D)  decider. 
E)  purchaser. 
A)  initiator. 
B)  user. 
C)  influencer. 
D)  decider. 
E)  purchaser.

Question 3

Companies are using the Internet in a way that meets customer needs and reduces selling costs.

Accepted Answer

A) True 
 B)False

Question 4

A relationship strategy is a determination of the type of relationship to be developed with different account groups.

Accepted Answer

A) True 
 B)False

Question 5

If the sales organization objective is to maintain sales volume then the SBU objective is likely to be

Accepted Answer

A)  hold market share. 
B)  build market share. 
C)  develop market share. 
D)  establish market share. 
E)  harvest market share. 
A)  hold market share. 
B)  build market share. 
C)  develop market share. 
D)  establish market share. 
E)  harvest market share.

Question 6

Sales and marketing often focus on different activities. Which of the following is not one of the activities on which sales focuses?

Accepted Answer

A)  Distributor management 
B)  Account management 
C)  Merchandising 
D)  After-sales service 
E)  Product positioning 
A)  Distributor management 
B)  Account management 
C)  Merchandising 
D)  After-sales service 
E)  Product positioning

Question 7

Which of the following statements regarding telemarketing is false?

Accepted Answer

A)  Telemarketing is more effective than field selling. 
B)  One of the important benefits from telemarketing is the ability to gather, combine, and disseminate a great deal of useful information. 
C)  Telemarketing can provide a cost-effective way to support or substitute for expensive personal sales calls. 
D)  Training programs for the telemarketing salesforce should include knowledge and skills that will enable them to work effectively with the field salesforce. 
E)  Telemarketing can be used both to prospect for customers and qualify customer leads. 
A)  Telemarketing is more effective than field selling. 
B)  One of the important benefits from telemarketing is the ability to gather, combine, and disseminate a great deal of useful information. 
C)  Telemarketing can provide a cost-effective way to support or substitute for expensive personal sales calls. 
D)  Training programs for the telemarketing salesforce should include knowledge and skills that will enable them to work effectively with the field salesforce. 
E)  Telemarketing can be used both to prospect for customers and qualify customer leads.

Question 8

A separate corporate strategy must be developed for each SBU.

Accepted Answer

A) True 
 B)False

Question 9

Changes in the definition of SBUs typically increase the number of SBUs.

Accepted Answer

A) True 
 B)False

Question 10

Successful firms implement CRM technology and then develop a CRM strategy to fit it.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is the first phase in the buying process?

Accepted Answer

A)  Description of the characteristics of the item and the quantity needed. 
B)  Recognition of problem or need. 
C)  Description of the characteristics of the item and quantity needed. 
D)  Search for and qualification of potential sources. 
E)  Acquisition and analysis of proposals. 
A)  Description of the characteristics of the item and the quantity needed. 
B)  Recognition of problem or need. 
C)  Description of the characteristics of the item and quantity needed. 
D)  Search for and qualification of potential sources. 
E)  Acquisition and analysis of proposals.

Question 12

The first step in developing a corporate strategy is to define strategic business units.

Accepted Answer

A) True 
 B)False

Question 13

The organizational buying center member who starts the organizational purchasing process is the purchaser.

Accepted Answer

A) True 
 B)False

Question 14

Most independent rep agencies have close to 100 salespeople and support staff.

Accepted Answer

A) True 
 B)False

Question 15

The ________ provides direction for strategy development and execution throughout the organization.

Accepted Answer

A)  mission statement 
B)  strategy statement 
C)  corporate plan 
D)  business unit portfolio 
E)  goal statement 
A)  mission statement 
B)  strategy statement 
C)  corporate plan 
D)  business unit portfolio 
E)  goal statement

Question 16

Companies using an integrated advertising and personal selling effort might use advertising as a low cost-per-contact way to identify potential customers.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is not one of the characteristics of collaborative relationships?

Accepted Answer

A)  focus on selling products 
B)  provide a customized offering 
C)  serve a limited number of customers 
D)  involve a long-term perspective 
E)  center on adding value 
A)  focus on selling products 
B)  provide a customized offering 
C)  serve a limited number of customers 
D)  involve a long-term perspective 
E)  center on adding value

Question 18

Changes in the definition of SBUs can affect the personal selling function in all of the following ways except

Accepted Answer

A)  salesforces may have to be merged. 
B)  existing salesforces may have to perform different activities. 
C)  the type of salespeople to be hired may change. 
D)  new salesforces may have to be established. 
E)  more sales managers will always have to be hired. 
A)  salesforces may have to be merged. 
B)  existing salesforces may have to perform different activities. 
C)  the type of salespeople to be hired may change. 
D)  new salesforces may have to be established. 
E)  more sales managers will always have to be hired.

Question 19

All of the following are nonselling trade show objectives except

Accepted Answer

A)  service current customers. 
B)  gather competitive information. 
C)  identify new prospects. 
D)  introduce new products. 
E)  enhance corporate image. 
A)  service current customers. 
B)  gather competitive information. 
C)  identify new prospects. 
D)  introduce new products. 
E)  enhance corporate image.

Question 20

As organizations move from new-task buying situations to straight-rebuy buying situations, more members of the organization are usually involved in the buying process.

Accepted Answer

A) True 
 B)False

The major reason for replacing field selling with telemarketing at specific accounts is its ease of implementation.

The buying center member who starts the organizational purchasing process is referred to as the

Companies are using the Internet in a way that meets customer needs and reduces selling costs.

A relationship strategy is a determination of the type of relationship to be developed with different account groups.

If the sales organization objective is to maintain sales volume then the SBU objective is likely to be

Sales and marketing often focus on different activities. Which of the following is not one of the activities on which sales focuses?

Which of the following statements regarding telemarketing is false?

A separate corporate strategy must be developed for each SBU.

Changes in the definition of SBUs typically increase the number of SBUs.

Successful firms implement CRM technology and then develop a CRM strategy to fit it.

Which of the following is the first phase in the buying process?

The first step in developing a corporate strategy is to define strategic business units.

The organizational buying center member who starts the organizational purchasing process is the purchaser.

Most independent rep agencies have close to 100 salespeople and support staff.

The ________ provides direction for strategy development and execution throughout the organization.

Companies using an integrated advertising and personal selling effort might use advertising as a low cost-per-contact way to identify potential customers.

Which of the following is not one of the characteristics of collaborative relationships?

Changes in the definition of SBUs can affect the personal selling function in all of the following ways except

All of the following are nonselling trade show objectives except

As organizations move from new-task buying situations to straight-rebuy buying situations, more members of the organization are usually involved in the buying process.

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 major reason for replacing field selling with telemarketing at specific accounts is its ease of implementation.

The buying center member who starts the organizational purchasing process is referred to as the

Companies are using the Internet in a way that meets customer needs and reduces selling costs.

A relationship strategy is a determination of the type of relationship to be developed with different account groups.

If the sales organization objective is to maintain sales volume then the SBU objective is likely to be

Sales and marketing often focus on different activities. Which of the following is not one of the activities on which sales focuses?

Which of the following statements regarding telemarketing is false?

A separate corporate strategy must be developed for each SBU.

Changes in the definition of SBUs typically increase the number of SBUs.

Successful firms implement CRM technology and then develop a CRM strategy to fit it.

Which of the following is the first phase in the buying process?

The first step in developing a corporate strategy is to define strategic business units.

The organizational buying center member who starts the organizational purchasing process is the purchaser.

Most independent rep agencies have close to 100 salespeople and support staff.

The ________ provides direction for strategy development and execution throughout the organization.

Companies using an integrated advertising and personal selling effort might use advertising as a low cost-per-contact way to identify potential customers.

Which of the following is not one of the characteristics of collaborative relationships?

Changes in the definition of SBUs can affect the personal selling function in all of the following ways except

All of the following are nonselling trade show objectives except

As organizations move from new-task buying situations to straight-rebuy buying situations, more members of the organization are usually involved in the buying process.

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