question

Some major reasons why sales managers often fail to perform at higher levels include all of the below except?

answer

Too strong a long-run customer orientation due to their several years as a salesperson

question

_____________ is the most important and highest-cost component of the promotional mix for companies as they try to integrate and coordinate their communications aimed at targeted customers.

answer

Personal selling

question

Among the most important behavioral megatrends are all but which of the following?

answer

Less expert and demanding buyers

question

Sales managers require management training because:

answer

ALL THE ABOVE

question

Which of the following is the least important reason for sales managers to measure and evaluate the performance of their salespeople?

answer

To change the advertising campaign supporting the sales force

question

To succeed in the years ahead, sales managers will need to learn fresh roles and reinvent some old ones, such as

answer

ALL OF THE ABOVE

question

Which of the following sales management titles usually represents the lowest level sales manager?

answer

Branch or field sales manager

question

___________ refer(s) to the sales goals for different sales territories and for individual salespeople.

answer

Quotas

question

A sales forecast that is too high can lead to all but which of the below?

answer

too few salespeople, market not covered

question

The "buying power index" for a geographic area is a weighted combination of the area's

answer

personal income, retail sales, population

question

The __________ refers to a sales forecast method based on sales force estimates of sales for the planning horizon

answer

sales force composite

question

"Green River" ordinances require that

answer

All non-residents who attempt to sell goods or services directly to consumers MUST be registered with city authorities and obtain a license to sell goods or services direct to consumers in that vicinity

question

Which sales forecasting method is the most often used?

answer

jury of executive opinion

question

____________ represents a situation with alternate courses of action, each having different moral implications.

answer

Ethical dilemma

question

Reciprocity refers to:

answer

Selecting only suppliers who will also purchase from the buyer-"You buy from me and I'll buy from you"

question

Which of the following steps is not a part of the systematic budget preparation process?

answer

Request more than actually needed and spend everything you get to ensure obtaining one's fair share of the future budget allocations

question

With regard to sales budgets, which of the statements below is least accurate

answer

Sales budgets establish ideal standards for evaluating actual sales force costs versus sales revenues

question

Among the various differences in selling abroad, probably the major adjustment for most salespeople and sales managers is in developing sensitivity to the ____________ of the foreign country.

answer

Culture

question

____________ is the extent to which an act is consistent with stated or implied contracts and/or laws.

answer

Contractualism

question

Which of the below definitions is incorrect with regard to ethical philosophies and/or moral judgments?

answer

ALL OF THE ABOVE

question

A __________ salesperson is motivated primarily by matching up customers with products and services that best address their needs.

answer

Customer-oriented

question

Dealing with different groups of customers by offering a unique product for each group refers to __________.

answer

Differentiated marketing

question

A systematic integration of information, technology, and human resources, all oriented toward (a) providing maximum value to customers and (b) maximizing the value obtained from customers is known as __________.

answer

Customer relationship management

question

__________ focuses on using information to improve internal efficiencies.

answer

Operational crm

question

Business slander takes place when

answer

An unfair and untrue oral statement is made about a competitor

question

The exploratory statistical analysis of the data in the data warehouse to reveal relationships that allow customers to be targeted more accurately, is known as __________.

answer

DATA MINING

question

Which of the following characteristics should sales managers not look for before recommending a particular CRM software?

answer

Adopt CRM software with the lowest cost

question

Customer loyalty is a function of which of the following components-

answer

Customer share and customer commitment

question

__________ is at the low end of the relationship involvement (exchange) continuum.

answer

Transactional selling

question

Focusing on processes that create large-scale, efficient, and economic production is known as a __________.

answer

Production orientation

question

An advantage of the consultative problem-solving sales presentation strategy is that the

answer

Salesperson and prospect negotiations focus on a "win-win" outcome

question

Which of the following is not a direct selective lead-searching method?

answer

Door-to-door canvassing of organizations

question

The __________ represents the stage in the PSP where the salesperson tries to obtain the prospect's agreement to purchase the product.

answer

Close

question

In prospecting for customers, the acronym NAME refers to:

answer

Need, authority, money, eligibility

question

Which of the following is not one of the three different overall objectives that sales calls are supposed to achieve?

answer

Lower costs and expenses

question

Any highly structured or patterned selling approach refers to __________.

answer

Canned (or programmed) selling

question

A "trial close" should be attempted

answer

At any appropriate time during the sales presentation and demonstration

question

The first face-to-face contact with the prospect is known as the __________.

answer

Approach

question

The first step in the personal selling process is:

answer

Prospecting and qualifying

question

An advantage of the formula sales presentation strategy is that

answer

The prospect is led through the mental states of buying (attention, interest, desire, and action).

question

HIERARCHY OF SALES MANAGERS

answer

1. VP sales 2. national sales manager 3. zone manager 4. district manager 5. sales supervisor

question

3 Major megatrends

answer

1. behaviroal 2. tech 3. managerial forces

question

4 key trends in management of info include

answer

1. databse marketing 2. data warehousing 3. push tech 4. data mining

question

Laws to ensure that a competitive marketplace exists, such as the:

answer

Robinson-Patman Act Sherman Antitrust Act Clayton Act

question

3 Levels of Buyer-Seller Relationship Interactions

answer

1. transactional selling 2. relationship selling 3. strategic partnerships

question

personal selling process

answer

1. prospecting and qualifying: NAME 2. approach: the sales call or face to face contact 3. approaching the prospect 4. sales presentation 5. negotiation 6. confirming and closing sale 7. following up and servicing the account

question

Which one of the following tasks is not a major activity that must be considered in allocating the salesperson's time?

answer

personal meals and coffee breaks

question

___________ refers to devising a travel plan or pattern to use when making sales calls.

answer

Territorial routing

question

The weakest reason for a sales manager to revise the sales territories and assignments of his salespeople would be when

answer

the sales training program is being revised

question

The first step in the procedure for developing sales territories is:

answer

select a geographical control unit

question

Most companies establish sales territories on a geographic basis, but the major emphasis generally should be on

answer

customers and prospects

question

Developing a salesperson workload analysis requires an estimate of:

answer

ALL OF THE ABOVE

question

The first step in a systematic process for recruiting salespeople is to:

answer

conduct a job analysis

question

Before recruiting a new salesperson, the sales manager should conduct a job analysis to identify the duties, requirements, responsibilities, and conditions involved in the sales job. What is the first step in conducting the job analysis?

answer

analyze the environment in which the salesperson is to work

question

To ensure that new recruits have aptitude necessary to be successful in a particular type of sales job, which of the following procedures should be followed?

answer

ALL OF THE ABOVE

question

__________ can be viewed as results oriented with a focus on achieving sales goals.

answer

Effectiveness

question

As selling costs increase, many companies are finding that ____________ is a more economical way of reaching customers and prospects

answer

direct marketing

question

The procedure for setting up sales territories includes all of the following steps except

answer

make an analysis of the skills and abilities of each salesperson

question

In developing sales territories, the optimal size is

answer

big enough to represent a reasonable workload for the salesperson

question

__________represents an individual's selective perception of the worth of some activity, object, or idea.

answer

Value

question

Ethical issues for most salespeople include all of the following except

answer

ALL OF THE ABOVE

question

To create an ethical work environment for salespeople sales managers need to do all of the following except

answer

Emphasize a strong bottom-line sales orientation

question

Which of the following would not be a logical way for sales management to organize the sales department?

answer

By suppliers

question

The last step in the sales management planning process is:

answer

evaluate and control

question

The second step in preparing the annual sales budget is to:

answer

communicate sales goals and objectives

question

According to the Boston Consulting Group's "Growth/Market Share Matrix" ___________ are high market share and high market growth products.

answer

Stars

question

In analyzing the current situation under the sales management planning process, sales managers ought to consider which of the following variables?

answer

ALL OF THE ABOVE

question

A type of moving average that represents the weighted sum of all past numbers in a time series, placing the heaviest weight on the most recent data, is known as __________.

answer

exponential smoothing

question

__________ methods are statistical approaches for analyzing the way variables are related to one another or move together in some way without necessarily having a cause and effect relationship.

answer

Correlation analysis

question

As increasing numbers of immigrants enter the United States bringing a rich diversity of cultures, tastes, and preferences, domestic markets will become

answer

More micro segmented

question

__________________ is a growth strategy that seeks to sell more products in current markets

answer

Market development

question

Laws protecting consumers and society from unfair business practices include:

answer

ALL OF THE ABOVE

question

Yesterday's sales managers focused on __________________ ; whereas today's sales managers focus on _________________.

answer

Sales transactions ... customer relationships

question

Although there are different levels of organizational planning, the focus of strategic planning is on:

answer

company mission, vision, goals, primary strategies, and overall budgets

question

The purpose of the sales organization is to facilitate the accomplishment of marketing and sales objectives by

answer

ALL OF THE ABOVE

question

The maximum possible sales for an entire industry is known as___________.

answer

market potential

question

When beginning the planning process, sales managers should consider six basic questions. "Where should we be headed?" is associated with:

answer

prognosis

question

Sales managers who recruit and select a sales force without planning are likely to find themselves continually

answer

ALL OF THE ABOVE

question

As a megatrend, managerial forces are doing all of the following except:

answer

ALL OF THE ABOVE

question

Before recruiting a new salesperson, the sales manager should conduct a job analysis to identify the duties, requirements, responsibilities, and conditions involved in the sales job. What is the first step in conducting the job analysis?

answer

analyze the environment in which the salesperson is to work

question

Before a sales manager can search for a particular type of salesperson, he or she must know something about the sales job to be filled. A job analysis identifies the duties, requirements, responsibilities, and conditions involved in the sales job. What is the third step in conducting the job analysis?

answer

make sales calls with several salespeople to observe and record the various tasks of the job

question

In a checklist for developing a job description, service functions refers to which of the following activities?

answer

handle adjustments, returns, and allowances

question

Probably the most difficult part of the entire recruitment and selection process is

answer

determining the qualifications needed to fill the sales job

question

While all of the sources mentioned below provide people for sales jobs, which one provides salespeople who are most ready to start selling?

answer

competitors

question

In looking over application forms before interviewing a sales applicant, a sales manager should look for

answer

ALL OF THE ABOVE

question

"Shows poise, self-confidence, and maturity in dress, general demeanor, and degree of relaxation." This critical characteristic and behavior of sales recruits refers to:

answer

maturity

question

Since the job description is used in evaluating the salesperson's performance, many of the responsibilities listed on the job description should be stated

answer

in quantitative terms

question

CRM

answer

Systematic integration of information technology and human resources designed to provide maximum value to customers and to obtain maximum value from customers.

question

direct selective lead-searching method

answer

- telemarketers - bird dogs - other non-competing sales people find prospects for you - endless chains: get a prospect

question

jury of executive opinion

answer

asks key managers within the company for their best estimate of sales in a given planning horizon and combines the results to develop the forecast.

question

Procedure for Setting Up Sales Territories

answer

1. select a geographic control unit 2. conduct an account analysis 3. develop a salesperson workload analysis 4. combine geographic control units into territories 5. assign salespeople to territories

question

taxico had unscussccful plan

answer

only wanted to distil oil bc it was cheap and plentiful stopped exploring oil got cheap and scarce persian gulf countries like Saudia Arabia manipulated oil quantities BAD ASSUMPTIONS PLANNING FOR FUTURE - YOU HAVE TO MAKE ASSUMPTIONS WHEN YOU MAKE ASSUMPTIONS, MAKE THE OPPOSITE ASSUMPTIONS AS WELL.

question

RECRUITMENT PROCESS

answer

1. conduct job analysis 2. prepare job description 3. identify sales job qualifications 4. attract a pool of sales recruits 5. select best recruits

Midterm #1 Sales Marketing – Flashcards

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