Midterm #1 Sales Marketing – Flashcards

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Some major reasons why sales managers often fail to perform at higher levels include all of the below except?
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Too strong a long-run customer orientation due to their several years as a salesperson
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_____________ 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.
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Personal selling
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Among the most important behavioral megatrends are all but which of the following?
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Less expert and demanding buyers
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Sales managers require management training because:
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ALL THE ABOVE
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Which of the following is the least important reason for sales managers to measure and evaluate the performance of their salespeople?
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To change the advertising campaign supporting the sales force
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To succeed in the years ahead, sales managers will need to learn fresh roles and reinvent some old ones, such as
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ALL OF THE ABOVE
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Which of the following sales management titles usually represents the lowest level sales manager?
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Branch or field sales manager
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___________ refer(s) to the sales goals for different sales territories and for individual salespeople.
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Quotas
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A sales forecast that is too high can lead to all but which of the below?
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too few salespeople, market not covered
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The "buying power index" for a geographic area is a weighted combination of the area's
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personal income, retail sales, population
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The __________ refers to a sales forecast method based on sales force estimates of sales for the planning horizon
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sales force composite
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"Green River" ordinances require that
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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
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Which sales forecasting method is the most often used?
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jury of executive opinion
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____________ represents a situation with alternate courses of action, each having different moral implications.
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Ethical dilemma
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Reciprocity refers to:
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Selecting only suppliers who will also purchase from the buyer-"You buy from me and I'll buy from you"
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Which of the following steps is not a part of the systematic budget preparation process?
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Request more than actually needed and spend everything you get to ensure obtaining one's fair share of the future budget allocations
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With regard to sales budgets, which of the statements below is least accurate
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Sales budgets establish ideal standards for evaluating actual sales force costs versus sales revenues
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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.
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Culture
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____________ is the extent to which an act is consistent with stated or implied contracts and/or laws.
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Contractualism
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Which of the below definitions is incorrect with regard to ethical philosophies and/or moral judgments?
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ALL OF THE ABOVE
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A __________ salesperson is motivated primarily by matching up customers with products and services that best address their needs.
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Customer-oriented
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Dealing with different groups of customers by offering a unique product for each group refers to __________.
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Differentiated marketing
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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 __________.
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Customer relationship management
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__________ focuses on using information to improve internal efficiencies.
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Operational crm
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Business slander takes place when
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An unfair and untrue oral statement is made about a competitor
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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 __________.
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DATA MINING
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Which of the following characteristics should sales managers not look for before recommending a particular CRM software?
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Adopt CRM software with the lowest cost
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Customer loyalty is a function of which of the following components-
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Customer share and customer commitment
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__________ is at the low end of the relationship involvement (exchange) continuum.
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Transactional selling
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Focusing on processes that create large-scale, efficient, and economic production is known as a __________.
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Production orientation
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An advantage of the consultative problem-solving sales presentation strategy is that the
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Salesperson and prospect negotiations focus on a "win-win" outcome
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Which of the following is not a direct selective lead-searching method?
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Door-to-door canvassing of organizations
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The __________ represents the stage in the PSP where the salesperson tries to obtain the prospect's agreement to purchase the product.
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Close
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In prospecting for customers, the acronym NAME refers to:
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Need, authority, money, eligibility
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Which of the following is not one of the three different overall objectives that sales calls are supposed to achieve?
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Lower costs and expenses
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Any highly structured or patterned selling approach refers to __________.
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Canned (or programmed) selling
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A "trial close" should be attempted
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At any appropriate time during the sales presentation and demonstration
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The first face-to-face contact with the prospect is known as the __________.
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Approach
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The first step in the personal selling process is:
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Prospecting and qualifying
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An advantage of the formula sales presentation strategy is that
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The prospect is led through the mental states of buying (attention, interest, desire, and action).
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HIERARCHY OF SALES MANAGERS
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1. VP sales 2. national sales manager 3. zone manager 4. district manager 5. sales supervisor
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3 Major megatrends
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1. behaviroal 2. tech 3. managerial forces
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4 key trends in management of info include
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1. databse marketing 2. data warehousing 3. push tech 4. data mining
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Laws to ensure that a competitive marketplace exists, such as the:
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Robinson-Patman Act Sherman Antitrust Act Clayton Act
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3 Levels of Buyer-Seller Relationship Interactions
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1. transactional selling 2. relationship selling 3. strategic partnerships
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personal selling process
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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
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Which one of the following tasks is not a major activity that must be considered in allocating the salesperson's time?
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personal meals and coffee breaks
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___________ refers to devising a travel plan or pattern to use when making sales calls.
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Territorial routing
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The weakest reason for a sales manager to revise the sales territories and assignments of his salespeople would be when
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the sales training program is being revised
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The first step in the procedure for developing sales territories is:
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select a geographical control unit
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Most companies establish sales territories on a geographic basis, but the major emphasis generally should be on
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customers and prospects
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Developing a salesperson workload analysis requires an estimate of:
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ALL OF THE ABOVE
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The first step in a systematic process for recruiting salespeople is to:
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conduct a job analysis
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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?
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analyze the environment in which the salesperson is to work
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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?
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ALL OF THE ABOVE
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__________ can be viewed as results oriented with a focus on achieving sales goals.
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Effectiveness
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As selling costs increase, many companies are finding that ____________ is a more economical way of reaching customers and prospects
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direct marketing
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The procedure for setting up sales territories includes all of the following steps except
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make an analysis of the skills and abilities of each salesperson
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In developing sales territories, the optimal size is
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big enough to represent a reasonable workload for the salesperson
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__________represents an individual's selective perception of the worth of some activity, object, or idea.
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Value
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Ethical issues for most salespeople include all of the following except
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ALL OF THE ABOVE
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To create an ethical work environment for salespeople sales managers need to do all of the following except
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Emphasize a strong bottom-line sales orientation
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Which of the following would not be a logical way for sales management to organize the sales department?
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By suppliers
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The last step in the sales management planning process is:
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evaluate and control
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The second step in preparing the annual sales budget is to:
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communicate sales goals and objectives
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According to the Boston Consulting Group's "Growth/Market Share Matrix" ___________ are high market share and high market growth products.
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Stars
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In analyzing the current situation under the sales management planning process, sales managers ought to consider which of the following variables?
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ALL OF THE ABOVE
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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 __________.
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exponential smoothing
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__________ 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.
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Correlation analysis
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As increasing numbers of immigrants enter the United States bringing a rich diversity of cultures, tastes, and preferences, domestic markets will become
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More micro segmented
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__________________ is a growth strategy that seeks to sell more products in current markets
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Market development
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Laws protecting consumers and society from unfair business practices include:
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ALL OF THE ABOVE
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Yesterday's sales managers focused on __________________ ; whereas today's sales managers focus on _________________.
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Sales transactions ... customer relationships
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Although there are different levels of organizational planning, the focus of strategic planning is on:
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company mission, vision, goals, primary strategies, and overall budgets
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The purpose of the sales organization is to facilitate the accomplishment of marketing and sales objectives by
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ALL OF THE ABOVE
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The maximum possible sales for an entire industry is known as___________.
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market potential
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When beginning the planning process, sales managers should consider six basic questions. "Where should we be headed?" is associated with:
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prognosis
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Sales managers who recruit and select a sales force without planning are likely to find themselves continually
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ALL OF THE ABOVE
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As a megatrend, managerial forces are doing all of the following except:
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ALL OF THE ABOVE
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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?
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analyze the environment in which the salesperson is to work
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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?
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make sales calls with several salespeople to observe and record the various tasks of the job
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In a checklist for developing a job description, service functions refers to which of the following activities?
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handle adjustments, returns, and allowances
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Probably the most difficult part of the entire recruitment and selection process is
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determining the qualifications needed to fill the sales job
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While all of the sources mentioned below provide people for sales jobs, which one provides salespeople who are most ready to start selling?
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competitors
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In looking over application forms before interviewing a sales applicant, a sales manager should look for
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ALL OF THE ABOVE
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"Shows poise, self-confidence, and maturity in dress, general demeanor, and degree of relaxation." This critical characteristic and behavior of sales recruits refers to:
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maturity
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Since the job description is used in evaluating the salesperson's performance, many of the responsibilities listed on the job description should be stated
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in quantitative terms
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CRM
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Systematic integration of information technology and human resources designed to provide maximum value to customers and to obtain maximum value from customers.
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direct selective lead-searching method
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- telemarketers - bird dogs - other non-competing sales people find prospects for you - endless chains: get a prospect
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jury of executive opinion
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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.
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Procedure for Setting Up Sales Territories
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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
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taxico had unscussccful plan
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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.
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RECRUITMENT PROCESS
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1. conduct job analysis 2. prepare job description 3. identify sales job qualifications 4. attract a pool of sales recruits 5. select best recruits
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