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Management of a Sales Force, 11/e

Rosann Spiro, Indiana University
William J. Stanton, University of Colorado
Gregory A. Rich, Bowling Green State University

The Field of Sales Force Management

Chapter 1 Multiple Choice Quiz


1	Which of the following is not part of a firm's communications mix:
		A)	advertising
		B)	public relations
		C)	personal selling
		D)	distribution
		E)	sales promotion


2	Transaction selling emphasizes:
		A)	Retaining existing customers
		B)	Pricing for long-term profit
		C)	Selling to anyone
		D)	Decreasing the number of suppliers
		E)	All of the above


3	As defined in the text, outside selling does not include:
		A)	Selling notebooks to students in campus book store
		B)	A selling team from a medical equipment manufacturer makes a sales presentation to a buying team from a major hospital
		C)	A sales rep for a San Francisco hardware wholesaler calls on hardware stores in northern California
		D)	An insurance sales rep calls on a newly-married couple to sell them home owner's insurance
		E)	A salesperson from a major communications company calls on an airline to sell them on the idea of installing small telephones for passengers' use on flights


4	Support personnel who introduce new lines of products to customers or assist in conducting special promotional activities are most commonly called:
		A)	Order-takers
		B)	Missionary salespeople
		C)	Maintenance salespeople
		D)	Transaction sellers
		E)	Order-getters


5	Relative to other types of jobs, sales jobs generally
		A)	involve more travel time
		B)	require more social intelligence
		C)	are more stressful
		D)	involve less direct supervision by a manager
		E)	All of the above


6	In recent years, a new type of salesperson has emerged - one that is:
		A)	more manipulative
		B)	less profit oriented
		C)	more like a marketing consultant
		D)	more likely to tell jokes
		E)	All of the above.


7	According to the textbook,
		A)	success at selling almost always equates to success at managing salespeople.
		B)	a sales manager is first and foremost an administrator
		C)	the best sales managers have big egos
		D)	management skills cannot be learned - you must be born with them
		E)	All of the above


8	Many organizations today are flatter, which means
		A)	they have added layers of middle management
		B)	they eliminate the vice-president of sales
		C)	they sell fewer products
		D)	they typically use more cross-functional teams
		E)	None of the above


9	In the 21st Century, channels of distribution will typically become
		A)	flatter
		B)	more streamlined
		C)	more complex
		D)	eliminated by the Internet
		E)	Both A and B are correct


10	In recent years, which of the following demographic shifts has occurred in sales organizations?
		A)	more women are now salespeople
		B)	more minorities are now salespeople
		C)	salespeople tend to be more educated
		D)	the average age of salespeople has increased
		E)	All of the above

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