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1 | |
The evaluation process - whether it is a complete marketing audit or only an appraisal of individual components of the marketing program - involves: |
| | A) | Finding out what happened |
| | B) | Finding out why it happened |
| | C) | Deciding on how to capitalize on favorable conditions |
| | D) | Planning the next period's activities to improve on unsatisfactory conditions |
| | E) | All of the above |
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2 | |
When put together, a sales volume analysis and a marketing cost analysis constitute: |
| | A) | A marketing profitability analysis |
| | B) | A detailed study of the unit sales volume by product line |
| | C) | An examination of marketing expenses associated with each marketing unit |
| | D) | A sales management audit |
| | E) | A marketing audit |
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3 | |
Typically, _____ percent of the orders, customers, territories, or products contributes about ______ percent of the sales volume or profit. |
| | A) | 50; 50 |
| | B) | 20; 20 |
| | C) | 80; 20 |
| | D) | 20; 80 |
| | E) | Two of the above are correct |
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4 | |
When analyzing sales volume, sales managers break it down by: |
| | A) | sales territory |
| | B) | salesperson |
| | C) | product |
| | D) | customer |
| | E) | All of the above |
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5 | |
If a firm has a total of exactly 10 customers, all of which buy the same amount of product; then instead of an 80-20 principle, it is really a: |
| | A) | 90-10 principle |
| | B) | 70-30 principle |
| | C) | 50-50 principle |
| | D) | 30-70 principle |
| | E) | 10-90 principle |
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6 | |
All of the following are true about sales force automation (SFA) systems, except: |
| | A) | SFA analyzes information from a variety of the firm's different business functions |
| | B) | SFA is typically part of a firm's overall customer relationship management system |
| | C) | SFA makes performance evaluation faster and easier |
| | D) | SFA is so easy that no training of salespeople is required |
| | E) | Most company executives are satisfied with recent implementations of SFA |
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7 | |
The sales manager generally reaps the largest possible gain by working with the ______________ segments of the organization. |
| | A) | oldest |
| | B) | biggest |
| | C) | weakest |
| | D) | strongest |
| | E) | fastest |
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8 | |
The three stages of the sales management process are: |
| | A) | planning, implementation, and goal setting |
| | B) | planning, strategizing, and evaluation |
| | C) | staffing, organizing, and goal setting |
| | D) | planning, implementation, and evaluation |
| | E) | staffing, operating, comparing |
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9 | |
Management controls its sales force through the: |
| | A) | compensation plan |
| | B) | quota system |
| | C) | territorial structure |
| | D) | training program |
| | E) | All of the above |
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10 | |
When a company demonstrates satisfactory overall sales and profit figures, then: |
| | A) | there is no need for a sales volume analysis |
| | B) | there is no need for a marketing cost analysis |
| | C) | there is no need for a marketing profitability analysis |
| | D) | the 80-20 principle no longer applies |
| | E) | None of the above |
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2003 McGraw-Hill Higher Education